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" Business development : "
Andreas Kohne.
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BL
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| Record Number
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881600
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| Main Entry
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Kohne, Andreas
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| Title & Author
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Business development : : customer-oriented business development for successful companies /\ Andreas Kohne.
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| Publication Statement
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Cham, Switzerland :: Springer Vieweg,, [2019]
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| Page. NO
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1 online resource
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| ISBN
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3658247266
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: 9783658247263
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3658247258
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9783658247256
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Intro; Preface; Contents; List of Figures; 1 Introduction; 1.1 Business Development; 1.2 Business Change Goals; 1.3 Change Management; 1.4 Stakeholders; 1.5 Lean Startup Mentality; 1.6 Corporate Culture; References; 2 Business Development; 2.1 Role; 2.2 Role Profile; 2.3 Organizational Unit; 2.4 Process; 2.4.1 Idea Phase; 2.4.2 Project Plan; 2.4.3 Business Model; 2.4.4 Business Plan; 2.4.5 Prototype; 2.4.6 Development Phase; 2.4.7 Testing Phase; 2.4.8 Realization Phase; 2.4.9 Communication and Internal Marketing; 2.4.10 Documentation; 2.4.11 Lessons Learned; 2.4.12 Continuous Improvement
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7.2 Business Development Process7.3 Result; 8 In Six Steps to Business Development; Index
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| Abstract
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This 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.
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Customer relations.
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Marketing-- Management.
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Strategic planning.
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Success in business.
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BUSINESS ECONOMICS-- Management.
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BUSINESS ECONOMICS-- Reference.
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BUSINESS ECONOMICS-- Skills.
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Customer relations.
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Marketing-- Management.
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Strategic planning.
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Success in business.
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| Dewey Classification
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650.1
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| LC Classification
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HF5386
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