Business Development

# Business Development Skill 🤝

**Turn your AI agent into a strategic growth partner.**

Research markets, identify partnerships, analyze competitors, and generate compelling proposals that open doors.

---

## What This Skill Does

✅ **Partnership Outreach** — Identify, research, and approach potential partners ✅ **Market Research** — Analyze market size, trends, and opportunities ✅ **Competitor Analysis** — Track competitors and identify advantages ✅ **Proposal Generation** — Create compelling partnership and business proposals ✅ **Opportunity Tracking** — Manage BD pipeline from lead to deal ✅ **Strategic Planning** — Support business expansion decisions

---

## Quick Start

1. Configure your BD focus in `TOOLS.md`: ```markdown ### Business Development - Target markets: [Industries/Geographies] - Partnership types: [Integration/Reseller/Co-marketing/etc.] - Competitor watch list: [Key competitors] - Proposal templates: [Location] ```

2. Set up your workspace: ```bash ./scripts/bd-init.sh ```

3. Start building partnerships!

---

## Partnership Development

### Partnership Types

| Type | Description | Value Proposition | |------|-------------|-------------------| | **Integration** | Technical product connection | Expand functionality, reach new users | | **Reseller/Distribution** | Sell through partners | Access new channels, scale faster | | **Co-Marketing** | Joint marketing efforts | Share audiences, reduce CAC | | **Referral** | Lead sharing | Lower-friction partnership | | **Strategic** | Deep collaboration | Market expansion, shared resources | | **White-Label** | Rebrand product for partner | New revenue stream |

### Partner Qualification Framework

**PARTNER Score:**

| Criteria | Question | Weight | |----------|----------|--------| | **P**otential | What's the upside? | 20% | | **A**lignment | Do goals/values match? | 20% | | **R**each | What audience can they access? | 15% | | **T**iming | Are they ready now? | 15% | | **N**eed | Do they need what we offer? | 15% | | **E**xperience | Have they done this before? | 10% | | **R**isk | What could go wrong? | 5% |

**Score 70+:** Prioritize actively **Score 50-70:** Keep warm **Score <50:** Deprioritize

### Partner Profile Template

```markdown # Partner Profile: [Company Name]

## Overview - **Company:** [Name] - **Website:** [URL] - **Industry:** [Industry] - **Size:** [Employees / Revenue if known] - **Founded:** [Year] - **HQ:** [Location]

## Key Contacts - **Primary:** [Name, Title, Email, LinkedIn] - **Secondary:** [Name, Title, Email, LinkedIn]

## Their Business - **What they do:** [Description] - **Target customers:** [Who they serve] - **Key products:** [Products/Services] - **Competitive advantage:** [What makes them different]

## Partnership Opportunity - **Type:** [Integration/Reseller/Co-marketing/etc.] - **Value to them:** [What we offer] - **Value to us:** [What they offer] - **Synergy:** [How we complement each other]

## Qualification (PARTNER Score) - Potential: [X/10] — [Notes] - Alignment: [X/10] — [Notes] - Reach: [X/10] — [Notes] - Timing: [X/10] — [Notes] - Need: [X/10] — [Notes] - Experience: [X/10] — [Notes] - Risk: [X/10] — [Notes] - **Total:** [X/70]

## Research Notes [Relevant findings from research]

## Status & Next Steps - **Current stage:** [Prospect/Outreach/Discussion/Negotiation/Active] - **Last contact:** [Date] - **Next action:** [Action] — Due: [Date] ```

---

## Partnership Outreach

### Outreach Sequence

**Phase 1: Research (Before Contact)** - [ ] Company website deep dive - [ ] Key personnel LinkedIn research - [ ] Recent news/press releases - [ ] Existing partnerships they have - [ ] Mutual connections check - [ ] Their tech stack (if relevant)

**Phase 2: Initial Outreach**

Email Template: ``` Subject: Partnership idea: [Specific value proposition]

Hi [Name],

[Personalized observation showing you did research — reference something specific they did/said].

I lead BD at [Your Company]. We [brief description of what you do] for [target customers].

I noticed [observation about their business] and think there's an interesting opportunity to [specific partnership concept].

[One sentence on mutual benefit — what's in it for them + what's in it for you].

Would you be open to a quick call to explore?

Best, [Your name] ```

**Phase 3: Follow-up**

Day 5: ``` Subject: Re: Partnership idea

Hi [Name],

Wanted to follow up on my note below. I've been thinking more about how [specific idea] could work.

[Add one more value point or insight].

Worth 15 minutes to discuss?

[Your name] ```

Day 12 (Value-add): ``` Subject: [Relevant resource/insight]

Hi [Name],

Found this [article/report/insight] and thought of you: [link]

[Brief tie to why it's relevant to potential partnership].

Still think there's something interesting here if you're open to exploring.

[Your name] ```

### Partnership Meeting Agenda

