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Business Development: A Market-Oriented Perspective 1st Edition

by Hans Eibe Sørensen (Author)
4.3 4.3 out of 5 stars 29 ratings
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This textbook answers the basic questions: "What is business development?"  "What does the business developer do?" and "What characterises good, structured, effective business development?"  Distinguishing business development and the tasks of the business developer from traditional approaches of strategic management, entrepreneurship, and strategic marketing, this textbook will enable the market-oriented business developer to conceive, craft, and implement superior business plans.
The book is divided into three modules focusing on the market-oriented business developer’s mindset, on providing a state-of-the-art toolbox for careful strategic analyses and decisions, and lastly on the critical aspects of business plans and their content.
The approach of the book is focused and selective in its choice of content and provides a cumulative development of the relevant topics. Each chapter includes an ‘implications for the market-oriented business developer’ at the end to enhance a student’s learning.
The content of the book is applicable to any new business venture as well as for the development and implementation of growth opportunities in mature organizations.  Inherently international in its scope, the text includes numerous real world examples, taken from the author’s own experience as a biotech entrepreneur, as well as from the wider global business community.
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  1. ISBN-10
    047068366X
  2. ISBN-13
    978-0470683668
  3. Edition
    1st
  4. Publisher
    Wiley
  5. Publication date
    April 16, 2012
  6. Language
    English
  7. Dimensions
    7.4 x 1.3 x 9.2 inches
  8. Print length
    576 pages
  9. See all details
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Editorial Reviews

About the Author

Hans Elbe Sorensen currently holds a position as Assistant Professor in the Strategic Organization Design unit at the Department of Marketing and Management, University of Southern Denmark. During his PhD he was visiting doctoral fellow at The Wharton School, University of Pennsylvania, USA.
Professor Sorensen's research interests include the strategic organization of customer and competitive information and market orientation and the role of customer and competitive information in the development and deployment of firm's resources. His teaching portfolio includes courses in Business Development, Advanced Market Strategy and Theory, Marketing Channels, and his business experiences cover various endeavors, such as co-founding, being CFO and Chairman of biotech start-up companies, freelance consultant and data analyst, coaching in business plan competitions since 2001, and being sergeant at the Royal Danish military police.

Product details

  • Publisher ‏ : ‎ Wiley; 1st edition (April 16, 2012)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 576 pages
  • ISBN-10 ‏ : ‎ 047068366X
  • ISBN-13 ‏ : ‎ 978-0470683668
  • Item Weight ‏ : ‎ 2.3 pounds
  • Dimensions ‏ : ‎ 7.4 x 1.3 x 9.2 inches
  • Customer Reviews:
    4.3 4.3 out of 5 stars 29 ratings

About the author

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Hans Eibe Sørensen

Hans Eibe Sørensen

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Hans Eibe Sørensen, PhD (1974- ) currently holds a position as Associate Professor in Business Development at University of Southern Denmark. Hans' research is published in different international Marketing Management and Psychology research journals and he provided the business development and market orientation entries for the new Palgrave Encyclopedia of Strategic Management. During his PhD program, he was doctoral fellow at The Wharton School, USA. Besides this, Hans has co‐founded and been CFO of biotech start‐up companies, holds (advisory) board positions, consults for large manufacturing (high and low tech), consultancy firms, as well as government bodies, and was sergeant at the Royal Danish military police.

Customer reviews

4.3 out of 5 stars
4.3 out of 5
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29 global ratings

Top reviews from the United States

Tony G.
5.0 out of 5 stars Essential textbook for college level Business Development courses
Reviewed in the United States on May 15, 2024
One of the Best BD Books.

This is the BD book that started it all.

🎖 Dr. Hans Eibe Sørensen deserves a BD medal for publishing this first collegiate level textbook about Business Development in March 2012.

Before he published this book, many thought BD was just another word for sales or marketing.

Some university faculty shunned BD as insufficiently scientific.

Many now realize that BD is the Future of Business.

🔍 Do a LinkedIn search of top business school alumni and you may find more graduates in Business Development than marketing and/or sales.

🚀 Since 2012, the BD profession grew to 33M+ Business Developers globally with BD consistently ranking as one of the fastest growing jobs.

WARNING: This isn’t the type of book you snuggle up by the fireplace with a hot toddy and get whisked away whimsically with grand designs of business domination.

It’s a rigorously researched textbook ideal for MBA programs and undergraduate business courses, especially those culminating in business plan creation.

However, Dr. Sorensen’s conversational writing style is easily digested like a Flødeboller.

As both an academic and a BD practitioner, Sorensen shares real-world anecdotes that add colorful context to his profound concepts.

