Part 1 Business Development
1 What Is Business Development?
2 Types of Business Development
4 Business Development Versus Sales
7 Finding Your BD Mentor 35
Part 2 Introduction to Partnerships
11 Understanding Other Companies
12 Four Golden Rules of Partnerships
13 Three Types of Partnerships
14 Identifying the Right Person at the Partner Company
16 Doing a Deal Versus Doing the Best Deal
Part 3 Pitching and Closing
19 Pipelines and Prepitch Execution
20 Making the Pitch and Closing the Deal
21 The Legality of Deal Making: Contracts and Beyond
22 Launching Deals and Compounding Effects
Part 4 Best Practices: Preparation and Execution
24 Introductions: Best Practices
25 Reaching Out and Corresponding
26 Following Up and Other Best Practices for Correspondence
29 Being Helpful and Adding Value
30 Feeling the Pulse of the Market
31 The "Shiny Things" Disease
32 Internal Communication
33 Working with Big Companies
34 Working with the Press
35 "Launch Partner" Strategy
36 Turning a Nice to Have into a Need to Have
37 Introduction to War Stories
38 Large-Company BD: Kristal Bergfield
39 Entrepreneurship and BD: Scott Britton
40 The Ultimate Connector: Charlie O'Donnell
41 BD and the Legal World: Richard Bloom
42 Trendsetter Partnerships: Gary Vaynerchuk
43 From BD to Founder: Tristan Walker
44 Day 1 Entrepreneur: Shaival Shah
45 Dorm Room Deal Maker: Andrew N. Ferenci
46 Sports, Private Jets, and Philanthropy: Jesse Itzler
47 Music BD and International Relations: Zeeshan Zaidi
48 Banking to BD: Nicole Cook
49 BD and Sales: Eric Friedman
50 Intern to VP: Erin Pettigrew
