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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
California's biomedical industry at crossroads on manufacturing (San Diego Union-Tribune)
In 25 years, California's biomedical industry grew to become the biggest in the world, according to a new industry report. Now, as the industry matures into the manufacturing stage, the state is leaking those high-tech, high-paying jobs.
more Biotech news

Communications
House to Tackle Internet Calls (Wired)
Lawmakers in the House of Representatives will try to figure out how, if at all, to regulate the growing voice-over-IP services that let users bypass the traditional phone system.
more Communications news

Internet
You've Got Mail (and Court Says Others Can Read It) (New York Times)
A federal appeals court in Boston ruled that federal wiretap laws do not apply to e-mail messages if they are stored, even for a millisecond, on the computers of the Internet providers that process them - meaning that it can be legal for the government or others to read such messages without a court order.
more Internet news

Investments
Dot-Com IPOs: They're Baaaaack (Knowledge@Wharton)
In a seeming replay of the dot-com boom scenarios of the late 1990s, Salesforce.com saw a first-day increase of 56% in its stock price when the software company went public last week. What does this mean for other technology and Internet companies, some of which are waiting to go public?
more Investment news

Media
Rampant Piracy Threatens to Silence Latin Music Industry (Los Angeles Times)
A vast underground market in Mexico is forcing labels to cut acts and retailers to close.
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Security
Bagle back in business (CNet News)
The Internet worm raises its head again and lays bare the source code that gives it teeth. Also: Are corporate defenses tough enough?
more Security news

Semiconductors
Cypress to share R&D plant (SiliconValley.com)
Hoping to defray growing capital costs, Cypress Semiconductor is expected to announce that it is opening its San Jose chip factory to other companies for research and development.
more Semiconductor news

Software
Court Reverses Microsoft Win on Patents (Reuters)
A federal appellate court said a lower court erred in invalidating two patents for ergonomic computer keyboards, dealing a blow to Microsoft Corp., which fought to have them invalidated after being sued by the holder of those patents.
more Software news

This calendar lists events endorsed by Larta Institute.

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 25-29: AACC 2004 Annual Meeting and Clinical Lab Exposition
AACC (American Association for Clinical Chemistry) invites all interested parties to attend its Annual Meeting and Clinical Lab Exposition. With more than 500 exhibitors, this is the world's largest exhibition of clinical laboratory products. Admission is free. Larta Institute Fellow Gerald Galwas will be appearing at the International Marketing Briefing portion of the event on July 26.

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.

August 5: Nagoya Business Seminar 2004
Japan External Trade Organization (JETRO) Los Angeles presents Nagoya Business Seminar 2004: Discover Greater Nagoya - its potential and business opportunities, an event where U.S. companies and representatives can explore business in the Greater Nagoya region, one of Japan’s leading manufacturing centers.

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

Los Angeles Office:
Larta Institute
714 W. Olympic Blvd.
Suite 750
Los Angeles, CA 90015
Tel: (213) 744-1314
Fax: (213) 744-1791

Washington DC Office:
Larta Institute
c/o Kelly, Anderson & Associates
424 North Washington Street
Alexandria, VA 22314
(703) 740-8330