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2010 - Presenters and Abstracts
21st Annual APMP® International Conference & Exhibits -

At the Disney World Dolphin, in Orlando, Florida

June 1 through 4, 2010

Subject to change. Please check back soon for presenter and abstract updates!

Presentations are listed by presenter.

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Presentation: You say Potato, I say Tomato
Summary:     With contributors from the US, UK, South Africa, Australia, the Netherlands and Switzerland, this panel discussion and workshop will highlight some of the key challenges associated with working on an international bid. 
    We’ll provide some simple techniques and tactics to get the most out of international, remote teams, and we will look at some of the differences in working practices across borders to inform the audience. 
    By using some real life scenarios, we'll suggest techniques that can be used to ensure that the proposal remains on target, despite a dispersed team.
Finally, we will close with a panel discussion session, taking questions from the audience. The session will be highly interactive, entertaining and informative.
Presenter(s):

    Graham Ablett is a consulting director at Strategic Proposals and holds the highest level of accreditation in the Proposals industry, APMP Professional. With 15 years of bid and proposal management experience, Graham has worked across a host of different market sectors.
His broad range of skills enable him to provide a range of services: interim proposal management, senior proposal manager, training, benchmarking and implementing proposal capability improvements. Graham’s passion is helping his clients win business through the creation of compelling proposals. Over the last 12 months, he has presented at the US, UK and DACH APMP conferences. 
    Christopher S. Kaelin is the founder of CSK Management, a Swiss consulting boutique for proposal management. His track record shows a profound experience with projects in Europe, Asia and South America. Chris developed the BidMaster approach to develop winning proposals. Chris provides proposal training, and helps companies to optimize their proposal processes. He also supports companies "side-by-side" to win strategic deals. Chris is also lecturer at the Zürich University of Applied Sciences. Prior to CSK, he worked with IBM, Arthur D. Little, and SONY. He holds a masters degree in business administration and IT. He speaks German, English, and French. He is also the chairman of the German speaking APMP DACH chapter (Germany, Austria, and Switzerland). He regularly presents at the Annual APMP conference, the UKAPMP conference, and the APMP DACH conference. 
    Richard Buijs is the managing director of Strategic Proposals NL, and he is also the owner of ProposalBoosters. Richard is recognized for his passion for proposals, he delivers highly appreciated proposal management courses, helps bidders capture 'must-win' deals and bring about radical increases in win rates. His background includes more than 15 years' experience with proposals in several branches. Areas of expertise include training of sales and bid teams, managing proposal teams, development and management of proposal improvement programmes. As co-founder and CEO of the Dutch Chapter (APMP-NL) and currently as Regional Director Europe on the APMP Board of Directors, he has been actively involved in APMP. 
    Sandy Pullinger is the first chairperson of the South African Chapter of APMP. She is one of less than five people in South Africa who has achieved the internationally recognized APMP Foundation Level accreditation. She has been writing proposals since 1992 and consulting in the field since 2001. In 2009, she addressed the international conference of the APMP on the subject of ‘How to Stand out from the Crowd’. As MD of nFold, Sandy delivers proposal software, consulting and training solutions to clients. In 2006, she was selected as a finalist for Top ICT Businesswoman in Africa. 
    With more than 12 years' experience working with RFQs, proposals and proposal-based technology, Diane Loudenback has helped customers of all industries and sizes to implement knowledge base applications. She also consults regularly with various technology companies in the areas of Training and Implementation Consulting. As an associate with Strategic Proposals, Diane manages all knowledge base projects and practice offerings including education. She is an accredited member of APMP and holds a master's degree in Computer Information Systems. 
    Nigel Dennis, co-owner of Australian company Bid Write, is a specialist in winning new business and obtaining funding through tender, proposal and grant submissions. He combined his background in engineering, studies in marketing and interest in writing for his first successful bid response in 1994. He has since been involved in hundreds of successful submissions from small government grants to large multi-billion dollar bids for resource projects and is considered a leading consultant in his field in Australia. Nigel has worked on a number of large international and collaborative bids for Australian based clients around the world.  



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Presentation: Green with Envy: Meetings That Save Time, Money, Energy, and Your Sanity
Summary:     How many meetings have we all attended that ended with little done other than time spent? There are ways to improve the impact of meetings and their benefits/results. One common denominator in any business development process is the transference of guidance, information, intelligence, and decisions. The most frequent vehicle for transmitting is during a meeting. Meetings can either establish the credibility of a leader or cause them to lose it.The conduct of good, productive meetings demands serious study and attention. Too much time, money, and energy are wasted on meetings that are unnecessary, poorly planned, and/or poorly executed/facilitated/moderated. We've all been in meetings that lose focus, become a blood sport, go off topic, and waste time while lacking audience interest/participation. The results are a waste of valuable assets that could be put to more efficient use.
Presenter(s):

    Recognized as one of Shipley's preeminent leaders, Ed Alexander is a dynamic, seasoned platform professional certified to provide consulting in all of Shipley's focus areas: training, capture/proposal consulting, and process. He has taught more than 700 workshops and 20,000 participants in 20 countries. Ed authored many of the Shipley courses and personally certifies every candidate wanting to become a Shipley instructor. Known for his expertise in Business Development processes, Ed is considered one of the industry’s most knowledgeable consultants in the areas of long-term positioning, opportunity assessment, win strategy development, and capture/proposal management. A retired Army Colonel/paratrooper/pilot decorated for heroism in combat, Ed served more than 28 years at all levels of command and staff before joining Shipley. Ed was the first in the US to be accredited as an APMP Proposal Professional and in 2009 was elected an APMP Fellow. Ed has presented at many previous APMP conferences.  


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Presentation: Reuse of Good Capture Information for Excellent Proposal Development
Summary:     A team-developed capture plan invigorates capture team activity and delivers an essential "jump-start" to the proposal team. Reusing this capture information by the proposal team ensures reuse and reduces waste during proposal phases. This presentation maps typical capture plan information to where each information component is used during the proposal development process, and quantifies the value of that reuse. Once a team-built capture planning process is established within your company, your capture and proposal development efforts will be simplified. The effectiveness of your capture and proposal development teams will be significantly enhanced and your win rates increased.
Presenter(s):

    John Ballard has 16+ years' experience providing capture, proposal, and program management support for companies serving Commercial and Federal markets. His notable accomplishments include developing a Corporate Competitive Intelligence Process for a Fortune 100 Company. John is currently a senior proposal manager with CACI, where he supports major strategic new business and recompete opportunity pursuits. He has been an APMP Board Member on several occasions. Prior to becoming a proposal professional, John was an Aerospace Engineer with AlliedSignal Corporation and NASA. He holds a bachelor's degree from Embry-Riddle Aeronautical University, FL, and an MBA from the University of Phoenix, AZ.  


