2008 Conference Schedule

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2008 GPS - Conference Schedule

Schedule times and tracks are subject to change. Please visit again for updates.

Light green shaded entries represent Capture tracks.

Tuesday, May 27, 2008

8:00		Golf Tournament (Click here for more details)
8:00 – 5:00	APMP-Foundation™ Level Workshop (Separate Registration - Click here for more details)		BD-Institute BD-CMM Workshop (Separate Registration - Click here for more details)	BD-Institute Metrics Workshop (Separate Registration - Click here for more details)
4:00 – 4:30	Registration for First-time Attendees/New Members – Ambassador Ballroom
4:30 – 5:30	First-time Attendee Orientation – Ambassador Ballroom
6:00	General Registration / Exhibitor Area Opens - Celebrity West Foyer
6:30 – 7:30	Opening Reception (cash bar)

Wednesday, May 28, 2008

7:00	Continental Breakfast
8:00	Opening Remarks
8:30	Featured Speakers: GPS—Getting People in Sync BJ Lownie (Fellow) and Jon Williams (Fellow), Strategic Proposals
9:30	Break
9:45 (1.5hrs)	You Know You Need a Proposal Center When... Lynda Jewell, Octant	Quality Can Be Measured – Even on Proposals Carl Dickson, Capture Planning.com	I'm Not There....Making Proposals Remotely Possible (Managing Proposals in a Virtual Global World) Laura Higgins and Randy Keyne, IBM	Everything Old is New Again – a Look Forward David Pugh (Fellow), Lore International	Road Past Perdition: Improving Use of Competitive Intelligence Christy Roach, RTI International	Teaming/Subcontracting: Relationships to Successfully Pursue, Win, and Perform Matt McConville, SM&A
11:15	Break
11:30 (1 hr)	The Audience is Listening Carl Rosenblatt, PwC, and Melissa Church Lawton, SRA	Virtual Workshop: Improving Executive Summaries Rick Dickson, HP	What Happens to Us if the Government Adopts Risk - Based Source Selection? Tom Heinsheimer and Eric Heinsheimer, Colbaugh & Heinsheimer, and Edward Conrow	The Drains May Run Counterclockwise in OZ, but Best Practices Work the Same Nancy Kessler (Fellow), Shipley Associates	Ten Tender Tricks When Time Is Tight Nigel Dennis, The Proposal Company, Australia	The Proposal Exorcists: Purging Proposal Demons Chuck Keller (Fellow), Keller Proposal Development
12:30	Lunch
1:45 (1 hr)	Survival: A How-To Guide for the Independent Proposal Consultant Ken Blair, Blair Associates	You Don't Have to Bid Everything That Moves Edward Alexander, Shipley Associates	Managing a Proposal When You are in over Your Head Tracy Cain, Watershed Concepts and Cara Bobchek	Benchmarks in World-Class Proposal Writing Capabilities Paul Handwerker, BAE Systems Electronics & Integrated Solutions, and Charlie Divine (Fellow), BD-Institute	Top Ten Tactics for Winning Proposals Jon Williams (Fellow), Strategic Proposals, UK	Managing Teams in a Virtual Continuum Ruth Belanger, Northrop Grumman
2:45	Break
3:00 (1.5 hrs)	Overcoming Business Culture Obstacles in a Proposal Development Process and Infrastructure Mary O’Sullivan, Raytheon	Win or No Win? How to Make Winning Executive Summaries Mike Parkinson and Colleen Jolly, 24 Hour Company	Pricing to Win – The Art of Pricing Bruce Morton, Lockheed Martin IS&GS, + panel	Competing to Win Chris Mead, Maria Merino and Wendy Wates, QinetiQ, UK	Your Other Proposal Team: Strategic External Resources John Elder (Fellow), CACI	Roundtable on the Business Development Body of Knowledge Charlie Divine (Fellow), BD-Institute
4:30	Chapter Chairs Meeting and Reception with APMP Board of Directors

