OVERVIEW

Understanding a potential customer’s problem and how your product or service will solve it is vitally important in any market, even more so with the Department of Defense (DoD).  Other than running out of money, the biggest reason for small business failure is not having done the homework to fully comprehend and address the user’s needs.  At this Collider, we will look at the key factors needed to successfully research and determine the viability of a new opportunity.  This will include a focus on where to find military requirements and how to create a DoD-specific business model that will maximize the chance of winning contracts.  Learn about the real meaning of “selling” and the best proven approaches to making an effective sales pitch.

AGENDA (All time are EST)

1230-1240        Welcome Remarks – Jeff Mellott, HQ AFMC/SB

1240-1300        Introduction – Billy Grill, Ohio APEX Accelerator

1300-1400        Opportunity Validation – Sally Kay, Strategic Management

1400-1500        Penetrating the Defense Market – Dr. Jeffrey Decker, Stanford University

1500-1510        Break

1510-1610        Characteristics of an Effective Sales Call – Dr. Pete Kay, Strategic Management

1610-1620        Closing Remarks – Jeff Mellott, HQ AFMC/SB

Location:

• The Hub (in the Arcade) – 31 S. Main St. Dayton, OH 45402
• When entering The Hub – proceed to the Upper Deck Conference Room on the 3rd Floor – follow the Collider signs.

Parking:

• Reibold Garage – 25W W 5th St. Dayton, OH 45422 (Directions pops right up in Google Maps)
• Download map from Parking Garage to The Hub – https://drive.google.com/file/d/15XL0347R4EU_UGX_j3qL9ko1sXjJG6F8/view?usp=sharing