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Presentation: Reduce, Reuse, Reinvent - Virtual SME Training
Summary:     In today’s struggling markets, consistent quality of your proposals is more important than ever. A key to capturing clients is to successfully respond to RFPs by effectively demonstrating your value to purchasers. Even when all employees are in one location, it’s almost impossible to get everyone involved in one room to hear the same messaging. This presentation explores the real-life example of The Regence Group, a multi-state nonprofit health care company, and their online training course specifically for subject matter experts. After finding a need to set quality standards for proposal responses from SMEs, Regence set about developing online training that reduces any unnecessary waste from an environmental or financial standpoint for the company. Attendees of this session will learn about various ways to train your subject matter experts without putting an unnecessary strain on your proposal teams, resources or budget.
Presenter(s):

    Kelly Barnard is the RFP content and database manager for Regence. She is responsible for the development, construction and content of proposals, and currently works with more than 300 subject matter experts. Kelly has spent most of her five years in the health care industry working with large employer group proposals. She has successfully managed teams that won contracts with employer groups like Knowledge Learning Corporation, and Oregon and Washington Prescription Drug Programs. Kelly is a founding member of the Pacific Northwest Chapter of APMP and is currently serving on their Board of Directors as their Membership Chair. 


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Presentation: Peer Reviews: A Stitch in Time
Summary:     Many disciplines use peer reviews as a low-cost method of vetting ideas early in the concept development cycle. Disclosing peer review methods in multiple disciplines, the presenter will provide guidance on the effective use of peer reviews, examples of tools to collect comments, and guidelines for authors and reviewers.
Presenter(s):

    Ruth Belanger has been a proposal process manager with Northrop Grumman Space Technology for nine years. She has eight years' experience as a manager of technical publications, document control, and research services. Currently the vice chair of the SOCAL Chapter of APMP, Ruth has also served as the treasurer and general member of the SOCAL Board of Directors. She is an APMP Fellow and accredited at the Foundation Level. A popular presenter, this is her fourth presentation at the International APMP Conference.  


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Presentation: Turning a New Leaf: Renewing Your Commitment through Accreditation
Summary:     APMP’s Professional Accreditation program is a global initiative that establishes credibility inside and outside the proposal development profession. Panelists will share lessons learned pursuing accreditation and provide attendees with tips and techniques for tackling the Proposal Practitioner Assessment Questionnaire (PPAQ), mastering the Proposal Professional Impact Paper (PPIP), and presenting it at the Professional Level interview. Attendees who bring copies of their draft PPAQ and/or PPIP will walk away with the knowledge and ability to apply what they've learned to their own accreditation journey. By helping others grow and develop as proposal professionals, we strengthen our profession. We show our profession maintains high standards and applies them daily, enabling us to do our jobs more efficiently and effectively to produce winning proposals. This presentation addresses the Behavior and Attitude key competencies and helps individuals meet their obligation to earn CEUs by helping others in the profession.
Presenter(s):

     Betsy Blakney, PPF.APMP, has 14 years’ experience managing proposals and is a senior proposal manager for CACI. Betsy is the APMP COO, a Fellow, a conference co-chair for this year’s APMP International Conference & Exhibits, and serves as the Journal Assistant Editor. She also volunteers as an accreditation mentor for those seeking Practitioner Level status and is accredited at the Professional Level. She holds an MS from Springfield College, MA, and a BS from Ithaca College, NY. A former APMP Regional Director and NCA Chapter President, this is her first time presenting at conference. 
    Brenda Crist, PPM.APMP, has 25 years' experience providing capture, proposal, and program management support for IT companies serving the Federal market. She is the managing director, strategic solutions, Lohfeld Consulting Group. Before becoming a full-time proposal professional, Brenda served as group manager for OAO Corporation and project manager for Harris Corporation. She provided system, application, and network management solutions for civilian and military clients. She is the APMP National Capital Area Chapter President and spoke at the June 2009 APMP International Conference. She holds a master's degree from American University, Washington, DC, is ITIL-certified, and accredited at the Professional Level. 
    Charlie Divine, PPF.APMP, supports the Business Development Institute International (BD-Institute) as the director of research and knowledge management. He led the 2007 research project, Metrics for Business Development Excellence and the 2008 research project, Benchmarks in World Class Proposal Writing Capability. He is a certified BD-CMM Appraiser. For APMP and the BD-Institute, Charlie developed and maintains the BD-KnowledgeBase™. He also led the 2008 APMP Salary Survey. He is accredited at the Professional Level, an APMP Fellow, and a certified assessor for Practitioner and Professional Levels. Retired from ATT in 2000, he directed their worldwide pursuit and proposal centers. 
    Wendy Frieman, PPM. APMP, CSC proposal manager, has presented at the last three APMP conferences. She is accredited at the Professional Level, is an approved accreditation mentor and has more than 20 years of proposal experience. Previous positions include director of business development at SAIC and Oracle. Wendy has experience in every phase of the business development lifecycle, from opportunity identification to program execution. She has graduate and undergraduate degrees from Stanford University, CA, and she has published in international and local APMP publications.

Moderator: 
    Bobbie O’Brien, AM.APMP, is manager of documentation and information resources at PAR Government/Rome Research Corporation and has been involved in new business acquisition and proposal management activities, predominantly in the government sector, for 16 years. Now APMP’s Director of Strategic Initiatives, she served two years as APMP’s NY Metro Chapter Chair and one year as APMP’s Regional Director for the Northeastern US and Canada. Bobbie presented on the subject of accreditation at APMP’s Nor’Easters Chapter Fall Symposium and is serving as Moderator for this panel. She is accredited at the Foundation Level.


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Presentation: Buying Green!
Summary:     With an increased emphasis on climate change and environmental issues, public authorities in the EU are increasingly turning to green procurement. What does this mean in practice? Using Ireland as a case history, the presentation will: i) assess how environmental technical specifications and standards can be used to gain extra evaluation marks; ii) review posible award criteria; iii) suggest green procurement strategies; iv) highlight best practice under green procurement codes; v) consider the importance of environmental management schemes such as EMAS; and vi) comment on the rules governing contract clauses. This presentation will be of interest to practicioners who wish to get a better understanding of the growing trend in green procurement.
Presenter(s):

     Dr. Peter Brennan is finance Director and shareholder in Bid Management Services (www.bidmanagement.ie), a Dublin based company that provides a suite of services to bidders in both the public and private sectors. BMS is Ireland's largest trainer in bid management and provides services ranging from bid writing, bid project management, bid design, copywriting and presentation skills training. BMS has grown rapidly since it was set up in November 2008 and now has more than 200 clients. BMS prides itself in its success in helping its clients pre-qualify and has a near 100 percent record in this regard. BMS also advises public authorities and therefore brings a genuine public-private perspective to the bid management process.


