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Full Description
EVERYTHING YOU NEED TO BUILD REVENUE-GENERATING PARTNERSHIPSCorporations have profited from strong business development strategies for years. So it's no surprise that of the half-million new businesses created each year, the most successful ones are driven by business development. Now, savvy professionals on the business side of a startuphave a reliable guide to perfecting the partnershipstrategies that will quickly add value to any company.Pitching & Closing gives you concrete actionsteps for mastering the specific skill set today's business-development professionals need to define their roles and meet revenue expectations. Written in practical terms by playmakers at Twitter and SocialRank, this A-to-Z guide walks you through forging relationships, pitching a company's product, building a network, sourcing deals, making rejection positive, and staying cool while closinglarge deals. Firsthand accounts from business development executives across many industries, from tech to television to finance, bring to life such topics as:How to consistently identify and land the best strategic alliances for your businessWhy people say "yes" and why they say "no"Etiquette for making introductions and reaching out to people in ways that elicit responsesMonitoring core metrics to know where to invest your timeIn addition to implementable advice and techniques from the top minds in the industry, this complete resource features an entire section of best practices for every step of the partnering process. Make your moves with the confidence of having a team of experts at your back.The road from startup to IPO starts with Pitching & Closing.PRAISE FOR PITCHING & CLOSING"This book is a must-read for anyone in the business of transforming professional relationships into powerful strategic partnerships." -- Adam Bain, President of Global Revenue at Twitter"Pitching & Closing does a phenomenal job of giving you a seat in the room during some of the biggest business development deals of late. Anyone who reads this book will come away with a deep understanding of business development in the world of startups." -- Dylan Smith, CFO of Box"Pitching & Closing is the definitive guide to partnerships for the next generation of entrepreneurs and business leaders." -- Adam Braun, Founder and CEO of Pencils of Promise"An honest and insightful look at the delicate and complex handling of business development [that] guides readers on how to turn good ideas into greatpartnerships." -- Kyle Kelly, Business Development & Analysis at Zappos.com"Alex Taub and Ellen DaSilva have written the bible for business development in startup land--a well-researched, easily accessible accounting of best practicesand tips of the trade from the people who are leaders in opening and closing deals that define some of the most exciting new companies on the landscape." -- Laurie Racine, Board Member, Creative Commons"I never thought I'd read a book that not only explains how nuanced business development can be, but also actually gives you what you need to take teams big and small to grow their business through partnerships. Impressive and fun to read." -- Paul Murphy, CEO of Dots and Partner at Betaworks
Contents
Acknowledgments xiIntroduction xiiiPart 1Business Development1 * What Is Business Development? 22 * Types of Business Development 63 * BD Team Structure 134 * Business Development Versus Sales 185 * Networking 236 * International BD 327 * Finding Your BD Mentor 358 * APIs and BD 389 * A Career in BD 4410 * Digital Identity 51Part 2Introduction to Partnerships11 * Understanding Other Companies 5612 * Four Golden Rules of Partnerships 5913 * Three Types of Partnerships 6614 * Identifying the Right Person at the Partner Company 7115 * Partner Feedback 7616 * Doing a Deal Versus Doing the Best Deal 8017 * Sincere Selling 8218 * Vapor Sales 85Part 3Pitching and Closing19 * Pipelines and Prepitch Execution 9020 * Making the Pitch and Closing the Deal 9821 * The Legality of Deal Making: Contracts and Beyond 11322 * Launching Deals and Compounding Effects 12323 * Keeping the Deal 128Part 4Best Practices: Preparation and Execution24 * Introductions: Best Practices 13425 * Reaching Out and Corresponding 13926 * Following Up and Other Best Practicesfor Correspondence 14527 * Persistence 15228 * Rejection 15529 * Being Helpful and Adding Value 16030 * Feeling the Pulse of the Market 16231 * The "Shiny Things" Disease 16432 * Internal Communication 16633 * Working with Big Companies 17034 * Working with the Press 17335 * "Launch Partner" Strategy 17736 * Turning a Nice to Have into a Need to Have 181Part 5War Stories37 * Introduction to War Stories 18438 * Large-Company BD: Kristal Bergfield 18639 * Entrepreneurship and BD: Scott Britton 19140 * The Ultimate Connector: Charlie O'Donnell 19741 * BD and the Legal World: Richard Bloom 20142 * Trendsetter Partnerships: Gary Vaynerchuk 20643 * From BD to Founder: Tristan Walker 20944 * Day 1 Entrepreneur: Shaival Shah 21345 * Dorm Room Deal Maker: Andrew N. Ferenci 21946 * Sports, Private Jets, and Philanthropy: Jesse Itzler 22347 * Music BD and International Relations: Zeeshan Zaidi 22848 * Banking to BD: Nicole Cook 23449 * BD and Sales: Eric Friedman 23850 * Intern to VP: Erin Pettigrew 241Sources 245Index 253NER(01): WOW
