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Biz Dev 101: A Workshop on How Deals Get Done
About this Course
Intro (1:54)
Course Agenda (0:42)
What, Exactly, Is Business Development?
The Definition of Business Develoment (1:25)
The Many Faces of Value (6:38)
The Sources of Value - Customers, Markets, and Relationships (3:52)
Who Does Business Development? (2:16)
The Functions of Business Development - Sales (2:59)
The Functions of Business Development - Strategy (3:05)
The Functions of Business Development - Partnerships (6:30)
The Functions of Business Development - Relationship Management (1:50)
Thinking BD - a Four-Step Strategic Framework
Intro to Business Development Strategies (1:47)
BD Strategies - Step 1 - Identify the Opportunity (2:15)
BD Strategies - Step 2 - Assess the Opportunity (9:56)
BD Strategies - Step 3 - Evaluate the Paths (5:40)
BD Strategies - Step 4 - Make a Decision (6:06)
Getting Things Done - Tactical BD in Action
BD Tactics- Step 1 - Find a Contact (6:17)
BD Tactics - Step 2 - Get a Meeting (5:44)
BD Tactics - Step 3 - Interest Building Meetings (4:41)
BD Tactics - Step 4 - Close the Deal (6:32)
Course Wrap-Up
Post-Deal Lessons - Wrap-up (1:02)
BD Strategies - Step 1 - Identify the Opportunity
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