October 2010
Volume 7
Issue 2


In this Issue:

Dealing With Buyer Modes - Jim Cantrell, President & CEO, SSD

In the world of business development, making a cold call and not having a clue as to the outcome of the call is a familiar experience. Many times we receive a great business lead and we must respond to it with a phone call. We go into the call not knowing what response is awaiting us. We may either encounter an eager, apathetic or hostile buyer. Why is there such a difference in reactions when our approach to each one of these sales prospects is more or less the same every time? Full Story »
Capture Management: The Art of Effective Emailing - Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
I was recently asked to support a client trying to acquire specific tasks under a major prime contractor. My client had joined the team to help the prime contractor win a competitive contract but had not yet received any tasking for this contract. My role was to help them obtain funded tasks. My client introduced me to the prime via email and then watched the email traffic that resulted between their prime contractor and me. After observing the email traffic for a few weeks, my client pointed out that they very much enjoyed watching how I carefully crafted email messages to the prime and recommended that I teach a short course in email communication. As a result, I thought I might pass on a few pointers. Full Story »
Upcoming Courses

Business Development Courses - Online
Coupled with September's free webinar, this course is a deeper exploration into the primary causes of a depleted new business pipeline.
Topic: How to Build an Enduring New Business Pipeline
October 21, 2010 - 1pm - 4pm EST
Time length: 3 hours
Read More | Register Now

 
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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