Category: Business Development

trade show hacks

Favorite Trade Show Hacks

Imagine this scenario.  You decide to pay $2,500 for the cheapest exhibit option at your industry’s big annual trade show.  You know you’ll spend another $2,500 on cheap travel, lodging…

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negotiation

Tell Me Your Price and I’ll Tell You My Terms

I didn’t invent this quote (can’t remember where I heard it) but what a great one to help remember that with most business-related transactions, price is definitely not the only factor.  Three…

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technology licensing

Licensing Your Technology

Some startups build core technology with the sole purpose of making money by licensing it to others while other startups later discover they have something that could be licensed as…

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strategic partnership

The Hidden Value of Embedding With Your Strategic Partner

It usually takes a huge effort to get the attention of a big strategic partner and impress them enough to get a formal partnership. In fact, might have you read…

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code names

A Secret to Securing a Strategic Partnership with a Major Player

Most startups desperately crave a partnership with a big, strategic player that could offer them significant leverage and credibility.  Just think about the giants in your particular industry.  That’s who…

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strategic partnership

Get the Strategic Alliance Partner to Come After You

The courtship almost always starts with the small company approaching the HQ of the big company they desire as a strategic partner.  Usually, the big company is too distracted or…

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exclusivity

Exclusivity – Run Away or Embrace?

It finally happened.  You’ve been trying to get the attention of a huge strategic partner and finally they gave you a chance to explain the value you can bring them. …

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building distribution channel

Build Out a Channel By Swimming Upstream From Your Deals

You have a product that is ideally suited for a channel-based distribution strategy.  But every time you approach a prospective channel partner, they expect you to already have landed some…

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Co-Marketing Explained

Thanks to HubSpot for this valuable explanation of what co-marketing is and what some of the common forms are (article here).  One of my blog categories is devoted to business development (BD).  BD…

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business development

More BD Resources = More Chaos

I’m a firm believer that business development activities should be focused and with a stated purpose/objective and expected return.  But what most companies do is hire one or more BD…

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Consider Everything Short of a “Yes” a “No”

I recently heard Dr. Robert Wiltbank from Willamette University use this analogy and loved it so much I had to share it with others.  Entrepreneurs are, by nature, very optimistic.  It’s one…

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business development

Disguising PR as Strategic Business Development

I have a lot of pet peeves with business development, having run the function for multiple companies.  This one in particular relates to how, too often, a PR-related effort is…

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