Starting a new business is far more than simply hanging a sign out and waiting for customers to pour through the door and I’m sure anyone willing to invest in a new venture is well aware of this fact. Marketing involves all activities such as planning and strategy, marketing research, pricing, advertising, branding, communication, customer service and other important functions, that finally make selling possible. The strongest objection to the separation of a sales force into hunters (new business development) and farmers (Account Management) is that it makes for an awkward transition for the customer after they have signed on the dotted line.
I’m not suggesting in any way that you stifle the creativity and idea generation of you or your team members, in fact that’s how most small businesses discover new markets or create spin off businesses. That way, your customers have more options where to buy your products.
Therefore, jobs in all the above areas are finally marketing jobs. Market your business and do it professionally. At the end, all businesses are about people. Their role is to identify companies that have synergistic business models and would complement the host company.
They may not understand the minutia of your business immediately, but through discussion and some research they will bring new perspective and ideas to your problem solving and business planning process. Depending on the task to hand, a business coaching company may impart business development support in a variety of ways.
They work closely with their account management team and the client, often framing business challenges and creating solutions alongside their client. Moreover, the job of a business developer is highly cross functional, as it requires collaboration with various internal and partner-company teams such as sales, engineering, and marketing to ensure that a deal is consummated.