The other day, someone named Jordan left a comment on my post about the Value Hypothesis that got me thinking.  Jordan wrote: “In a world of highly automated marketing and business development efforts to hundreds of prospects, how do you suggest we target each prospect individually while maintaining a high level of touches to reach a closed deal? Are […]

Over the past few years, the teachings of the Lean Startup methodology have become common practice when developing a new product: talk to customers and validate your ideas before you invest too much time in them.  Customer Development, as it’s called, is now standard operating procedure. And yet when we think about pursuing partnerships, it’s […]

What Are The Three Stages Of Business Development I remember how excited I was when I first got my driver’s license. I rushed to the Department of Motor Vehicles after 9th period calculus on my 17th birthday so I could finally get my New York State-issued pass to teenage independence.  All I wanted to do […]

“I do biz dev.” Few times in history have more ambiguous words been spoken. Ask ten “VPs of Business Development” or similarly business card-ed folks what is business development, and you’re like to get just as many answers. “Business development is sales,” some will say, concisely. “Business development is partnerships,” others will say, vaguely. “Business […]