介绍
# Business Development Skill 🤝
**将您的 AI 代理转变为战略增长合作伙伴。**
研究市场、识别合作伙伴、分析竞争对手，并生成能够开启机会大门的引人注目的提案。
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## 此技能的作用
✅ **合作伙伴拓展** — 识别、研究并接触潜在合作伙伴 ✅ **市场研究** — 分析市场规模、趋势和机会 ✅ **竞争对手分析** — 追踪竞争对手并识别优势 ✅ **提案生成** — 创建引人注目的合作伙伴关系和业务提案 ✅ **机会追踪** — 管理从线索到成交的 BD 流程 ✅ **战略规划** — 支持业务扩张决策
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## 快速开始
1. 在 `TOOLS.md` 中配置您的 BD 侧重： ```markdown ### Business Development - Target markets: [Industries/Geographies] - Partnership types: [Integration/Reseller/Co-marketing/etc.] - Competitor watch list: [Key competitors] - Proposal templates: [Location] ```
2. 设置您的工作区： ```bash ./scripts/bd-init.sh ```
3. 开始建立合作伙伴关系！
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## 合作伙伴开发
### 合作伙伴类型
| 类型 | 描述 | 价值主张 | |------|-------------|-------------------| | **集成** | 技术产品连接 | 扩展功能，触达新用户 | | **经销商/分销** | 通过合作伙伴销售 | 接触新渠道，更快扩展 | | **联合营销** | 联合营销活动 | 共享受众，降低获客成本 (CAC) | | **推荐** | 线索共享 | 摩擦力较小的合作伙伴关系 | | **战略** | 深度协作 | 市场扩张，资源共享 | | **白标** | 为合作伙伴重塑产品品牌 | 新的收入来源 |
### 合作伙伴资格评估框架
**PARTNER 评分：**
| 标准 | 问题 | 权重 | |----------|----------|--------| | **P**otential (潜力) | 潜在上限如何？ | 20% | | **A**lignment (契合度) | 目标/价值观是否匹配？ | 20% | | **R**each (触达) | 他们能接触到什么样的受众？ | 15% | | **T**iming (时机) | 他们现在准备好了吗？ | 15% | | **N**eed (需求) | 他们是否需要我们提供的产品？ | 15% | | **E**xperience (经验) | 他们以前做过这个吗？ | 10% | | **R**isk (风险) | 可能会出现什么问题？ | 5% |
**评分 70+：** 积极跟进 **评分 50-70：** 保持联系 **评分 <50：** 降低优先级
### 合作伙伴档案模板
```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] ```
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## 合作伙伴拓展
### 拓展序列
**阶段 1：调研（联系之前）** - [ ] 深入研究公司网站 - [ ] 关键人员领英 调研 - [ ] 最新新闻/新闻稿 - [ ] 他们现有的合作伙伴关系 - [ ] 共同联系人检查 - [ ] 他们的技术栈（如适用）
**阶段 2：初步拓展**
邮件模板： ``` 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] ```
**阶段 3：跟进**
第 5 天： ``` 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] ```
第 12 天（附加价值）： ``` 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] ```
### 合作伙伴会议议程
```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? ```
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## 市场研究
### 市场研究框架
**1. 市场规模测算 (TAM/SAM/SOM)**
| 指标 | 定义 | 计算方法 | |--------|------------|------------------| | **TAM** | 总潜在市场 | 如果您拥有 100% 市场份额的总收入 | | **SAM** | 可服务市场 | 您实际能够触达的部分 | | **SOM** | 可获得市场 | 现实的中短期获取量 |
**2. 市场分析模板**
```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] ```
### 研究来源
| 类型 | 来源 | 最适用于 | |------|---------|----------| | **行业报告** | Gartner, Forrester, IBISWorld | 市场规模，趋势 | | **财务数据** | SEC filings, Crunchbase, PitchBook | 公司数据 | | **新闻** | Google News, 行业出版物 | 最新发展 | | **社交媒体** | LinkedIn, Twitter/X | 舆情，人员 | | **技术** | G2, Capterra, BuiltWith | 产品研究 | | **一手资料** | 访谈，调查 | 深度见解 |
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## 竞争对手分析
### 竞争对手档案模板
```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] ```
### 竞争格局矩阵
```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] ```
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## 提案生成