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Presentation: Going Lean, Mean, and Green: A Proposal Process Reformed
Summary: Lean = doing more with less
Mean = performing at a higher level
Green = going digital to reduce cost and CO2 
    This is a presentation and case study of our progress to reform our proposal process to generate efficiencies and improve quality of content and services. Although a well-defined CMM Level 3 process was in practice, ongoing company growth produced a dramatic increase in the quantity of proposals that required a better solution. By integrating technology and process improvement methodologies, we repackaged our proposal process around a customized SharePoint solution to serve the needs of a dynamic company with many distributed business units that rely on centralized and decentralized proposal teams. Our solution uses the premises of 'just in time, just enough, just for me', 'single point of entry', and 'permissions driven content access' married to a feature rich Microsoft Office SharePoint Server (MOSS) portal.
Presenter(s):

     Randy Britt, proposal manager for Akima Management Services, LLC, holds a BA Communications Graphics, and has more than 25 years' experience in Marketing Communications, Business Development and Proposal Management. 
    Kelly Weisman, proposal coordinator for Akima Management Services, LLC, holds a BA English in Professional Writing, is an AM.APMP, and has five years' experience in Business Development. 
    Gil Franco, solutions delivery services for Akima Management Services, LLC, holds a BS Network and Applications, MCITP EE, MCSE, MCT, CCA, Sec+, A+, and has more than 10 years' experience in developing and managing enterprise business systems.


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Presentation: Federal Contracting Legislative and Regulatory Update
Summary:     This presentation will address a variety of changes to key laws and regulations that impact how companies do business with the United States Government. Examples include rules for Organizational Conflict of Interest (OCI), Personal Conflicts of Interest (PCI), and interagency contracting (i.e., GWACs, GSA Schedules). The current risk environment and a forecast for near term policy shifts will be reviewed.
Presenter(s):

     Robert A. Burton is a nationally-recognized federal procurement attorney, who focuses his practice on assisting government contractors navigate the complex and rule-driven procurement process. He represents a wide range of companies that conduct business with the federal government, from large defense contractors and systems integrators to small businesses. Mr. Burton assists government contractors with the development and management of their ethics and compliance programs and aids them with their marketing strategies for selling to the government.



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Presentation: Using Lean Principles to Eliminate Proposal Waste
Summary:     Lean Principles, derived from the Toyota Production System, are relevant to waste elimination in the factory, office and proposal environments. Many proposal development techniques are already Lean (e.g., the proposal wall as a visual control), but more opportunities exist to apply these principles.
In line with the conference theme, this presentation focuses on the Reduce category by describing Lean as a way to avoid defects that lead to costly rework. Real-world lessons learned will be used to demonstrate the benefit of applying Lean in the proposal environment.
Proposal Managers can apply these principles to create proposals in a more efficient way. In addition to reducing Bid and Proposal costs, these approaches also enhance proposal team communication and commitment. Lean thinking reinforces established proposal best practices, but can also be used to identify improvement opportunities (e.g., reducing the waste of overproduction).
Presenter(s):

     Roger Campbell is the new business capture manager for Pratt & Whitney Rocketdyne (PWR). He is responsible for the PWR Capture and Proposal processes, including continuous improvement efforts. His group provides proposal resources (e.g., proposal centers, boilerplate). He also leads Capture Plan workshops and Pink/Red Teams. Prior to joining PWR, Roger worked for Boeing, providing Capture Team Leadership and Business Development oriented Program Management support with a focus on NASA.


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Presentation: The Recycling Solution: The Lost Art of Feedback
Summary:     The real tragedy behind the mountains of trash we produce is that a lot of what we throw away can be reused or recycled. Some behaviors can be reduced to help shape, maintain and form psychologically safe communication climates, while others can make temperatures rise quickly. Proposal managers often experience power shortages when they need it most. Teams waste energy and time overcoming negative effects of characteristics of virtual environments. Not every idea in the proposal development process is recyclable, and some ideas are more reusable than others. What exactly can be reduced, reused or recycled in proposal development? Almost anything! One of the most important tools for maintaining control and developing people is the proper use of feedback. Learn why feedback is a critical communication practice and how to use it to enhance team effectiveness. This interactive and fun presentation provides guidelines, principles, and strategies for effective feedback.
Presenter(s):

     LaBrita Cash-Baskett, MA, CCC-SLP, president of Fundamental Communication Solutions, is an accomplished corporate speech-language pathologist specializing in the application of clinical experience in organizational development and communication. LaBrita uses proven strategies and techniques to enhance capacities to develop talent, gain strategic alignment, and lead sustainable change. She helps people build personal communication skills and strengthen communication throughout organizations. She provides consulting, coaching and training services to boost productivity, maximize potential, and add value to organizations through effective internal communication practices. Her research interests include leader and manager communication, virtual teams, information communication technology, social interaction and engagement. LaBrita is the national director at large for the Corporate Speech Pathology Network (CORSPAN).


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Presentation: Survival of the Fittest: How to Adapt Your Leadership Style in New Corporate Jungles
Summary:     Have you ever looked around your war room and thought, "I'm working with a bunch of animals?" Even the best organized proposals can bring out the animal instinct in all of us! Yet, our distant relatives in the animal kingdom also provide great inspiration for effective group leadership. The best proposal leaders understand their teams' dynamics and adapt to their needs.
    By exploring animal case studies, this interactive and lively presentation draws parallels between animal group dynamics and proposal teams. Participants will identify the animal species that typifies their companies and explore the leadership style that is most effective in those settings. After mastering the different leadership styles, participants will learn to quickly recognize and adapt to the animal style of their proposal teams quickly.
Presenter(s):

    Briana Coleman serves as senior consultant for Lohfeld Consulting Group, providing Proposal Management to government contractors. She serves on the APMP NCA Chapter Board as NCA Annual Conference Chair and has volunteered on the NCA Roundtable Subcommittee for three years.
Briana has a BA in psychology (concentration in animal behavior) from the University of Maryland. She interned and volunteered with various animal organizations, including the National Fish and Wildlife Foundation and the National Zoo. She uses this background to understand group dynamics and effectively lead proposal teams.


