Business Development 101

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Business development is a broad concept that encompasses all tasks related to generating leads and converting them into customers. This includes lead generation and nurturing marketing tasks and sales tasks. To illustrate, let’s imagine that Bethany is the Director of Business Development for a mid-sized architecture firm. Bethany’s primary responsibility is to sign new businesses and clients for the firm.

Business development is a big-picture approach.

Business development is a process that helps a company develop relationships with existing and potential customers. It involves sales, marketing, and lead generation tasks. Consider Bethany, who works as the Director of Business Development at a mid-sized architecture firm. Although she is not involved with project delivery, she still plays a vital role in the firm, signing new businesses and clients.

Marketing is a process of determining the products and services a firm should offer and positioning it in a competitive market. Ideally, this activity will increase awareness of a firm among its target audience and result in a more robust flow of qualified leads. Business development was traditionally a subset of marketing, focusing on building new partnerships and distribution channels. Today, the term is often interchanged with sales.

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While most business leaders are busy managing day-to-day business, they often lack time to look ahead. This approach requires a big-picture mindset and a commitment to resources. It also requires a business owner to have a clear vision and empower employees to help it become a reality.

While big-picture thinking is not appropriate for every situation, it can help you identify opportunities and threats that may not have been obvious to you before. By thinking about the big picture, you can avoid making decisions that will have disastrous consequences while ensuring that you make the right decisions for your business.

It’s a mix of sales and marketing.

Business development is identifying potential customers, nurturing those leads, and making sales. As a result, it is a fusion of marketing and sales functions. Let’s take an example: Bethany is a mid-sized architecture firm’s Director of Business Development. She’s not an architect and doesn’t work on the delivered projects, but she has a definite role in the overall business development.

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In a sales-centric company, marketing focuses on building a customer base and attracting new customers. In contrast, business development focuses on the processes and tasks necessary to distribute products and services to a market. The two functions can complement each other, but they are different.

Marketing determines what products and services a firm should sell and how to position itself in a competitive marketplace. As long as this process is done well, it should produce increased awareness of a company among its target audience and a higher flow of qualified leads. In the past, business development was a subset of the marketing function, where the role primarily focused on acquiring new distribution channels and marketing relationships. However, the process has become increasingly interdisciplinary and synonymous with all other marketing functions.

Business development departments are a cross-functional team that collaborates to create consistent brand messaging. Without the support of the marketing department, business developers may find it challenging to secure in-person meetings and miss out on significant opportunities. A CMO is often responsible for both departments, ensuring they work towards the same business objectives.

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It involves partnerships

Proper business development involves partnerships between two or more companies that work together toward a common objective. The companies share resources, responsibilities, and risks. They also share the revenue generated by the partnership. A classic example is when a computer manufacturer partners with a fashion designer to create a limited-edition laptop and a matching case. Both companies share revenue equitably based on their costs and resources.

The partnership agreement should specify the benefits that each partner receives. It should also outline the responsibilities and resources of each partner. Both parties should be professional and open, as this will prevent disagreements and losses in the future. The contract should also clearly state the resources and earnings of each partner. It is essential to be transparent in all aspects of a partnership, including compensation.

Business development involves partnerships in various forms, and the block’s structure depends on the company’s goals. One common type involves joint product partnerships, where two companies work to create a new or improved product. Another kind consists of a partnership in which two companies work together to create a new tool or service for overlapping audiences. Blocks can also be strategic since they provide companies access to new markets.

The business development person will have a good understanding of business strategy and should be able to negotiate a deal. Depending on the company, this person may be an executive or a sales representative. The person will have to create a compelling pitch, focusing on the high-level benefits of both parties. In addition, the rise must cover all aspects of the partnership.

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Business Development 101
What Does a Business Development Executive Do? image 0
What Does a Business Development Executive Do?