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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter Hardcover – July 21, 2014
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About the Author
Alex Taub is the cofounder of SocialRank, a tool that helps brands find out better information about the people who follow them on social networks. Alex previously led business development and partnerships for online integrations at Dwolla, one of the fastest growing startups in the country. Alex contributes to the Forbes Entrepreneur section twice a month.
Ellen DaSilva is a senior analyst of the business operations team at Twitter, which strategically targets revenue opportunities for -the company. Ellen's past positions include investment banking at Barclays Capital and financial planning at Hillary Clinton for President.
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Top Customer Reviews
According to the author, business development is less about 'sales', and more about forging new revenue streams by partnering with other businesses. For example, if you have a plugin for facebook that facebook can charge money for, you partner with facebook to get it in front of their users and pay them half of revenue. Other ways to partner are to make a product that saves the other company money, increases their productivity, makes their own product more sellable, provides more brand recognition, etc.
Most of the examples are web-based businesses - twitter, facebook, and other companies like them, but this can apply to anyone. Make a new widget and you need to make a deal with Wall*Mart, Target, or some other retail store to get it distributed. The author also discusses some traditional partnerships like an exclusive CD for a singer that goes in Starbucks, then also partnering with starbucks to promote concerts or dual-branding advertising, putting the CD on ads for starbucks "now in stores, pick up your copy of ..." (That worked great for a couple of years ... until it got over the top. You may remember all the biz media articles asking if Starbucks had lost it's way with too many tie-ins and not enough focus on making good coffee.)
It is in getting down the nuts and bolts of partnerships that the book loses it's way. In order to be good at business development you have to find who to partner with for your solution, then convince them. The author says this requires a combination of strategic thinking - as the businesses are puzzle pieces that will fit together - and social skills.Read more ›
You will want to pick it up immediately!!
Most Recent Customer Reviews
The book is called Pitching and Closing, but the text is actually only about pitching for tech, because that's all these two kids know and they think the entire world is like the... Read morePublished 6 months ago by The Man in the Hathaway Shirt
It was good. Practical advice, useful definitions and descriptions of the BD function in action, and first-hand accounts and quotes from current BD professionals. Read morePublished 7 months ago by Amazon Customer
Quick, easy and fun to read on the shuttle to/from work. A great introduction to the role for someone entering a new Business Development job from school or another career. Read morePublished 8 months ago by Kamal Garg
Well structured book, with practical information and clear real life examples. As with all of these books, it would have been even more helpful to carry the life cycle of one deal... Read morePublished 14 months ago by Ariel Amster