This course is aimed at those working within the defence and security sector who are looking to expand their knowledge in defence and security marketing. Key aspects of defence exports are explored, spanning strategic trade controls, compliance, offset and negotiation.

At a glance

  • Start dateJanuary 2019
  • DurationOne year part-time
  • DeliveryEach module including the independent research project will be assessed. The residential modules will help to prepare you for the assessments but you will be expected to conduct private study in order to complete the assessments.
  • QualificationPgCert
  • Study typePart-time

Who is it for?

This PgCert has been designed for professionals either working in or seeking to move into the sales and marketing arena of defence, security and aerospace organisations.

This programme is intended for the following range of students:

  • Existing sales, marketing and export control employees in defence, aerospace and security industrial companies
  • Armed forces personnel aiming to equip themselves with relevant commercial defence and security expertise, reflected via a respected university postgraduate qualification to enhance career prospects in MoD staff postings and post-service commercial appointments
  • Civil service personnel working in export-driven government departments, such as the MoD, UKTI and BEIS.

Why this course?

Graduates achieve a high level of understanding and detailed knowledge by;

  • Focusing on marketing, but skills such as negotiations, offsets and trade compliance will prove attractive to employers seeking personnel in wider managerial fields, including contracts, commercial management as well strategic management
  • Offering tuition and training specifically geared towards defence and security trade control and compliance, representing essential knowledge for those working in this area of endeavour

Your teaching team

You will be taught be faculty staff from Cranfield University, many of whom have international recognition as thought-leaders in their subjects. Others have extensive field experience as well as academic credentials.  All are research active and use it to inform their teaching and keep it up-to-date.

Lecturers

Course details

The course is made up of 5 core modules and one independent research project. The accumulation of 60 credits (or more) is made through the assessments of taught modules and the independent research project.

Individual project

Students should choose a contemporary defence & security marketing related topic of professional significance. This topic may be conducted as a mini-consultancy project within the student’s company. Any project will have to be agreed with the students’ supervisor and sponsor, where relevant.

100% of the marks are awarded on the final submission of a 4,000 word research project.

Assessment

Each module including the independent research project will be assessed. The residential modules will help to prepare you for the assessments but you will be expected to conduct private study in order to complete the assessments.

University Disclaimer

Keeping our courses up-to-date and current requires constant innovation and change. The modules we offer reflect the needs of business and industry and the research interests of our staff and, as a result, may change or be withdrawn due to research developments, legislation changes or for a variety of other reasons. Changes may also be designed to improve the student learning experience or to respond to feedback from students, external examiners, accreditation bodies and industrial advisory panels.

To give you a taster, we have listed the compulsory modules and (where applicable) some elective modules affiliated with this programme which ran in the academic year 2017–2018. There is no guarantee that these modules will run for 2018 entry. All modules are subject to change depending on your year of entry.

Compulsory modules
All the modules in the following list need to be taken as part of this course

Legal Ethical and Political Defence and Security Frameworks

Module Leader
Aim

    The module will provide a comprehensive understanding of the legal and political frameworks in which defence institutions function. Within this module a critical awareness of the regulatory regimes affecting defence exports will be covered, as well as the political pressures which underpin them.

Syllabus

    The module is an amalgam of lectures, syndicated discussions and directed research seeking to establish the relevance of applying diagnostic frameworks for international defence engagements to the context in which such parties operate

    The module covers the following topics

    • Defence in a national security context
    • Defence reform as part of the national security agenda
    • The role of Governance
    • Understanding overseas governments
    • The arms trade and ethical issues
    • Governance of the Defence export trade
    • The UK's Government approach to overseas defence engagements
    • How export controls are established and implemented in major defence trading blocs and nations
    • International legal frameworks, export controls and the donor community
    • Compliance and non-compliance
Intended learning outcomes

On successful completion of the module the student will be able to:

  • Critically evaluate the political pressures in certain regions and the difficulties which arise with weak state/regional governance structures.
  • Examine and country's overall security sector and assess the challenges this poses to the wider national security and development agenda
  • Analyse the role of international donors, financial institutions and the global development agenda and how the defence trade often introduce conflicting forces that run counter to objectives of other agenda
  • Critically evaluate the key ethical considerations for organisations undertaking business in the arms trade
  • Contrast and evaluate export controls of a number of countries and regions

Defence and Security Marketing

Module Leader
Aim

    The module is designed to introduce the student to marketing applications in the defence and security sectors, particularly to the concepts of strategic marketing management and key account planning as a specialist form of client-focused strategic marketing planning and to the specialist nature of marketing communications in the defence sector (including how to maximise trade fair sales and lobbying activities) as well as how marketing communications are used by terrorist groups and those seeking to counter them. The module also seeks to provide students with a critical understanding of organisational buying behaviour in defence and security markets and of how new product development projects are undertaken given the increasingly co-operative focus of supply chain relationships in the defence sector.