```markdown # Partnership Discussion: [Company] **Date:** [Date] **Attendees:** [Names]

## Agenda (30 min)

1. **Intros** (5 min) - Background on each company - Roles in the partnership

2. **Opportunity Discussion** (10 min) - Partnership concept - Mutual value proposition - Initial scope

3. **Alignment Check** (10 min) - Goals and expectations - Potential challenges - Resources needed

4. **Next Steps** (5 min) - Action items - Timeline - Next meeting

## Questions to Ask - What would success look like for you? - What's your typical partnership process? - Who else needs to be involved? - What's your timeline for decision? ```

---

## Market Research

### Market Research Framework

**1. Market Sizing (TAM/SAM/SOM)**

| Metric | Definition | How to Calculate | |--------|------------|------------------| | **TAM** | Total Addressable Market | Total revenue if you had 100% market share | | **SAM** | Serviceable Addressable Market | Portion you can actually reach | | **SOM** | Serviceable Obtainable Market | Realistic near-term capture |

**2. Market Analysis Template**

```markdown # Market Research: [Market/Industry]

## Executive Summary [2-3 sentences on key findings and opportunity]

## Market Size - **TAM:** $[X]B (global, all segments) - **SAM:** $[X]M (your reachable market) - **SOM:** $[X]M (realistic 3-year target)

## Market Dynamics - **Growth rate:** [X]% CAGR - **Key drivers:** [List] - **Key barriers:** [List]

## Customer Segments | Segment | Size | Growth | Our Fit | |---------|------|--------|---------| | [Segment] | $[X]M | [X]% | High/Med/Low |

## Competitive Landscape [Overview of key players]

## Trends 1. **[Trend]:** [Impact on us] 2. **[Trend]:** [Impact on us]

## Opportunities 1. [Opportunity description] 2. [Opportunity description]

## Threats 1. [Threat description] 2. [Threat description]

## Recommendations 1. [Action to take] 2. [Action to take]

## Sources - [Source 1] - [Source 2] ```

### Research Sources

| Type | Sources | Best For | |------|---------|----------| | **Industry reports** | Gartner, Forrester, IBISWorld | Market size, trends | | **Financial data** | SEC filings, Crunchbase, PitchBook | Company data | | **News** | Google News, industry publications | Recent developments | | **Social** | LinkedIn, Twitter/X | Sentiment, personnel | | **Technical** | G2, Capterra, BuiltWith | Product research | | **Primary** | Interviews, surveys | Deep insights |

---

## Competitor Analysis

### Competitor Profile Template

```markdown # Competitor Analysis: [Company Name]

## Overview - **Company:** [Name] - **Website:** [URL] - **Founded:** [Year] - **Funding:** [Stage/Amount] - **Employees:** [Count] - **HQ:** [Location]

## Product/Service - **Core offering:** [Description] - **Key features:** [List] - **Pricing:** [Model and tiers] - **Target customers:** [Segments]

## Strengths 1. [Strength] 2. [Strength]

## Weaknesses 1. [Weakness] 2. [Weakness]

## Market Position - **Market share:** [Estimate] - **Brand perception:** [How they're seen] - **Key differentiator:** [What makes them unique]

