Includes bibliographical references and index.

Introduction and default positions -- Module 1: the business developer's mindset -- Business development -- Market orientation -- Innovation, the entrepreneur, and entrepreneurial orientation -- Business models and business plans -- Module 2: the business developer's toolbox -- Strategy and strategic management -- The business environment : value creation I -- Resources and organization design : value creation II -- Value appropriation and property rights -- Module 3: crafting and executing the business plan -- The marketing plan : marketing management and market research -- The organization plan : organizational development and governance -- The finance plan : financial statements, arrangements, and valuation -- Connecting the dots : executing the business plan -- Index.

This textbook answers the basic questions: "What is business development?" "What does the business developer do?" and "What characterises good, structured, effective business development?" Distinguishing business development and the tasks of the business developer from traditional approaches of strategic management, entrepreneurship, and strategic marketing, this textbook will enable the market-oriented business developer to conceive, craft, and implement superior business plans.