// 商务拓展技能。合作伙伴外联、市场研究、竞品分析、提案生成。当用户说"找合作伙伴"、"做市场分析"、"写商务提案"时使用。
[HINT] Download the complete skill directory including SKILL.md and all related files
| name | business-development |
| version | 1.0.0 |
| description | 商务拓展技能。合作伙伴外联、市场研究、竞品分析、提案生成。当用户说"找合作伙伴"、"做市场分析"、"写商务提案"时使用。 |
| author | openclaw |
| triggers | ["商务拓展","partnership","BD"] |
红龙工业设备外贸商务拓展。 找经销商、分析竞品、市场扩张、展会策略。
核心参考：
docs/全球大客户战略地图.md— 11家竞品、9大区域优先级、利润底线
✅ Dealer Discovery — 找海外经销商/代理商/分销商 ✅ Market Research — 分析目标市场规模、趋势、机会 ✅ Competitor Analysis — 跟踪竞品动态（Flexco/Almex/ContiTech etc.） ✅ Proposal Generation — 商业提案和合作提案 ✅ Strategic Planning — 支持市场扩张决策
TOOLS.md:### Business Development
- Target markets: [Industries/Geographies]
- Partnership types: [Integration/Reseller/Co-marketing/etc.]
- Competitor watch list: [Key competitors]
- Proposal templates: [Location]
./scripts/bd-init.sh
| Type | Description | Value Proposition |
|---|---|---|
| Integration | Technical product connection | Expand functionality, reach new users |
| Reseller/Distribution | Sell through partners | Access new channels, scale faster |
| Co-Marketing | Joint marketing efforts | Share audiences, reduce CAC |
| Referral | Lead sharing | Lower-friction partnership |
| Strategic | Deep collaboration | Market expansion, shared resources |
| White-Label | Rebrand product for partner | New revenue stream |
PARTNER Score:
| Criteria | Question | Weight |
|---|---|---|
| Potential | What's the upside? | 20% |
| Alignment | Do goals/values match? | 20% |
| Reach | What audience can they access? | 15% |
| Timing | Are they ready now? | 15% |
| Need | Do they need what we offer? | 15% |
| Experience | Have they done this before? | 10% |
| Risk | What could go wrong? | 5% |
Score 70+: Prioritize actively Score 50-70: Keep warm Score <50: Deprioritize
# Partner Profile: [Company Name]
## Overview
- **Company:** [Name]
- **Website:** [URL]
- **Industry:** [Industry]
- **Size:** [Employees / Revenue if known]
- **Founded:** [Year]
- **HQ:** [Location]
## Key Contacts
- **Primary:** [Name, Title, Email, LinkedIn]
- **Secondary:** [Name, Title, Email, LinkedIn]
## Their Business
- **What they do:** [Description]
- **Target customers:** [Who they serve]
- **Key products:** [Products/Services]
- **Competitive advantage:** [What makes them different]
## Partnership Opportunity
- **Type:** [Integration/Reseller/Co-marketing/etc.]
- **Value to them:** [What we offer]
- **Value to us:** [What they offer]
- **Synergy:** [How we complement each other]
## Qualification (PARTNER Score)
- Potential: [X/10] — [Notes]
- Alignment: [X/10] — [Notes]
- Reach: [X/10] — [Notes]
- Timing: [X/10] — [Notes]
- Need: [X/10] — [Notes]
- Experience: [X/10] — [Notes]
- Risk: [X/10] — [Notes]
- **Total:** [X/70]
## Research Notes
[Relevant findings from research]
## Status & Next Steps
- **Current stage:** [Prospect/Outreach/Discussion/Negotiation/Active]
- **Last contact:** [Date]
- **Next action:** [Action] — Due: [Date]
Phase 1: Research (Before Contact)
Phase 2: Initial Outreach
Email Template:
Subject: Partnership idea: [Specific value proposition]
Hi [Name],
[Personalized observation showing you did research — reference something specific they did/said].
I lead BD at [Your Company]. We [brief description of what you do] for [target customers].
I noticed [observation about their business] and think there's an interesting opportunity to [specific partnership concept].
[One sentence on mutual benefit — what's in it for them + what's in it for you].
Would you be open to a quick call to explore?
Best,
[Your name]
Phase 3: Follow-up
Day 5:
Subject: Re: Partnership idea
Hi [Name],
Wanted to follow up on my note below. I've been thinking more about how [specific idea] could work.
[Add one more value point or insight].
Worth 15 minutes to discuss?
[Your name]
Day 12 (Value-add):
Subject: [Relevant resource/insight]
Hi [Name],
Found this [article/report/insight] and thought of you: [link]
[Brief tie to why it's relevant to potential partnership].
Still think there's something interesting here if you're open to exploring.
