Business Development Advice (for the online world)

Jun 22, 2010 14,795 Comments by

I often get asked for advice on Business Development.  I’ve spent most of my career in sales (or some sales like function), and here are my thoughts on how to be better with your BD.  This post is geared toward folks looking to do BD deals in the online world.


10 Tips for Better BD

1.) Get Warm Introductions – Typically 1 out of 10 people will email or call you back from a cold outreach.  So spend the extra time up front a find someone who knows the contact you want to get to know.  Who knows, you may find yourself getting a LOT less NOs.

2.) Deal with Decision Makers – Are you dealing with El Jeffe?  If not you could be wasting your time.  Make sure your contact has the authority to make your business deal go through.

3.) Only Pansy’s are Not Prepared – Once you get the contact on the phone, make sure you know everything about them.  Knowing the school, former jobs, current projects of your BD counterparts just makes you and your company look like that much more of an all star.

4.) ASK don’t TALK – Are you committing the Cardinal Sin of BD, I bet you are…  Don’t offer or sell your value proposition before you know what the other side wants to accomplish.  ASK lots of questions first; then start your pitch.

5.) Provide as LITTLE Information as Possible – How often have you heard “sounds interesting, send me more information”.  Information, a deal does not close.  Until you have buy-in from the other side, don’t waste your time on intricate pitch materials, you’re spinning your wheel and no one’s offering you any cheese.

6.) A Picture is Worth…  – When you do send information over, make sure you visually show the benefit to your potential partner.  Seeing how you might work together is infinitely more impactful that trying to describe in text, even if you did write the best 6th grade book reports.

7.) Manage the Follow Up Process – Treat you potential BD partners like kids in a summer camp, tell them exactly what you want them to do.  Why?  Because the other side is busy, and if you leave the follow up to them, it may not get done – schedule follow up meetings, get their phone numbers, be the first to send the contract over, and take the lead on managing all aspects of moving the deal forward.

8.) Please, Persistence and Pressure – In business, the squeaky wheel gets the deal.  Your counterparts are busy, so busy in fact that they’re going to forget to do the things needed to get the deal done.  Putting pressure on them with follow up emails and calls, & being politely persistent will make sure that they pay attention.  And they’ll even thank you for it.

9.) Keep Excitement Up Until the Deal Closes- The idea of doing something together is much more exciting, than actually have to do the work to do something together.  The same excitement and enthusiasm that helps open up a new prospect, is needed just as much to see the deal through to the finish line. 

10.) The Sale Begins After the Deal is Done – You closed the deal, so what!  Now the real work begins.  You spent a lot of time and effort making sure this deal went through.  Now you need to spend a lot more adding value and making sure you build on that relationship, otherwise it was all for not.  The tenth tip makes your better BD last.  

Embed this article on your website or blog with Docstoc

10 Tips for Better BD

Featured, Uncategorized

About the author

Jason is the Co-Founder and CEO of Docstoc.com, the premier destination to start and grow businesses, offering the best selection of documents and content resources. Jason is also the creator of Startups Uncensored the long running and most widely attended tech mixer in Southern California. Before starting Docstoc, he was a partner in a venture consulting firm in Los Angeles where he worked with dozens of startups. Jason holds a BA from UCSB and his JD/MBA from Pepperdine University, where he was the Student Body President of both Universities.

14,795 Responses to “Business Development Advice (for the online world)”

  1. Canada Goose says:

    Iˇve been exploring for a bit for any high-quality articles or weblog posts in this sort of house . Exploring in Yahoo I finally stumbled upon this web site. Studying this information So iˇm satisfied to exhibit that I have an incredibly good uncanny feeling I discovered just what I needed. I such a lot undoubtedly will make certain to donˇt fail to remember this site and give it a glance regularly.
    Canada Goose http://www.abudgetair.com/tmp/spec.php

  2. dame Sexy says:

    Јe pеux vous dire que c’est vraiment un bonheur de voսs
    lire

    My blog – dame Sexy

  3. Funny Quotes app says:

    If some one needs to be updated with most recent technologies afterward he must be visit this site and be up to date all
    the time.

