March 2011
Volume 7
Issue 3


In this Issue:

Do you Sell Strategically? - Jim Cantrell, President & CEO, SSD

We all know the difference between the sales approach practiced at a car dealership and a sales approach for high-end items such as homes, property or even luxury cars. The former uses pressure to push to make the sell, making most people to feel uncomfortable, and the latter focuses on the long-term sale with less pressure to persuade. Let’s examine the two environments to elucidate the differing sales techniques. Full Story »
Capture Management: Characteristics of a Successful Capture Manager - Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
To greatly improve their odds of winning programs, successful Capture Managers must possess certain skills for the job description. Before I touch on the most important skill, I thought I would put the Capture Manager job in the context of what the role requires. Below is a quote from our SSD seminar on Capture Management, which provides a high-level description of the job of a Capture Manager. Full Story »
Upcoming Courses

Business Development Courses
This online course promises to make you rethink your approach as you work with the buying influences.
Topic: Strategic Selling
March 29, 2011
1pm - 4pm EST
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Registration Coming Soon...
This popular open-enrollment course is designed to improve how you do business and expand your business capture.
Topic: Business Development: Secrets to Success & Competitive Intelligence
May 25-27, 2011
The Mirage Resort & Hotel, Las Vegas
Onsite Courses

Set up the classroom right at your facility! SSD offers our business development and high-tech trainings at your place of business. On-site course length can range from a condensed single day overview of any of our selected trainings to a more extended three-day course covering all or part of the material offered in our open-enrollment courses.

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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