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Presentation: Right-Sizing Your Capture and Proposal Process
Summary:     Right-sizing your capture and proposal process is critical to effective and efficient business. Examining implementations of these processes in large, mid-tier and small business through case studies highlights how the right processes can reduce waste and increase reuse. A scalable framework is presented for integrating capture and proposal development. Participants will learn the factors needed to assess their processes and will be given a roadmap to scale these processes to achieve maximum results, maximum efficiency and minimum waste. Understanding the effect these processes have on overall operations is the key to an effective process implementation such that the end goal -- business growth -- is a natural consequence of the planning and activities. Proper size and scope makes for efficiency. This enhances the APMP Body of Knowledge with a practical approach to properly scaling capture and proposal process / infrastructure.
Presenter(s):

     As managing director, process & infrastructure with LCG, Hélène Courard works with clients to develop and implement defined, repeatable, and optimized infrastructures and processes. Prior to LCG, Hélène spent eight years within CSC’s Defense Group in various roles, including establishing and running two Proposal Operations teams at the Division and Group levels. An active member of the APMP NCA Chapter, Hélène currently serves on the 2010 Chapter Board of Directors as the Roundtable Committee Chair and has attained her Foundation Level accreditation with APMP. Hélène earned her bachelor’s degree from Saint Joseph's University, PA, and law degree from Santa Clara University School of Law, CA.


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Presentation: You Need Green Past Performance to Win
Summary:     To save B&P Dollars, make sure you know if you have green past performance before you submit. The Federal Government is placing increased emphasis on how contractors stack up on past performance. In fact, federal contracting has placed so much importance on previous demonstrated performance that at least 50 percent of the final evaluation is based on relevant, excellent past performance. Past performance is considered an indicator of future performance; therefore, you need to demonstrate your understanding of the Request for Proposal (RFP)/Solicitation requirements and your capability to perform against those requirements based on previous performance; or, team with someone that can provide relevant, excellent past performance to get you on that contract! Otherwise, you can expect a less than green rating for your past performance submission and no contract award. Don't waste your dollars and other resources without knowing how your past performance will measure on the color scheme!
Presenter(s):

     Edith Crane retired from Ogden Air Logistics Center (OO-ALC) in June 2006 after 37 years of government service. Her key assignments were Squadron Director, F-16, A-10 and Mature and Proven Aircraft (MAPA) and Deputy Director, Material Group. Since retiring, Edith has held key positions within LSI. Prior to becoming the LSI Vice President of Proposal Development, she supported proposal efforts in the roles of proposal manager, subject matter expert (SME), volume lead, section lead, proposal writer and color team reviewer. Edith briefed Performance Based Logistics (PBL) at the May 2006 APMP Conference.


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Presentation: Reduce Your Omissions by Recycling Your Content
Summary:     Managing proposal content is an ongoing challenge for any busy proposal team. However, it is critical to the team's efficiency and effectiveness. I'll discuss ways to reduce redundancies, reuse key information, recycle previously used content and processes, renew outdated content and reform the message for specific audiences. Attendees will leave with tips, tools, and ideas that will support their efforts based on best practices in knowledge management for proposals. 
    AUDIENCE NOTE: This session is designed to help build and implement processes and tools for knowledge capture and management in commercial organizations that do not have an efficient process already in place. Proposal Team Leaders, Managers, Writers, Editors, and Knowledgebase /Database Administrators who play a role in the knowledge management function for their proposal team may find this session helpful.
Presenter(s):

     Robin Davis is an APMP-accredited proposal professional with 10 years' experience in proposal development and leadership, specializing in process design and implementation, opportunity assessment, strategy development, and project leadership. She has successfully led more than 725 proposal projects resulting in more than $600M in revenue. Robin earned Pragmatech's Leadership Award for Excellence in Sales Support in 2004. She has been an APMP member for eight years and is a member of the Georgia Chattahoochee Chapter. She has previously spoken at the APMP International and SPAC conferences.


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Presentation: Coaching APMP Practitioner and Professional Accreditation Mentors
Summary:     This session has been designed to provide guidance to those wishing to be APMP Accreditation Program Mentors for either or both Practitioner and Professional levels. It will explore the standards required and assessed by the APMP for both levels, and provide mentors with guidance to discuss relevant experience with individual candidates. 
    Attending this session will provide mentors with the confidence that the advice they give will be constructive and will help candidates complete these levels of accreditation using a consistent formula, which is easy to understand and apply.
Presenter(s):

     Cathy Day, PPF.APMP, is the APMP Chief Examiner, and has been responsible for developing, launching and managing the worldwide roll out of the Professional Accreditation Program. She was the first in the world to become accredited as an APMP Proposal Professional, and is an Approved Assessor, Trainer and Auditor for all aspects of the program. As Chair of the Industry Accreditation Steering Committee, she has responsibility for the continual development of the program to reflect worldwide ‘Best Practice’.  Cathy was inducted as a Fellow of the APMP in 2008 for her achievements in driving professional recognition of those involved with bids and proposals. 
    Charlie Divine, PPF.APMP, supports the Business Development Institute International (BD-Institute) as the director of research and knowledge management. He led the 2007 research project, Metrics for Business Development Excellence and the 2008 research project, Benchmarks in World Class Proposal Writing Capability. He is a certified BD-CMM Appraiser. For APMP and the BD-Institute, Charlie developed and maintains the BD-KnowledgeBase™. He also led the 2008 APMP Salary Survey. He is accredited at the Professional Level, an APMP Fellow, and a certified assessor for Practitioner and Professional levels. Retired from ATT in 2000, he directed their worldwide pursuit and proposal centers



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Presentation: Think Global / Act Local in Proposal Management Tools: How Far is it Possible?
Summary:     The workshop addresses common “going global, keeping local” issues in the following areas: bid/no bid criteria, proposal structure, proposal content, proposal layout, workflows and statistics. Agenda: 1/Benchmark on Content Management (corporate content, customizable content, 100 percent local content …): Discover how Accor group succeeded in rolling out a Proposal Management tool throughout more than 200 sales entities 2/ Benchmark on Project Management (shared vision, translations, process owners, change management …): Discover how EBSCO Information Services is successfully managing the roll-out (across 19 countries) of their Proposal Management tool in three logical steps. 3/ Benchmark tool management: discover why Arval (BNP Paribas operational leasing subsidiary) and Sodexo prefer a mix of local and central proposal management tools. 4/ Q&A: How to handle globalization in the corporate message and brand management while supporting local sales cultures.
Presenter(s):

     Giandra de Castro is owner of Jack in the Box, two times awarded with the DELOITTE TECHNOLOGY FAST 50 Trophy France and FAST 500 Europe. She wrote the French 2009 best seller book on how to set up configured-to order proposal management tools. Giandra also writes for the APMP Journal and is speaker at the AFPM conference (French association of proposal management professionals). She designed Jack in the Box’s first worldwide proposal management tool, for XEROX, and received the IDG Trophy in 2002. Since then, thousands of people use a customized version of Jack in the Box’s unique PROPOSAL STUDIO. Giandra is an expert in the efficient deployment of proposal management tools in medium and large corporations.