    My blog post – Funny Quotes app

  4. https://socialmediapluginwordpress.blogspot.co.uk says:

    I’m a professional author, editor, proofreader, and medical language specialist.
    Can anyone give me some suggestions to connect Galaxy S3 to my laptop
    USB. when i logined thhe facebook sims social, i can t see thee Haynted mirror anywhere.

    Look at my web sit :: https://socialmediapluginwordpress.blogspot.co.uk

  5. Irene says:

    Simply wish to say your article is as astonishing.

    The clarity in your putt upp is simply cool and tha
    i could suppose you’re a professional on this subject. Fine alog with
    your permission allow me to grab your feed to stay up to date with imminent post.

    Thanks a million and please continue the enjoyable work.

    Also visit mmy homepage helpful resources (Irene)

  6. Home Internet Careers Reviews says:

    This is my first time visit at here and i am in fact impressed
    to read all at one place.

  7. blue goose jackets says:

    My programmer is trying to persuade me to move to .net from PHP. I have always disliked the idea because of the costs. But he’s tryiong none the less. I’ve been using WordPress on a variety of websites for about a year and am anxious about switching to another platform. I have heard good things about blogengine.net. Is there a way I can import all my wordpress content into it? Any help would be really appreciated!
    blue goose jackets http://beyondfear.tv/images/canada-goose-jackets-sale-1/781blue-goose-jackets57uv.asp

  8. Mikaela Stringer says:

    I really like your writing style, good information, appreciate it for posting : D.

  9. megapolis hack coins says:

    In excess of megapolis hack the controller, minus all
    your browsing woes. As far as web games are
    is very crazy for playing favorite games on their own flag.
    With the facility Internet accessibility right through the specific sites which
    offer them with knowledgeable and adventurous thrills.
    The game has been megapolis hack regularly employed by gamers.
    The megapolis hack app is absolutely self-contained.
    Corporations just like regular toys. Mobile game developers are so many years.

    My web-site … megapolis hack coins

  10. Cheap Snapback Hats says:

    I will immediately clutch your rss feed as I can’t to find your e-mail subscription hyperlink or newsletter service. Do you’ve any? Kindly permit me recognise so that I may subscribe. Thanks.
    Cheap Snapback Hats http://www.rexburgpolice.com/wodth.cfm

  11. uggs soldes says:

    Business Development Advice (for the online world)
    uggs soldes http://www.florentgervaistraiteur.com/prix/uggs-soldes.html

  12. oakley teen salutes military with prize says:

    Amazing! This blog looks exactly like my old one! It’s on a totally different topic but it has pretty much the same page layout and design. Superb choice of colors!
    oakley teen salutes military with prize http://totalsafety.co.nz/wp-content/upgrade/cheap-oakley-sunglasses-19/@@4oakley-teen-salutes-military-with-prize79lk.php

  13. Cheap Jerseys wholesale says:

    I¡¦ll right away seize your rss feed as I can not to find your email subscription hyperlink or newsletter service. Do you have any? Please permit me know so that I could subscribe. Thanks.
    Cheap Jerseys wholesale http://www.larsenfarms.com/farms.cfm

  14. Transformers l’âge de l’extinction Télécharger says:

    Hello my friend! I want to say that this article is awesome, great written and come with almost all significant infos.

    I’d like to see more posts like this .

    Take a look at my website Transformers l’âge de l’extinction Télécharger

  15. parajumpers oslo says:

    Massevis av verkene håndverket arbeid som abstrakt følte appliques på hoppere.
    Pels, som kom ut av skapet denne helgen, ble brukt for maxi jumpers, maxi-skjørt og
    å stille en svart dongeri jakke. Tilbehør som følger med alt fra bowling sko, put up poser og kanin foten halskjeder til så mange som sju sapphirestudded armbånd marsjerende opp begge armene til biceps.CHRISTIAN LACROIXLacroix, som bor i en verden av sitt eget, tok en tur tilbake i tid til 1940-tallet.

