Business development is part of everyone’s job description, whether stated or not. After 2008, it’s all hands on deck in terms of defining and continually demonstrating your contribution to keeping your company or start-up productive, solvent and profitable. Your core capabilities contribute to business development. You’ve been hired by a company, or are forming a… [Continue Reading]
Your Core Capabilities Must Contribute to Revenue
Ready-Fire-Aim Backfires
I received this email last week, containing a link to a software platform demo. Apparently the link had been omitted from some preceding email, which I couldn’t recall receiving. “I forgot to send over this screencast, which will give you a basic overview of the application It’s 6 mins long and will get you familiar… [Continue Reading]
Think like a Venture, Sell like a Pro
Last evening’s University of Michigan Student Venture Showcase underscored that today’s business development and startup environment is, indeed, global and competitive. The student teams had completed the TechArb8 program which is part of the Center for Entrepreneurship. Each team was assigned a mentor to assist them in assessing the viability of their product concept, how… [Continue Reading]
Life with Engineers – How Much Logic Can One Tolerate?
As sales people, you know how much fun it is calling on technical folks. If you don’t know your stuff, the techies will toss you around like a couple of orca whales tossing their prey before they eventually decide to eat you alive for your lack of technical knowledge. So if you are “spieling the… [Continue Reading]
The Unintentional Entrepreneur
Have you ever thought of starting your own business? Perhaps you feel you can do things much, much better than your current employer. Or you are an academic or a student with a great idea and a path to commercialization by participating in an entrepreneurship program or entering a business competition. Then again, some of… [Continue Reading]
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