The management literature reflects remarkable little effort to investigate the nature and consequences of firms' business development activities. This exploratory research aims at synthesizing the scholarly knowledge on the subject with field interviews with senior business developers and executives from high-tech firms and venture capitalists in North America, Asia, and Europe to provide a foundation for future research. Business development is an emerging staff function providing an added level of sophistication to the firms' overall strategic management with interesting performance implications. The business development function is typically found in progressive firms especially within high-tech industries, but is argued to become critical for all types of firms across industries wishing to grow and accumulate wealth. Research propositions and managerial implications are discussed.
Forretningsudvikling; Forretningsudvikler; Forretningsudviklingsfunktion; Business development; Business developer; Business development function