    Bare klikk på et rom og ditt valg av vegg farge og det vil male
    rommet og gi deg en flott visuell av dine fargevalg. Dette programmet hadde den mest realistiske ser fargen på
    noen som jeg prøvde. Jeg liker også det faktum at hun er en kanadisk talent.
    En stor overraskelse var ikke nok. Det er hundrevis av
    Midrashim som beskriver den ene overraskelsen etter den andre for
    Israels barn da de krysset havet. Tørst? Shock! En vannfontene forsyne Dr Browns black cherry brus dukket opp.

    Adult males utenfor markedene, er en annen vanlig tema som USAs nedgangen er i ikke liten grad selvforskyldt.
    Den komisk opera i Washington i sommer, som disgusts landet og forvirrer verden, kan ha noen analog i Annals of parlamentarisk demokrati, Chomsky skriver.
    Opptog er selv kommer til å skremme sponsorene av narrespill.
    Jeg er uenig. Young ones ønsker å bruke shorts i kulden på grunn av gruppepress.
    Dette er en lærevillig øyeblikk, gaven innpakket for deg,
    for å snakke med dem om dette problemet og hvordan de ikke trenger
    å gjøre noe de vet er galt bare fordi vennene deres
    gjør det, eller fordi de er redd for å bli latterliggjort.

    Feel free to visit my web blog parajumpers oslo

  16. canada goose jacket black friday sale says:

    Business Development Advice (for the online world)
    canada goose jacket black friday sale http://www.townwalworthny.com/canada-goose-jacket-black-friday-sale.html

  17. casual canine mesh says:

    At this time it sounds like Expression Engine is the top blogging platform out
    there right now. (from what I’ve read) Is that what you’re using on your blog?

  18. herve leger swimsuit replica says:

    Hey there would you mind letting me know which web host you’re utilizing? I’ve loaded your blog in 3 completely different internet browsers and I must say this blog loads a lot faster then most. Can you recommend a good hosting provider at a reasonable price? Thanks a lot, I appreciate it!
    herve leger swimsuit replica http://seohajun.jp/images/file/herve-leger/@@@herve-leger-swimsuit-replica04mw.asp

  19. canada goose clothing says:

    Hiya! I know this is kinda off topic but I’d figured I’d ask. Would you be interested in exchanging links or maybe guest writing a blog article or vice-versa? My blog discusses a lot of the same topics as yours and I feel we could greatly benefit from each other. If you happen to be interested feel free to shoot me an email. I look forward to hearing from you! Excellent blog by the way!
    canada goose clothing http://cherrybayboutique.com/wp-content/uploads/2014/canada-goose-jackets-sale-2/@@@canada-goose-clothing09ty.php

  20. canada goose mystique parka in red says:

    Wonderful blog you have here but I was curious if you knew of any community forums that cover the same topics talked about in this article? I’d really love to be a part of group where I can get advice from other knowledgeable individuals that share the same interest. If you have any recommendations, please let me know. Kudos!
    canada goose mystique parka in red http://mop.com.sg/wp-content/themes/mop/canada-goose-jackets-sale-4/@@@canada-goose-mystique-parka-in-red63fm.php

  21. canada goose chilliwack down parka says:

    Write more, thats all I have to say. Literally, it seems as though you relied on the video to make your point. You clearly know what youre talking about, why waste your intelligence on just posting videos to your blog when you could be giving us something informative to read?
    canada goose chilliwack down parka http://ibexbrasil.com.br/wp-content/themes/twentyfourteen/canada-goose-jackets-sale-2/@@@canada-goose-chilliwack-down-parka48pk.php

  22. canada goose decoy says:

    Hi, i read your blog from time to time and i own a similar one and i was just wondering if you get a lot of spam remarks? If so how do you reduce it, any plugin or anything you can suggest? I get so much lately it’s driving me mad so any help is very much appreciated.
    canada goose decoy http://ankanatura.com/Upload/data/images/canada-goose-jackets-sale-2/208canada-goose-decoy46si.asp

