June 2009
Volume 6
Issue 7

 


In this Issue:

Identifying the True Decision Maker in any Procurement - Jim Cantrell, President & CEO, SSD

Who makes the actual award decision on any procurement? The contracting officer? The technical evaluation committee leader? How about the system operators that will have to use your product or service? If you answered yes to any of the above, you would most likely be wrong. Almost all selling situations will involve groups of people evaluating your proposal and yet only one person makes the decision on the award. That person is known as the economic buyer and will likely be highly placed in the organization making the procurement decision. In my experience, most capture managers and BD professionals do not understand this fact in the business process.  

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Capture Management: Establishing your Capture Process - Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
Most large aerospace companies apply funds and take time to institutionalize their capture processes. Typically, these processes consist of milestones built around a timeline of events such as: identification of the potential opportunity, validation of the opportunity, assignment of a capture manager, and a decision to generate a bid or proposal. Many of the milestones in the process require extensive research and assembling of a large amount of information in a format that has been standardized in order to justify moving forward and making additional business development investments.

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Upcoming Courses

Free Monthly Webinars
Join us for our free monthly webinar covering a range of business development topics.
Topic: Calculating and Effectively Using PWIN
July 23, 2009 (1EST/10PST)
Time length: 45 min briefing and 15 min Q&A

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Topic: Time to Sale: Your Achilles Heal
August 4, 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.