| Opening up Biz Dev | 1 |
| The great virtual cocktall party | 6 |
| Do you feel lost? | 8 |
| An evolution of Biz Dev | 12 |
| The fast track--the only track | 15 |
| Shock therapy for the old economy | 19 |
| How did I miss this in B school? | 22 |
| Spotting Biz Dev B.S. | 24 |
| No risk, no reward | 27 |
| Try it, you'll like it | 29 |
| Partnership redefined | 31 |
| Recreate the playing field | 40 |
| Step 1 | Get into the Biz Dev mindset | 45 |
| You've got to go with your hunch | 46 |
| Your job? Vision-spreader | 48 |
| Relationships are the currency | 50 |
| Put on your running shoes! | 53 |
| Are your partners celebrities? | 56 |
| Where is the Biz Dev training camp? | 58 |
| Look for give and take | 60 |
| Be a Biz Dev scout | 61 |
| Build, buy, or Biz Dev a team | 63 |
| Biz Dev Toolkit: Director of Business Development Job Description | 65 |
| Step 2 | Find allies everywhere | 69 |
| Get creative! There's nothing you can't Biz Dev! | 70 |
| Choose neutrality | 72 |
| Blow-the-door-open policy | 78 |
| Stay non-exclusive (most of the time) | 81 |
| Make a bigger pie with your competition | 84 |
| Let alliances redefine your business | 88 |
| Test the limits of openness | 95 |
| Step 3 | Speed + simplicity = success | 101 |
| Strip it down to speed it up | 103 |
| Line up the sacred cows and shoot them | 106 |
| Die, committee, die | 112 |
| Ready, set, deal | 114 |
| The importance of getting there first | 122 |
| Announce that you are first | 125 |
| Be the first to redefine an existing market | 127 |
| Measure your speed | 129 |
| Step 4 | Customers connect the dots | 133 |
| Let customers tell you what Biz Dev you should do | 134 |
| You serve your customers when you refer them to a partner | 138 |
| Customers want the product faster than you think | 140 |
| Customers want you to develop partners--or else | 141 |
| Customers will force you to spin off or partner up | 143 |
| Make partnerships visible to your customers | 145 |
| Step 5 | Negotiate without baggage | 149 |
| You negotiate already | 150 |
| Just close your eyes and jump in | 153 |
| Speed means a few bumps | 154 |
| I'm blue, you're yellow--let's find the green together | 156 |
| What we negotiate about | 158 |
| The personality of negotiators | 159 |
| The 1, 2, 3s of negotiation | 160 |
| Step 6 | Deliver more than the deal | 169 |
| A deal is not a deal until you both deliver | 170 |
| Make sure you can both do the job | 173 |
| Prepare to follow through, before you deal | 174 |
| Get everyone behind the deal | 178 |
| Go the extra mile for your partners | 181 |
| Delivering on your promises keeps growth going | 183 |
| Biz Dev Toolkit: Effective Communication with Partners, Allies, and Customers | 185 |
| Step 7 | Grow it or kill it | 189 |
| Play the field | 191 |
| Your only loyalty is to your customers | 192 |
| It's OK to disagree | 197 |
| Flexibility cuts both ways | 199 |
| Expect contradictions | 200 |
| Pull the plug or swap it out | 202 |
| Let the market make you flexible | 203 |
| Plunge into the chaos | 205 |
| Step 8 | Reach in to reach out | 211 |
| Jump over traditional internal divisions | 212 |
| Biz Dev inspires | 213 |
| Biz Dev Toolkit: Organizing a Biz Dev Support Team | 215 |
| Case Study: Fed Ex | 217 |
| Starbuddies | 224 |
| Step 9 | Count the results | 227 |
| Define success | 228 |
| Measure the market | 229 |
| Case Study: The Datek-Schwab shoot-out | 232 |
| Case Study: W. W. Grainger | 234 |
| Stop reading! | 241 |
| Biz Dev keeps your competitors off balance | 241 |
| Biz Dev looks out for the customers' best interests | 242 |
| Lead the crowd | 243 |
| The first one to the starting line wins | 244 |
| Better fast and imperfect than perfect and irrelevant | 245 |
| Ride on fast coattails | 246 |
| Partnershps must be immediately relevant | 248 |
| Your partner is your customer's partner | 249 |
| Speak loudly and carry a big stick | 250 |
| Start now | 251 |
Format: Hardcover, 250 pages
