Understanding business development

As usual, Seth Godin makes some good points in his blog Understanding business development.

Definitely worth reading if your are in a business development role (and we're all in business development these days) or alliance role.

I think Seth's points echo and expand on the comments I made in Making business alliances work - I particularly like point #3:

Courtship, negotiation and marriage. Every deal has three parts, and keeping them straight is essential. During the courtship phase, you win when you are respectful, diligent, enthusiastic, engaging, outgoing, and relentless in your search to make a connection. Do your homework, research people's backgrounds, learn about their kids, visit them--don't make them visit you. Look people in the eye, ask hard but engaging questions, you know the drill. Basically, treat people as you'd like to be treated, because the people you most want to work with have a choice, and they may just not pick you. Hint: if you skip the courtship part, the other two stages probably won't come up.


posted by Lee Gale @ 1:11 AM,


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