Why to improve business development capabilities?
Your success is more enduring as you can more professionally handle even bigger changes. Uncertainty that is inevitable in major changes gets lower. You can seize broader scope of new opportunities.
We have a product/service development unit and we participate in innovation activities. Is that not enough?
Seldom in a modern business environment. Traditional product/service development cannot handle business level changes. External innovation activities produce raw ideas or opportunities that need to be refined inside your company to business.
We are customer centric. Shouldn´t that solve problems?
In early days business development mattered only to producers. Now a customer is an equal business process owner. Especially in professional business fields customers become disappointed, if due to a narrow development approach it becomes not until late evident that promises cannot be delivered as a good business.
In our company it is leaders that are responsible for business development. Why should it be our job??
Leaders are responsible for business development and they lead and control it. Normally leaders do not have time and possibility to do any specific development work that is needed in modern contexts.
Do we need a separate unit for business development?
It depends on how important the issue is to you. In most companies there is no need for that. However, in every company there should be capabilities to carry out business development by respective teams.
I am experienced in start up activities. Does that help me?
Yes it does. There are similar types of activities but they are not the same thing. Application scope for business development is broader while start ups are all about new business.
We collaborate, but we get only minor business results, what is wrong?
This is a common problem in business targeted collaborations. Are partners willing to commit to unavoidable business changes. Lesson learned from these cases is that without entrepreneurial spirited people involved good business results are a rarity.
If you have a question to be be added on faq on business development I am happy to answer it!