Expectations

Agenda
• Business Evolution
• Business Development Overview
• Business Development Process
• Job Nature
• Resources
Business/Corporates Evolution
Business/Corporates Evolution
Business/Corporates Evolution
Business Development Need
Business Life Cycle
Business Development Scope
Types of Deals:
• M&A.
• Pitching New Idea / Product.
• Opening New Channels / Revenue Lines.
• Supplier / Buyer.

Profiles of Business Development Professionals:

• Deals Opener.
• Deals Closer.
• Deals Opener & Closer.

Partners Profiling:
• Mavern: Focuses on Numbers.
• Greedy: Wants to Always Win.
• Connector: Win Him To Win Other Deals.
• Celebrity: Ego Massaging.
 Business Development Process
High Level Map:

Detailed Process Map: 

•Network contacts ( attend conferences + use power to build more power + stay
in companies to create contacts).
•Choose who to contact.
•Choose when to go and if it is on ground or off ground or at their premises.
•Start from bottom up and place yourself in the other side's shoe.
•Study the contract and revise.
•Blend in with marketing and activations.
•Make use of all dots to create lines.
•See the impact and decide to duplicate it or not.
Funnel & Conversion Matrix

Conversion
Ratio 60%

Conversion
Ratio 25%

Conversion
Ratio 20%
Deal Classification & Partner
Profile

Type Everest Strategic Corporate Marketing PR Stunt

Example Vodafone Taxi Unilever Redbull Amr Adeeb Promo Codes

Outcome Revenue Lobbying Diversification Brand Equity Awareness Buzz

Effort 160 Hrs 80 Hrs 20 Hrs 30 Hrs 2 Hrs 30 Mins

Units with BD BD Board Sales Marketing PR Marketing

Conversion
66% 60% 50% 40% 30% 30%
Ratio
Business Development KPIs

• Revenue/Users Growth

• Number of Deals / Partnerships

• Outcome of Partnerships Vs Assumptions

Skills
Resources
Readings:
•Crucial Conversations Tools for Talking When Stakes Are High, by Kerry Patterson and Joseph Grenny
•Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William L. Ury
•Trump: The Art of the Deal by Donald Trump
•Crucial Conversations: Tools for Talking When Stakes Are High by Kerry Patterson
•Influence: Science and Practice by Robert B. Cialdini
•The Tipping Point, by Malcolm Gladwell
•48 Laws of Power, by Robert Greene
•Mostafa Mahmoud Books

To Check List:
•Techcrunch
•Flipboard
•Business Today
•Borsa Newspaper
•Enterprise Press
•LinkedIn
Dos & Don’ts

Dos Donts
Always be on time ] Insult in meetings
Be always ready and dressed Share confidential info
Do good PR to partners Lose spokespeople
Try to meet at the partner’s HQ Escalate for any reason
Analyze Panic in changes
Over communicate
Give credit
Contact Details

LinkedIn: Mohamed Aboulnaga

Email: maboulnaga@gmail.com