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TRAINING

Custom-Tailored for Aerospace and Defense

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Billion in Customer Wins
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customer program wins
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classes delivered

Business Development Training

Improving win rates. Improving margins. Improving customer relationships. Reducing losses. Reducing capture cycle times. Reducing risk. It all comes down to how prepared your business development team is. The Maher Group has more than 20 years of experience providing training which sharpens the critical skills needed for winning and sustaining business.
Persuasive Presentations
Guerrilla Tactics for Competitive Selling
Added Value Selling
Performance-Based Negotiations
Sales Resiliency—Combat Readiness
Leadership

Training for Program Managers

Program managers today are responsible for ‘managing’ programs and relationships, and also for identifying additional opportunities for program growth. The Maher Group has designed training specific to technical titles which are also customer facing. Providing the interpersonal skills necessary to build customer relationships is the goal of The Maher Group’s PM classes.
Winning the Customer Relationship
Persuasive Presentations
Performance-Based Negotiations

Additional Training Capabilities

Winning Proposals: Today’s contracts are increasingly competitive and complex. Most are decided by contracting, not technical personnel. The majority of awards become low cost technically acceptable, regardless of words in the RFP.

Strategic Consulting Consistently and actively navigating customer, competitor, investor, technology, political and other dynamics to achieve organizational goals is a constant, critical leadership challenge.

Capture Dominance and Excellence: Capture has always been predominantly about customer relationships (via incumbent performance, trusted agents, interaction at conferences/events, or social engagements). This is becoming increasingly difficult in today’s restrictive legal/regulatory environment. Capture now relies more on detailed research, data analysis, and point gaining strategies.
Additional Capabilities

TRAINING THAT DELIVERS QUANTIFIABLE AND PREDICTABLE RESULTS

In addition to our traditional classroom training, each of our courses can be held virtually on Zoom, Microsoft Teams, or the video conferencing tool of your choice

See Our Full Course Listing

Customer Testimonials

What our customers say about our Superior Business Training Programs.

We followed the ‘Killer Presentations’ outline precisely and the result: We were reinstated on a program which generated millions of dollars over several years that were the feedstock of many other awards.

L3 Harris

Thank you for leading this great class with our capture, BD and program teams. Sheilah, once again the feedback demonstrates why the Maher Group is a “go to” training and development partner for our BD and capture business areas.

L3 Harris

I had more “take-aways” from the two day session than I did from a two week Executive Marketing class I attended at UCLA. Why isn’t all of our training this good?

Northrop Grumman
Cubic Defense

The Maher Group is top notch! The material is timeless and relevant for all market segments and any sales/SD/customer facing team!

Cubic Defense

I can sum up our experience (with The Maher Group) with one word from our team: OUTSTANDING!

Northrop Grumman

Our team got through the development of an entire campaign in two days-this is a phenomenal program-let by a superb team. Thanks Jim and Sheilah. Best training I’ve had at DRS.

DRS Technologies

Justin was the most engaging trainer that I have had in my corporate career. He ensured the entire class was engaged mentally and with physical participation.

Northrop Grumman

Our Valued Aerospace and Defense Customers