business development & growth workshop for startups we will talk about 1: what is business development? 2:business development management 3: Business Development tools & strategies 4: Deal structure "in 7 steps"

1. Business Development Workshop

2. Agenda
Section 1 intro to BD
what is business development? Axes ,
steps
business development vs sales
business development vs marketing
When my start-up needs Business
development?
Business Development in cooperate vs
start-ups
Section 2 BD management?
Hiring A BD? Skills ? Level of experience?
Business development department
structure?
How to choose the right opportunity?
Section 4 deal structure ?
Step1: get ready
Step2: prospecting
Step3: needs discovery
Step4: deal design
Section 3 BD strategy & tools?
Analysis tools?
business development
strategy?
Growth strategies?
deal types?
Step5:
presentation
Step6: follow up
Step7: Deal
Develop

3. Section 1 intro to Business development

4. What is business development?
Business development is creation of long term
value fore an the organization customers, markets
and relationships.

5. Discovering
Business model issues
that Coase less profits
or stops scalability.
BM Analysis
Increase
Partnerships value ,
sales, market share,
profits and margins
Profitability
Finding
new opportunities,
testing new markets,
new customer
segment,
partnerships, ideas
and Events.
Opportuniti
es
Business Development Axes

6. Step
1
Analysis
Deep analysis
for your
business
Step
2
Planning
Put that gap on
action plan
Step
3
Building
System &
process to fill
that gap
Step
4
Execution
Our action plan
in real world.
Step
5
Reporting
Performance to
start analyze
again.
Business Development steps

7. Business Development vs Sales
SalesBusiness Development
Fast CycleSlow Cycle
Quick RevenueSlow Revenue
Simple repeat the same cycleMore Strategic Work
higher cost of salesless cost of sales
product market fitNew Products
Have to deal directly with customersHave to deal with third party
less margin sometimes

8. Business Development vs
Marketing

9. Business Development in Corporate vs
Startups

10. When my start-up needs BD?

11. When my start-up needs BD?

12. When my start-up needs BD?
Surviving
Expansion
New
product
Growth

13. When my start-up needs BD?

14. When my start-up needs BD?

15. When my start-up needs BD?
Innovation
scomplex
Changes
Competitio
n
Industry
Market
Seasonalit
y

16. When my start-up needs BD?
Complex SimpleDuratio
n

17. When my start-up needs BD?
04
Insourcing
+
Fit Your
Business Needs
Scaling-up
Start-up
01
Counseling
Deep dive
session. And
workshops
kick Start
Start-up
02
Freelancing
One week 30
Hours project
Revenue
Start-up
03
Outsourcin
g
One
Dedicated
Account
Manager
Pre-Scaling
Start-up

18. Section 2 Business Development Management?

19. Before hiring anyone

20. Sourcing Candidates
Real
Recommendations
Social media
& internet
Freelancer HRIndustrial events & network

21. Tips in Hiring
Don’t hire a senior level at first unless he is a cofounder
Don’t hire a fresh grad level at first
Find positive motivated personality
Find some one gives you honest & courageous feedback
Someone who fits your culture, goals, needs and project lifecycle
Test him
Have network in the same industry
Look for attitude
Look for motive

22. Skills
Communication skills
Analysis skills
Sales skills
Decision making skills
Researching skills
Business writing skills

23. Level of experience & lifecycle
Junior
level
Senior
level
Fresh
grad
Senior
level
0
Junior
level

24. Structure
Business
development
Manager
Business
developer

25. Structure
Business
development
Manager
Business
developer
Research &
Development

26. Structure
Business
development
Manager
Business
developer
Research &
Development
Business
analysist

27. Structure
Business
development
Manager
Business
developer
Research &
Development
Business
analysist
Fundraising

28. Structure
Business
development
Manager
Business
developer
Research &
Development
Business
analysist
Fundraising

29. Tips in team management
Couch
Monitor
Motivate, motivate & motivate
Follow-up and communicant all the time
Training all the time
Environment and attitude
Win-Win situation
Hide negativity

30. Business development KPIs
Duplicate your
growthDuplicate your growth business
annual growth rate.
Multiply your
partnershipWith our team work to gather
you can easily Multiply your
partnership.
Fundraising
Plan, prepare and execute all
fundraising activities for your
business.
Duplicate
profitability.Duplicate profitability by
solving sales funnel and cost
issues.
Find out your
issuesFind out your issues so you con
solve it with our new, creative
and practical solutions.
Duplicate your
salesDuplicate your sales funnel
achievement.

