Business Development

External documentation sources

See External documentation and their owners.

• Business Development Overview
  • High-level goals of the Business Development Team
  • General responsibilities of the Business Development Team
  • Capabilities & Capacity Needed
    • The Business Development Slack channel
  • Key Roles
  • Sources of Truth (where we store information)
    • Project management
    • Deal and CRM information
    • Engagement project management
• Business development strategy
  • Value proposition
  • Pricing
• Pricing strategy
  • Guiding principles
  • Pricing structure
    • Membership
    • Pass-through cloud costs
    • Usage costs
  • Projects
  • What we are missing
• Key Performance Indicators for BD
  • Overview of Revenue KPIs
    • Contracted Monthly Recurring Revenue (CMRR)
    • Forecast Monthly Recurring Revenue (FMRR)
  • Overview of Pipeline Conversion and Velocity KPIs
    • Example: Lead Generation Experiments
    • Example: Improving Renewal Prospect Conversion Rate based on engagement
• Roles in Business Development
  • Business Development Lead (BD Lead)
    • AREAS OF RESPONSIBILITY
  • Sales 1
    • AREAS OF RESPONSIBILITY
• Sales Operations Overview (2025)
  • Purpose & Philosophy
  • Current Strategic Focus (2025)
  • Sales Pipeline Stages
    • 1. Enrichment
    • 2. Outreach
    • 3. Discovery
    • 4. Renewals
    • 5. Proposal
    • 6. Closed Won
    • 7. Closed Lost
    • 8. Closed Won Complete
  • Key Metrics (Tracked Weekly)
  • Team Roles (Current Bootstrap Phase)
  • Tools & Systems
  • Key Artifacts
  • Integration with Delivery
  • Learning & Iteration Rhythm
  • Service Agreements & Legal Structure
  • What Makes This System Different
  • Questions or Want to Contribute?
• HubSpot Usage (2026)
  • Overview
  • Current Process
    • Creating a new Deal
      • Naming Convention
      • Data Hygene
    • Adding Contracts to Deals
    • Enriching Deals and Contacts
    • Linking HubSpot to Asana (Engagement Management)
• Engagement management
  • Why this structure
  • Relationship between work activities
  • Engagement Workflow
• Creating alignment
  • Process related alignment
• Workflow for hub service leads
  • Service partnership lifecycle
  • Lead phase SOPs
    • SOP: Hail the Lead
    • SOP: Create running notes for the lead
    • SOP: Meet with the lead
  • Prospect Phase SOPs
    • SOP: Send Draft Contract
    • SOP: Service Agreement Negotiation
    • SOP: DocuSign Agreement
  • Partnership Phase SOPs
    • SOP: Launch Meeting
    • SOP: Invoicing
    • SOP: Satisfaction Check-In
    • SOP: Renewal Tickler System
  • When to decide to work with a lead
• Grants and projects workflow
  • Sources of truth
  • Workflow around grant and project leads
• Engagement Workflow Overview
  • How we represent Engagments in AirTable
    • Engagement management
    • Project management
    • Project Deliverable tracking
  • Key terminologies
• Strategic Contacts — HubSpot Guide
  • What Is a Strategic Contact?
  • How to Export a List of Strategic Contacts
  • How to Add or Update a Strategic Contact
    • Step 1 — Is this person strategic?
    • Step 2 — Assign Coverage Category
    • Step 3 — Assign Coverage Detail
    • Step 4 — Validate before saving
  • How to Add a New Coverage Detail Option
  • Core Rules
  • Reference: The Three Contact Properties
    • 1. Strategic Contact Status
    • 2. Strategic Coverage Category
    • 3. Strategic Coverage Detail
• Using FreshDesk
  • Add a footer to all replies
  • Average Handling Time
• Track Hub Usage with Grafana
  • Overview
  • Prerequisites
    • Create a Grafana service account and generate a token
    • Configure Grafana Token access
    • Python packages
    • Javascript
  • Import packages and define functions
  • Execute the main program
  • Pre-process and visualize the results
    • Unique users in the last 24 hours
• Community Check-in
  • Process
  • What information is available to prepare for a community check-in?
• Meetings in Business Development
  • Horizon Scanning (P&S: Horizon Scanning)
    • WHY
    • CADENCE
    • ATTENDEES (and rational for their attendance)
  • Project Management alignment (P&S: Project Management)
    • WHY
    • How we work?
    • CADENCE
    • ATTENDEES (and the rational for their attendance)
  • Sales Sync (BizDev: Sales Sync)
    • WHY
    • CADENCE
    • ATTENDEES (and the rational for their attendance)
  • Product Sync (BizDev - Product Sync)
    • Cadence
    • Attendees (and the rationale for their attendance)