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Thinking Backwards by Martin Scheepbouwer, Rob Van Haastrecht

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INTRODUCTION

As the newest member of the business development team, it was not long before Tim got his first real assignment. His employer @X had successfully managed to develop and launch a hotel reservation system online in the United States and was now ready to conquer Europe. All that was needed was a cunning plan with the “basic stuff”, as the head of business development had put it. “You know: market sizing, competition, required budget, acquisition candidates, timeline, recommendations—those kinds of things.” “Right, the basic stuff,” Tim had replied. “Great,” his manager had continued, “we want to put an action plan in place in two months because we will need to get our next financing round organized. If you have any questions, do not ...

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