wike-chi 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
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
Quick Start
- 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]
- Set up your workspace:
./scripts/bd-init.sh
- Start building partnerships!
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]
## Research Notes
[Relevant findings from research]
## Status & Next Steps
- **Current stage:** [Prospect/Outreach/Discussion/Negotiation/Active]
- **Last contact:** [Date]
- **Next action:** [Action] — Due: [Date]
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?
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
> - Options
> - Evaluation
> - Recommendation
> - Risks & Mitigations
> - Next Steps
> - Scripts
> - Best Practices
> - Common Mistakes
> - License
>
> 何时读取：需要查阅详细步骤、模板、配置或示例时。