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Presentation: Recycling for Performance Based Acquisitions - Using Systems Engineering Tools for Proposal Development
Summary:     Have you noticed a trend in government contracting toward performance based contracting? Have you had to build proposal responses to Statements of Objectives with or without performance requirements matrices? Are you looking for processes and tools that may help you analyze and respond more efficiently and effectively to these requests? The notion of enterprises and enterprise services has sparked a need for the Government to adjust its approach to acquisition to address this broader, more encompassing concept. To address this change, the Government has mandated acquisition of services through performance-based contracts where a Statement of Objectives and a Performance Requirements Matrix replace the Statement of Work and the "shall" statements. The trend toward performance-based contracting presents challenges to both the government acquisition official and the contractor community. We will explore some promising techniques to aid in developing SOOs and proposal responses.
Presenter(s):

     Lori DeLorenzo is a solution architect for CACI. She spent 14 years in the FAA as a program manager and acquisition official. She was part of the FAA acquisition reform in the late 80's to early 90's. Eight years ago, Lori joined CACI as a systems engineer and solution architect and has been supporting proposal development ever since. She is working on her master's degree in systems engineering at Stevens Institute of Technology, NJ, where she is studying the transformation of systems engineering and acquisition in the new age of enterprises.


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Presentation: Building Your Business Development Competencies
Summary:     This presentation will provide an "in progress view" of research into competencies that enhance the effectiveness of business development professionals.
This study will develop appropriate roles and corresponding competencies in key practice areas that promote business development success.  These individual roles once defined can be assembled as components to tailor position descriptions for specific environments including process approach, country, industry, and business size. Data collection will involve participation from individuals, corporations, other professional associations and academia to include all business development related practice areas. The in-progress presentation will allow members to validate study assumptions and methodology and prepare them for participation in research study groups and data collection and analysis.
Presenter(s):

     Charlie Divine, PPF.APMP, supports the Business Development Institute International (BD-Institute) as the director of research and knowledge management. He led the 2007 research project, Metrics for Business Development Excellence and the 2008 research project, Benchmarks in World Class Proposal Writing Capability. He is a certified BD-CMM Appraiser. For APMP and the BD-Institute, Charlie developed and maintains the BD-KnowledgeBase™. He also led the 2008 APMP Salary Survey. He is accredited at the Professional Level, an APMP Fellow, and a certified assessor for Practitioner and Professional levels. Retired from ATT in 2000, he directed their worldwide pursuit and proposal centers


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Presentation: Green Graphics: Efficient, Economical, Sustainable
Summary:     Dickensian word pictures are wonderful...but today's communication style is frantic with digital images, dashboards, and computer graphics. Ten second commercials are now common and surprisingly powerful; even the 'family news' must edit those interminable wake-boarding videos down to seven seconds, or less. Modern communication demands careful distillation of 'facts and information' into potent audio/visual elements that result in rapid comprehension and action. Pictures must now be worth much more than 1,000 words and graphics must be 'green', i.e., efficient, economical, and sustainable. 
    This 90-minute workshop offers practical principles, real-life cases, and hands-on exercises that help attendees improve the graphics they use for proposals and presentations. The workshop shows examples where communication is enhanced by applying simple but creative steps; it develops understanding of what works and what doesn't. Attendees will participate in the creation, critique, and improvement of greener graphics to be used in influencing pivotal decisions.
Presenter(s):

     Dave Draper, of SM&A, has more than 20 years' experience in effective design and enhancement of non-verbal communication elements. He has been a team member and key presenter for winning proposals in the US and Europe; he has taught communication courses at college and corporate-wide levels.
Dave is recognized for highly successful promotion strategies. He designed the colorful "Z-America" auto relay through 25 major-market cities. He is a certified Advanced Communicator Gold (TMI) and was selected National Champion of the NIRA Promotions Award Contest. At the 2009 APMP international conference, Dave conducted an exciting 90-minute workshop titled: "Seven Skills for a Winning Oral Presentation".


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Presentation: Business Sustainability: Win Recompetes by Reusing, Recycling, and Renewing
Summary:     One of the buzz words when we talk about "Green Initiatives" is sustainability. Mediaenvironment.org defines sustainability as: using only what you need, think critically about changes you can make, and be conscious about how your choices will affect the future. How perfectly fitting to describe recompetes in these terms! 
    Recompetes need to be captured as aggressively as new business, but they have pitfalls that are often more difficult to overcome than a new competitor faces. Business sustainment has become more competitive in this era of shrinking budgets, low price/technically acceptable source selection, and a marked increase in protests. Using case studies, this presentation addresses the reuse of proposal material, but recycling it in a way to create a renewed excitement for current customers. We provide tips that capture/proposal professionals can use to make an impact, and explain how an early start, critical change, and conscious choices lead to proposal wins.
Presenter(s):

     Kristin Dufrene has been a member of APMP since 1995, and served as Chair of the APMP Government-Industry Acquisition Task Force for two years (2007 and 2008). She has previously presented at five APMP Annual International Conferences and NCA's Professional Day. Kristin is a senior director in the Capture and Proposal Development Group at CACI. She has more than 22 years' experience in all aspects of federal procurements. Kristin's primary focus is on business sustainment by capturing recompete business. With this emphasis, she has contributed to the company's industry-leading win rate of 96 percent of business retention in FY09. 
    Ashley Nichols is a CACI senior strategic proposal manager with more than 12 years' experience managing large proposal efforts and providing capture guidance and support. She came to CACI in 2004 through the acquisition of CMS Information Services, where she was director of proposal services. This blend of small and large company business development experience covers multiple service areas including information technology, military logistics, intelligence, communications, and even advertising.


