Canadian companies that consistently win U.S. DoD contracts share one trait: they begin with the End Users — the people closest to the mission, the pain, and the operational need.
In this webinar, Judy Bradt, CEO of Summit Insight, walks you step-by-step through how to identify, meet, and meaningfully connect with End Users, embedded SMEs, and Contracting Officer Representatives (CORs) — the humans who shape requirements long before Contracting ever gets involved.
You’ll learn practical, repeatable methods to build trust, uncover real operational needs, and create early opportunities that grow into larger wins.
What You’ll Learn:
- Why the winning sequence End Users → embedded SMEs → CORs → Contracting accelerates early traction for Canadian suppliers
- Seven proven places to find End Users, SMEs, and CORs — and how to recognize the real buyers by job titles, mission pressures, and operational roles
- What DoD End Users consider “trusted content” — and why small, useful, mission-grounded insights outperform marketing every time
- How to create 10 small, trust-building micro engagements that open doors and build relationship momentum
- How to prepare a mission-focused capability statement and briefing — the format End Users and SMEs will actually read
- How the October–March pre-solicitation window works and why End Users prefer early collaboration before funding appears
- How to unlock early, low-risk wins under $350K to build the U.S. past performance needed for larger opportunities
Who Should Attend:
- Individuals working with Canadian companies who are responsible for identifying U.S. DoD federal government opportunities, building relationships, and/or writing proposals.
Join us!
The webinar will be delivered in English, but materials will be available in French after the presentation.