  23. asics noosa tri 9 womens says:

    Wow that was unusual. I just wrote an extremely long comment but after I clicked submit my comment didn’t show up. Grrrr… well I’m not writing all that over again. Anyway, just wanted to say excellent blog!
    asics noosa tri 9 womens http://vitrinagourmet.com/wp-content/themes/twentyten/asics/@@@asics-noosa-tri-9-womens81ka.php

  24. canada goose down ottawa says:

    Superb post however I was wondering if you could write a litte more on this subject? I’d be very thankful if you could elaborate a little bit more. Thank you!
    canada goose down ottawa http://fabrinkando.com.br/fotos_novidades/image/canada-goose-jackets-sale-2/825canada-goose-down-ottawa30sx.asp

  25. canada goose jackets where to butoronto says:

    Howdy this is somewhat of off topic but I was wanting to know if blogs use WYSIWYG editors or if you have to manually code with HTML. I’m starting a blog soon but have no coding know-how so I wanted to get advice from someone with experience. Any help would be enormously appreciated!
    canada goose jackets where to butoronto http://halisahayapimi.com/userfiles/file/canada-goose-jackets-sale-3/976canada-goose-jackets-where-to-butoronto32yx.asp

  26. Weight Loss Without exercise says:

    I used to bee suggested this website through myy cousin. I am now not positive whether this put up is writtdn by him as nobody else understand suh special about my problem.
    You’re amazing! Thank you!

    Have a look at mmy site Weight Loss Without exercise

  27. bogowie cały film says:

    deres del movimiento de resistencia formado por soldados y civiles
    en contra de la invasi. Being Mary Jane (BET) Tuesdays @ 10:
    30pm, Series Premiere July 2 A BET TV original romantic comedy movie.
    In this way you can follow your favorite teams and players throughout
    the season, and watch as many as forty exclusive
    games on a weekly basis.

    Take a look at my page – bogowie cały film

  28. wtfast free says:

    Hiya! Quick question that’s completely off topic. Do you know how to make your site mobile friendly?
    My website looks weird when viewing from my
    iphone4. I’m trying to find a template or plugin that might be
    able to fix this issue. If you have any recommendations,
    please share. With thanks!

    my blog; wtfast free

  29. discount coach purses outlet says:

    I enjoy what you guys tend to be up too. This kind of clever work and reporting! Keep up the amazing works guys I’ve incorporated you guys to my personal blogroll.
    discount coach purses outlet http://leestafford.vn/wp-content/uploads/2014/coach-outlet-store/yf4discount-coach-purses-outlet78rn.php

  30. gucci watches womens says:

    This design is steller! You most certainly know how to keep a reader amused. Between your wit and your videos, I was almost moved to start my own blog (well, almost…HaHa!) Great job. I really loved what you had to say, and more than that, how you presented it. Too cool!
    gucci watches womens http://tannymaxx.de/wp-content/upgrade/gucci-outlet-online/yc9gucci-watches-womens39xk.php

  31. Football Games Online says:

    Well I definitely liked studying it. This information provided by you is very helpful for good planning.

  32. Best Gaming Laptop says:

    Pretty nice post. I just stumbled upon your blog and wanted to say that I have really enjoyed browsing your blog posts. In any case I’ll be subscribing to your rss feed and I hope you write again very soon!

  33. mergernexus.com says:

    The free mobile gamesught space marines would have been angry birds friends cheat proved right.

    It is the first iPhone app store shortly before the party without any disconnect.

    Ultima angry birds friends cheat changed the game.

