Business Development, Step by Step for 2027

Gives you a repeatable system for finding new business: choose the right targets, open doors, pick the opportunities worth chasing and grow through partners, key accounts and new markets.

Who it's for

Anyone whose job includes finding new business: business development managers, founders, partners in professional firms, account leaders and managers who have just been handed a growth target. The worked examples follow five fictional UK firms, from a 25-person training company to a 1,500-person facilities business.

What you'll learn

• Write a one-page ideal customer profile from the patterns your best customers share, and tier a named account list by fit and intent
• Run trigger-based outreach sequences of six to eight touches across channels, with notes on UK GDPR and PECR
• Build a referral and introduction engine and close the loop every time
• Decide to bid, shape or walk away with a six-criteria bid/no-bid scorecard, and plan pipeline generation by source, working back from your target
• Write proposals and tenders with win themes, a compliance matrix and answer-first responses
• Choose partners on strategic, cultural, economic and capability fit, then run each partnership with a joint business plan and quarterly health checks
• Grow key accounts with a relationship map, a white space grid and a 12-month plan, and open a new market with a pilot of ten named accounts

What's inside

• 82 pages, 11 chapters
• Every chapter follows the same pattern: key concepts, a step-by-step method, an illustrative example from a fictional UK organisation, a ready-to-use tool, common mistakes, a key-steps recap and a "Try it" exercise to apply the chapter to your own work
• Tools to copy and use, including the Account Tiering Scorecard, Bid/No-Bid Scorecard, Compliance Matrix and Account Growth Plan
• A 30-60-90 day action plan and a glossary
• PDF in A4 format — read on screen or print
• Instant download after purchase

Contents

1. Defining Your Ideal Customer Profile
2. Tiering Your Target Accounts
3. Running Multi-Touch Outreach Sequences
4. Building a Referral and Introduction Engine
5. Deciding Which Opportunities to Pursue
6. Planning Pipeline Generation by Source
7. Writing Proposals and Tenders That Win
8. Choosing the Right Partners
9. Launching and Managing a Partnership
10. Growing Key Accounts
11. Opening a New Market or Region

Part of The Business Library

This title is one of the 55 ebooks in The Business Library, available together for £109 (worth £1,437 if bought separately: the total of the individual prices of the included titles in our store). It is also included in The Ultimate Business Bundle, which adds 8 checklists and toolkits and 10 workbooks — all 73 products for £147.