Business Development A Market-Oriented Perspective

This textbook answers the basic questions: "What is business development?" "What does the business developer do?" and "What characterises good, structured, effective business development?" This will enable the market-oriented business developer to conceive, craft, and implement superior business plans. The book is divided into three modules focusing on the market-oriented business developer's mindset, on providing a state-of-the-art toolbox for careful strategic analyses and decisions, and lastly on the critical aspects of business plans and their content. The approach of the book is focused and selective in its choice of content and provides a cumulative development of the relevant topics. Each chapter includes an 'implications for the market-oriented business developer' at the end to enhance a student's learning. The content of the book is applicable to any new business venture as well as for the development and implementation of growth opportunities in mature organizations. Inherently international in its scope, the text includes numerous real world examples, taken from the author's own experience as a biotech entrepreneur, as well as from the wider global business community.

Hans Eibe Srensen currently holds a position as Associate Professor in the Strategic Organization Design unit at the Department of Marketing and Management, University of Southern Denmark. During his PhD he was visiting doctoral fellow at The Wharton School, University of Pennsylvania, USA. He has co-founded and been CFO of biotech start-up companies, holds board and advisory board positions and was Sergeant in the Royal Danish military police. His current research interests include business development, strategic organization for customer and competitive information and general market orientation. His teaching portfolio includes courses in Business Development, Scientific Methods, Marketing Channels, and Strategy and Organization.