Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter

CHAPTER 19

PIPELINES AND PREPITCH EXECUTION

WE HAVE COVERED what it takes to perform in business development roles and introduced you to partnerships in the abstract. But pitching a business and closing a deal are not small efforts; a great deal of strategy, planning and, most important, organization are required before the deal is inked. In addition, the first deal you go after is not necessarily the one that gets done, nor is it necessarily the best deal, so having a pipeline of potential partners gives you options.

As a BD professional, you must build and manage a pipeline. This will help you decide your partnership direction and allow you to focus on which meetings to set up. Your pipeline, which contains information about the companies, ...