Unique Requirements

I. — Satellite Fundamentals

People working in the satellite and telecommunications industry benefit from a greater understanding of both the industry and satellite operations.  This workshop provides a basic familiarity and understanding of satellite systems and their associated numerous and diverse services and products from a technical perspective to aid non-technical personnel in working with customers both inside and outside the company.  This ability of non-technical managers and key personnel to ‘speak the language’ and understand key concepts can be a competitive discriminator.

Objectives

At the conclusion of the workshop, participants will be able to:

• Define key phases in the lifecycle of a satellite
• Identify different types of satellites and their uses
• Compare competitors in the satellite and telecom industry
• Describe practical communication fundamentals
• Describe fundamental satellite components and operations
• Apply link budget fundamentals

II. — Government Contracting and Systems Acquisition Management

Bradley Lambert staff has significant experience working with the government contracting process.  We bring a variety of functional perspectives including program management, marketing, finance and quality to the development of training related to government contracts.

Objectives

At the conclusion of the workshop, participants will be able to:

• Understand the Levels: DoD, Federal Civilian Agencies (GSA, NASA, DOE), prime Contractors
• Know how to do business with the government
• Have a working knowledge of the Federal Acquisition Regulation
• Bid on contracts
• Understand the billing procedures for US Government Contracts
• Know where to get help

III. — Sales Training

An effective, high performance sales staff is essential to any business.  The sales staff is the primary contact that many customers have with the company so how the staff performs not only impacts sales but also the company’s reputation in the marketplace.  A well-trained staff knows the product, has effective selling skills and reflects the values and culture of the organization.  This program is targeted at developing selling skills that align with the culture of the organization.

Objectives

At the conclusion of the workshop, participants will be able to:

• Describe the consultative selling process
• Use questioning and listening techniques to identify client needs
• Apply effective tools for prospecting, evaluating, qualifying, proposing the solution and closing
• Make initial contacts high impact
• Deliver effective sales presentations
• Respond effectively to client questions and objections
• Apply key steps to developing client solutions
• Implement a relationship management process
• Implement a customer follow-up process

IV. — Product Training

An effective sales team knows the company’s products.  This knowledge is critical so that the sales person is able to link product or service features and benefits to the clients needs.  Custom product training can be developed that provides technical background as well as product features, advantages product benefits.

Objectives

At the conclusion of the workshop, participants will be able to:

• Speak knowledgably about the features of products or services
• Be able to answer first and second level questions commonly asked by customers
• Demonstrate integrating product knowledge into sales presentations such that customers can understand it and find it meaningful

V. — Internal Consulting for HR Professionals

The ability to work effectively with internal customers sets any Human Resources organization apart.  Structuring and facilitating meetings, responding to challenging interpersonal situations, hearing what internal customers are saying, and using diplomacy are all key skills for personnel that provide services within a company.  The following workshop focuses on developing key consulting skills and effectively applying a five step consulting process.

Objectives

At the conclusion of the workshop, participants will be able to:

• Apply the five step internal consulting process
• Effectively use key consulting skills
• Structure and facilitate meetings with customers
• Listen to gather key information
• Respond effectively to challenging interpersonal situations
• Organize information so that it can be communicated clearly
• Develop strong customer relationships

VI. — Intellectual Property Awareness

Intellectual Property Protection (IPP) workshop is part of an overall corporate effort to heighten awareness of the importance of IP protection and to implement a comprehensive IP protection policy.   This workshop stresses the importance of protection in order to:

• Maintain competitive advantage
• Meet legal obligations
• Essential to the prosperity of any high technology company
• Protect R&D investment
• Provide shield against claims, leverage in transactions and new ventures

Objectives

At the conclusion of the workshop, participants will be able to:

• Describe the importance of IP protection and consequences of not protecting IP
• Describe IP protection mechanisms
• Locate the policy
• Describe what may and may not be disclosed
• Describe what actions are required by all employees
• Cite specific examples of intellectual property in their department
• Describe employees responsibility for informing managers of IPP activities for quarterly reporting to Executive Team
• Identify who to call when there are IPP questions