business-development

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"]

Business Development Skill — 红龙工业设备商务拓展

Skill Graph： 领域 → [[_index-conversion|报价与转化领域]]

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

红龙核心策略

• 先做经销商的供应商 — 成为已有分销网络的设备供货商
• 整套方案切入 — 接头机+打齿机+分层机组合，提高客单价
• 对标 Flexco/Almex 做替代 — TCO算账，"同样的品质，省60%"
• Beltwin 是合作伙伴 — 温州同行十年合作，不攻击不抢客户
• 展会+拜访 — 美国/欧洲展会是接触大客户最佳途径

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What This Skill Does

✅ 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

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Quick Start

1. Configure your BD focus in TOOLS.md:

### Business Development
- Target markets: [Industries/Geographies]
- Partnership types: [Integration/Reseller/Co-marketing/etc.]
- Competitor watch list: [Key competitors]
- Proposal templates: [Location]

2. Set up your workspace:

./scripts/bd-init.sh

3. Start building partnerships!

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Partnership Development

Partnership Types

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 Qualification Framework

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 Template

# 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]


[Relevant findings from research]


  [Prospect/Outreach/Discussion/Negotiation/Active]
  [Date]
  [Action] — Due: [Date]

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Partnership Outreach

Outreach Sequence

Phase 1: Research (Before Contact)

• Company website deep dive
• Key personnel LinkedIn research
• Recent news/press releases
• Existing partnerships they have
• Mutual connections check
• Their tech stack (if relevant)

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 Meeting Agenda

# 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?

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Market Research

Market Research Framework

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]

---

## 详细参考

> 以下内容已拆分到 [[references/extended-guide.md]]，仅在需要时读取：
> - Executive Summary
> - Market Size
> - Market Dynamics
> - Customer Segments
> - Competitive Landscape
> - Trends
> - Opportunities
> - Threats
> - Recommendations
> - Sources
> - Competitor Analysis
> - Overview
> - Product/Service
> - Strengths
> - Weaknesses
> - Market Position
> - Recent Moves
> - Their Customers
> - How We Compare
> - Battlecard (for sales)
> - Positioning Map
> - Feature Comparison
> - Summary
> - Proposal Generation
> - Executive Summary
> - The Opportunity
> - The Partnership
> - How It Works
> - Commercial Terms
> - Success Metrics
> - Risk Mitigation
> - About [Your Company]
> - Next Steps
> - BD Pipeline Management
> - Summary
> - By Stage
> - Stale Opportunities (>30 days no activity)
> - Strategic Planning
> - Strengths (Internal, Positive)
> - Weaknesses (Internal, Negative)
> - Opportunities (External, Positive)
> - Threats (External, Negative)
> - Strategic Implications
> - Context