The CEO as Chief Business Developer: Why Your Role in BD is Non-Negotiable

Introduction

Imagine this: You’re sitting across the table from a potential partner who could transform your business. The room buzzes with energy, and you feel it—the spark of possibility. This isn’t just another meeting; it’s a chance to shape the future of your company. As the CEO, moments like these remind you why your role extends far beyond signing off on budgets or approving strategies. You are, first and foremost, the chief storyteller, the relationship builder, and the growth catalyst for your organization.

Let me take you through a journey—one where CEOs don’t just lead from behind closed doors but step into the spotlight as architects of opportunity. Here’s how you can embrace your role as a chief business developer (BD), blending strategy, authenticity, and action to drive meaningful growth.

Chapter 2: Visibility Builds Trust—and Trust Builds Empires

Now let’s talk about Elon Musk, a polarizing figure whose name alone sparks debate. But love him or hate him, there’s no denying his impact. Imagine scrolling through Twitter and seeing Elon respond to a customer complaint about Tesla’s charging stations. Within hours, the issue is resolved, and the customer becomes a vocal advocate for the brand. That’s the power of visibility.

Elon doesn’t rely solely on press releases or PR teams to communicate with the world. Instead, he uses platforms like Twitter to share updates, address concerns, and even tease upcoming projects. His direct engagement has turned him into a living embodiment of his brands—Tesla, SpaceX, Neuralink, and more. People see Elon, and they think innovation, ambition, and disruption.

For you as a CEO, being visible isn’t just about self-promotion—it’s about building trust. Whether it’s attending industry events, publishing thought leadership articles, or simply commenting on LinkedIn posts, your presence matters. Every interaction tells a story about who you are and what your company stands for. Make sure it’s a story worth telling.

Chapter 3: The Vision Keeper

Let’s rewind to the late 1990s, when Indra Nooyi joined PepsiCo. At the time, the company was struggling to adapt to changing consumer preferences. Sugary sodas were falling out of favor, and healthier alternatives were gaining traction. What did Indra do? She hit the streets—literally. She visited grocery stores, talked to shoppers, and tasted competitors’ products. Her goal wasn’t just to gather data; it was to understand the human side of her business.

Through these interactions, Indra realized that PepsiCo needed to pivot toward “Performance with Purpose,” a strategy focused on sustainability and health-conscious offerings. This bold move redefined the company’s trajectory, leading to innovations like Quaker Oats snacks and Tropicana juices. And none of it would have been possible without Indra’s hands-on approach to understanding the market.

As a CEO, you hold the compass that guides your company’s direction. While your team executes daily tasks, you must ensure that every decision aligns with your overarching vision. Business development gives you the chance to test ideas, validate assumptions, and refine your strategy based on real-world feedback.

Chapter 4: Balancing Act—How to Wear Multiple Hats Without Losing Focus

Here’s the reality: Being a CEO means wearing countless hats. One moment you’re strategizing with your board, and the next, you’re troubleshooting a supply chain issue. So how do you carve out time for BD without letting other responsibilities fall by the wayside?

Step 1: Block Time Like a Pro

Think of your calendar as a garden. If you don’t plant seeds for growth, nothing will bloom. Dedicate specific blocks of time each week to BD activities—whether it’s meeting with key clients, exploring partnership opportunities, or attending networking events. Tools like Google Calendar + Reclaim.ai can help automate this process, ensuring BD stays front and center.

Step 2: Scale Through Technology

You don’t need to be everywhere at once to make an impact. Platforms like LinkedIn Sales Navigator allow you to identify high-value leads and nurture relationships digitally. Similarly, CRM systems like HubSpot enable you to track interactions and measure ROI from BD efforts. These tools act as force multipliers, amplifying your reach without draining your schedule.

Step 3: Empower Your Team

Delegation doesn’t mean disengagement. Equip your team with the resources and training they need to execute on your BD vision. Hold regular check-ins to ensure alignment, but resist the urge to micromanage. After all, even superheroes need sidekicks.

Chapter 5: Lessons from the Frontlines

Take a moment to imagine Jeff Bezos in Amazon’s early days. Picture him sitting at his desk, typing emails to authors and publishers, persuading them to list their books on his fledgling platform. Back then, Amazon wasn’t the e-commerce behemoth we know today—it was a scrappy startup fighting for survival. Jeff’s personal involvement in securing inventory laid the groundwork for Amazon’s dominance in online retail.

Fast forward to AWS, Amazon’s cloud computing division. Once again, Jeff played a pivotal role in courting tech giants like Intel and Sun Microsystems to support the launch. These relationships didn’t materialize overnight—they were built through persistence, authenticity, and a relentless focus on value creation.

Or consider Brian Chesky , co-founder and CEO of Airbnb. In the company’s infancy, Brian traveled the globe, staying in hosts’ homes and experiencing the platform firsthand. His grassroots approach not only helped him understand user pain points but also inspired loyalty among early adopters. Today, Airbnb is synonymous with community-driven travel—all thanks to Brian’s commitment to BD.

Epilogue: Lead with Heart and Hustle

Being a CEO is no small feat. It requires resilience, foresight, and an unwavering belief in your vision. But here’s the secret: Growth doesn’t happen in isolation. It happens through relationships, conversations, and shared dreams.

So, the next time you find yourself wondering whether you should delegate BD to someone else, remember this: You are the face of your company. You are the keeper of its vision. And you are the person best equipped to turn opportunities into outcomes.

Are you ready to write the next chapter of your company’s story? Because the pen is in your hand—and the possibilities are endless.

Chapter 1: Relationships Are the Currency of Growth

Picture Satya Nadella walking into a room full of developers at Microsoft Build. He doesn’t just deliver a keynote speech; he listens. He asks questions. He connects. Under his leadership, Microsoft transformed its image from a rigid tech giant to a collaborative innovator. How? By fostering relationships—both within the company and outside it

When Satya took over as CEO, he knew that rebuilding trust would require more than polished presentations. It meant showing up, engaging deeply, and proving that Microsoft was ready to play well with others . Today, partnerships with companies like GitHub and OpenAI have propelled Microsoft to new heights. And guess what? Those deals didn’t happen because someone sent an email—they happened because Satya personally championed them.

As a CEO, your ability to forge relationships is unmatched. No one else in your organization carries the same weight of authority and vision. When you engage directly with customers, partners, or investors, you’re not just closing deals—you’re planting seeds for long-term success.

Morteza Farazmand
MANAGEMENT COSULTANT