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    BizDev Labs Strategy

    The goal

    Stop doing random outreach.
    Start running planned campaigns based on math, capacity, and priority.

    1

    Lock the ICP (Non-Negotiable)

    Before anything else:

    • •Who can we sell to?
    • •Industry
    • •Company size
    • •Geography
    • •Deal type / use case
    • •Titles & seniority

    Output: A clear, agreed ICP everyone signs off on.

    👉 If ICP is loose → everything breaks later.

    2

    Calculate the TAM (Know Your Ceiling)

    Ask one question:

    "How many companies can we realistically sell to?"

    • •Total companies (accounts)
    • •People per company we can contact

    Example:

    • 1,000 companies
    • 3 buyers per company → 3,000 total prospects

    Now you know:

    • ✓Your max volume
    • ✓Your realistic runway
    • ✓When you'll eventually run out
    3

    Break TAM into Campaigns

    Never treat the whole market the same.

    Split the TAM into campaigns based on logic like:

    • •Recently funded
    • •Hiring SDRs
    • •Event attendees
    • •Lookalikes
    • •Industry segments
    • •Closed-lost
    • •Followers / inbound

    Example:

    • Campaign 1: Recently funded (200 accounts)
    • Campaign 2: Hiring SDRs (150 accounts)
    • Campaign 3: Following on LinkedIn (50 accounts)

    Each campaign must have a reason it exists.

    4

    Prioritize the Campaigns

    Not all campaigns are equal.

    Rank them by:

    • •Likelihood to convert
    • •Urgency
    • •Client priority
    • •Revenue impact

    Now you know:

    • ✓What campaign you're working on right now
    • ✓What comes next
    • ✓What comes later

    No guessing.

    5

    Map Time to Campaigns

    Campaigns = capacity.

    For each campaign:

    • •How many accounts?
    • •How many touches per week?
    • •How long will it take?

    Example:

    • 30 accounts → 1 week
    • 200 accounts → 2–3 weeks
    • 500 accounts → 2 months

    "In 3 months, we will complete X, Y, Z campaigns." That's strategy.

    6

    Execute & Track by Campaign (Not Activity)

    Everything is tracked by campaign, not vibes.

    For each campaign:

    • •Accounts contacted
    • •Meetings booked
    • •Conversion rate

    Example:

    • Following us on LinkedIn
    • 50 accounts → 5 meetings → 10% conversion

    Now you know:

    • ✓Double down on what works
    • ✓Kill what doesn't
    • ✓Re-run strong campaigns later
    7

    Know When You're Running Out

    This is critical.

    Always ask:

    • •How many accounts have we already touched?
    • •How many are left?

    If:

    • 150/200 accounts are done → You need a new campaign, new angle, or re-engagement strategy

    No surprises. No panic.

    The Mental Model (Remember This)

    Top BDRs don't ask:

    "What should I do today?"

    They ask:

    • 1.What's my total market?
    • 2.Which campaign am I on?
    • 3.How much is left?
    • 4.Is this working?

    That's the difference between
    random activity and
    predictable pipeline.