BD professionals owe Dr. Sorensen a debt of gratitude. His research provided an academic foundation for the Business Development Body of Knowledge (BD-BOK) published in January 2023.

The BD-BOK starts by quoting Sorensen’s stated purpose of business development as "the analytical preparation of growth opportunities, and the support and monitoring of the implementation of growth opportunities."

Another major impact was his discussion of Market Oriented business strategies that prioritize community collaboration to develop new products and deliver value that exceeds the extrinsic needs of the customer.

Dr. Sorensen’s book concludes with more than one hundred pages of detailed guidance for crafting and implementing successful business plans.

I'm personally grateful to this gentleman and a scholar because he generously shared insights and inspiration with me when I wrote the BD-BOK.

From me and the entire BD community....Thank you Hans!
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Brian Galgay
5.0 out of 5 stars Clarifies the subject very well
Reviewed in the United States on May 27, 2014
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This was required text for one of my MBA courses (Business Development). The structure of the book and all the content inside of it was extremely helpful for me to understand the topic.

Strongly recommend for anyone interested in the subject.
One person found this helpful
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Amazon Customer
4.0 out of 5 stars Quick Insights into Business Development
Reviewed in the United States on April 30, 2023
Verified Purchase
This text gives the reader with an overview of what business development involves and its application. For the curious readers, it may motivate them to try many of the techniques described while developing their analytical skills as modifications are made in the conduct of various analyses that apply the tools and techniques presented.
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BT
3.0 out of 5 stars Business Planning over Deal Making
Reviewed in the United States on May 5, 2013
Verified Purchase
As my function has changed from R&D to biz dev, I needed a book that can provide me a framework for developing new growth opportunities. This book provides understanding of creating a business plan, a solid perspective of how a business developer needs to think, and the author's experiences in the biotech field.

It is an easy read and is excellent for those who are new to the business world, but I do not really recommend it for those who have had a business education or significant experience. It is not full of technical jargon and rather focuses on getting the reader to understand the thought process. Once again, a decent book for the beginner.
5 people found this helpful
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anonym
3.0 out of 5 stars Zu viel Gerede und alte Quellen
Reviewed in Germany on July 2, 2017
Verified Purchase
Ich finde das Buch sehr ambivalent. Negativ ist, dass es viel zu sehr aufgebläht ist mit "Blabla", was ich als ziemlich langweilig, verwirrend und vom Thema abschweifend finde. Teilweise Aufgaben für den Leser, die der Autor wohl witzig findet. Ich kann aber keinen besonderen Lerngewinn darin erkennen. Ich erwarte von einem Biz Dev Buch komprimiert, verdichtet, zielgerichtet nützliche Informationen. Stattdessen ergießt es sich massiv in Theorie (mit Uralt Quellen aus den 1990er Jahren) und Nebensächliches. 3 Sterne, da es auch ein paar positive, nützliche Informationen im dritten Teil gibt bzgl Marketing, Business Plan etc. Das Buch hätte auch mit 30% des aktuellen Umfangs veröffentlicht erden können. Fände ich besser. Zeit ist zu schade, um 500 Seiten ohne Mehrwert zu lesen und nach nützlichen Informationen suchen zu müssen.
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Amazon Customer
5.0 out of 5 stars Very nice book
Reviewed in Italy on October 15, 2016
Verified Purchase
It's dearly a marvelous book for these ppl who just enter business development this area, particular for 2B.
It gives a quite clear structure to know the tasks, processes and functions of BD.
I am enjoying a lot and would definitely recommend to those of you who want have a good starting of ur BD journey.
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Nicholas Harper
5.0 out of 5 stars Comprehensive, cohesive work on business develelopment
Reviewed in the United Kingdom on August 27, 2013
Verified Purchase
Excellent book that does what it says on the cover: describes exactly what business development is and the processes and disciplines involved. It also gives a very detailed recipe for creating a complete business plan including the marketing, organization and finance plans needed to present to the board or to a VC.

In discussing business development Prof Sorensen presents most of the conceptional building blocks of marketing: Porters 5 factors, Pestle, VRIO framework etc. This makes it an excellent primer for any student of modern marketing. The bibliography alone makes it worth the price of admission. In an academic setting it will be invaluable in any courses on marketing or entrepreneurship and a useful adjunct to an organizational behavior class.

I would recommend this book to any business person involved in or interested in strategic business development as well as to any B-school student. I would note that this is a book about business development as part of a formalized market oriented management discipline. Readers who view business development as synonymous with sales "hunting" may want to look elsewhere.
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Pawel Panka
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on May 15, 2015
Verified Purchase
Very good book, recommended by RGU as main text for business development
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