## Recent Moves - [Recent news/launch/change]

## Their Customers - [Notable customers if known]

## How We Compare | Factor | Us | Them | Advantage | |--------|-----|------|-----------| | [Factor] | [Our position] | [Their position] | Us/Them/Tie |

## Battlecard (for sales) - **When we win against them:** [Scenarios] - **When we lose against them:** [Scenarios] - **Key talking points:** [What to emphasize] - **Their objections to us:** [How to counter] ```

### Competitive Landscape Matrix

```markdown # Competitive Landscape: [Category]

## Positioning Map

High Price | [Premium] | [Enterprise] Competitor A | Competitor B | Low Complexity -----|------ High Complexity | [Budget] | [Niche] Competitor C | Competitor D | Low Price

## Feature Comparison

| Feature | Us | Comp A | Comp B | Comp C | |---------|-----|--------|--------|--------| | [Feature 1] | ✅ | ✅ | ❌ | ✅ | | [Feature 2] | ✅ | ❌ | ✅ | ❌ | | [Feature 3] | ✅ | ✅ | ✅ | ❌ |

## Summary - **Our primary competition:** [Company] - **Our differentiation:** [Key differentiator] - **Market gaps we can exploit:** [Opportunities] ```

---

## Proposal Generation

### Proposal Structure

```markdown # Partnership Proposal: [Your Company] × [Partner Company]

## Executive Summary [1 paragraph overview of the opportunity and mutual value]

---

## The Opportunity

### Market Context [Brief market opportunity both companies can address]

### Why Now [Timing factors that make this partnership timely]

---

## The Partnership

### Concept [Clear description of what you're proposing]

### Value to [Partner] 1. [Benefit 1] 2. [Benefit 2] 3. [Benefit 3]

### Value to [Your Company] 1. [Benefit 1] 2. [Benefit 2] 3. [Benefit 3]

---

## How It Works

### Integration/Collaboration Model [Technical or operational details of how partnership functions]

### Roles & Responsibilities | Area | [Your Company] | [Partner] | |------|----------------|-----------| | [Area] | [Responsibility] | [Responsibility] |

### Timeline - **Phase 1 (Months 1-2):** [Activities] - **Phase 2 (Months 3-4):** [Activities] - **Phase 3 (Months 5+):** [Activities]

---

## Commercial Terms

### Revenue/Value Share [Proposed commercial arrangement]

### Investment Required | Item | [Your Company] | [Partner] | |------|----------------|-----------| | [Resource] | [Commitment] | [Commitment] |

---

## Success Metrics

| Metric | Target (Year 1) | How Measured | |--------|-----------------|--------------| | [Metric] | [Target] | [Measurement] |

---

## Risk Mitigation

| Risk | Mitigation | |------|------------| | [Risk] | [How we address it] |

---

## About [Your Company] [Brief company overview, relevant traction, why you're a good partner]

---

## Next Steps 1. [Proposed next step] 2. [Proposed next step]

---

**Contact:** [Name] [Title] [Email] [Phone] ```

### Proposal Best Practices

1. **Lead with their value** — Partner's benefits first 2. **Be specific** — Vague proposals get ignored 3. **Show you understand them** — Reference their business 4. **Make it easy** — Clear next steps 5. **Keep it scannable** — Execs skim 6. **Include social proof** — Other partnerships, traction 7. **Address risk** — Show you've thought it through

---

## BD Pipeline Management

### Pipeline Stages

| Stage | Definition | Exit Criteria | |-------|------------|---------------| | **Research** | Identifying and qualifying prospects | Profile complete, score >50 | | **Outreach** | Initial contact attempts | Response received | | **Discussion** | Exploring mutual interest | Aligned on concept | | **Proposal** | Formal proposal submitted | Proposal delivered | | **Negotiation** | Terms discussion | Terms agreed | | **Legal** | Contracts in review | Signed agreement | | **Active** | Partnership live | Launched |