Thursday, May 29, 2008

7:00	Continental Breakfast
8:00	General Session – APMP BOD Initiatives
8:45	Break
9:00 (3 hrs)	From Missed Communications to Miscommunications Kristin Dufrene and Jessica Morgenstern (Fellow), APMP Task Force	Using Competitive Intelligence to Create Significant Advantage Vicki Griesinger, SCIP/BD-Institute	Managing Risk in International Contracting Tim Cummins, IACMM, and Howard Nutt (Fellow), BD-Institute	Wordman’s Microsoft Word Q&A Dick Eassom (Fellow), SM&A	What a Steak and a Proposal Have in Common Christopher S Kaelin, CSK Management Ltd, Switzerland
			Collaboration and Competencies in Business Development Howard Nutt (Fellow), BD Institute, and Panel from ASAPM, IACCM, NCMA and BD-Institute
12:00	Lunch
1:15 (1 hr)	Motivating, Recognizing and Rewarding on Steroids Jay Herther	Bridging the Solution Gap: How to get from Capture Strategy to Proposal Solution Ashley Nichols, CACI	Customer Interface is Everything Morris D Goodrich, LSI	The Capture Phase Key to Winning and Efficient Proposals Dr Bob Goldstein (Fellow) and Dana Hill, Northrop Grumman	Don’t Lose on Price – Learn to Sell on Value Tony Birch (Fellow), Shipley Ltd, UK
2:15	Break
2:30 (1.5 hrs)	:	Teaming and Subcontracting Maria Witkowski and Kirste Webb, Tetra Tech	Decision 2008: Consultants Yea or Nay? Terry Clayton and Paul Jacobs, Wackenhut Services, and Michelle Norman, BellSouth Telecommunications, Inc.	Capture Successes and Failures: Three Case Studies Eric Gregory (Fellow), CACI	I Submitted My Proposal and You Stomped That Sucker Flat: What Nashville and Songwriters Can Teach Us about Persuasive Communications Larry Newman (Fellow), Shipley Associates	Roundtable on the Business Development Body of Knowledge Charlie Divine (Fellow), BD-Institute
4:00	Break
4:15 (1 hr)	How Competitive Is Your Competitive Assessment? Dr John Barker, SM&A	If You Read This, I Must Have Used a Legible Font Mitch Boretz, University of California Riverside, and Colleen Jolly, 24 Hour Company	Great Proposal Teams Work Together Gillian Dionne and Christine Gallante, General Dynamics	Oh, the People You Meet BJ Lownie (Fellow), Strategic Proposals LLC	Positioning Nokia Siemens for Global Success Wolfram Seyring and David Warley, Nokia Siemens Networks, Germany	Selling Your Team: The Art of Proposal Résumés Jeannette Waldie, TCB Inc
5:30	Chapter Meetings: SoCal Chapter - Las Brisas Pool area

Friday, May 30, 2008

7:00	Continental Breakfast
8:00 (1.5 hrs)	When Price is the Object Michael Tresko, SM&A	Proposals on a Shoestring: Pairing Down the Process Kim Monti, AchieveIt!, and Kim Salazar, iRobot	Capture the Power of Influence Tim Budzik, United Space Alliance, Eric Gregory (Fellow), CACI, and Allan Netzer	Improving the Effectiveness of Your Content Kelli Stephenson (Fellow), Experian	If the Titanic had GPS: Avoiding Proposal Disaster Vicki Kempf and Charles Flagg, CSC
9:30	Break
9:45 (1 hr)	Ineffective Proposals: Overcoming Brand Barriers Kellie Glueck, GBC	Writing Winning Proposals – A Team Effort Cathy Naime, Information Mapping, Inc	Metrics for Business Development Excellence Charlie Divine (Fellow) and Vicki Griesinger, BD-Institute	The Inner Secrets of Proposal Evaluation Richard Jenkins, Strategic Proposals Ltd, UK	We Knew It All: Ways to Improve Basic Processes Chris Rademeyer, Deloitte and Touche, South Africa
10:45	Break
11:00 (1 hr)	Business Partnering – Teaming Simulation Peggy McShane, Net New Growth LLC	Effective Campaigns: Global Perspective, Opportunity Focused Chris Coyle, Shipley Associates	Costing/Pricing from Oz – Pay Attention to the People Behind the Curtain! David Murphy, Shipley Associates	Managing Inter-Department Communications for Proposal Development Mitch Reed, DataPath Inc	Business Growth through Great Client References Joanne Libby, Reference House
12:00	Closing Session

Schedule times and tracks are subject to change. Please visit again for updates