Send comments and submissions to James Klein, Larta VOX Editor, at voxeditor@larta.org

SSTI, the State Science and Technology Institute, calls Larta University one of the "best programs in the country," having "helped hundreds of entrepreneurs, implemented innovative programs, and assisted client companies to raise hundreds-of-millions of dollars.

July 15: Successful Selling Skills and Tactics
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.
Location: Los Angeles

July 22: Preparing the Financial Forecast Model
This workshop will show you how to build a financial forecast model. Using Excel, you will learn how to build your forecast from the bottom up, translating the primary elements of your business (sales, cost of goods sold, staffing and overhead) into a forecasted Income Statement, Cash Flow Statement and Balance Sheet in a format that potential investors will find attractive.
Location: Los Angeles

Larta University's Course Schedule

Top Stories in Hot Technology Sectors

Biotechnology
Biotech industry turning corner, sees profitability by 2008 (San Jose Mercury News)
The biotechnology industry as a whole could be profitable within four years for the first time in its three-decade history, according to reports released at the world's largest biotech conference in San Francisco.
more Biotech news

Communications
The Baby Bells' Mighty Muscles (BusinessWeek)
The local-service giants pull out crucial legislative and policy wins with relentless lobbying, litigating, connections, and deep pockets.
more Communications news

Consumer Electronics
Apple, Respect Your Resellers (BusinessWeek)
They blame company-owned stores for ruining their businesses. If Jobs & Co. refuse to heed those complaints, both sides will suffer.
more Consumer Electronics News

Hardware
Probe Finds IBM Altered Document (Washington Post)
International Business Machines Corp. lobbyists, possibly with the aid of Treasury Department officials, illegally altered an internal Treasury document during a debate on pension policy last fall, the Treasury's acting inspector general has concluded.
more Hardware news

Internet
Pioneer Who Kept the Web Free Honored With a Technology Prize (New York Times)
If Tim Berners-Lee had decided to patent his idea in 1989, the Internet would be a different place.
more Internet news

Investments
Venture returns on the mend (Austin American Statesman)
Returns among venture capital funds, particularly those raised amid the boom and bust of the dot-com era, are starting to improve.
more Investment news

Nanotechnology
Nanotech IPO may lead to new bubble (San Jose Mercury News)
Silicon Valley thrives on reckless optimism, a commodity that's lately been in short supply.
more Nanotech news

Security
Senate debates cybercrime treaty (CNet News)
A controversial treaty that is the first to focus on computer crime is inching toward ratification in the U.S. Senate.
more Security news

Semiconductors
Intel Entertains a New Strategy (Washington Post)
The new technology will "work in tandem with Intel's Pentium 4 processors to give PCs more powerful sound and graphics, a speedier link for peripherals and memory, and an ability to run a wireless data network."
more Semiconductor news

Software
Governments vote against Microsoft (CNet News)
Microsoft has had its share of bad courtroom experiences, but lately the software giant has been taking some of its hardest knocks in city council and legislative chambers.
more Software news

This calendar lists events endorsed by Larta Institute.

June 22: From Atoms To Electrons: Why We Should Care About Information Security in Today's World
One of the key areas of the new information age is the lack of emphasis in addressing the security of the network. Japan External Trade Organization (JETRO) Los Angeles explores issues that make today's network security solutions a brittle conglomeration of stop-gap fixes.

June 24: Raising Money: Angel Investments
Tech Coast Venture Network (TCVN) presents an opportunity hear a Tech Coast Angel (TCA) explain their criteria for investment and to hear a recently funded CEO describe the Tech Coast Angel's process, and hear an angel that has graduated to an SBIC discuss whether he has “lost his wings”.

July 1: Expanding University Research/Education Market in Japan
This Japanese Market Seminar, hosted by Japan External Trade Organization (JETRO) Los Angeles, is intended to inform U.S. companies and investors of recent changes in the nature of university research and education in Japan and the resultant opportunities for U.S. businesses to enter Japan’s expanding university research/education market.

July 14: Growth Capital Conference XIII
Growth Capital Conference XIII: "Where Deals Are Made" is a great opportunity to network with executives and professionals, including capital providers, firms seeking capital, deal makers, accountants, advisors, and attorneys.

July 15: Successful Selling Skills and Tactics
This 3-hour Larta University boot camp helps participants learn how to use a defined sales process to sell successfully. 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.

July 20: Funding Life Sciences 2004: The Brave New World
A Life Sciences Industry Council and Orange Coast Venture Group Joint Breakfast Program exploring venture capital investment in Orange County healthcare companies.

July 22: Preparing the Financial Forecast Model
This Larta University workshop will show you how to build a financial forecast model using Excel. You will learn how to build your forecast from the bottom up, in a format that potential investors will find attractive.

July 26: The Future of Computing & Communications Language Based Mobile Network Security
IEEE Orange County Computer Society hosts this event, featuring Dr. Michael Franz, Associate Professor in the Department of Computer Science at the University of California, Irvine.

Larta Institute's Events Calendar

Larta Institute
connecting people to drive innovation

We bring people together to move technologies into the marketplace. Our client solutions include: conferences, training workshops, technology transfer, advisory services, and research and analysis.

Since 1993, companies helped by Larta Institute have raised over $1.5 billion in capital. Larta Institute's conferences and seminars provide insights to thousands of businesspeople each year. Larta Institute's weekly electronic magazine on business innovation is read by over 20,000 people.

www.Larta.org

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Larta Institute
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Tel: (213) 744-1314
Fax: (213) 744-1791

Washington DC Office:
Larta Institute
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Alexandria, VA 22314