Business Development Foundations (2017)
55mIntermediate2017-11-28
Authors
Robbie Kellman Baxter
Founder of Peninsula Strategies LLC
Course details
Business development can be the innovation hub of your organization, and an exciting career for visionary and strategic professionals. It can be a source of disruptive strategies and partnerships that help companies to leapfrog their competitors. And yet, the term "business development" is thrown around by many executives who don't fully understand its power to transform.
Business development teams identify areas of opportunity: new products, new markets, new partnerships, and new distribution channels. It's critical to start with clear objectives. Are you using business development (BD) as a marketing tool, a sales channel, a source of innovation, or a corporate development hub? Management consultant Robbie Kellman Baxter shows you how the best BD professionals identify and build momentum for new initiatives. She also gives you the insight you need to launch a BD function in your organization, explains how to manage a BD team, and shares how to scale the BD function as your opportunities grow.
Learning objectives
Define business development.
Explain the purpose of business development.
Distinguish business development from other functions.
Identify the skills and personality requirements for a business development role.
Measure business development performance.
List options for organizing a business development team.
Describe how to make business development relevant at the C-level.
Business development teams identify areas of opportunity: new products, new markets, new partnerships, and new distribution channels. It's critical to start with clear objectives. Are you using business development (BD) as a marketing tool, a sales channel, a source of innovation, or a corporate development hub? Management consultant Robbie Kellman Baxter shows you how the best BD professionals identify and build momentum for new initiatives. She also gives you the insight you need to launch a BD function in your organization, explains how to manage a BD team, and shares how to scale the BD function as your opportunities grow.
Learning objectives
Define business development.
Explain the purpose of business development.
Distinguish business development from other functions.
Identify the skills and personality requirements for a business development role.
Measure business development performance.
List options for organizing a business development team.
Describe how to make business development relevant at the C-level.
Skills covered
Business StrategyBusiness Analysis and StrategyLeadership and ManagementOne-Off
Concepts
0. Introduction
- 01 - Welcome
1. Overview of Business Development - What Is It
- 02 - How to define business development
- 03 - The purpose of business development
- 04 - How business development is unique from other functions
- 05 - Variations in the business development role
2. Launching a BD Function in Your Organization
- 06 - Learning when an organization needs business development
- 07 - Understanding the skills and personality requirements for a business development role
- 08 - Interviewing for a business development role
3. Management of Business Development Teams
- 09 - Setting and understanding expectations
- 10 - Measuring business development performance
- 11 - The lifecycle of a business development relationship
4. Organizational Considerations
- 12 - Options for organizing a business development team
- 13 - How to manage internal demands on your time
- 14 - Career opportunities beyond business development
- 15 - Making business development relevant at the C-level
Conclusion
- 16 - Next steps