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You are here: Home / Services / Business Development Services

Business Development Services

Image Showng Business Development Services for High Technology Companies
Business Development Consulting for Software & Hardware Companies

First of all, it’s very important to define the meaning of “business development”. Business development means different things to different people in technology companies. To many it’s just a synonym for sales. To others, it means sales to major/key accounts. At PJM Consulting we prefer the more classical definition–which is not in line with “quota carrying” sales definition which many people use.

So what’s our definition of business development? We’ll use one from the Wikipedia page on business development:

“Business development comprises a number of tasks and processes generally aiming at developing and implementing growth opportunities within and between organizations.”

Wikipedia goes on to state that the role usually includes a mix of finance, marketing, M&A, legal, strategic management, proposal/capture management and sales experience.

We largely agree with the above definition, which is why a properly designed and staffed business development function is such a “witches brew” of roles and responsibilities. Classical business development requires a broad mix of skills to achieve success. It is a unique and important role within any company – whether or not you have dedicated personnel filling the role.

And that’s where PJM Consulting can help, because there is often a lack of the complete skill set required–or a lack of the necessary bandwidth–to ensure that new growth initiatives are given their proper attention.

PJM Consulting has many years of experience in building, leading and consulting with software and hardware companies, including extensive business development expertise.

We have worked across a wide variety of market segments, technologies and stage of company, which is a huge advantage in business development activities. Often times it is very important in new growth initiatives to reach out to and develop contacts outside of your existing market segments.

Do you need to get an outside view as you formulate optimal growth initiatives? PJM is ready and willing to help.

Is there a hole in your BD team or you temporarily need additional BD bandwidth? PJM can provide an interim or part-time business development executive.

If you’d like to get a better feeling of our expertise in this area, check out what we’ve written about business development, M&A and financing you can read a number of articles on our Blog.

Typical Business Development Consulting Engagements:

  • Assist with new growth strategic planning
  • Consult on development of new growth activities including business plans, research and testing
  • Initial market research, market development and initial sales calls to validate a concept
  • Strategic partnering with non-competitive software & hardware vendors and other complementary entities
  • Development of new geographic markets
  • OEM Partnerships
  • Development of new product distribution channels
  • Technology licensing–in or out of the organization
  • M&A: opportunities to acquire complementary companies or business units, or sell off units that no longer fit the strategic corporate focus
  • Corporate Development/Capitalization/Fundraising
  • Provide interim or part-time VP Business Development or VP Corporate Development

PJM Consulting can design a business development engagement to meet your specific needs.

Contact PJM Consulting to discuss your Business Development goals and how we can assist today!

Business Development Articles

Is a Strong Rolodex Important in Technology Businesses?

I get this comment all the time: "We're looking for a VP-Sales/VP-Business Development/Sales Manager/Sales Rep with a strong Rolodex in the (pick your market segment) market". … [Read More...]

How Soon Should Your Software or Hardware Company Go International?

This is a question that frankly doesn't come up often enough at early stage tech companies. There is usually an assumption that you first conquer your home market and then … [Read More...]

VAR vs. Retail Distribution in Software and Technology Markets

There is always a lot of talk in the software and hardware industries about distribution through the "Channel". Generically that means selling through some type of a third … [Read More...]

Negotiating and Working with Large Technology OEM Partners

The Holy Grail for many software and hardware companies--especially the early stage type-- is the big deal. Everyone is looking for the big deal, the one that will fund the … [Read More...]

More Business Development Articles

  • Separating Technology Wheat from the Chaff
  • Creating a Distribution Channel Where One Doesn’t Exist
  • International Expansion: Partner or Invest?
  • How Soon Should Your Software or Hardware Company Go International?
  • VAR vs. Retail Distribution in Software and Technology Markets

M&A Articles

Platforms, Applications and the Software Market Lifecycle

In the early days of a software market segment people building new software often try to be all things to all people. The segment is usually growing fast and the idea is to … [Read More...]

Do High Tech Acquisitions Make Sense?

I was reading a while back about one of the many proposed tech acquisitions happening at any given time, a merger between two well known technology companies. Two very major … [Read More...]

Should Microsoft Break Up?

Once again there have been discussions in the press about breaking up Microsoft. Years ago it was the government pressing the issue because of Microsoft's perceived … [Read More...]

More M&A Articles

  • Platforms, Applications and the Software Market Lifecycle
  • A Software Startup Video Case Study
  • What’s Up With HP?

Company Profile

PJM Consulting
San Diego, CA 92130
(858)792-1062

Founded 2001
Management Consulting & Interim Executives for Software and Hardware Companies

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