Syllabus

    On successful completion of the module the student will be able to;

    • The strategic marketing planning process
    • Key account management: concepts, barriers, tactics and best practice
    • Organisational buying behaviour and b2b marketing
    • Marketing communications and managing trade fair sales
    • Specialist communications: defence lobbying
    • New product development case: the Boeing 787 Dreamliner
    • Special applications: (Counter)terrorist uses of marketing (4 hours) Coursework workshop (1 hour)
Intended learning outcomes

On successful completion of the module the student will be able to:

  • Analyse the strategic marketing planning process to the defence and security sectors
  • Analyse the key account planning process and apply best practice methods
  • Evaluate the theory of how organisations behave when buying/procuring goods/services to real-life cases
  • Critique conceptual understandings of marketing communications and new product development in defence settings
  • Evaluate marketing communications, including lobbying techniques in defence and security settings

Negotiation

Module Leader
Aim

    The module is designed to introduce the student to marketing applications in the defence and security sectors, particularly to the concepts of strategic marketing management and key account planning as a specialist form of client-focused strategic marketing planning and to the specialist nature of marketing communications in the defence sector (including how to maximise trade fair sales and lobbying activities) as well as how marketing communications are used by terrorist groups and those seeking to counter them. The module also seeks to provide students with a critical understanding of organisational buying behaviour in defence and security markets and of how new product development projects are undertaken given the increasingly co-operative focus of supply chain relationships in the defence sector.

Syllabus
    • Principles of negotiation
    • Process and structure of negotiation
    • Negotiation practice sessions
    • Negotiation strategies
    • Negotiating and managing contracts
Intended learning outcomes

On successful completion of the module the student will be able to;

  • Identify and evaluate the process and approaches to negotiation in a defence business setting
  • Undertake effective negotiation simulations
  • Analyse the different strategic approaches to the negotiation, determining when to apply each in the commercial defence arena
  • Evaluate the impact of interpersonal relationships on negotiation and relationship management in defence-related businesses.

Defence and Security Offset

Module Leader
Aim

    The module is designed to provide the theoretical frameworks and practical skills to appreciate the purpose, process and performance of offset within a defence and security marketing context, and from the perspective of both the offshore vendor and recipient nations.

Syllabus
    • Definitional scope and purposes of offset
    • Market and technology drivers
    • Offset theory and typology
    • Offset policy mechanisms
    • Comparative policy performance across states
    • Offset policies and practice
    • Evolvement of civil procurement - civil offset policies
    • European Procurement Directive
    • Offset success factors
    • Examining the impact of offset
    • Managing offsets
    • Evaluating offset performance
    • Offset and corruption
Intended learning outcomes

On successful completion of the module the student will be able to:

          •    Apply and analyse offset in the global markets
          • Evaluate strategies to negotiate offset proposals
          • Apply the skills to evaluate the concepts, tools and the processes of offset
          • Critically analyse and compare the various offset policies  
          • Determine and evaluate offset proposals
          • Critically examine country-specific offset projects                

Strategic Trade Controls and Compliance

Module Leader
Aim

    The module is designed to equip the student with contextual understanding of strategic trade controls and their complexities. Providing practical understanding and knowledge of the purpose, process and pitfalls of strategic trade controls, together with an appreciation of good compliance principles and practice. Students will critically consider key issues related to trade and export controls.

Syllabus
    • Definitions and terms - strategic trade controls, export controls and other technical terms used within strategic trade and compliance
    • Historical context and landscape of strategic trade controls
    • National and international context, key legislations and agencies
    • Compliance - Who/What/When/Why/How
    • Implications of non compliance, licensing considerations and practices
    • Strategies and best practice for compliance
    • Due diligence, how to understand your customers. Fraud and anti-corruption aspects
    • Sanctions and embargoes, freight forwarding, logistics and shipping
    • Recent developments and changes across strategic trade controls and compliance
Intended learning outcomes
  • Analyse the complex nature of the trade controls environment
  • Evaluate national and international controls and their implications, together with the nature of their regulatory and identify those that are extra territorial
  • Apply the acquired skills from the module to interpret the legal issues and components of export control licensing
  • Evaluate the definition of controls, the various activities and functions involved and how strategic trade controls and compliance and can benefit industry and government policy
  • Synthesise, evaluate and apply the required components to ensure trade control compliancy and the implementation effectiveness of the resulting compliance system.

Independent Research Project

Module Leader
Aim

    The independent research project provides an opportunity for the student to work independently to plan and carry out a small piece of research. It provides the student with the ability to think critically and situate a debate or empirical problem within the wider defence and security marketing literature and attempt to answer a problem based on analysis and evaluation of evidence. The student will integrate theoretical principles with the practical aspects of defence and security marketing, achieved by in-depth specialised study of a selected topic of professional significance, with guidance from a project supervisor.

Syllabus


    • Analyse and apply marketing theory and concepts to evidence and practice in the defence and security sector
    • Critically appraise relevant literature, and use with respect to the specified field of study
    • Develop and deliver specific personal learning outcomes for the project
    • Conduct an independent advanced research project, including a literature review, and a critical evaluation of the specified topic
    • Plan a research investigation based on a real world study, using and applying appropriate research methods
    • Write clearly and effectively, meeting approved criteria for formal presentation of a project
Intended learning outcomes

On successful completion of this module a student should be able to:

Formulate a research design and then apply research and methodological skills to select, classify and analyse evidence to support or refute arguments on which policy positions and corporate decision-making are based.

