Business Development life cycle for Unmanned Airships

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”