2 Day Workshop
"Getting in the Game" - ITB's for SME's
How to do business in the defence industry
Price:
$899 (+GST) for WCDIA Members / $999 (+GST) for Non-Members
Includes the 2-day workshop (3 complete sessions), coffee breaks and lunch provided for up to 2 attendees (must be from the same company).
Dates:
June 25 - 26, 2019
Times:
8:30 - 4:30 each day
Location:
Calgary,
Location to be confirmed
The capital portion of Canada's Defence budget is slated to grow from $4B/yr to $10B/yr over the next decade. Government policy requires that 15% of this value be directed to Small to Medium Enterprises. This means Defence contractors will be looking for up to $1.5B/yr of input from small companies.
Is your company prepared for this opportunity?
Seminar #1
will provide a basic understanding of the federal policy that ensures Canadian small business and public institutions benefit from military procurement.
Seminar #2
will assist SMEs and public institutions develop their Value Proposition to harness ITB opportunities.
Seminar #3
will provide SMEs and public institutions registered in the series with direct "hands-on" experience with a select group of prime defence contractors applying the lessons learned for "getting in the game".
SEMINAR #1: GETTING STARTED (day one)
Objective:
- SMEs and public institutions will gain a basic understanding of Canada's Industrial and Technological Benefit program/policy.
Content:
- What is the ITB policy framework?
- How do off-sets work?
- Who is involved?
- What are the opportunities?
- What is the connection to the Canadian economy and innovation?
- What are some success stories?
- Is my organization/SME eligible?
- Why is there an emphasis on Canadian content; Controlled goods, ITARS?
- What are the risks and benefits?
SEMINAR #2: GETTING PREPARED (Morning day two)
Objectives:
- SMEs and public institutions will develop an understanding of the different types of ITB transactions and the importance of multipliers.
- Attendees will learn how to turn their thinking regarding their capability or their vision for change into an attractive "project".
- Attendees will learn how to develop a strong Value Proposition.
- Attendees will learn to pitch themselves to primes and how to "get in the game"
Content:
- What are the types of transactions?
- What is the culture of ITBs? (projects)
- Why is a Value Proposition a critical component of working in the ITB domain?
- How do I develop a Value Proposition?
- How do I pitch my company or organization to a prime and how do I prepare?
SEMINAR #3: GETTING IN THE GAME (Afternoon day two)
Objectives:
- Attendees will have firsthand experience interacting with prime defence contractors.
- Attendees will have the opportunity to first hear from prime defence contractors as to what they are looking for within a dialogue/pitch with an SME. (Panel Presentation).
- Attendees will listen to prime defence contractors describe their challenges and experiences with SMEs/public institutions.
- Attendees will have the opportunity to present their Value Proposition to primes in one-on-one B2B sessions.
- Attendees will have the opportunity to de-brief as a group regarding their experience and how it could be modified for future interactions with primes.