    My web-site :: angry birds friends hack download (mergernexus.com)

  34. canada goose jackets vaughan mills says:

    Hi would you mind stating which blog platform you’re using? I’m planning to start my own blog soon but I’m having a hard time choosing between BlogEngine/Wordpress/B2evolution and Drupal. The reason I ask is because your design seems different then most blogs and I’m looking for something completely unique. P.S Sorry for being off-topic but I had to ask!
    canada goose jackets vaughan mills http://yishingseal.com/imgpic/image/canada-goose-jackets-sale-3/0@gcanada-goose-jackets-vaughan-mills16os.asp

  35. asics gel 1150 mens says:

    I love your blog.. very nice colors & theme. Did you make this website yourself or did you hire someone to do it for you? Plz reply as I’m looking to construct my own blog and would like to find out where u got this from. appreciate it
    asics gel 1150 mens http://sasmurni.com/wp-content/themes/asics/@@@asics-gel-1150-mens32kj.php

  36. buy canada goose mantra says:

    I was wondering if you ever considered changing the page layout of your site? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having 1 or 2 images. Maybe you could space it out better?
    buy canada goose mantra http://ye-hang.com.cn/images/canada-goose-jackets-sale-1/045buy-canada-goose-mantra30az.asp

  37. oakley sunglasses company zakat says:

    Hey! I’m at work browsing your blog from my new iphone! Just wanted to say I love reading your blog and look forward to all your posts! Carry on the outstanding work!
    oakley sunglasses company zakat http://frossbridalshop.co.uk/wp-content/upgrade/cheap-oakley-sunglasses-07/@@3oakley-sunglasses-company-zakat41ld.php

  38. louboutin online store usa says:

    Hey there would you mind letting me know which web host you’re utilizing? I’ve loaded your blog in 3 completely different web browsers and I must say this blog loads a lot quicker then most. Can you suggest a good internet hosting provider at a honest price? Thank you, I appreciate it!
    louboutin online store usa http://myonlinemarket.in/wp-content/uploads/2014/christian-louboutin-outlet-23/@@6louboutin-online-store-usa57hw.php

  39. canada goose dealer says:

    Hey would you mind sharing which blog platform you’re working with? I’m planning to start my own blog in the near future but I’m having a tough time choosing between BlogEngine/Wordpress/B2evolution and Drupal. The reason I ask is because your design and style seems different then most blogs and I’m looking for something completely unique. P.S Sorry for getting off-topic but I had to ask!
    canada goose dealer http://ankanatura.com/Upload/data/images/canada-goose-jackets-sale-2/093canada-goose-dealer01gi.asp

  40. oakley holbrook sunglasses lens says:

    Hi! Do you know if they make any plugins to assist with SEO? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very good results. If you know of any please share. Thank you!
    oakley holbrook sunglasses lens http://naturallyspeakingfoods.com/wp-content/uploads/2014/10/cheap-oakley-sunglasses-05/@@6oakley-holbrook-sunglasses-lens59sa.php

  41. oakley 20 sunglasses quiksilver says:

    Hey! This is kind of off topic but I need some advice from an established blog. Is it very difficult to set up your own blog? I’m not very techincal but I can figure things out pretty fast. I’m thinking about creating my own but I’m not sure where to start. Do you have any tips or suggestions? Many thanks
    oakley 20 sunglasses quiksilver http://headgrin.com/wp-content/themes/cheap-oakley-sunglasses-06/@@8oakley-20-sunglasses-quiksilver51ia.php

  42. wonder woman mac makeup says:

    This design is steller! You certainly know how to keep a reader amused. Between your wit and your videos, I was almost moved to start my own blog (well, almost…HaHa!) Wonderful job. I really loved what you had to say, and more than that, how you presented it. Too cool!
    wonder woman mac makeup http://troystreatsandtruffles.com/wp-content/upgrade/cheap-mac/@@6wonder-woman-mac-makeup66os.php

  43. teeth Once says:

    Simply ѡish to say your ɑrticle iss ɑss аstߋunding.
    The cleaгness for your publish is simply excellent and thaat i coulɗ thіnk you are knowledgeable in this subjеct.
    Well аlօng with your permission lett mee to seize your RSS fesed toօ stay սpdated with imminent
    post. Thɑnks а million and please continue the rewarding work.

    Also visit my web blog teeth Once

  44. dame coquine says:

    Јe suis entièrement en équation avec toi

    Review my ѡeb blog :: dame coquine

Leave a Reply