August 2009
Volume 6
Issue 8

 


In this Issue:

Working with Buying Influences- Jim Cantrell, President & CEO, SSD

Buying influences exist in complex procurements and most aerospace sales fall into the complex category. Buying influences are individuals or groups of individuals that have an influence on the decision of who is awarded the contract. As you will see, there are various types of buying influences and they all have different functions and roles in making the eventual decision. It is imperative to first understand how buying decisions are made, who the buying influences are, and to research and map every buying influence.
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Capture Management: Can Small Businesses Afford It? - Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
We all know that the aerospace giants like Boeing and Lockheed Martin allocate significant overhead funding to pay salaries for full-time capture managers. No doubt it makes sense to invest several hundred thousand dollars per year for several years on a capture team when the opportunity offers the chance to bring in several hundred million or billion dollars in sales. But, what about the small company trying to win a $1M program? Can small businesses afford to invest in capture management activities?
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Upcoming Courses

Free Monthly Webinars
Topic: Effectively Work With Buying Influences
September 9, 2009 (1EST/10PST)
Time length: 45 min briefing and 15 min Q&A

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Topic: Understanding the Customer's Needs and Influencing the RFP
October 15, 2009 (1EST/10PST)
Time length: 45 min briefing and 15 min Q&A

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Open-Enrollment Courses
Project Management: A Return to Fundamentals
September 3, Online

This course, directed toward the seasoned as well as new Program Manager, provides an opportunity of renewal of Project Management Fundamentals. It reintroduces a few basic, actionable principles that are independent of tools and processes. These principles should be embedded in every company’s PM culture. It is an online class that will enlighten and entertain as well as provide opportunities to interact with the instructor.

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Business Development: Secrets to Success
Competitive Intelligence: Practices and Techniques
September 16 - 18, Arlington, VA

Join us for our most seasoned 3-day seminar covering the fundamentals of business development practices. Whether you are an executive, small business owner, a business development professional or an engineer new to the area of sales, you will find great value in learning the latest thinking in strategy, sales and competitive intelligence. This course will guide you in developing business plans, gathering competitive intelligence and determining a capture strategy. By presenting the latest in business trends and cutting-edge knowledge, these courses will improve how you do business and increase your company’s value in the marketplace.

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Onsite Courses

Set up the classroom right at your facility!
Want to cut cost but get the training for your company? Set up a course in your conference room via the web. We can bring you any of our listed courses online for your whole team without all the travel and expense.

Select from our catalog of trainings and tailor to fit your company’s needs:

  • Business Development: Secrets to Success
  • Competitive Intelligence: Practices and Techniques
  • The Successful Capture Manager
  • Proposals 101
  • Project Management: A Return to Fundamentals
  • Strategic Planning for the Aerospace Professional
  • Introduction to Spacecraft Design
  • Space Systems Management
  • Elemental Orbital Mechanics
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2009 Calendar of Course Offerings

Check out our open-enrollment courses for 2009. Registration is open for all courses.

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Copyright 2009 by Strategic Space Development. All rights reserved.