Playbook

Talk tracks for money that thinks.

Business development is not a script you recite. It is a spine you cannot drop: intro, economics, champion, paper.

• First conversation. Steal two minutes.

  Open a warm intro

  I will be brief. I work with houses that still treat business development as a rumour. If that is not you, I will hang up.

  1. Name the relationship they already have — not your product.
  2. Ask who owns the partnership, not the inbox.
  3. One proof: a named house, a number, a time-to-paper.
  4. Ask for a working session, not a coffee.

  Never say

  Just checking in · Quick call · Are you the right person · Send a deck · Synergy

• Alliances. They buy distribution, not features.

  Partnership economics

  This is not a logo swap. I want the motion that puts your name in their book, and theirs in yours.

  1. Who introduces whom, and what they get when it closes.
  2. The first ten intros, not the framework.
  3. A kill date if the intros do not land.
  4. Ask who signs the alliance paper — usually not the person who loved the lunch.

  Never say

  Win-win · Let's explore · MoU later · We'll figure revenue out

• Resellers and networks. Margin is the conversation.

  Channel without discount

  I will not buy a channel with a discount. I will buy it with a motion they can run on a Tuesday.

  1. Unit of work: one intro, one working session, one paper.
  2. Their margin in pounds, not points of 'up to'.
  3. Enablement is a named person, not a portal.
  4. Ask for the first live intro this month.

  Never say

  Rev share TBD · Co-branded PDF · When you have bandwidth

• They like you. They cannot sign.

  Build a champion

  You cannot buy this. Who can — and what do they need to hear from you, not from me?

  1. Map economic buyer, legal, and the person who will live with the partnership.
  2. Give them a forwardable: one page, one number, one ask.
  3. Book a three-person call. Two is a stall.
  4. Agree the close date before you leave the line.

  Never say

  Loop me in · Whenever you are ready · I will send more

• Legal and procurement. The second sale.

  Paper without discount

  We do not move the number to make legal comfortable. We make the paper honest.

  1. Name what is already agreed: term, motion, implementation, start date.
  2. Ask which clause is actually blocking signature.
  3. Offer a start date, not a percentage.
  4. If they want cheaper, they want a smaller motion. Say that.

  Never say

  I can speak to my director · Ten percent · Hold the slot · We will match