Biz Dev 3.0 Changing Business As We Know It Book

	Opening up Biz Dev	1
	The great virtual cocktall party	6
	Do you feel lost?	8
	An evolution of Biz Dev	12
	The fast track--the only track	15
	Shock therapy for the old economy	19
	How did I miss this in B school?	22
	Spotting Biz Dev B.S.	24
	No risk, no reward	27
	Try it, you'll like it	29
	Partnership redefined	31
	Recreate the playing field	40
Step 1	Get into the Biz Dev mindset	45
	You've got to go with your hunch	46
	Your job? Vision-spreader	48
	Relationships are the currency	50
	Put on your running shoes!	53
	Are your partners celebrities?	56
	Where is the Biz Dev training camp?	58
	Look for give and take	60
	Be a Biz Dev scout	61
	Build, buy, or Biz Dev a team	63
	Biz Dev Toolkit: Director of Business Development Job Description	65
Step 2	Find allies everywhere	69
	Get creative! There's nothing you can't Biz Dev!	70
	Choose neutrality	72
	Blow-the-door-open policy	78
	Stay non-exclusive (most of the time)	81
	Make a bigger pie with your competition	84
	Let alliances redefine your business	88
	Test the limits of openness	95
Step 3	Speed + simplicity = success	101
	Strip it down to speed it up	103
	Line up the sacred cows and shoot them	106
	Die, committee, die	112
	Ready, set, deal	114
	The importance of getting there first	122
	Announce that you are first	125
	Be the first to redefine an existing market	127
	Measure your speed	129
Step 4	Customers connect the dots	133
	Let customers tell you what Biz Dev you should do	134
	You serve your customers when you refer them to a partner	138
	Customers want the product faster than you think	140
	Customers want you to develop partners--or else	141
	Customers will force you to spin off or partner up	143
	Make partnerships visible to your customers	145
Step 5	Negotiate without baggage	149
	You negotiate already	150
	Just close your eyes and jump in	153
	Speed means a few bumps	154
	I'm blue, you're yellow--let's find the green together	156
	What we negotiate about	158
	The personality of negotiators	159
	The 1, 2, 3s of negotiation	160
Step 6	Deliver more than the deal	169
	A deal is not a deal until you both deliver	170
	Make sure you can both do the job	173
	Prepare to follow through, before you deal	174
	Get everyone behind the deal	178
	Go the extra mile for your partners	181
	Delivering on your promises keeps growth going	183
	Biz Dev Toolkit: Effective Communication with Partners, Allies, and Customers	185
Step 7	Grow it or kill it	189
	Play the field	191
	Your only loyalty is to your customers	192
	It's OK to disagree	197
	Flexibility cuts both ways	199
	Expect contradictions	200
	Pull the plug or swap it out	202
	Let the market make you flexible	203
	Plunge into the chaos	205
Step 8	Reach in to reach out	211
	Jump over traditional internal divisions	212
	Biz Dev inspires	213
	Biz Dev Toolkit: Organizing a Biz Dev Support Team	215
	Case Study: Fed Ex	217
	Starbuddies	224
Step 9	Count the results	227
	Define success	228
	Measure the market	229
	Case Study: The Datek-Schwab shoot-out	232
	Case Study: W. W. Grainger	234
	Stop reading!	241
	Biz Dev keeps your competitors off balance	241
	Biz Dev looks out for the customers' best interests	242
	Lead the crowd	243
	The first one to the starting line wins	244
	Better fast and imperfect than perfect and irrelevant	245
	Ride on fast coattails	246
	Partnershps must be immediately relevant	248
	Your partner is your customer's partner	249
	Speak loudly and carry a big stick	250
	Start now	251