Business Development

A Market-Oriented Perspective

Hans Eibe Sørensen

Publisher: Wiley, 2012, 553 pages

ISBN: 978-0-470-68366-8

Keywords: Business Development

Last modified: May 28, 2022, 1:28 a.m.

Table of Contents

    1. Introduction and default positions
      1. Aim and motivation
      2. Why business development?
      3. The default positions
      4. Outro and book structure
      5. Key terms defined
      6. References
  • Module 1: The business developer's mindset
    1. Business development
      1. Introduction and chapter outline
      2. Organizing for business development
      3. How do we assess business development?
      4. What business development is not
      5. The business developer
      6. Implications for the (market-oriented) business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
    2. Market orientation
      1. Introduction and chapter outline
      2. Business orientations
      3. Market orientation
      4. Developing a market-oriented business developer
      5. Key terms defined
      6. Essential texts for the advanced reader
      7. Worksheets
      8. References
    3. Innovation, the entrepreneur and entrepreneurial orientation
      1. Introduction and chapter outline
      2. Innovation and inventions
      3. The hero(ine) entrepreneur
      4. The successful entrepreneur
      5. Entrepreneurial orientation
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
    4. Business models and business plans
      1. Introduction and chapter outline
      2. Business models
      3. Business plans
      4. Preparing and writing up the business plan
      5. A general test for your business model and business plan
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
  • Module 2: The business developer's toolbox
    1. Strategy and strategic management
      1. Introduction and chapter outline
      2. Competitive advantage and strategy
      3. The commitments — and strategy
      4. Value creation and value appropriation
      5. Strategic management and its tasks and processes
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
    2. The business environment: value creation I
      1. Introduction and chapter outline
      2. Value creation and the external analysis
      3. The macro environment
      4. The market and the industry
      5. The value system
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts and resources for the advanced reader
      9. References
    3. Resources and organization design: value creation II
      1. Introduction and chapter outline
      2. Value creation and the internal analysis
      3. Resources and capabilities
      4. Porter's value chain analysis
      5. The VRIO framework
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. References
    4. Value appropriation and property rights
      1. Introduction and chapter outline
      2. Value appropriation
      3. General legal considerations and terminology
      4. Business Forms
      5. Intellectual property rights
      6. Managerial issues on property rights
      7. Implications for the market-oriented business developer
      8. Key terms defined
      9. Essential texts for the advanced reader
      10. References
  • Module 3: Crating and implementing the business plan
    1. The marketing plan: marketing management and market research
      1. Introduction and chapter outline
      2. Marketing plans
      3. Marketing management
      4. Getting market access: Getting close, at least
      5. Market research
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
    2. The organization plan: organizational development and governance
      1. Introduction and chapter outline
      2. Organization plan
      3. Company overview
      4. Organization design
      5. Organizational development and dynamics
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. References
    3. The finance plan: financial statements, arrangements, and valuation
      1. Introduction and chapter outline
      2. The finance plan
      3. Sources of finance and contractual arrangements
      4. Financial statements
      5. Opportunity valuation and investment strategy
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References
    4. Connecting the dots: implementing the business plan
      1. Introduction and chapter outline
      2. The main dots for successful implementation
      3. Crafting the business plan
      4. Making decisions and mistakes and learning from them
      5. Implementing initiatives
      6. Implications for the market-oriented business developer
      7. Key terms defined
      8. Essential texts for the advanced reader
      9. Worksheets
      10. References