### Pipeline Tracking

```markdown # BD Pipeline — [Month/Quarter]

## Summary - Total opportunities: [X] - Pipeline value: $[X] (potential annual value) - Weighted value: $[X] - Expected closes this quarter: [X]

## By Stage

### Research ([X]) | Partner | Type | PARTNER Score | Next Action | |---------|------|---------------|-------------| | [Name] | [Type] | [X/70] | [Action] |

### Outreach ([X]) | Partner | Type | Outreach # | Last Contact | |---------|------|------------|--------------| | [Name] | [Type] | [1/2/3] | [Date] |

### Discussion ([X]) | Partner | Type | Est. Value | Next Meeting | |---------|------|------------|--------------| | [Name] | [Type] | $[X] | [Date] |

### Proposal ([X]) | Partner | Type | Proposal Date | Decision Expected | |---------|------|---------------|-------------------| | [Name] | [Type] | [Date] | [Date] |

## Stale Opportunities (>30 days no activity) | Partner | Stage | Last Activity | Action | |---------|-------|---------------|--------| ```

---

## Strategic Planning

### SWOT Analysis Template

```markdown # SWOT Analysis: [Initiative/Partnership/Market]

## Strengths (Internal, Positive) - [Strength 1] - [Strength 2]

## Weaknesses (Internal, Negative) - [Weakness 1] - [Weakness 2]

## Opportunities (External, Positive) - [Opportunity 1] - [Opportunity 2]

## Threats (External, Negative) - [Threat 1] - [Threat 2]

## Strategic Implications - **Leverage:** [Use strengths to capture opportunities] - **Improve:** [Address weaknesses to enable opportunities] - **Defend:** [Use strengths to mitigate threats] - **Watch:** [Monitor weakness × threat combinations] ```

### Decision Framework

For major BD decisions, use:

```markdown # Decision: [What we're deciding]

## Context [Background and why this decision is needed]

## Options 1. **[Option A]:** [Description] 2. **[Option B]:** [Description] 3. **[Option C]:** [Description]

## Evaluation

| Criteria | Weight | Option A | Option B | Option C | |----------|--------|----------|----------|----------| | [Criteria 1] | [X]% | [Score] | [Score] | [Score] | | [Criteria 2] | [X]% | [Score] | [Score] | [Score] | | **Weighted Total** | | [Total] | [Total] | [Total] |

## Recommendation [Option X] because [reasoning]

## Risks & Mitigations - [Risk]: [Mitigation]

## Next Steps 1. [Action] 2. [Action] ```

---

## Scripts

### bd-init.sh Initialize your BD workspace with templates and tracking.

### partner-research.sh Quick partner research and profile generation.

```bash # Research a company ./scripts/partner-research.sh "Company Name"

# Generate partner profile ./scripts/partner-research.sh "Company Name" --profile ```

### pipeline-report.sh Generate BD pipeline reports.

```bash # Weekly pipeline summary ./scripts/pipeline-report.sh weekly

# Quarterly review ./scripts/pipeline-report.sh quarterly ```

---

## Best Practices

1. **Research before outreach** — Personalized > Generic 2. **Lead with value** — What's in it for them? 3. **Build relationships, not transactions** — Long-term thinking 4. **Document everything** — Conversations, decisions, context 5. **Follow up persistently** — Most deals need 5+ touchpoints 6. **Know your competition** — Updated battlecards win deals 7. **Start small** — Pilot before big commitment 8. **Measure what matters** — Partners closed, not meetings held

---

## Common Mistakes

❌ **Pitching too early** — Understand their needs first ❌ **Overselling** — Under-promise, over-deliver ❌ **Ignoring internal champions** — Find and nurture them ❌ **No mutual accountability** — Both sides need commitments ❌ **Slow follow-up** — Momentum matters ❌ **Vague proposals** — Specific asks get specific answers

---

## License

**License:** MIT — use freely, modify, distribute.

---

*"Opportunities don't happen, you create them." — Chris Grosser*