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Business Development


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Table of Contents

Preface Chapter 1. Introduction and Default Positions Module 1. The Business Developer?s Mindset Chapter 2. Business Development Chapter 3. Market Orientation Chapter 4. Innovation, the Entrepreneur, and Entrepreneurial Orientation Chapter 5. Business Models and Business Plans Module 2. The Business Developer?s Toolbox Chapter 6. Strategy and Strategic Management Chapter 7. The Business Environment ? value creation I Chapter 8. Resources and Organization Design ? value creation II Chapter 9. Value Appropriation and Property rights Module 3. Crafting and Executing the Business Plan Chapter 10. The Marketing Plan ? marketing management and market research Chapter 11. The Organization Plan ? organizational development and governance Chapter 12. The Finance Plan ? financial statements, arrangements, and valuation Chapter 13. Connecting the Dots ? executing the business plan Index

About the Author

Hans Elbe Sorensen currently holds a position as Assistant Professor in the Strategic Organization Design unit at the Department of Marketing and Management, University of Southern Denmark. During his PhD he was visiting doctoral fellow at The Wharton School, University of Pennsylvania, USA. Professor Sorensen's research interests include the strategic organization of customer and competitive information and market orientation and the role of customer and competitive information in the development and deployment of firm's resources. His teaching portfolio includes courses in Business Development, Advanced Market Strategy and Theory, Marketing Channels, and his business experiences cover various endeavors, such as co-founding, being CFO and Chairman of biotech start-up companies, freelance consultant and data analyst, coaching in business plan competitions since 2001, and being sergeant at the Royal Danish military police.

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