### 提案结构
```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]
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## Commercial Terms
### Revenue/Value Share [Proposed commercial arrangement]
### Investment Required | Item | [Your Company] | [Partner] | |------|----------------|-----------| | [Resource] | [Commitment] | [Commitment] |
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## Success Metrics
| Metric | Target (Year 1) | How Measured | |--------|-----------------|--------------| | [Metric] | [Target] | [Measurement] |
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## Risk Mitigation
| Risk | Mitigation | |------|------------| | [Risk] | [How we address it] |
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## About [Your Company] [Brief company overview, relevant traction, why you're a good partner]
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## Next Steps 1. [Proposed next step] 2. [Proposed next step]
---
**Contact:** [Name] [Title] [Email] [Phone] ```
### 提案最佳实践
1. **以他们的价值为先** — 首先突出合作伙伴的利益 2. **具体明确** — 模糊的提案会被忽视 3. **展现您对他们的理解** — 提及他们的业务 4. **使其简单** — 明确的下一步 5. **易于扫读** — 高管只会快速浏览 6. **包含社会证明** — 其他合作伙伴、增长势头 7. **解决风险** — 展示您已经深思熟虑
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## BD 流程管理
### 流程阶段
| 阶段 | 定义 | 退出标准 | |-------|------------|---------------| | **调研** | 识别和评估潜在客户 | 档案完成，评分 >50 | | **拓展** | 初次联系尝试 | 收到回复 | | **讨论** | 探讨共同兴趣 | 概念达成一致 | | **提案** | 提交正式提案 | 提案已交付 | | **谈判** | 条款讨论 | 条款达成一致 | | **法务** | 合同审查 | 签署协议 | | **活跃** | 合作伙伴关系上线 | 已启动 |
### 流程追踪
```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 | |---------|-------|---------------|--------| ```
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## 战略规划
### SWOT 分析模板
```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] ```
### 决策框架
对于重大 BD 决策，请使用：
```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] ```
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## 脚本
### bd-init.sh 使用模板和追踪功能初始化您的 BD 工作区。
### partner-research.sh 快速合作伙伴研究和档案生成。
```bash # Research a company ./scripts/partner-research.sh "Company Name"
# Generate partner profile ./scripts/partner-research.sh "Company Name" --profile ```
### pipeline-report.sh 生成 BD 流程报告。
```bash # Weekly pipeline summary ./scripts/pipeline-report.sh weekly
# Quarterly review ./scripts/pipeline-report.sh quarterly ```
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## 最佳实践
1. **拓展前先调研** — 个性化 > 通用化 2. **以价值为先** — 对他们有什么好处？ 3. **建立关系，而非交易** — 长期思维 4. **记录一切** — 对话、决策、背景 5. **坚持跟进** — 大多数交易需要 5 次以上的接触 6. **了解您的竞争对手** — 最新的话术卡 有助于赢得交易 7. **从小做起** — 在做出重大承诺之前先进行试点 8. **衡量重要指标** — 以达成合作伙伴数量计，而非仅看会议数量
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## 常见错误
❌ **推销过早** — 先了解他们的需求 ❌ **过度承诺** — 低承诺，高交付 ❌ **忽视内部支持者** — 发现并培养他们 ❌ **缺乏共同责任** — 双方都需要做出承诺 ❌ **跟进缓慢** — 势头很重要 ❌ **提案模糊** — 具体的请求才能得到具体的答复
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## 许可证
**许可证：** MIT — 自由使用、修改、分发。
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*“机会不是等来的，而是你创造的。” — Chris Grosser*