| Seminar of the Week Preparing the Financial Forecast Model *For this seminar, it is recommended that you bring a laptop with you to class.
Upcoming Seminars www.LartaUniversity.org Mergers
& Acquisitions Cost: $75.00 How to Write a Winning SBIR Proposal Tuesday, June 8, 2004 9:00 AM - 12:00 PM Downtown LA Winning federal money begins with a winning SBIR proposal. Get access to the millions of dollars that are set aside by the United States Government and private organizations to fund technology research and development activity. Sessions will touch on several general areas, including; the search process to find SBIR/STTR grants appropriate for your technology, general information about the culture and requirements of each agency offering these types of grants, and the business structures/collaborations/research plans found in winning proposals. Instructor: Vivian Lauderdale, Managing Director, SciBiz Services Ms. Vivian Lauderdale is
Managing Director of SciBiz Services, which provides training, consulting, business plan strategies
and technical writing assistance to small businesses in the technology and biomedical sectors to
obtain government funding for their innovative, high risk projects. SciBiz Services has been in
business for three years and specializes in assisting with SBIR (Small Business Innovation Research)
and STTR (Small Business Technology Transfer) government funding. Ms. Lauderdale, the primary
instructor for the LARTA course, has an MS from George Washington University Medical School, an
Executive MBA from UCLA, specializing in entrepreneurial biotechnology projects and is also
certified in Regulatory Affairs for biomedical assessment of FDA requirements. She is an active
member of the American Medical Writers Association, American Association for Clinical Chemistry,
Regulatory Affairs Professional Society and Forum of Women Entrepreneurs. She has a strong ‘hands
on’ scientific research, product development, and business start-up background. Thus, she brings
years of experience to her proposal / business plan strategies. She regularly meets with NIH, NSF,
DOD and Homeland Security agencies to discuss the latest government requirements for increasing
small business funding probabilities. In the case of biomedical businesses, she incorporates her
knowledge of medical regulatory affairs into each biomedical business plan, which is a necessary
part of ‘risk assessment’ for grant/funding strategy. How Do You Turn Your Prospect Into A Buying Customer? Successful Selling Skills and Tactics Thursday, July 15, 2004 9:00 AM - 12:00 PM Downtown LA This 3-hour boot camp helps participants learn how to use a defined sales process to sell successfully. In an interactive setting, you will create specific and customized scripts (or prompters) to assist in your selling process. We will focus on how to turn the prospect who is “not looking” into a buying customer. We will discuss how to uncover your buyer’s needs and how to qualify your buyer by using a defined sales process. In addition, we will touch on getting past the “gate keepers” and how to control sales costs (by using marketing collateral, demos, proposals, etc. as a way to stall the decision). By creating a repeatable sales process, you will be able to build a sales team who will follow a defined series of steps and sell your product successfully. Once the sales process is in place, you will be able to manage with accurate forecasts month after month. Instructor: Andrea B. Edwards, CustomerCentric Systems, LLC Ms. Edwards is a licensed, certified bi-lingual
affiliate of CustomerCentric Systems, LLC. Ms. Edwards has been a sales professional for 27 years;
for the last 6 years she has owned her own firm, emphasizing sales process training, sales skills
coaching and management consulting. Her background is in the extremely competitive high tech market,
characterized by products and services that are hard to describe, intangible, have long sales
cycles, often sold to committees, perceived as expensive and viewed as difficult to sell. A graduate
of Rutgers The State University of New Jersey, she sits on numerous advisory boards, and regularly
attends/participates in trade organizations on sales, intercultural business environments and women
in business. Cost:
$75.00 For additional questions please contact: Rachel Santuci (213) 765-4828 |
