Founders are regularly told they need to network like crazy in order to be successful.  On the surface, that sounds like going to a bunch of events and meeting a…

Startups build solutions that either solve problems or unlock opportunities for a particular user or paying customer.  But the solution can only provide value if it gets into the hands…

I often talk about the “we’re big, you’re small” phenomenon that often exists when startups are seeking or negotiating a strategic partnership.  While that phenomenon certainly gives the big partner…

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…

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…

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…

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…

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…

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…

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

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…

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…

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…

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. …

I love what a well-run business development function can do for a startup. But I also have a lot of pet peeves with it, having run the function for multiple…