Int. J. of Entrepreneurship and Innovation Management   »   2018 Vol.22, No.1/2



Title: Making planning work: insights from business development


Author: Hans Eibe Sørensen


Address: Department of Strategic Management and Globalization, Copenhagen Business School, Kilevej 14a, dk-2000 Frederiksberg, Denmark


Abstract: Planning for a growth opportunity's success remains a challenge. Under which conditions does planning work, then? This exploratory study investigates the business development tasks and processes that span a growth opportunity's planning phase and its implementation phase and their unique performance implications. On the basis of 73 CEO responses from growth SMEs, the results show that business development increases firm performance and that the effectiveness of business planning depends on business development. Business developer support is found to positively influence firm performance per se. Business development is presented as an important organisational capability to pursue growth opportunities and subsequently theoretically anchored in the resource-based view of the firm. Implications for managers and for future business development research are discussed.


Keywords: business development; business developer; growth opportunities; business planning; developer support; implementation; integration; organisational capability; firm performance; innovation management.


DOI: 10.1504/IJEIM.2018.10010680


Int. J. of Entrepreneurship and Innovation Management, 2018 Vol.22, No.1/2, pp.33 - 56


Available online: 26 Jan 2018



Editors Full text accessAccess for SubscribersPurchase this articleComment on this article