Business Development

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This book offers a comprehensive guide to Business Development (BD): what it is, what professional skills are needed, why it is vital to business growth, and how to implement it successfully in a corporation. The book draws on the author’s considerable expertise and experience, gained in his position as Business Development Manager for a multinational IT company with offices in a dozen countries.Taking a step-by-step approach, the book reviews the principles of Business Development, from goals and change management, through stakeholder interests, lean startup mentality and corporate culture in general. It also examines the process of Business Development in detail, and includes separate chapters on the structure, life cycle and management of the portfolio and the allocation of corporate, internal and external resources in the development plan. The case study section follows a hypothetical company through the conception, creation and implementation of a Business Development plan.This book inspires readers from corporate executives and managers, to academic researchers and business students.ContentBusiness Development: role, role profile, business unit, processPortfolio structure, management and life cycleResourcesTarget marketMarket cultivation strategyCase studySix steps to Business DevelopmentTarget GroupsCEOsResponsible persons from sales and marketingProject and product managers of all industriesStudents of Business Administration and Business InformaticsThe AuthorAndreas Kohne works as Business Development and Sales Manager at the Dortmund-based company Materna TMT in Germany. He previously worked in the areas of Business and Corporate Development as well as the assistant to the management of the parent company in Dortmund. He has a doctorate in Computer Science from the TU Dortmund and writes reference books in the areas of IT and business.