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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter by Ellen DaSilva, Alexander Taub

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CHAPTER 14

IDENTIFYING THE RIGHT PERSON AT THE PARTNER COMPANY

IN THE ABSTRACT, partnerships occur between two companies, products, or user bases. But the logistics of a partnership boil down to a relationship between two individuals who actually get the deal done. In order for these partnerships to take place, it is critical that the two individuals on the two sides of the table be able to come together and agree on an actual partnership.

This inevitably means that when you are dealing with other companies, identifying the correct person at the other company will enable you to initiate conversations to make the right kind of deal. As we noted in Chapter 3, “BD Team Structure,” there are many possible combinations of BD people at other companies ...

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