Fees and funding

European Union students applying for university places in the 2018 to 2019 academic year will still have access to student funding support. Please see the UK Government’s announcement (21 April 2017).

Cranfield University welcomes applications from students from all over the world for our postgraduate programmes. The Home/EU student fees listed continue to apply to EU students.

PgCert Part-time £10,350 *
  • * Fees can be paid in full up front, or in equal annual instalments, up to a maximum of two payments per year; first payment on or before registration and the second payment six months after the course start date. Students who complete their course before the initial end date will be invoiced the outstanding fee balance and must pay in full prior to graduation.

Fee notes:

  • The fees outlined apply to all students whose initial date of registration falls on or between 1 August 2018 and 31 July 2019.
  • All students pay the tuition fee set by the University for the full duration of their registration period agreed at their initial registration.
  • For self-funded applicants a non-refundable £500 deposit is payable on offer acceptance and will be deducted from your overall tuition fee.
  • Additional fees for extensions to the agreed registration period may be charged.
  • Fee eligibility at the Home/EU rate is determined with reference to UK Government regulations. As a guiding principle, EU nationals (including UK) who are ordinarily resident in the EU pay Home/EU tuition fees, all other students (including those from the Channel Islands and Isle of Man) pay Overseas fees.

For further information regarding tuition fees, please refer to our fee notes.




PgCert Part-time £10,350 *
  • * Fees can be paid in full up front, or in equal annual instalments, up to a maximum of two payments per year; first payment on or before registration and the second payment six months after the course start date. Students who complete their course before the initial end date will be invoiced the outstanding fee balance and must pay in full prior to graduation.

Fee notes:

  • The fees outlined apply to all students whose initial date of registration falls on or between 1 August 2018 and 31 July 2019.
  • All students pay the tuition fee set by the University for the full duration of their registration period agreed at their initial registration.
  • For self-funded applicants a non-refundable £500 deposit is payable on offer acceptance and will be deducted from your overall tuition fee.
  • Additional fees for extensions to the agreed registration period may be charged.
  • Fee eligibility at the Home/EU rate is determined with reference to UK Government regulations. As a guiding principle, EU nationals (including UK) who are ordinarily resident in the EU pay Home/EU tuition fees, all other students (including those from the Channel Islands and Isle of Man) pay Overseas fees.

For further information regarding tuition fees, please refer to our fee notes.




Funding Opportunities

Please contact  studentfunding@cranfield.ac.uk  for more information on funding.

Entry requirements

You will need:

  • a UK first or second class Honours degree in a relevant subject area or
  • an equivalent international qualification (find out whether your qualification meets our requirements by visiting our International Student section) or
  • relevant work experience in combination with a degree below second class Honours.

If you do not meet our formal entry requirements, but still feel you can demonstrate the ability to complete the course successfully, you may still be accepted onto a course. Each application will be considered on its merits.

*Having taken your application into consideration, the course director may also require you to take the Graduate Management Admissions Test GMAT (minimum score 600) or GRE (75th percentile in both the verbal and quantitative reasoning sections). The GMAT course code for the Executive MSc in Programme and Project Management is K2H-N3-42. Visit www.gmat.com for information.


English Language

If you are an international student you will need to provide evidence that you have achieved a satisfactory test result in an English qualification. The minimum standard expected from a number of accepted courses are as follows:

In addition to these minimum scores you are also expected to achieve a balanced score across all elements of the test. We reserve the right to reject any test score if any one element of the test score is too low.

We can only accept tests taken within two years of your registration date (with the exception of Cambridge English tests which have no expiry date).

Students requiring a Tier 4 (General) visa must ensure they can meet the English language requirements set out by UK Visas and Immigration (UKVI) and we recommend booking a IELTS for UKVI test.

Your career

The programme is designed for professionals either working in or seeking to move into the sales and marketing arena of defence, security and aerospace organisations. It will help you to progress your career in the field by:

  • Focusing on marketing, but skills such as negotiations, offsets and trade compliance will prove attractive to employers seeking personnel in wider managerial fields, including contracts, commercial management as well strategic management
  • Offering tuition and training specifically geared towards defence and security trade control and compliance, representing essential knowledge for those working in this area of endeavour

This programme will enhance your prospects when applying for positions within organisations that deal with defence marketing and exports as the in-depth academic and practical knowledge gained will be evident to your prospective employer.

It also opens up opportunities outside your chosen programme of study as it demonstrates both your ability to learn and your intellectual capacity.

  • To support your career goals Cranfield provides opportunities for you to network with fellow professionals, leading figures from industry and academic experts. Find out more about the Cranfield Network and the services we provide whilst you're here and for the rest of your career.

Applying

Applicants may be invited to attend an interview. Applicants based outside of the UK may be interviewed either by telephone or video conference.

Apply Now