Learn business development: growth options, market sizing, choosing a new country, finding and assessing partners, business cases, deal structure, term sheets, negotiation, due diligence, managing partnerships, development finance and pitching, with a running case from Kigali.
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This course teaches you how to grow a business through new markets, new customer segments, partnerships and deals. It's written for founders, new business development staff, managers who've been asked to open a new country or sign a partner, and anyone who wants to understand how growth deals are found and made. You don't need any background in business development to follow it.
You'll start with what business development is and how it differs from sales and marketing, and with the ethical lines every deal-maker has to hold. Then you'll compare the main growth options, from new segments and channels to licensing, franchising, joint ventures and alliances. You'll size a market with worked numbers using TAM, SAM and SOM, choose a country to enter with a scoring method, and compare the ways to enter it.
Later modules cover the main partner types and how to find, assess and choose them; business cases and partner economics; deal structure, term sheets and negotiation; MOUs, letters of intent, contracts and due diligence; launching, managing and ending partnerships; working with governments, donors and development-finance institutions; pitching to investors and large firms; and measuring results. The course ends with a capstone partnership and market-entry plan and a toolkit of templates and checklists.
A running case follows GendaLink, a logistics-technology start-up in Kigali, as it expands into Uganda and Tanzania.
45 lessons
It opens when you finish every lesson. Score 75% or more to get your certificate. You have 2 tries on the same questions. If neither passes, you go through the course again and get 2 new tries.
