This reference book provides a compact overview of the increasingly important topic of Business Development. The author not only describes the role of the Business Development Manager with its tasks, but also shows how Business Development can be organizationally integrated into a company. In addition, a prototypical Business Development Process is specifically presented and explained using a case study.

The second, revised and expanded edition of the reference book shows that crises can also be an opportunity, explains specific Key Performance Indicators (KPIs) for Business Development and describes new digital business models. In addition, the book was supplemented by a practical interview and quotes from business and science.

The reference book helps everyone who is responsible for introducing or optimizing Business Development in the company or who wants to work in this area in the future.

Content

• Business Development: role, role profile, business unit, process
  
• Portfolio structure, management and life cycle
  
• Resources
  
• Target market
  
• Market cultivation strategy
  
• Case study
  
• Six steps to Business Development
  

Target Groups

• CEOs
  
• Responsible persons from sales and marketing
  
• Project and product managers of all industries
  
• Students of Business Administration and Business Informatics
  

The Author : Andreas Kohne works as a Business Development and Sales Manager. The expert for innovation, transformation and communication is a sought-after speaker, trainer and consultant. The author has a doctorate in computer science from the TU Dortmund and writes reference books in the areas of IT, business and marketing.