Business Development Pipeline
by @quochungto
Build a business development pipeline with 5 partnership types, attribute-based partner selection, and a 9-step BD process. Use whenever a founder or BD lead...
clawhub install bookforge-business-development-pipelineπ About This Skill
name: business-development-pipeline description: "Build a business development pipeline with 5 partnership types, attribute-based partner selection, and a 9-step BD process. Use whenever a founder or BD lead is planning partnerships, pursuing integration deals, negotiating licensing, structuring joint ventures, setting up distribution deals, sourcing supply partnerships, or transitioning from traditional BD to low-touch self-serve BD. Activates on phrases like 'business development', 'BD', 'partnerships', 'strategic partner', 'integration partner', 'licensing deal', 'distribution partner', 'joint venture', 'channel partner', 'co-marketing', 'white label', 'BD deal'." version: 1.0.0 homepage: https://github.com/bookforge-ai/bookforge-skills/tree/main/books/traction/skills/business-development-pipeline metadata: {"openclaw":{"emoji":"π","homepage":"https://github.com/bookforge-ai/bookforge-skills"}} status: draft source-books: - id: traction title: "Traction: A Startup Guide to Getting Customers" authors: ["Gabriel Weinberg", "Justin Mares"] chapters: [18] domain: startup-growth tags: [startup-growth, business-development, partnerships, strategic-alliances, channel-partnerships] depends-on: [bullseye-channel-selection] execution: tier: 1 mode: hybrid inputs: - type: document description: "Company objectives, candidate partners, existing partnerships" tools-required: [Read, Write] tools-optional: [AskUserQuestion] mcps-required: [] environment: "Plain-text working directory for BD pipeline spreadsheet and deal docs" discovery: goal: "Build a BD pipeline with partner attributes, prioritization, outreach plan, and term sheets" tasks: - "Define company objectives BD should serve" - "Identify which of the 5 partnership types fit" - "Build pipeline by partner attributes (not brand names)" - "Plan warm introductions via investors/advisors" - "Negotiate simple 1-page term sheet" - "Document 'how the deal was done' post-close" - "Plan Low-touch BD 2.0 transition" audience: roles: [startup-founder, bd-lead, head-of-partnerships] experience: intermediate when_to_use: triggers: - "User is pursuing strategic partnerships" - "User needs distribution via a larger partner" - "Integration deal negotiation" - "Licensing or joint venture consideration" prerequisites: - skill: bullseye-channel-selection why: "BD should be selected via Bullseye" not_for: - "Pure revenue-for-product transactions (use sales instead)" environment: codebase_required: false codebase_helpful: false works_offline: true quality: scores: with_skill: null baseline: null delta: null tested_at: null eval_count: 0 assertion_count: 11 iterations_needed: 0
Business Development Pipeline
When to Use
The startup is pursuing partnerships β not pure sales. BD differs from sales: BD exchanges value through partnerships; sales exchanges dollars for a product. Use this skill when:
Context & Input Gathering
Required Context (must have β ask if missing)
Observable Context
Default Assumptions
Sufficiency Threshold
SUFFICIENT: company objectives + candidate attributes known
PROCEED WITH DEFAULTS: objectives known, infer partner attributes
MUST ASK: no clear objective for BD
Process
Use TodoWrite:
Step 1: Define Company Objectives
ACTION: Start by listing the 1-3 key company objectives BD should serve. Every BD deal should map to an objective. Common objectives:
Work backwards: "What does our fundraising deck need to show in 12 months?" Use this to define which partnerships are strategic.
WHY: BD is easy to do badly β partnerships that feel prestigious but don't advance company goals. Tying BD to specific objectives prevents "shiny partnership" traps where you spend 3 months negotiating a deal that doesn't matter.
Step 2: Pick the 1-2 Partnership Types That Fit
ACTION: The 5 partnership types (see references/partnership-types.md):
1. Standard Partnership β joint product enhancement (Nike+/Apple) 2. Joint Venture β new product built together (Starbucks/Pepsi Frappuccino) 3. Licensing β brand or IP licensed (Starbucks ice cream, Spotify music) 4. Distribution Deal β product/service exchanged for customer access (Groupon, Kayak/AOL) 5. Supply Partnership β access to key inputs (Half.com used books, YouTube channel partners)
Pick the 1-2 that match the objective. Don't pursue all 5.
