Course description


While Australia and the United States share a language and strategic alignment, doing business with U.S. defense contractors requires a clear understanding of the cultural, linguistic, and acquisition differences that shape expectations and influence decision-making.

This course is designed for Australian defence manufacturers seeking to build the skills needed to engage effectively with U.S. defense contractors. The course covers the preparation of briefing decks that align with U.S. expectations in format and tone, the use of common U.S. defense terminology, and the cultural factors that may create barriers to effective engagement-helping participants present with greater confidence and clarity in the federal contracting environment.

It provides practical tools for professionals involved in business development or customer engagement to communicate value clearly, position their organization as a capable partner, and strengthen their role as a trusted partner in the global defense supply chain.


Course objectives

  • Communicate their organization’s capabilities clearly and confidently to U.S. defense contractors

  • Develop messaging that aligns with U.S. expectations for credibility, leadership, and delivery assurance

  • Recognize and adapt to cultural and business differences that may affect engagement in the U.S. federal contracting environment

  • Use U.S. defense terminology and positioning language that supports inclusion on delivery teams

  • Prepare concise, well-structured briefing decks that reflect U.S. formatting, tone, and presentation standards

Course overview


Doing Business in the U.S. for Australian Companies is designed to help Australian defence manufacturers navigate cultural, business, and communication differences as they position themselves as partners within the global defence supply chain.
Who this course is for

This course is designed for individuals responsible for business development, proposal management, proposal coordination, or technical writing within their organization.

Prerequisites

Prior to starting this course, learners should have intermediate Microsoft Word Skills.

Course Format

This course includes lessons, activities, templates, quizzes, and additional resources. A brief quiz is provided at the end of each chapter, with a final quiz at the end of the course to assess your understanding of the material.

Does this course include instructor feedback?

This course is self-paced, allowing you to learn on your schedule.

During the course, you will complete a set of structured activities based on a Case Study. Upon completion of the final Mastering Proposal Development quiz, learners will submit an assignment that applies the techniques presented in the course.

Dr. Kate Rosengreen will review your assignment and provide personalized feedback on your submission.

If you would like additional support, Personal Coaching is available as a separate option and can be added at any time to provide guidance or answer questions.

Contact our Support Team at https://www.prglearn.com/pages/contact-us/#ContactUs.

How long will it take to complete the course?

The time needed to complete the course varies based on your interest, motivation, and the time you can dedicate. You may choose to finish a self-paced course in a day, a week, a month, or over a longer period, as they follow an instructor-led schedule and may include activities that must be completed between sessions.

You will have access to all course content for 12 months, allowing you to work at the pace that best fits your schedule.

Learning outcomes

Apply strategies and principles of successful proposal development to create compliant, competitive proposals.

Will I receive a certificate?

Yes. Upon successful completion of the course, you will receive a Certificate of Completion. This certificate can be downloaded and used to document your training for internal records or professional development requirements.

Course curriculum

  1. Course Introduction

  2. Toolkit

  3. Ch 1 - Bidding in the US Market

  4. Ch 2 - Potential Teaming Partners

  5. Ch 3 - Expert Answers

  6. Test your Learning

About this course

  • $1,250.00
  • Designed for Australian Companies
  • Downloadable Templates & Workbook
  • Instructor-reviewed assignment

Instructor

Dr. Kate Rosengreen is the CEO of the Proposal Resource Group, Inc., a Washington DC–based consulting firm supporting federal contractors nationwide. With over 25 years of experience, she has led high-value proposal efforts and secured more than $15B in contract awards for defense contractors, nonprofit agencies, and small businesses.

She is also the creator of PRG Learn, a comprehensive training platform offering eLearning, webinars, workshops, and coaching—delivering best-practice strategies and practical techniques to improve proposal quality and build stronger, more competitive responses for defense, civilian, and other public agency opportunities.
Photo of Dr. Kate Rosengreen

Testimonials

NPA BD Executive | Col (Ret)

"Dr. Rosengreen’s training helped us win 8 contracts worth $15M and build an organization-wide proposal process that continues to drive our success."

BD Executive | Defense Contractor

"I wish I had this training when I first started working on Past Performance all those years ago."

Proposal Manager | NPA

"Even though this is an eLearning course it’s just like being in face-to-face training. The training is very thorough and engaging."

VP Business Development | NPA

"After a recent bid loss, we sought personal coaching to understand how to improve our content. The targeted feedback and strategic recommendations provided invaluable insight, introducing us to new techniques that significantly increased our confidence and prospects for future success."

Technical Writer | NPA

"The content is divided into digestible sections which makes learning easier. The quizzes in each lesson are satisfying and I know I am learning the material."

VP Business Development | NPA

"Each topic builds on the other seamlessly, allowing you to develop a comprehensive proposal strategy step by step."

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