[Your name]
# Partnership Discussion: [Company]
**Date:** [Date]
**Attendees:** [Names]
## Agenda (30 min)
1. **Intros** (5 min)
- Background on each company
- Roles in the partnership
2. **Opportunity Discussion** (10 min)
- Partnership concept
- Mutual value proposition
- Initial scope
3. **Alignment Check** (10 min)
- Goals and expectations
- Potential challenges
- Resources needed
4. **Next Steps** (5 min)
- Action items
- Timeline
- Next meeting
## Questions to Ask
- What would success look like for you?
- What's your typical partnership process?
- Who else needs to be involved?
- What's your timeline for decision?
1. Market Sizing (TAM/SAM/SOM)
| Metric | Definition | How to Calculate |
|---|---|---|
| TAM | Total Addressable Market | Total revenue if you had 100% market share |
| SAM | Serviceable Addressable Market | Portion you can actually reach |
| SOM | Serviceable Obtainable Market | Realistic near-term capture |
2. Market Analysis Template
# Market Research: [Market/Industry]
## Executive Summary
[2-3 sentences on key findings and opportunity]
## Market Size
- **TAM:** $[X]B (global, all segments)
- **SAM:** $[X]M (your reachable market)
- **SOM:** $[X]M (realistic 3-year target)
## Market Dynamics
- **Growth rate:** [X]% CAGR
- **Key drivers:** [List]
- **Key barriers:** [List]
## Customer Segments
| Segment | Size | Growth | Our Fit |
|---------|------|--------|---------|
| [Segment] | $[X]M | [X]% | High/Med/Low |
## Competitive Landscape
[Overview of key players]
## Trends
1. **[Trend]:** [Impact on us]
2. **[Trend]:** [Impact on us]
## Opportunities
1. [Opportunity description]
2. [Opportunity description]
## Threats
1. [Threat description]
2. [Threat description]
## Recommendations
1. [Action to take]
2. [Action to take]
## Sources
- [Source 1]
- [Source 2]
| Type | Sources | Best For |
|---|---|---|
| Industry reports | Gartner, Forrester, IBISWorld | Market size, trends |
| Financial data | SEC filings, Crunchbase, PitchBook | Company data |
| News | Google News, industry publications | Recent developments |
| Social | LinkedIn, Twitter/X | Sentiment, personnel |
| Technical | G2, Capterra, BuiltWith | Product research |
| Primary | Interviews, surveys | Deep insights |
# Competitor Analysis: [Company Name]
## Overview
- **Company:** [Name]
- **Website:** [URL]
- **Founded:** [Year]
- **Funding:** [Stage/Amount]
- **Employees:** [Count]
- **HQ:** [Location]
## Product/Service
- **Core offering:** [Description]
- **Key features:** [List]
- **Pricing:** [Model and tiers]
- **Target customers:** [Segments]
## Strengths
1. [Strength]
2. [Strength]
## Weaknesses
1. [Weakness]
2. [Weakness]
## Market Position
- **Market share:** [Estimate]
- **Brand perception:** [How they're seen]
- **Key differentiator:** [What makes them unique]
## Recent Moves
- [Recent news/launch/change]
## Their Customers
- [Notable customers if known]
## How We Compare
| Factor | Us | Them | Advantage |
|--------|-----|------|-----------|
| [Factor] | [Our position] | [Their position] | Us/Them/Tie |
## Battlecard (for sales)
- **When we win against them:** [Scenarios]
- **When we lose against them:** [Scenarios]
- **Key talking points:** [What to emphasize]
- **Their objections to us:** [How to counter]
# Competitive Landscape: [Category]
## Positioning Map
High Price
|
[Premium] | [Enterprise]
Competitor A | Competitor B
|
Low Complexity -----|------ High Complexity
|
[Budget] | [Niche]
Competitor C | Competitor D
|
Low Price
## Feature Comparison
| Feature | Us | Comp A | Comp B | Comp C |
|---------|-----|--------|--------|--------|
| [Feature 1] | ✅ | ✅ | ❌ | ✅ |
| [Feature 2] | ✅ | ❌ | ✅ | ❌ |
| [Feature 3] | ✅ | ✅ | ✅ | ❌ |
## Summary
- **Our primary competition:** [Company]
- **Our differentiation:** [Key differentiator]
- **Market gaps we can exploit:** [Opportunities]
# Partnership Proposal: [Your Company] × [Partner Company]
## Executive Summary
[1 paragraph overview of the opportunity and mutual value]
---
## The Opportunity
### Market Context
[Brief market opportunity both companies can address]
### Why Now
[Timing factors that make this partnership timely]
---
## The Partnership
### Concept
[Clear description of what you're proposing]
### Value to [Partner]
1. [Benefit 1]
2. [Benefit 2]
3. [Benefit 3]
### Value to [Your Company]
1. [Benefit 1]
2. [Benefit 2]
3. [Benefit 3]
---
## How It Works
### Integration/Collaboration Model
[Technical or operational details of how partnership functions]