WHY: Different deal types have different negotiation patterns, legal structures, and risk profiles. Mixing types produces muddled deals that don't close cleanly. Choosing type upfront aligns expectations.
Step 3: Build the Pipeline by Partner Attributes
ACTION: Instead of listing brand names ("let's partner with Microsoft"), list partner *attributes*:
Example attribute filter: "Internet retailers ranked 50-250 on IR500, with shipping infrastructure in North America, revenue $10M-$500M, distributing consumer electronics"
Build a pipeline of 10-20 partners matching these attributes. Score by:
Write the pipeline to bd-pipeline.csv with columns: company, type, contact, size, relevance, ease, priority_score.
WHY: Attribute-based selection avoids the "big brand bias" where founders chase marquee partners who won't take the meeting. Attribute selection produces partners who are the right size, the right industry, and the right stage β who actually return calls. Chris Fralic (Half.com): the pipeline should prioritize fit, not fame.
Step 4: Get Warm Introductions
ACTION: For every partner in the pipeline, identify a warm introduction path:
Prepare a 1-page proposal overview the introducer can forward. Make it easy to pass along.
Never cold-email BD prospects. Cold sales works; cold BD doesn't. Partners respond to introductions, not pitches.
WHY: BD deals involve trust and strategic alignment, which cold contact cannot establish. Warm introductions signal credibility β the introducer's reputation is at stake, so the recipient pays attention. Cold BD outreach produces 1-2% response rates; warm intros produce 40%+.
IF no warm intro path exists β build one. Attend industry events, join investor networks, or trade favors with advisors.
Step 5: Negotiate Simple Term Sheets
ACTION: Keep initial term sheets to 1 page. Include:
Long contracts (20+ pages) at initial stage kill deals. 1-page term sheets get signed; 20-page contracts get stuck in legal review for months.
WHY: Complexity kills early-stage BD. The goal is to establish clear terms fast so both sides can start executing. Lawyers can add detail later. Over-engineered initial contracts signal distrust and consume negotiation energy that should be spent on the relationship.
Step 6: Document "How the Deal Was Done"
ACTION: After closing, write a memo documenting:
Save to bd-deal-postmortem.md per deal.
WHY: BD knowledge is tacit. Founders who do 3 deals and don't document anything lose the patterns. Documenting creates a playbook for the next deal. Chris Fralic's (Half.com) approach: every closed deal gets a "how it was done" memo, and those memos inform the next negotiation.
Step 7: Plan Low-Touch BD 2.0
ACTION: After 2-3 traditional partnerships establish the model, transition to self-serve BD. Build API integrations, embed codes, or partner portals that enable new partners to integrate without custom negotiation.
Delicious/Mozilla example: after manual integration with Mozilla, Delicious built an API that let any partner integrate at scale without BD team involvement.
WHY: Manual BD doesn't scale. Every new partner means new negotiations, contracts, custom integrations. Low-touch BD converts the manual work into a product that partners onboard themselves. This is the transition from BD as a channel to BD as a product surface.
Inputs
Outputs
Five files:
1. bd-objectives.md β Company objectives BD serves
2. bd-pipeline.csv β Prioritized partner list by attributes
3. bd-term-sheets.md β 1-page term sheets per active deal
4. bd-deal-postmortem.md β "How the deal was done" memo per closed deal
5. bd-low-touch-plan.md β Transition plan to self-serve integrations (if scale warrants)
Key Principles
Examples
Scenario: Early-stage SaaS needing integration partners
Trigger: "We built a project management tool and need integrations with Slack, Google Drive, Notion. How do we do BD?"
Process: (1) Objective: product completeness (integration story). (2) Type: Standard Partnership (product enhancement). (3) Attributes: top 20 tools in PM-adjacent categories that have integration APIs and partner programs. Most don't need BD β they have self-serve partner programs. (4) Warm intros for the 3-5 that require custom integration. (5) 1-page terms: "free integration, mutual logo placement, co-marketing blog post at launch". (6) Post-close memo. (7) After 3 integrations, build an integration framework and self-serve partner docs.
