High-Tech Business Development: Strategies for Success Through Relationships, Exams of Accounting

Download High-Tech Business Development: Strategies for Success Through Relationships and more Exams Accounting in PDF only on Docsity! 1 High-Tech Business Development Success Through Relationships Eric Ornas UCSC ISM 101 11/12/03 2 Agenda Introduction Tech market cycles Leadership through alliances The role of business development Basics of strategic partnerships Risk assessment and reduction Winning relationships Personal communication and political awareness A day in the life 5 Examples of Tech Cycles Mainframe and mini-computers The Personal Computer Notebook Computers Client-server computing Non-PC “convergent” devices The Internet Dot Com market Peer-to-peer technology Nanomachine technology Biotech/nanocomputing covergence 6 How the Tech Cycle Plays Out Expansion Phase Contraction Phase Rapid introduction of new technology and business models Easy funding for new ventures Strong productivity growth Capital investment soars as companies try to keep up with new technology Inflation is held down by rising productivity, intense competition from new companies, and falling prices for new technology Buoyant stock markets Technological stagnation Difficult for new competitors to emerge in the market Weak productivity growth Technology spending flattens out, while overall investment falls Inflation rebounds as productivity growth slows and new startups become less common Depressed stock markets Business Week 7 Customer Adoption Curve Innovators Early Majority Late Majority Early Adopters Laggards Volume Time 10 The Role of Business Development Strategic alliances and partnerships License necessary technology Industry standards New revenue streams Gain marketshare 11 Intra-company Relationships Senior management R&D Sales Marketing Product Management Legal Finance 12 Reporting Structures Direct report to CEO Reporting to Marketing Recent trend reporting to Sales 15 Create Your Partnering Strategy Who can help you reach your goals Who will pay you Who can protect you Who gains if you win Who suffers if you lose Partnerships are perishable 16 Successful Partnerships Clear objectives Real value for each party Top management involvement/buy-off Interdepartmental participation Plan for next stage of relationship The Standards Battles mil Po 802.% WET T A os - ODBC wy MPEG-4 ‘oe 20 Negotiating the Relationship Prepare Clear set of objectives Set your limits beforehand Do your homework Work with those who share your values Anticipate Negotiation is a process Negotiate with integrity Focus on relationship, not just the deal 21 Negotiating the Relations Create an atmosphere of cooperation Listen Silence is okay Minimize other party’s concessions Go for the WIN-win Show no fear 22 A Day in the Life Strategize and plan Research Meetings: internal and external Phone calls and email Reading, writing, reviewing contracts On the road