Upstream Business Development: Definition and positioning

Upstream Business Development (UBD) is the systematic discipline of identifying, developing and securing growth opportunities in a company’s supply-side markets, and converting them into competitive advantage, revenue and resilience. This paper defines UBD, describes its seven elements, and positions it against the business development tradition and preferred customer research. Growth starts upstream.

Authors

Frank Godbersen (ORCID: https://orcid.org/0009-0001-8031-635X)

Publication Details

Journal: Zenodo (CERN European Organization for Nuclear Research)
Published: 2026-10-26
DOI: https://doi.org/10.5281/zenodo.23661603
Primary Topic: Business Strategies and Innovation
Type: article
Field-Weighted Citation Impact: 0.00

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article

Upstream Business Development: Definition and positioning

Frank Godbersen

Oct 26, 2026

Zenodo (CERN European Organization for Nuclear Research)

Business Strategies and Innovation

article

Upstream Business Development: Definition and positioning

Frank Godbersen

October 26, 2026article en

Abstract

Zenodo (CERN European Organization for Nuclear Research)

Openalex Percentile: Top 9%

Business Strategies and Innovation

DOI Open Access PDF OpenAlex

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Upstream Business Development: Definition and positioning — Frank Godbersen · Zenodo (CERN European Organization for Nuclear Research) (2026) | TGRS Research Map | TGRS