Publications
Publications
- December 2011 (Revised March 2013)
- HBS Case Collection
The Business Development Manager
By: Jeffrey J. Bussgang, Thomas R. Eisenmann, Sarah Dillard, Katharine Nevins and Puja Ramani
Abstract
Describes the role of business development (BD) managers in technology companies, detailing: 1) BD managers' key responsibilities at each step in the process of creating a partnership agreement; 2) how the nature of the BD function evolves as a technology startup matures; and 3) the attributes of effective BD managers.
Keywords
Entrepreneurship; Partnerships; High Technology Products; Information Technology; Business or Company Management; Partners and Partnerships; Management Skills; Business Startups; Growth and Development Strategy; Technology Industry
Citation
Bussgang, Jeffrey J., Thomas R. Eisenmann, Sarah Dillard, Katharine Nevins, and Puja Ramani. "The Business Development Manager." Harvard Business School Background Note 812-107, December 2011. (Revised March 2013.)