If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]

The reason for our interest in global markets is of course that they represent much more potential than our domestic markets. 

Breaking into new territories requires people with an entrepreneurial mindset making the pool from which to recruit quite exclusive.

I believe small companies need to spend more time thinking, researching and planning before they execute. And when they execute, I want them to think of it as an experiment rather than the final [...]

A business development team does not have a sales target and is not on commission plans. The outcome of a business development effort is either the definition of an attractive market position or [...]

There is an enormous difference between building and leading a small team in the same building and then building, leading and managing an organization spread across many locations, cultures and [...]