OVERVIEW
Understanding a potential customer’s problem and how your product or service will solve it is vitally important in any market, even more so with the Department of Defense (DoD). Other than running out of money, the biggest reason for small business failure is not having done the homework to fully comprehend and address the user’s needs. At this Collider, we will look at the key factors needed to successfully research and determine the viability of a new opportunity. This will include a focus on where to find military requirements and how to create a DoD-specific business model that will maximize the chance of winning contracts. Learn about the real meaning of “selling” and the best proven approaches to making an effective sales pitch.
AGENDA (All time are EST)
- 1230-1240 Welcome Remarks – Jeff Mellott, HQ AFMC/SB
- 1240-1300 Introduction – Billy Grill, Ohio APEX Accelerator
- 1300-1400 Opportunity Validation – Sally Kay, Strategic Management
- 1400-1500 Penetrating the Defense Market – Dr. Jeffrey Decker, Stanford University
- 1500-1510 Break
- 1510-1610 Characteristics of an Effective Sales Call – Dr. Pete Kay, Strategic Management
- 1610-1620 Closing Remarks – Jeff Mellott, HQ AFMC/SB
Location:
The Hub (in the Arcade) – 31 S. Main St. Dayton, OH 45402
When entering The Hub – proceed to the Upper Deck Conference Room on the 3rd Floor – follow the Collider signs.
Parking:
Reibold Garage – 25W W 5th St. Dayton, OH 45422 (Directions pops right up in Google Maps)
Download map from Parking Garage to The Hub – https://drive.google.com/file/d/15XL0347R4EU_UGX_j3qL9ko1sXjJG6F8/view?usp=sharing
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