Doing Business with US Defence Contractors
Core Business Development skills for Victorian Defense Contractors..
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 Victorian 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
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Understand the U.S. defence market
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Learn the U.S. business development culture and expectations
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Identify the roles of contractors and government agencies
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Position your organization within the U.S. defence supply chain
Course curriculum
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Welcome
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Toolkit
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Ch 1 - Bidding in the US Market
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Ch 2 - Potential Teaming Partners
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Expert Answers
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Upload Completed Template
About this course
- Designed for Australian Defence Contractors
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.
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.
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