June 2009
Volume 6
Issue 6
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In this Issue:
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Time to Sale: Your Achilles Heel - Jim Cantrell, President & CEO, SSD |
 The common misconception that new business can be had in little to no time with the right people making the sale, the right contacts and the right sales pitch can lead to decisions and behaviors that eventually doom your revenue forecasts or worse, your company. While almost all of us can find examples to the contrary, the painful reality is that a fixed amount of time is required to develop most business opportunities to fruition and very few of the factors that determine this length of time are under your control. Despite the best attempts, it is often impossible to shorten this sales cycle.
Full Story »
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Capture Management - Pitfalls to Avoid #5: "Deciding on your Win Strategy after the RFP is Released"
- Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
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 The fifth fatal “Pitfall to Avoid” during the Capture process is waiting until you write the proposal to develop your team’s winning strategy. Your “win strategy” is a brief statement of why the customer should select your team over your competitors to win a particular program. It includes key discriminators and provides overarching guidance to your team as they pursue the opportunity. While it is logical for your win strategy to evolve during the months prior to the RFP, your strategy still should be relatively stable by the time the RFP is released. There are several reasons why not having defined your strategy can be “fatal” to your Pwin (probability of winning).
Full Story »
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Free Monthly Webinar
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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Now
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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Now
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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Now
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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
View Onsite Courses » |
2009 Calendar of Course Offerings |
Check out our open-enrollment courses for 2009. Registration is open for all courses.
View Calendar »
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Copyright
2009 by Strategic Space Development. All rights reserved. |
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