Output: BD pipeline focused on strategic integrations, self-serve path for the rest.
Scenario: Distribution deal negotiation
Trigger: "A big retailer wants to distribute our hardware product. They're asking for 40% margin and exclusivity. Is this a good deal?"
Process: (1) Objective check: does this match our distribution objective? (2) Type: Distribution Deal. (3) Evaluate terms against standard distribution ranges: 30-45% margin is normal, exclusivity is negotiable. (4) 1-page term sheet: 40% margin OK, but exclusivity limited to a specific category/region/time period. Guarantees: minimum $X annual purchase. (5) Warm intro path to their CEO (via your board advisor) if negotiations stall. (6) Post-close: document sticking points for next deal.
Output: Term sheet with specific negotiation levers and a backup intro path.
Scenario: Founder pursuing "marquee" BD
Trigger: "I want to partner with Apple. We'd be on every iPhone. How do I get a meeting?"
Process: (1) Reality check: Apple doesn't do BD meetings with early-stage startups without existing traction. Marquee targets rarely return calls. (2) Attribute filter: instead of Apple specifically, list all companies with large iOS developer audiences (Stripe, Firebase, Twilio, etc.). These are reachable partners. (3) Pipeline of 15 reachable partners. (4) Warm intros for the top 5. (5) After 2-3 deals close, THEN the Apple conversation becomes plausible β you have credibility to bring.
Output: Redirected BD pipeline from marquee-chasing to attribute-based reachable partners.
References
License
This skill is licensed under CC-BY-SA-4.0. Source: BookForge β Traction: A Startup Guide to Getting Customers by Gabriel Weinberg and Justin Mares.
Related BookForge Skills
Install related skills from ClawhHub:
clawhub install bookforge-bullseye-channel-selection β Select BD as a channelclawhub install bookforge-startup-sales-process β Sales vs BD distinctionclawhub install bookforge-startup-critical-path-planning β BD deals are often critical path milestonesOr install the full book set from GitHub: bookforge-skills
β‘ When to Use
π‘ Examples
Scenario: Early-stage SaaS needing integration partners
Trigger: "We built a project management tool and need integrations with Slack, Google Drive, Notion. How do we do BD?"
Process: (1) Objective: product completeness (integration story). (2) Type: Standard Partnership (product enhancement). (3) Attributes: top 20 tools in PM-adjacent categories that have integration APIs and partner programs. Most don't need BD β they have self-serve partner programs. (4) Warm intros for the 3-5 that require custom integration. (5) 1-page terms: "free integration, mutual logo placement, co-marketing blog post at launch". (6) Post-close memo. (7) After 3 integrations, build an integration framework and self-serve partner docs.
Output: BD pipeline focused on strategic integrations, self-serve path for the rest.
Scenario: Distribution deal negotiation
Trigger: "A big retailer wants to distribute our hardware product. They're asking for 40% margin and exclusivity. Is this a good deal?"
Process: (1) Objective check: does this match our distribution objective? (2) Type: Distribution Deal. (3) Evaluate terms against standard distribution ranges: 30-45% margin is normal, exclusivity is negotiable. (4) 1-page term sheet: 40% margin OK, but exclusivity limited to a specific category/region/time period. Guarantees: minimum $X annual purchase. (5) Warm intro path to their CEO (via your board advisor) if negotiations stall. (6) Post-close: document sticking points for next deal.
Output: Term sheet with specific negotiation levers and a backup intro path.
Scenario: Founder pursuing "marquee" BD
Trigger: "I want to partner with Apple. We'd be on every iPhone. How do I get a meeting?"
Process: (1) Reality check: Apple doesn't do BD meetings with early-stage startups without existing traction. Marquee targets rarely return calls. (2) Attribute filter: instead of Apple specifically, list all companies with large iOS developer audiences (Stripe, Firebase, Twilio, etc.). These are reachable partners. (3) Pipeline of 15 reachable partners. (4) Warm intros for the top 5. (5) After 2-3 deals close, THEN the Apple conversation becomes plausible β you have credibility to bring.
Output: Redirected BD pipeline from marquee-chasing to attribute-based reachable partners.