Overview

1
Overview

• Business Development Broadly used term
• Traditional Business Development
• Business Development The last five years
• Business Development Recent Evolution
• Key Success Factors in the New Economy
• Role of the Business Development Executive
• Conclusion

2
Business Development - Broadly Used
Corporate Alliances New Business
Development Sales Account Management Media
Buying Mergers and Acquisitions
3
Traditional Business Development

• Environment
• Large, stable companies
• Long term planning and objectives
• Incremental change
• Well defined corporate roles and responsibilities
• Business Development Teams
• Small group of senior deal makers (40 yrs old)
• Focused on small number of strategic deals (Corp
  Alliances, New Businesses, MA)
• Long deal cycles (months or even years)

4
Business Development - Last Five Years

• Environment
• Small, very dynamic companies
• Little to no strategic planning
• Discontinuous, constant change
• Poorly defined organizational structure and roles
• Business Development Teams
• Larger groups of younger, early adopters
• Focused on many deals of various size and type,
  generally tactical (tactical strategic)
• Short deal cycles modern day land grab

5
Business Development - Recent Evolution

• Environment
• Industry becoming clearer - Battle lines drawn
• Consolidation and shakeout well underway
• Business discipline and planning back in style
• Dynamic change handled more adroitly
• Business roles better defined
• Business Development Teams
• Becoming smaller, more senior/experienced
• Greater strategic planning creating deal focus
• More business discipline and rigor in deals

6
Key Success Factors in the New Economy

• The important charater traits have not changed
• Hard Work
• Critical Thinking
• Problem Solving
• Innovation
• Communications
• Excellence

7
The Role of the Business Development Executive
Manage Relationships Anticipate Change Seize
Opportunities
8
Manage Relationships

• External
• Networking to establish and maintain
  relationships
• Understand business issues and needs
• Learn corporate structures and decision makers
• Brainstorm ideas and concepts
• Internal
• Thorough understandingof the business
• Be aware of internal politics and sensitivities
• Build bridges with key decision makers
• Educate company about market conditions

9
Anticipate Change

• Change is rarely a well kept secret
• Listen to those positioned to know
• Observe the the market and its trends closely
• Understand technology and its implications
• Critically evaluate current solutions
• Develop innovative solutions to problems
• Extrapolate market solutions

10
Seize Opportunities

• Timing is everything - be patient
• Know what you want and your walk away point
• Engage decision makers with strategic offers
  which meet both companies goals
• Preserve core business principles and discipline
• Dont be afraid to say no
• Communicate the deal throughout the organization
• Commit the necessary resources

11
Conclusion

• Last five years have been characterized by
  business development-like behavior
• Marketplace is becoming better understood and the
  role of BD is strategic and important
• Current market environment demands near flawless
  business decisions including business development
• Business Development requires clearly
  communicated goals and objectives and management
  driven business discipline