Existing products, customers, and markets provide the foundation for day-to-day business. Sustainable long-term growth, however, requires companies to identify new opportunities and develop them systematically.
I explain why business development is an ongoing process, which strategic questions matter most, and how companies can turn market potential into viable new areas of business.
New customer requirements, technologies and business models create opportunities for growth – but also raise the question of which opportunities companies should actually pursue. I explain how business development can evolve from reacting to market demands into the systematic development of new business opportunities.
Companies looking to expand internationally need more than a good product and a motivated team at headquarters. Two examples show why local market knowledge, intercultural competence and a consistently used common team language are crucial for successful international collaboration.
Today, buyers can compare offers in a matter of seconds – via search engines, digital platforms and, increasingly, AI-powered tools. This makes a clear market position more important than ever. I explain why differentiation is crucial, particularly in B2B markets, and how companies can sharpen their positioning in five steps.
