Doing Business with US Defence Contractors
Core Business Development skills for Australian Defense Contractors.
Course description
Engaging with US defence contractors requires an understanding of how the US defence business environment operates and how US prime contractors assess potential partners.
This course provides a structured introduction to the US defence business development context. It explains how US prime contractors evaluate capability, credibility, and organisational readiness, and how early engagements are assessed well before formal procurement activity begins. The course focuses on the operating expectations, assessment frameworks, and engagement norms that shape business development interactions in the US defence market.
Designed for executives, business development, and customer-facing professionals, this course establishes a common reference point for engaging with US prime contractors. It supports informed preparation and disciplined engagement for meetings, briefings, trade missions, and formal discussions within the US defence market.
Course objectives
This course provides a practical overview of:
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The US business development culture and expectations
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The structure of the US defence market
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Roles across US defence organisations and industry
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The regulatory context for US defence contracting
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US defence terminology and language
Course curriculum
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Ch 1 - Entering the US Defence Market
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Ch 2 - Understanding the US Defense Environment
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Ch 3 - How US Business Development Works
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Ch 4 - Defence Terminology
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Ch 5 - Preparing for Prime Contractor Engagement
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Ch 6 - Expert Answers
About this course
- Designed for Australian Defence contractors
- Self-paced eLearning
- Guided activities and downloadable resources
Instructor
Dr. Kate Rosengreen is a senior defence proposal consultant with 25 years of experience supporting defence contractors engaged in the US Federal Government market.
Her work spans Defence, Aerospace, Intelligence, Information Technology, Aviation, and Manufacturing, with contributions to more than USD $15 billion in awarded Defence and Civilian contracts.
This experience provides practical insight into the US defence business development environment and industry engagement practices.
Dr. Rosengreen holds a PhD in Education and a BA in Adult Education from Australian universities. Her background reflects a unique combination of US Federal procurement expertise, defence-sector domain knowledge, and adult-learning design. This blend of experience informs the development of the Defence Business Development: Australia–US Program and supports its focus on practical, industry-aligned guidance for Australian defence organisations preparing to engage with US defence contractors.
Dr. Rosengreen holds a PhD in Education and a BA in Adult Education from Australian universities. Her background reflects a unique combination of US Federal procurement expertise, defence-sector domain knowledge, and adult-learning design. This blend of experience informs the development of the Defence Business Development: Australia–US Program and supports its focus on practical, industry-aligned guidance for Australian defence organisations preparing to engage with US defence contractors.
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