High tech warfare a resounding topic at TVF 2003
Despite the widespread downturn in venture capital spending, Larta's annual investment conference managed to attract an industry audience of over 350 last Thursday in Beverly Hills. Amidst the twelve company presentations, the growing synergy between the defense industry and technology also managed to share some of the spotlight.
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Larta's latest investment study finds downward trend in 2002
The nationwide venture capital and technology industries are struggling to regain their former momentum after a massive decline in venture capital investing in 2002. This is one of the findings in Larta's annual publication on Southern California's venture capital industry, The Sand Dollar Report 2003, which will be premiered at an Economic Research Briefing this Thursday.
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Larta University :
April-May 2003

April 10 : Economic Research Briefing: Venture Capital Industry, Special Sand Dollar Report Release
Southern California is one of the most diverse economies in the country, and not surprisingly, has the most diverse venture capital investments of any comparable region. While venture investors in the region have been on a recent roller coaster of rapid growth and even more rapid decline, many remain optimistic, yet realistic, about the opportunities ahead. This report on the venture capital industry of Southern California features comprehensive new information and data (including regions of San Diego and Santa Barbara), with interviews from leading investors in the region. The Sand Dollar Report features data from the PwC MoneyTree survey.
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April 16 & 30: PwC Expert Access #3: Equity Transactions
Issuing preferred stock, stock options and warrants can raise complex accounting issues. Companies should assess the financial statement impact of these transactions in order to avoid surprises in their reported results and understand the true “cost to the company” when using these instruments. This course will discuss the impact of equity transactions in terms that are relevant and comprehensible to emerging technology companies.
Locations: Irvine & West L.A.
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April 17: Successful Selling–Creating an Effective Sales Process
This 3-hour boot camp helps participants learn how to use a defined sales process to sell successfully. In an interactive setting, you will create specific and customized scripts (or prompters) to assist in your selling process. We will focus on how to turn the prospect who is “not looking” into a buying customer. We will discuss how to uncover your buyer’s needs and how to qualify your buyer by using a defined sales process. In addition, we will touch on getting past the “gate keepers” and how to control sales costs (by using marketing collateral, demos, proposals, etc., as a way to stall the decision). By creating a repeatable sales process, you will be able to build a sales team who will follow a defined series of steps and sell your product successfully. Once the sales process is in place, you will be able to manage it with accurate forecasts month after month.
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May 1 : Economic Research Briefing: Medical Device Industry
Led by Jeffrey L. Gren, Director of the Office of Microelectronics, Medical Equipment and Instrumentation (OMMI) within the International Trade Administration, this briefing will present an overview of the performance of the medical device industry, and how the U.S. has positioned itself as the dominant global producer. There will be detailed information on such topics as: regulations and reimbursement, Department of Commerce and Industry Activities in relation to regulation and reimbursement, the Department of Commerce (DOC) medical device export program, how the DOC and industry are working together to improve the global regulatory and reimbursement environment, and more.
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May 13 & 28: PwC Expert Access #4: Revenue Recognition
Why can’t revenue be recorded if the cash has been received and it is non-refundable? Revenue recognition continues to be a focus of the financial community, particularly in the tech sector. Penalties for not properly recognizing revenue include an impact on a company’s valuation, and other potential investor issues. The goal of this course is to focus on the key revenue recognition principles that can be used by emerging technology companies to guide them in this ever-changing and complex area.
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May 14 & 15: Entrepreneurship #1: Strategic Planning For Your Venture
This first session of the Entrepreneurship Series addresses how entrepreneurs take business inspiration--concepts and ideas, assets, intellectual property and other proprietary technology--and turn it into a profitable company through strategic planning. The course will address how to conduct and invest in market research, assess the competitive landscape, and decide whether your product and company are viable and ready for market. There will be an interactive session where attendees will analyze their basic business obligations, strengths, weaknesses, opportunities, and threats (SWOT), and have an opportunity to discuss these issues with classmates.
Locations: Irvine & West LA
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~ New from Larta

The 2003 Federal Technology Funding Guide
Sponsored by the Ewing Marion Kauffman Foundation
Larta has published its latest edition of the most comprehensive resource on government-facilitated programs for R&D, Winning Government Money, The 2003 Federal Technology Funding Guide. The report is recognized as the nation's leading survey on technology funding by the Federal government, which invests over $90 billion per year. With interest in government funding for technology at an all time high, this publication can provide significant guidance for companies seeking this kind of assistance.
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~ Job Opportunities

Larta currently has these job opportunities available. Interested candidates please email resumes to jjohnson@Larta.org.

Marketing Assistant
Larta is widely regarded as one of the most influential forces in the technology industry. We are seeking an individual possessing strong interpersonal skills, some experience in conference and event marketing, excellent oral and written communication skills, solid organizational skills, and computer graphics and web design capabilities. We seek a highly motivated, creative individual with strong initiative.

As our Marketing Assistant, you will report to the Programs Director and will:
· Assist in program marketing efforts including conference brochures, website development and updates, promotional flyers, email marketing, and direct mail campaigns
· Develop marketing messages and write marketing copy for conferences and events
· Assist the Program Director with logistical and administrative aspects of programs
· Maintain communication with event speakers, attendees, vendors, etc.

Business Development Associate
The Business Development Associate will assist the Business Development Director in sales, new business sourcing, and marketing. As Business Development Associate, you will aid in selling and marketing sophisticated consulting services, training programs, and custom packaging Larta's capabilities into tangible, sellable products. You will perform these duties in the office and in the field.

You will follow up with new clients to close business and maintain relationships with existing clients and sponsors. You will also create and prepare proposals for potential and existing clients. Your clients will include the Southern California business community as well as national and international clients. You will help source customers and market the following services and products to customers: consulting services, customized corporate training classes, entrepreneurial training and mentoring workshops, high quality research reports/briefings, and corporate and local sponsorships. You will work in a professional and collegial environment for a stable company with high visibility and a strong reputation. Initial independent contractor term of 40 hours per week for 3 months.

Qualifications:
The Business Development Associate will have a strong background in sales or business development and must be comfortable with technology and business issues within the corporate marketplace. Must have excellent oral and written communications skills, excellent closing and negotiation skills, strong cold calling and prospecting experience, and basic computer skills. Must be highly self-motivated, possess initiative, and flexible enough to handle several projects at once.