Business Development at a Startup: Working with Engineers and Getting Deals Done

Washington, D.C. campuses

GA D.C., 1776
1133 15th Street NW, 8th Floor
Washington D.C. 20005

GA D.C. (Northern Virginia)
2231 Crystal Drive #1000
Arlington VA 22202

Past Locations for this Class

Business Development at a Startup: Working with Engineers and Getting Deals Done

Washington, D.C.

Washington, D.C. campuses

GA D.C., 1776
1133 15th Street NW, 8th Floor
Washington D.C. 20005

GA D.C. (Northern Virginia)
2231 Crystal Drive #1000
Arlington VA 22202

Past Locations for this Class

About this class

This class is a primer on business development a startup, particularly one with a consumer product and b2b partnerships. Learn what BD really is, why it's different than sales, what it takes to be good at it, and how to build a successful working relationship with your product & engineering teams. Then learn how to see a deal through, from start to finish. Using real case studies from GroupMe’s deal history — featuring partnerships with Balanced Payments, Braintree, lululemon, Nike, ESPN, ZOZI, and Underground Eats — this class gives you a macro overview of every step involved in the deal-making process, including sourcing, negotiating, and closing.

Who should take this class? Those students interested in working in a BD function at a technology company, engineers and product managers seeking to understand the other side of their company, and current BD practitioners looking to hone their skills.

Takeaways

  • What exactly business development is - and isn't
  • How to best add value to your company's product development cycle and work successfully with your engineering team
  • Basic tactics for sourcing and initiating deal negotiation
  • How to conduct negotiations on legal documents such as term sheets and contracts, with lawyers and on your own
  • The art of closing a deal and the subsequent relationship management

Prereqs & Preparation

Students should be prepared to ask questions about specific deals they’re working on or any other BD-related issues.

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