Business development for the burgeoning drone industry requires more than just cold calling and generating interest. It is actually a fairly methodical process that involves:
- Developing and/or adapting the product/platform
- Identifying customers
- Presenting opportunities to partners and stakeholders
- Conducting cost analysis
- Arranging demonstrations of services
- Deriving/codifying/driving market value
- Negotiating contracts
- and finally, closing on the contracts
I have developed derivatives of this process specifically for this industry before there was an industry, and have a thorough understanding of the market, and how to identify, educate and secure new customers. What follows is a case study of this process in action. Continue reading “Business Development life cycle for Unmanned Airships”