Recent Articles

3 BD Jobs That Didn’t Make My Newsletter

by Scott

Every month I put put a business development newsletter that features jobs, tools, articles, and the fan favorite “BD Tactic of the month”….

Since putting out my last one, 3 business development jobs and one internship have been sent my way that I thought people would benefit from knowing about. They are:

Skillshare – Business Development Manager (New York)

Awe.sm – Manager/Director of Business Development & Sales (SF)

Flurry – Senior Director Publisher Relations West (SF)

If you want to check out some old issues of BDNewsletter that 500+ others have enjoyed, feel free to check them out below:

BD #7: A Better Way to Ask for Meetings, Channel Partnerships, and 2 BD Jobs

BD #6: A Better CHECKING IN email, 7 BD Jobs, and …
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Startup BD and Channel Partnerships with Andrew Dumont, Director of BD at SEOmoz

by Scott

I recently had the chance to chat with Andrew Dumont, director of BD at SEOmoz.

I’ve been following him from a distance after discovering his blog so it was awesome to get some facetime to rap BD, life, and other coolness.

In this interview we talk about:

His introduction to working in tech at the ripe age of 18 years young and various startup experience since then (Tatango -> Seesmic -> SEOmoz)
How to manage business development relationships when you’re company pivots…a lot
What the heck business development at SEOmoz actually means
How he evaluates channel partnerships and the expected conversion rate he anticipates for channel deals. A lot of startup founders need to understand this if they pursue this distribution strategy
The greatest …
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Marketplaces, Managing A Pipeline and Biz Dev with Max Altschuler

by Scott

Recently I had the pleasure of interviewing my buddy Max Altschuler, VP of business development at AttorneyFee and previously BD at Udemy. Max is a GTD type of dude.

 

In this interview we talk about:

How he started a business making American $money$ abroad right out of school before joining education marketplace Udemy
Insight into creating a process to build out the supply side marketplace for Udemy (hint – they leveraged outsourced labor!)
Critical elements to successfully managing a pipeline and the “apology technique“
Ways they compelled teachers to take action on their verbal commitments to teach courses
Advice he’d give anyone whose looking to land a startup job
His new gig at Attorney Fee and what he likes about the business (profitable and bootstrapped …
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My System for Remembering to Write FollowUp Emails

by Scott

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A prominent nemisis of opportunity and value creation is being incompetent at following up with people. I want to share my system for remember to write followup emails.

But first…

I want to deflate the hesitancy around following up with people if they haven’t responded to you.

I don’t care whether we’re talking about doing a business development deal or asking someone cute to meet you for a bebida alcohólica, just because someone doesn’t get back to you doesn’t mean they’re not interested.

Maybe they were going to get back to you, but forgot to respond. Maybe your message got lost in their inbox. Maybe they’re dog got sick and they declared email bankruptcy. …
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The Fallacy of Trying to Cold Email Multiple People

by Scott

There’s a right and a wrong way to cold email a company when you’re unsure who the decision maker is. How you approach this can literally be the difference between getting a deal vs. an onry reply to refrain from contacting the company again…

People ask me this question all the time:

If I don’t know who the decision maker is, is it cool to cold email multiple people who might be the decision maker at the same time?

This is a suboptimal approach.

The first thing that’s important to understand is that people within the same company talk. When you carpet bomb multiple people with a sales email you’re doing a few things:

signaling that you’re not sure who the correct person …
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