Better Biz Dev – Music Startup Academy Denver - October 8, 2015

Transcript

1. #BIZDEVMSA BETTER BIZ DEV SHAWN YEAGER, BACK PORCH GROUP MUSIC STARTUP ACADEMY – DENVER, OCTOBER 8, 2015
2. #BIZDEVMSA HOUSEKEEPING #BIZDEVMSA @SHAWNYEAGER 2
3. #BIZDEVMSA “BUSINESS DEVELOPMENT IS CREATING THE TEMPLATE FOR A TRANSACTION. SALES IS APPLYING THE TEMPLATE OVER AND OVER.” —PARAPHRASING A SETH GODIN QUOTE I CAN NO LONGER FIND
4. #BIZDEVMSA “BUSINESS DEVELOPMENT IS THE CREATION OF LONG-TERM VALUE FOR AN ORGANIZATION FROM CUSTOMERS, MARKETS, AND RELATIONSHIPS.” —SCOTT POLLACK
5. #BIZDEVMSA THE GOOD NEWS 5
6. #BIZDEVMSA THE BAD NEWS 6
7. #BIZDEVMSA 7
8. #BIZDEVMSA 8
9. #BIZDEVMSA “LEAN STARTUP ISN'T ABOUT BEING CHEAP [BUT IS ABOUT] BEING LESS WASTEFUL AND STILL DOING THINGS THAT ARE BIG.” –ERIC RIES
10. #BIZDEVMSA WHAT LEADS TO WASTE? BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS' BUSINESS MODELS LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT 10
11. #BIZDEVMSA BETTER BIZ DEV = RIGOROUS CUSTOMER DEVELOPMENT + 
 A WELL-DESIGNED BUSINESS MODEL +
 CLARITY OF PURPOSE 11
12. #BIZDEVMSA CUSTOMER DEVELOPMENT ≠
 PRODUCT DEVELOPMENT
13. #BIZDEVMSA YOUR (FUTURE) CUSTOMERS KNOW BEST.
14. #BIZDEVMSA 14
15. #BIZDEVMSA 15
16. #BIZDEVMSA 16
17. #BIZDEVMSA CLARITY OF PURPOSE WHY ARE YOU DOING THE DEAL? WHAT DOES SUCCESS LOOK LIKE? 17
18. #BIZDEVMSA A FEW THINGS I’VE LEARNED ENTER WITH TWO OUTCOMES IN MIND: THE BIG WIN AND THE LEAST YOU’LL ACCEPT. ANSWER THE QUESTION HOW LONG IS TOO LONG? LITTLE COMPANY/BIG COMPANY POWER DYNAMICS CAN’T BE IGNORED, BUT THEY DON’T MEAN YOU’RE POWERLESS. UNCOVER AND VALIDATE DEAL-BREAKERS AS EARLY AS POSSIBLE. 18
19. #BIZDEVMSA A FEW THINGS I’VE LEARNED ‘YES, AND…’ IS OFTEN MORE EFFECTIVE THAN 'NO.’ WHEN YOU MUST CONCEDE A POINT, ASK FOR SOMETHING IN RETURN. IT’S NEVER JUST BUSINESS. PEOPLE NEGOTIATE, NOT COMPANIES. SURPRISES ARE THE ENEMY. THE DEAL’S NOT DONE UNTIL YOU’RE HOLDING (E-)INK ON PAPER. 19
20. #BIZDEVMSA RESOURCES MARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/ LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/ BUSINESS MODEL GENERATION LEAN STARTUP RUNNING LEAN THE MOM TEST 20
21. #BIZDEVMSA Q&A 21 @SHAWNYEAGER SHAWN@BACKPORCHGROUP.COM BACKPORCHGROUP.COM