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Presentation: Wordman's Microsoft Word Workshop
Summary:     From the pages of the APMP Perspective, Wordman returns for his 7th Wordman Workshop to answer your questions and solve your problems using Microsoft Word for proposal production. This session has been immensely popular at the last five Annual Conferences and is suitable for all levels of expertise with Word and Microsoft Office in general. There is no formal agenda—bring your questions! From one attendee at the 2005 Annual Conference in Phoenix: "...an excellent session. I was reminded of some powerful features of Word that I've had difficulty with before, and now I feel comfortable being able to use."
Presenter(s):

     Dick Eassom    , AF.APMP, is Vice President, competition management solution executive, at SM&A. An APMP Fellow and recipient of the APMP Founder's Award, he has presented at the last eight Annual Conferences on the trials and tribulations of using Microsoft Word for proposal production. Dick authors the "Wordman's Production Corner" in the APMP Perspective under his pseudonym "Wordman," and has led or contributed to numerous proposals in the US, UK, Canada, Germany, and Australia.


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Presentation: There's More to Going Green Than Filling the Recycling Box
Summary:     So, you're recycling paper, plastics and cans from the soda machines, but what other steps should you be taking to be green and why is it important, particularly for federal contractors? In this session, we will examine green steps beyond the recycling bins and the pros and cons to be weighed as you consider implementing them. We will discuss ways to reduce your carbon footprint utilizing technology and virtual workplaces, but also examine the costs. We will look at ways to use energy more efficiently and other green building issues to consider. And finally, we will examine how your green initiatives can contribute to your proposal process.
Presenter(s):

     Robyn Eley joined the National Government Services Business Development team in 2007. She is responsible for writing and managing proposals, and has completed her APMP-Foundation™ Level Accreditation. This is her second APMP conference. She has extensive experience in marketing, communications, healthcare and public health. In her previous position as media director for Smokefree Indiana, a CDC funded agency, she presented media and public relations trainings at several national conferences and throughout the state of Indiana. Robyn is a native of Ohio and a graduate of Kent State University, OH. Currently, she resides in the Indianapolis, IN area.


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Presentation: The Box Garden of a Major Proposal Effort - Compost Happens: The Human Side of Proposal Management
Summary:     The proposal team is an organization, an organic, living group of people gathered to achieve a mutually agreed-upon goal. As such, the organization needs to be nourished and provided an environment to thrive. As we know from both the garden and complex proposal efforts compost happens! This presentation helps the proposal manager identify, assess, and manage the people, process, and overall proposal environment - reducing the amount of waste and re-work. Proposal managers are responsible for multi-tasking on a minute-to-minute basis, juggling the competing tasks, all of which are the priority of the day, the effort, and the success of the team. Good proposal management should balance the frequent conflict between tasks needing to be done and the appropriate process to accomplish the tasks. This approach to managing complex proposal reduces the waste of resources, especially human time and energy.
Presenter(s):

     Jack Fagan is a regional director with Shipley Associates and a founding member of the Nor'easters Chapter. He has been with Shipley for more than 16 years in a variety of roles. Jack holds a BA from Miami University, OH, and an MBA from the University of Colorado. Mr. Fagan was previously a director with Huthwaite, a sales consulting, training, and research firm. He recently presented "The Proposal Manager's Toolbox: Winning Tools and Best Practices" at the Nor'Easters Chapter Fall Symposium.


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Presentation: The Energy Efficient Proposal
Summary:     What is the most valuable commodity in the proposal process? The energy of the people involved. You can have the best technologies and the most advanced solution, and it is all for naught if the team is exhausted just when the most effort is needed. Seemingly minor tasks can balloon into major problems that erode the energy of the team. Proposal and capture managers sometimes don't distinguish between motion (which might be fruitless) and actions that will lead to results. This presentation will provide ways to preserve valuable human energy and eliminate waste from the capture and proposal perspectives. Two seasoned professionals, one capture manager and one proposal manager, will present proven techniques to maximize the value of every hour of work.
Presenter(s):

     Wendy Frieman, PPM. APMP, CSC proposal manager, has presented at the last three APMP conferences. She is accredited at the Professional Level, is an approved accreditation mentor and has more than 20 years' proposal experience. Previous positions include director of business development at SAIC and Oracle. Ms. Frieman has experience in every phase of the business development lifecycle, from opportunity identification to program execution. She has graduate and undergraduate degrees from Stanford University, CA, and she has published in international and local APMP magazines and journals. 
    Joining her will be Clay Brown, a seasoned capture manager with a 99 percent win rate and 20 years' capture experience at large and small companies, including MRJ, Northrop Grumman, and Raytheon. He began his private sector career as a proposal manager and then transitioned to capture management.


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Presentation: Creative and Compliant Proposal Pricing Strategies
Summary:     Responding to the government's request for proposal requires an in-depth understanding of rules and requirements, but creativity will be required for your company to achieve optimal pricing in order to win the competition while still achieving profit objectives. This session will focus on several key concepts involved in creative and compliant proposal pricing, including the development of direct and indirect rates, and how survive a DCAA proposal and accounting system audit.
Presenter(s):

     Brian Greenberg has more than 30 years of operations, contracts, finance, and business management experience in commercial, government, and international markets. He has been involved in high-growth small businesses, large businesses, mergers, acquisitions, and consolidations. Over the course of his career, he has served in a wide variety of positions, including serving in the U.S. Air Force; as the director of business management for VERAC, Inc.; as the director of business management for Ball Aerospace Corporation, Systems Engineering Division; and currently serves as chief operating officer for KES, Inc. Greenberg is a member of the National Contract Management Association's (NCMA) Board of Directors.



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Presentation: Resume Management – Reduce Revenue Leakage
Summary: Getting resumes ready for use in a proposal is time consuming and repetitive. The challenges are several - lack of visibility into resource and skills availability, no easy way to identify potential candidates, distributed silos of resume repositories in non-standard formats that restrict organization-wide visibility, and lack of streamlined update processes resulting in outdated resumes and inaccurate information. The result in many cases is a no-bid on an opportunity due to lack of confidence leading to 'revenue leakage'. Now there is a resume management tool that specifically addresses the needs of government contracting organizations. It is designed to enable organizations to (a) REDUCE - the burden and redundant work related to keeping resumes current and develop opportunity specific versions (b) REUSE - template based versions and opportunity specific versions made available across the organization (c) RECYLE - information from past bids (d) RENEW - help keep resumes current with an easy forms-based approach.
Presenter(s):

     Jamie Hampson is a senior sales engineer for SpringCM's Government Solutions Division where he is exclusively focused on the federal market and driving adoption of SpringCM's cloud computing solutions such as Resume Management, Privia, and SpringCM's other Document Management applications. He is responsible for technical sales and product management support. Prior to joining SpringCM Jamie was manager of presales engineering at Lagan Technologies, an ECM software company. Jamie previously held sales engineering and IT positions at Intelligenxia, a company specializing in unstructured data analytics; EzGov, BroadJump, and Nortel. He brings 20 years experience in enterprise IT solutions.



