1. @erhfen150707
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
新創
如何做
BD？

2. Rabbie Kao
⾼高⽽而芬 (⼩小兔)
Business Lead
Entrepreneur
Supervisor
#創業兔
Columnist
#寫⼿手兔 #社群兔
Tech Blogger Community Curator

3. What is BD (Business Development)?

4. What do you think about BD?

5. Sales?!

6. Sales?!

7. BD ≠ Sales

8. BD (from Wiki)
…developing and implementing
growth opportunities
within and between
organizations
…the creation of long-term value
for an organization from
customers, markets,
and relationships
Sales (from Wiki)
- A sale is the exchange of a
commodity for money or
service in return for money or
the action of selling
something.
- A person who sells goods or
service on behalf of the seller
is known as salesman or
saleswoman.

10. Job Duties
- Identify partnership opportunities. Forge and
develop relationships to enable continued rapid growth
and service expansion at Airbnb.
- Lead all aspects of deal execution, including
prioritization of partners, strategic and product
assessment, transaction structuring and negotiation.
- Ensure effective ongoing management of key
established relationships, improving terms as
needed, and maintaining accountability for the health of
the partnership.
- Work with cross functional teams in engineering,
product, marketing, operations, community, legal and
finance to ensure alignment on partnerships and
business requirements.
- Pilot new initiatives and business agreements in
markets, evaluate their impact on business and
determine the most effective scope/approach for any
follow-on rollout.
- Demonstrate strong leadership through robust
execution of projects and initiatives.
Job Duties
- Identify sales opportunities, forge and develop
relationships to enable continued rapid growth of
Airbnb for business travel.
- Manage and track a sales pipeline
- Lead all aspects of deal execution, including
prioritization of partners, transaction structuring and
negotiation.
- Identify and track Corporate needs in the market
for development of future product targeted at
business travelers.
- Onboarding of new partner relationships and
management of the roll out of the service to new
travellers
Senior Business Development Lead Sales Manager, Business Travel
Source from:
https://www.airbnb.com/careers/departments/business-development

11. BD
figuring out "new" sales
(don’t have quotas)
Sales
driving "new" and "existing" sales
(have quotas)

12. Startup BD/Sales is
20% BD and 80% sales

13. How to do BD at a startup?

14. Actually…I have no idea!

15. For a STARTUP team…

16. Market
Assessment
Strategy
Development
Execute
Plan
Business
Plan
Startup BD/Sales is
20% BD and 80% sales
Find
Leads
Approach
Leads
Need
Recognition
Solution
Close
Deliver &
Follow Up
BD at a startup?

17. BD is about
new biz, partnership,
and long-term value.

18. Thank you!
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
erhfen@gmail.com