Most important, from my experience doing biz dev at zillow a few years ago, is focus on the relationship (which is why BD is hard to scale - you can't just "han

Most important, from my experience doing biz dev at zillow a few years ago, is focus on the relationship (which is why BD is hard to scale - you can't just "hand" over a relationship to someone else) and figure out how to help the other party every step of the way. Promote the hell out of your closed deals.