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Presentation: Going Green: Government and Industry Motivations
Summary:     Why do we respond the way we do? What are the influencing factors/motivations behind both sides of the Government-Industry acquisition process? How can we improve communications between entities, enhance efficiencies, and reduce physical efforts and stresses on both sides? We will address reducing procurement risk and hopefully help reform the process to include more communication between both entities.  Based on real-world "Lessons Learned" from Government and Industry experts, we will provide insight into what goes on behind the scenes. 
    Attendees will take what they learn back to their jobs, so they can improve their processes and, thereby, streamline them to reduce rework and its associated stresses.  Understanding how the other side looks at the procurement process forms the basis for focusing efforts on the most productive activities. Making the process more understandable ensures that all parties involved can avoid misunderstandings and unnecessary rework.
Presenter(s):

         Lee Hendrickson, PPM.APMP (Chair), has worked both sides of the procurement process, with about 12 years in proposal development. His background includes proposal work as an in-house employee and as a consultant. In addition to participating on Task Force panels in 2008 and 2009, Lee assisted in preparations for the Second Annual APMP Conference in the early 1990s where he also delivered a paper. He has contributed to the Perspective over the years as well. Currently, Lee works in the Government Systems Division of FLIR Systems in Oregon. 
    Nora K. Adkins is a senior attorney in the Office of General Counsel at the U.S. Government Accountability Office (GAO), where she works in the Procurement Law section. She writes legal decisions to resolve bid protests involving the solicitation or award of government contracts. Ms. Adkins is also a frequent lecturer on GAO bid protest jurisdiction, regulations, and procedures. She recently returned from a six month detail to the Senate Committee on Homeland Security and Governmental Affairs, where she staffed procurement law issues for Senator Joe Lieberman. Prior to joining GAO, she clerked for the Western District of North Carolina Bankruptcy Court. Ms. Adkins is also an active member and former Vice President of the Washington D.C. chapter of the Duke Law Alumni Club, and is admitted to the North Carolina bar.
    John Brannan is Chief of the Acquisition Center of Excellence Contracting Division for the Aeronautical Systems Center at Wright-Patterson AFB, Ohio. As ASC’s senior advisor to the Commander for competitive acquisitions, Mr. Brannan provides advice and counsel to over 200 acquisition teams annually through all phases of the acquisition process. His multi-functional team of senior acquisition professionals has set the highest standards for AF source selections.
    Dan Fulmer has 29 years' government acquisition experience with the Defense Logistics Agency and the Air Force. In 2007, he participated on a small team chartered to rewrite Air Force source selection regulations. In his current position, he is the contracting member on a multidisciplined team for development of acquisition strategies and solicitations for programs within the portfolio of the Program Executive Officer (PEO) for Aircraft. After RFP release, he provides training and advice to evaluation teams during the source selection process. An APMP Fellow, this is Dan's ninth consecutive year participating as a presenter or panel member. 
    Alan Goldberg is the source selection office director of the Naval Air Systems Command (NAVAIR). He has been in the engineering and acquisition fields with NAVAIR since January 1977. He joined the Source Selection Office in 1990 to lead competitive source selections, becoming the Director in May 2000. Alan has been an APMP member since September 2000 and has been the Government Liaison, representing NAVAIR, since April 2003. 
    Ann Marie Telepak is a procurement analyst in the Contract Policy Division at Headquarters Air Force Materiel Command, with 29 years government contracting experience. She is the source selection policy action officer for the Command, has participated in or led multiple teams that have developed revisions to Air Force source selection policy, and provided training materials for those revisions. One of Ann Marie's primary duties is to advise and support government source selection teams for services acquisitions on strategy and execution issues. 
    Kristin Dufrene previously served as Chair of the APMP Government-Industry Acquisition Task Force and has previously presented at five APMP International Conferences and NCA's Professional Day. Kristin is a senior director in the Capture and Proposal Development Group at CACI. Her primary focus is on business sustainment by capturing recompete business. She has more than 21 years' experience in all aspects of federal procurements, and has been a member of APMP since 1995. 
    Alyssa Simpson Feliho, AM.APMP, brings 15 years' experience and background in proposal management, business development, and marketing. She has spent the past nine years managing proposals for professional services and consulting firms with a mix of corporate, state, and federal government clients. 
    Steve Hennessy, Director of Southeast Operations at John Goyak & Associates, has over 27 years of experience in Capture Management, Business Development, Program Management, and System Engineering. His strong leadership style and solid technical background have helped him win nearly $1B in new business. He has extensive experience in all phases of proposals and programs and worked for Harris Corporation, GE, AirNet, and Goyak. His experience includes large government, commercial, and international programs. He has an Electrical Engineering Degree from Clarkson University with a minor in Technical Writing. 
    Heather Johnson, a proposal manager for ITT Space Systems Division, has 10 years' experience in private industry as a human resource specialist; recruiting manager; parts, material, and process engineering specialist; and technical writer. In addition to her current role as proposal manager, she also manages technical presentations and white papers, and coaches presenters. She holds her Foundation Level APMP accreditation. 
    Bruce Morton is the Senior Manager, Capture Excellence at Lockheed Martin Information Systems & Global Services. He is an adjunct professor at George Washington University. Prior positions include principal consultant, Lohfeld Consulting; Vice President, Capture Management, CACI; Director, Corporate Capture Management, Titan; and spacecraft system design engineer, GE Aerospace. He chaired the panel "Pricing to Win?The Art of Pricing" in 2008, participated on two panels in 2008, presented "Keys to Successful Capture Management" in 2007, and chaired a capture management panel in 2004. 
    Dawn Porthouse is Director of Proposal Development for NERI and oversees all proposal development activities. She has over 15 years' experience managing proposals in the life sciences arena for both private and nonprofit companies, with sponsors from ranging from government agencies (e.g., NIH) to pharmaceutical and biotechnology companies. 
    David Sotolongo, Vice President of the Proposal Development Office at RTI International, has more than 20 years' experience in all facets of business and proposal development. He oversees staff working in all stages of the acquisition cycle, including opportunity assessment and capture planning, RFP receipt and review, bid decision, and proposal development. He was one of the founding members of the Carolina APMP chapter and has presented at national and regional conferences for more than 10 years. David has successfully achieved Foundation-level APMP accreditation and is currently pursuing Practitioner-level accreditation. 
    Mike Summers, a Senior Proposal Manager with SAIC, Mike has served in leadership positions in new business capture for the past 16 years, with a specialty in proposal management and business capture processes. He joined SAIC in 2007 after a 27-year career with Lockheed Martin. Prior to pursuing proposal management as a career, he served in a variety of technical and management positions in the area of large-scale computer center management. 
    Mike Weinberger is the Manager of the Proposal Group at Verizon Federal Network Systems and has more than nine years leading DoD, Intelligence Community, and Federal civilian proposal efforts. He began his career as a computer systems analyst at NASA, later moving to information technology positions with the Food and Drug Administration and the Government Accountability Office. After joining the staff of the House Appropriations Committee, he implemented the first ever computer system for the Committee and later managed its implementation of PC-based networks. Mike has been a member of APMP for five years.