31. Time Management
50% Indoors 50% Out doors
20% paper work 80% communications

32. Section 3 BD strategy & tools?

33. Tools

34. Tools
Performance
analysis
Products
Sales people
Customer
segmentations

35. Tools
Process flow
diagramBusiness
functions
Sales
Marketing
Operations
Finance

36. Tools
BCG Matrix
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STARS
CASH COWS
QUESTION
MARKS
DOGS
RELATIVE MARKET SHARE
MARKETGROWTHRATE
High Low
LowHigh

37. Tools
Leadership
Analysis
Directin
g
Coachin
g
Supporti
ng
Delegati
on

38. Tools
Product Analysis

39. Tools
Problem Analysis
Problem
Reasons
Result

40. Tools
Planning tools

41. How to choose the right
opportunity?
Step 1: Set Criteria
Step 2:
Prioritizing
Step 3: Set Score
Step 4: Calculate

42. Tools
Software tools
Task Managemen
ERP
CRM

43. Growth Strategy
Organic Growth

44. Growth Strategy
Market Expansion

45. Growth Strategy
Market Development

46. Growth Strategy
Innovation

47. Growth Strategy
Product Development

48. Growth Strategy
Distribution Strategy

49. Growth Strategy
Top Line Growth
Bottom Line Growth
Resellers
B2B & B2C

50. Growth Strategy
Premiumisation
Quality Rarity Customer service Craft

51. Growth Strategy

52. Business Development Strategy
Team & talents
Operation model Business model
Customer Resources Infrastructure &

53. Business Development Strategy
Innovations Promotions Distribution
ProductSalesMarkets Branding
Enhancing

54. Deal types
Branding
Investments
Partnership
Product Development

55. Deal types
Go-to-Market
Distribution
Sales
Business Models

56. Section 4 deal structure ?

57. Deal Structure in 7 Steps ?

58. Step1: Get ready for success

59. Step1: Get ready for success
Documentation Contract &
Invoice
Database &
Reports
Assessment & Checklist
Marketing Materials
Presentation

60. Step1: Get ready for success
1.Who you are?
2.what is your business idea?
3.What is your to achievements
4.Call to action

61. Step1: Get ready for success
Make it simple
Your goal is to get him interested
Test it & develop it
Emotional Aspect
Be yourself & enjoy yourself
Design it to fit your audience
Tell your story
Elevator Pitch tips

62. Step1: Get ready for success
Do your home work “ search, plan & prepare scenarios.
Dress for success.
Rehearse.
Body language.
Prepare psychologically and physically.
Meeting preparations tips

63. Step2: Prospecting
Deal sourcing
Social media &
other platforms
Events &
conferences
Your network Team network
Incubators &
Accelerators Investors
Startups
communities

64. Step2: Prospecting
First Things Define a Qualified Prospect
Personal Positioning
Ask for Referrals
Smarter Outreach
Search and communicate
Tips

65. Step3: Needs discovery
Questions to Discover Needs and
Challenges
• What are some challenges you’re looking to solve?
• Have you tried to solve that problem so far?
• What led you to want to make a change now?
Questions About Authority
• What’s your partnership process?
Questions About partnership
• Are you responsible for establishing partnership ?
• Do you already have a similar partnerships?
• What are you ideally looking to partner with?

66. Step3: Needs discovery
Questions About Competition
• Are you looking at any other partnerships at the moment?
• What has your experience been with [competitive partnership
]?
• What sort of positive impact has your current partners had for
your business?
Questions to Generate Demand
• What happens if you don’t arrive at a decision?
Timing Questions
• When would you imagine yourself start this partnership ?
• Does your team have the time & resources in place necessary to handle
our partnership ?
Follow-Up Questions
• What would be the best time for our next meeting?
• What goals would you like to accomplish during our next
meeting?

67. Step4: Deal Design

68. Step5: presentation
oWho you are?
oCase studies & top achievements
oHow you work ?
oYour clines
oWhat's your story?
oPricing

69. Step5: presentation
Emotional
Picture worth a million word “colorful & animated”
Make it easy & fun .
Ask don’t talk
Story telling & examples
Design it for you
Design it for your customer
Short, Simple and interactive
Tips

70. Step5: presentation

71. Step6: Follow-up all the time
Email, pone or social media
Don’t set assumptions get clear Yes or clear NO
Give him time & excuses
Don’t be so pushy
Pick the Right Dates and Times
Set a System & Scenarios
Don’t accept first “No” as the final answer

72. Step6: Follow-up all the time

73. Step7: Deal Develop

74. Step7: Deal Develop
Match services with client goals
Offer additional services
Make data-driven suggestions
Pitch promotions & gifts
Educate your clients

75. Finally
Your feedback Get your offer

76. Thank you
AGIETH-
BD4S@GMAIL.COM
59 IRAN St. Dokki
+2 0100 00 87 823