The IBD method
We turn capabilities, technologies and ideas into real business opportunities, with one method for every service.
Free initial consultation, with no commitment.
You speak with the person leading your case from the very first meeting.We turn innovation into business
Innovative Business Development (IBD) is the discipline that turns a technical capability (a technology, a product, a service or know-how) into a concrete business opportunity: a customer who needs it, a market to compete in and a model for making money from it.
IBD means identifying, validating and developing business opportunities from what your organisation already does well.
Aims to sell more of what already exists.
Starts earlier and answers a prior question: who is this innovation valuable to, and how does it reach them?
Five steps, from your case to the decision-maker
One method for every service. At each step, you know what we do and what you get.
- 01
Understanding your case
A first meeting to understand your situation and goals.
YOU GETAn honest assessment of whether we can help. The initial consultation is free. - 02
Proposal
We agree the scope and priorities with you.
YOU GETA proposal with scope, priorities and timelines. - 03
Diagnosis
We analyse your starting point and the opportunities.
YOU GETPrioritised opportunities: where, and with whom, it makes sense to grow. - 04
Design
We define the strategy, the partners and the roadmap.
YOU GETA business development plan with markets, target partners and a roadmap. - 05
Execution
We put the plan into action until you are in contact with the potential customer.
YOU GETContacts with decision-makers and partners, and a monthly report on activity and results.
Market-based decisions and a clear path to act on them
Prioritised opportunities
A map of applications and markets ranked by potential and impact.
Market strategy
Segments, value proposition and channels defined with clear criteria.
Roadmap
Phases, milestones and validation criteria to move from decision to execution.
Qualified contacts
First conversations with customers and partners who fit your offer.
| Indicator | How it is calculated | Current vs previous |
|---|---|---|
| Response rate | Replies / emails delivered | ▲ IMPROVING |
| Positive reply rate | Positive replies / replies | ▲ IMPROVING |
| Meeting rate | Meetings / unique contacts | = STABLE |
One methodology, four starting points
Every organisation comes with a different situation. Depending on yours, we apply one of these approaches, or combine them.
IBD Technology
For those with an innovative technology or product who need to validate it and reach their first customers.
See IBD Technology →IBD Markets
For companies that are already selling and want to open new markets with a plan and qualified contacts.
See IBD Markets →IBD Partners
For those who need reliable distributors, agents or partners in another country and don't want to spend months looking for them.
See IBD Partners →IBD Trade Fairs
For those going to a trade fair who want to arrive with meetings already booked and leave with real opportunities.
See IBD Trade Fairs →Frequently asked questions
- How is IBD different from traditional strategy consulting?
- Strategy consulting usually analyses and recommends. In IBD, as well as analysing, we validate with the market and go as far as the decision-maker, because the aim is real business opportunities, not just a report.
- What kind of companies is it right for?
- Organisations with a distinctive technological or commercial capability: industrial companies, deep-tech start-ups and spin-offs, technology centres and B2B SMEs that want to grow in new domestic or international markets.
- Do I have to go through every step?
- No. We agree the scope with you at the start, based on your situation and priorities.
- How do you work with my company's team?
- We fit into your business development processes and complement your resources, without replacing your team.
Related guides
The latest from our insights to apply the IBD method step by step.
Tell us about your situation and we'll suggest the best starting point
In 45 minutes, we review your case and tell you honestly whether we can help. We reply within one working day.
Replies come from a member of our team.