### Roles & Responsibilities
| Area | [Your Company] | [Partner] |
|------|----------------|-----------|
| [Area] | [Responsibility] | [Responsibility] |
### Timeline
- **Phase 1 (Months 1-2):** [Activities]
- **Phase 2 (Months 3-4):** [Activities]
- **Phase 3 (Months 5+):** [Activities]
---
## Commercial Terms
### Revenue/Value Share
[Proposed commercial arrangement]
### Investment Required
| Item | [Your Company] | [Partner] |
|------|----------------|-----------|
| [Resource] | [Commitment] | [Commitment] |
---
## Success Metrics
| Metric | Target (Year 1) | How Measured |
|--------|-----------------|--------------|
| [Metric] | [Target] | [Measurement] |
---
## Risk Mitigation
| Risk | Mitigation |
|------|------------|
| [Risk] | [How we address it] |
---
## About [Your Company]
[Brief company overview, relevant traction, why you're a good partner]
---
## Next Steps
1. [Proposed next step]
2. [Proposed next step]
---
**Contact:**
[Name]
[Title]
[Email]
[Phone]
| Stage | Definition | Exit Criteria |
|---|---|---|
| Research | Identifying and qualifying prospects | Profile complete, score >50 |
| Outreach | Initial contact attempts | Response received |
| Discussion | Exploring mutual interest | Aligned on concept |
| Proposal | Formal proposal submitted | Proposal delivered |
| Negotiation | Terms discussion | Terms agreed |
| Legal | Contracts in review | Signed agreement |
| Active | Partnership live | Launched |
# BD Pipeline — [Month/Quarter]
## Summary
- Total opportunities: [X]
- Pipeline value: $[X] (potential annual value)
- Weighted value: $[X]
- Expected closes this quarter: [X]
## By Stage
### Research ([X])
| Partner | Type | PARTNER Score | Next Action |
|---------|------|---------------|-------------|
| [Name] | [Type] | [X/70] | [Action] |
### Outreach ([X])
| Partner | Type | Outreach # | Last Contact |
|---------|------|------------|--------------|
| [Name] | [Type] | [1/2/3] | [Date] |
### Discussion ([X])
| Partner | Type | Est. Value | Next Meeting |
|---------|------|------------|--------------|
| [Name] | [Type] | $[X] | [Date] |
### Proposal ([X])
| Partner | Type | Proposal Date | Decision Expected |
|---------|------|---------------|-------------------|
| [Name] | [Type] | [Date] | [Date] |
## Stale Opportunities (>30 days no activity)
| Partner | Stage | Last Activity | Action |
|---------|-------|---------------|--------|
# SWOT Analysis: [Initiative/Partnership/Market]
## Strengths (Internal, Positive)
- [Strength 1]
- [Strength 2]
## Weaknesses (Internal, Negative)
- [Weakness 1]
- [Weakness 2]
## Opportunities (External, Positive)
- [Opportunity 1]
- [Opportunity 2]
## Threats (External, Negative)
- [Threat 1]
- [Threat 2]
## Strategic Implications
- **Leverage:** [Use strengths to capture opportunities]
- **Improve:** [Address weaknesses to enable opportunities]
- **Defend:** [Use strengths to mitigate threats]
- **Watch:** [Monitor weakness × threat combinations]
For major BD decisions, use:
# Decision: [What we're deciding]
## Context
[Background and why this decision is needed]
## Options
1. **[Option A]:** [Description]
2. **[Option B]:** [Description]
3. **[Option C]:** [Description]
## Evaluation
| Criteria | Weight | Option A | Option B | Option C |
|----------|--------|----------|----------|----------|
| [Criteria 1] | [X]% | [Score] | [Score] | [Score] |
| [Criteria 2] | [X]% | [Score] | [Score] | [Score] |
| **Weighted Total** | | [Total] | [Total] | [Total] |
## Recommendation
[Option X] because [reasoning]
## Risks & Mitigations
- [Risk]: [Mitigation]
## Next Steps
1. [Action]
2. [Action]
Initialize your BD workspace with templates and tracking.
Quick partner research and profile generation.
# Research a company
./scripts/partner-research.sh "Company Name"
# Generate partner profile
./scripts/partner-research.sh "Company Name" --profile
Generate BD pipeline reports.
# Weekly pipeline summary
./scripts/pipeline-report.sh weekly
# Quarterly review
./scripts/pipeline-report.sh quarterly
❌ Pitching too early — Understand their needs first ❌ Overselling — Under-promise, over-deliver ❌ Ignoring internal champions — Find and nurture them ❌ No mutual accountability — Both sides need commitments ❌ Slow follow-up — Momentum matters ❌ Vague proposals — Specific asks get specific answers
License: MIT — use freely, modify, distribute.
"Opportunities don't happen, you create them." — Chris Grosser