Taking The Plunge:
How and Why I Wrote "The Business Development Playbook"
Writing my first book, ‘The Business Development Playbook’, was an exhilarating leap into the unknown—a challenge I’d always thought about but hadn’t acted on until now. But why write a book about navigating the thrilling, unpredictable, and often rewarding world of Business Development (BD)? And, more importantly, how did I actually pull it off? Let me take you behind the scenes of my journey to becoming an author.
The “Why”: Filling a Gap in the World of BD
The business book world isn’t short on material about sales and development. Yet, as someone who has spent decades in the trenches of BD, I often felt these books left something to be desired. Many were rigid step-by-step guides, requiring a level of devotion more suited to studying for an exam than tackling real-world problems. Others were brilliant but dense, overflowing with theories and frameworks that felt disconnected from the messy, nuanced nature of real-world business.
So, I decided to take a different approach. I wanted to create a practical, trusty manual—a guide you can dip into when you need advice or inspiration for the challenges you’re facing ‘right now’. Something that doesn’t preach but supports.
My BD journey spans over 40 years, from entry-level positions to Chief Business Development Officer, and across industries, geographies, and cultural landscapes. I’ve worked on both sides of the table, from startups in Europe and the U.S. to major global companies in the Middle East and Asia. I’ve negotiated deals in China, South Korea, and India, handled complex regulatory submissions, and forged partnerships in some of the world’s most competitive industries.
The truth is, I would have loved to have a guide like this when I was starting out. It would have saved me countless missteps, helped me close more deals, and eased the frustration that comes with navigating uncharted territory. Writing this book felt like an opportunity to give back—to create the resource I wish I’d had.
The “Who”: Who Is This Book For?
Whether you’re knee-deep in BD, managing a team, or just starting out, ‘The Business Development Playbook’ is for you. It’s written for anyone trying to grow market share, build long-term partnerships, and navigate the intricate world of B2B business.
This guide is especially helpful if:
You’re researching new opportunities, evaluating markets, or developing strategies for long-term growth.
Your work involves navigating industries with long sales cycles, high technical complexity, or regulatory demands (think Bio-Pharma, SaaS, or customized business services).
You want practical, actionable insights to tackle the curveballs BD professionals face daily.
While the book reflects my own experiences in Bio-Pharma, the principles and strategies apply across industries. From crafting service agreements to negotiating contracts, the lessons here are universal, helping you thrive in complex ecosystems where deals take time to nurture.
The “How”: Writing a Book Without Losing Your Mind
If you’ve ever thought about writing a book, you’ll know the idea can be intimidating. The good news? It’s more manageable than it seems. Here’s how I tackled it:
Start with a Plan: I broke the book down into chapters, each covering a specific aspect of BD.
Outline Key Points: For each chapter, I created a list of key takeaways and expanded on them in small, digestible chunks.
Keep It Practical: I avoided turning this into a dense textbook. Each chapter was designed to be a standalone guide—a toolbox you can open whenever you face a specific challenge.
Seek Feedback: I leaned on trusted colleagues to review early drafts, ensuring the content was clear, practical, and relevant.
Work with an Editor: A great editor is worth their weight in gold. They’ll help refine your ideas, tighten your writing, and ensure your message lands effectively.
A piece of advice for aspiring authors: connect with people who’ve been through the process. Peter Thomson (www.peterthomson.com), for example, has been a fantastic resource for me, with years of expertise in helping first-time authors.
Why This Book is Different
Unlike many business books, ‘The Business Development Playbook’ isn’t a rigid formula or exhaustive manual. Think of it as your car’s user manual—but way more fun. It’s designed for quick reference, with actionable insights you can use immediately.
Each chapter reflects the kind of conversation I’d have with you if we were sitting across from each other, tackling real-world problems together. Whether you’re navigating a tricky negotiation, brainstorming strategies, or dealing with a sudden curveball, this book is here to help.
Most importantly, I don’t pretend this is the definitive guide to BD. Business Development is a moving target. Industries evolve, clients change, and what works today might not work tomorrow. Instead, this book is a conversation—a flexible, practical resource to help spark ideas and guide your thinking, no matter what challenges come your way.
Should You Write a Book?
If you’re considering writing your own book, I say go for it. Here are some tips to get started:
Break your subject into chapters and key points.
Expand each point into a paragraph or two—small, manageable steps are key.
Don’t write alone! Lean on colleagues and editors for feedback and support.
Explore self-publishing options like [Amazon KDP](https://kdp.amazon.com/), [IngramSpark](https://www.ingramspark.com), or [Blurb](https://www.blurb.co.uk/).
The process might feel daunting at first, but once you get started, it’s incredibly rewarding.
Final Thoughts
Writing ‘The Business Development Playbook’ was one of the most fulfilling challenges of my career. My hope is that it becomes a practical, reliable resource for BD professionals everywhere—helping you navigate the complexities of the job with confidence and clarity.
To anyone considering their own book-writing journey: take the plunge. You’ll not only share your expertise with the world but also grow in ways you never imagined.
Have questions about the book or the writing process? Let’s start a conversation—I’d love to hear from you!