Post on 05-Dec-2014
description
The Business of Business Development
DAVE BALTER@DaveBalter
Sales is
Selling
Sales is
Selling
Finding the budget.
Sales is
Selling
Finding the budget. Selling the idea.
Sales is
Selling
Finding the budget. Selling the idea. Being a closer.
Business Development is
Partnerships That GenerateLong-‐Term Value
Business Development is
Partnerships That GenerateLong-‐Term Value
Research.
Business Development is
Partnerships That GenerateLong-‐Term Value
Research. Listening.
Business Development is
Partnerships That GenerateLong-‐Term Value
Research. Listening. Pa<ence.
Business Development is
Partnerships That GenerateLong-‐Term Value
Research. Listening. Problem SolverPa<ence.
The Four Steps of Biz Dev
1. Set the Table
The Four Steps of Biz Dev
1. Set the Table2. Plan the Meal
The Four Steps of Biz Dev
Partnership Development Financing and Acquisi<on
Set the Table
Map Your Industry & Bring People to your Table via Ego Traps
Consumers Demand: Reputation Management
Companies Need: Skill Measurement
Learning & Skill Development
Use the Press to tell your story
Map Your Industry Workshop
Map Your Industry Workshop
-‐ Break into groups
Map Your Industry Workshop
-‐ Break into groups -‐ Pick 1 company
Map Your Industry Workshop
-‐ Break into groups -‐ Pick 1 company-‐ Plan an Industry Map
Map Your Industry Workshop
-‐ Break into groups -‐ Pick 1 company-‐ Plan an Industry Map-‐ Iden<fy 3 Ego Traps
Map Your Industry Workshop
-‐ Break into groups -‐ Pick 1 company-‐ Plan an Industry Map-‐ Iden<fy 3 Ego Traps-‐ Present to class in 60 seconds
Plan the Meal
Map The Org & Pair the Players & Write the Brief
There Are Always
One or TwoTrouble-‐Makers
The Other Sideis also ba=ling internaltensions: use businessvs. legal to your advantage
Use the Phone to send a signal
Map the Org Workshop
Map the Org Workshop
• Regroup
Map the Org Workshop
• Regroup• Map the Org
Map the Org Workshop
• Regroup• Map the Org• Pair Your Players
Map the Org Workshop
• Regroup• Map the Org• Pair Your Players• Who is missing (and how do you
solve)
Prepare to Feast
Map The How Know the Documents Do Their Work Pilot to support ObjecEves Set KPIs for long-‐term
Pilot, KPI, Rollout
Us Them
Pilot, KPI, Rollout
Us Them100,000 Users Increased
Engaged Goal
Pilot, KPI, Rollout
Us Them100,000 Users Increased
Engaged Goal
Pilot Email 10,000 people offer to join pla?orm and take tests
Pilot, KPI, Rollout
Us Them100,000 Users Increased
Engaged Goal
Pilot Email 10,000 people offer to join pla?orm and take tests
KPI 1 (firm) 1,000 users 20% open rate -‐> 30%
Pilot, KPI, Rollout
Us Them100,000 Users Increased
Engaged Goal
Pilot Email 10,000 people offer to join pla?orm and take tests
KPI 1 (firm) 1,000 users 20% open rate -‐> 30%
KPI 2 (so() Type of test Type of test
Pilot, KPI, Rollout
Us Them100,000 Users Increased
Engaged Goal
Pilot Email 10,000 people offer to join pla?orm and take tests
KPI 1 (firm) 1,000 users 20% open rate -‐> 30%
KPI 2 (so() Type of test Type of test
Rollout UIlize our API to embed across specific verIcal of ~1M members
Feast Prep Workshop
Feast Prep Workshop
• Create 1-‐3 Pilot Ideas
Feast Prep Workshop
• Create 1-‐3 Pilot Ideas• Ar<culate 1-‐2 key KPIs
Feast Prep Workshop
• Create 1-‐3 Pilot Ideas• Ar<culate 1-‐2 key KPIs• What Happens Once Achieved?
Red Flags
Red Flags
• Time is (oYen) your enemy
Red Flags
• Time is (oYen) your enemy• One-‐Shot Thinking
Red Flags
• Time is (oYen) your enemy• One-‐Shot Thinking• Narrow Internal Knowledge
Red Flags
• Time is (oYen) your enemy• One-‐Shot Thinking• Narrow Internal Knowledge• Silence