LEADER 04563nam 22006495 450 001 9910337579203321 005 20200702042936.0 010 $a3-658-24726-6 024 7 $a10.1007/978-3-658-24726-3 035 $a(CKB)4100000007598240 035 $a(DE-He213)978-3-658-24726-3 035 $a(MiAaPQ)EBC5674994 035 $a(PPN)235003646 035 $a(EXLCZ)994100000007598240 100 $a20190204d2019 u| 0 101 0 $aeng 135 $aurnn|008mamaa 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aBusiness Development $eCustomer-oriented Business Development for successful companies /$fby Andreas Kohne 205 $a1st ed. 2019. 210 1$aWiesbaden :$cSpringer Fachmedien Wiesbaden :$cImprint: Springer Vieweg,$d2019. 215 $a1 online resource (IX, 110 p. 12 illus., 8 illus. in color.) 311 $a3-658-24725-8 327 $aBusiness Development: role, role profile, business unit, process -- Portfolio structure, management and life cycle -- Resources.-Target market -- Market cultivation strategy -- Case study -- Six steps to Business Development. 330 $aThis book offers a comprehensive guide to Business Development (BD): what it is, what professional skills are needed, why it is vital to business growth, and how to implement it successfully in a corporation. The book draws on the author?s considerable expertise and experience, gained in his position as Business Development Manager for a multinational IT company with offices in a dozen countries. Taking a step-by-step approach, the book reviews the principles of Business Development, from goals and change management, through stakeholder interests, lean startup mentality and corporate culture in general. It also examines the process of Business Development in detail, and includes separate chapters on the structure, life cycle and management of the portfolio and the allocation of corporate, internal and external resources in the development plan. The case study section follows a hypothetical company through the conception, creation and implementation of a Business Development plan. This book inspires readers from corporate executives and managers, to academic researchers and business students. Content Business Development: role, role profile, business unit, process Portfolio structure, management and life cycle Resources Target market Market cultivation strategy Case study Six steps to Business Development Target Groups CEOs Responsible persons from sales and marketing Project and product managers of all industries Students of Business Administration and Business Informatics The Author Andreas Kohne works as Business Development and Sales Manager at the Dortmund-based company Materna TMT in Germany. He previously worked in the areas of Business and Corporate Development as well as the assistant to the management of the parent company in Dortmund. He has a doctorate in Computer Science from the TU Dortmund and writes reference books in the areas of IT and business. 606 $aComputers 606 $aInformation technology 606 $aBusiness?Data processing 606 $aManagement 606 $aMarketing 606 $aSales management 606 $aComputing Milieux$3https://scigraph.springernature.com/ontologies/product-market-codes/I24008 606 $aInformation Systems and Communication Service$3https://scigraph.springernature.com/ontologies/product-market-codes/I18008 606 $aIT in Business$3https://scigraph.springernature.com/ontologies/product-market-codes/522000 606 $aManagement$3https://scigraph.springernature.com/ontologies/product-market-codes/515000 606 $aMarketing$3https://scigraph.springernature.com/ontologies/product-market-codes/513000 606 $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000 615 0$aComputers. 615 0$aInformation technology. 615 0$aBusiness?Data processing. 615 0$aManagement. 615 0$aMarketing. 615 0$aSales management. 615 14$aComputing Milieux. 615 24$aInformation Systems and Communication Service. 615 24$aIT in Business. 615 24$aManagement. 615 24$aMarketing. 615 24$aSales/Distribution. 676 $a004 700 $aKohne$b Andreas$4aut$4http://id.loc.gov/vocabulary/relators/aut$0766856 906 $aBOOK 912 $a9910337579203321 996 $aBusiness development$91560638 997 $aUNINA