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Presentation: RapiPlan™ -- The Decision Support Tool
Summary:     RapiPlan™ is decision support software that integrates cost, schedule, risk and performance into a single, flexible tool that can be used during proposal development and program execution. The linking of cost, schedule, risk and performance provides proposal teams with a critical "what if" tool to manage the fast paced, ever changing baseline of the proposal. This tool can significantly "REDUCE" replanning efforts that accompany most proposals every time the schedule, technical performance, costs, or risks change. RapiPlan™ automatically optimizes the entire program plan each time a change is made and provides the proposal team a complete set of plans that match the changing baseline. 
    Find out what leaders at companies like Boeing, Harris, Northrop Grumman, SAIC, and BAE are saying about RapiPlan™ and how their Government customers increase the evaluation scores for Management because they are using it to help manage the program.
Presenter(s):

     Steve Hennessy is director of Southeast Operations for John Goyak & Associates. He has more than 27 years' experience in capture management, business development, program management, and system engineering. His strong leadership style and solid technical background have helped him win nearly $1B in new business. He has extensive experience in all phases of proposals and programs and worked for Harris Corporation, GE, AirNet, and Goyak. His experience includes large government, commercial, and international programs. He has an Electrical Engineering degree from Clarkson University, NY, with a minor in Technical Writing. Steve is a driven leader who has a passion for winning.



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Presentation: Mind Mapping Techniques for Dynamic Storyboarding
Summary:     This presentation will demonstrate that by adapting mind mapping techniques and software to the proposal development process, companies can perform dynamic storyboarding to rapidly develop compliant and responsive proposals. This can help reduce the need for large proposal teams, reduce the need for SME authors in the proposal process, and increase efficiency across the entire Capture and Proposal lifecycle. We will review the history of Mind Mapping concepts and use MindManager 8 software with actual proposal responses to illustrate these concepts in real-world scenarios. This efficient approach supports green initiatives by minimizing travel needs and materials consumption both for proposal work and other company business activities. The session will show how MindManager 8 is particularly effective for data capture and tasking in virtual collaboration sessions. Attendees will understand how dynamic storyboarding with mind mapping software can accelerate compliant and responsive proposal responses.
Presenter(s):

     Charlie Jarrel is the president of Proposal Excellence Corporation and the co-initiator of the Proposal Maturity ModelTM. He has an extensive background in proposal development spanning 20 years in the Government and commercial sectors. Mr. Jarrel has worked in the aerospace and information technology industries in various technical, management, and business development capacities. In addition to working proposals, Charlie is an accomplished tuba player and avid fly-fisherman, with numerous published articles on fly fishing. Mr. Jarrel is a certified Project Management Professional (PMP), and holds a BS in Defense Systems Management from Colorado Technical University.


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Presentation: Top 10 Tips for Creating Great Documents
Summary:     Has your production department been "reduced"? Do you find yourself unable to "renew" and "reform" but just "reusing" the same, tired templates and endless Word documents? Learn the top 10 tips and tricks for producing your next document in Word (2003 or 2007) fast, easy and fun! No really! There are ways to make your Word nightmares into dreams-come-true. Update your skills and create great documents fast. Learn how set up functional and aesthetically appealing Word documents and how to efficiently and effectively work with multiple team members using the MS Office Suite. Got the docx vs. doc blues? Understand the differences between versions of Word and how to put those to best use.
    The highest rated presentation at the NCA Professional Day!
Presenter(s):

     Colleen Jolly, APM.APMP, is a principal at 24 Hour Company and managing director of 24 Hour Company UK -- a global proposal graphic and production company. She has won thousands of proposals in the past 10 years. She is responsible for book composition/cover design for the APMP Journal and regularly contributes articles. She is a frequent worldwide speaker, presenting at many APMP conferences. She is a graduate of Georgetown University, Washington, DC, and is active in leadership roles in many arts non-profit organizations. Colleen is an award-winning fine artist and business professional and is the NCA Chapter Board Secretary.


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Presentation: Reduce, Reuse & Recycle - Putting Privia to the Test
Summary:     At Base Technologies (BaseTech), we use SpringCM's Privia tool to maintain a framework for winning new business. We have used Privia for the past four years. The biggest return on investment initially came from document management. In the past year we have moved further in applying Privia's capabilities to manage our entire business development (BD) lifecycle electronically. 

    Privia enables us to:
- Reduce redundant work associated with proposal production and the use of paper
- Reuse best practices and lessons learned
- Recycle content from earlier bids, resumes and past performance. 

    Privia enables us to manage version control, quickly find relevant input for each new opportunity, simplify file sharing, minimize email traffic associated with proposals, facilitate color reviews electronically, make better bid decisions, and effectively manage our pipeline. The result: reduced use of print media, reduced cost, increased security, and increased reliance on digital processes.
Presenter(s):

     Maryann Lesnick, APM.APMP, PMP, is vice president of proposals for Base Technologies, inc. in McLean, VA. She has more than 30 years of technical, management, and business development experience and has prepared hundreds of proposals for contracts and task orders, both written and oral. She has a BS degree in Mathematics, and an MS degree in Interdisciplinary Studies. A member of APMP for four years, Maryann is a member of the NCA Chapter Board of Directors, and serves as Chairperson for the NCA 2010 Proposal Basics Boot Camp.


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Presentation: Leveraging Company Expertise to Win
Summary:     This presentation provides a method to leverage company expertise with the goal of a) making proposal writing more efficient, and b) generating higher quality proposal materials (i.e., more specific, more effective presentation of the company's expertise). Proposals are often prepared by a small number of dedicated proposal staff who rely on expertise from throughout the company for the specifics to be included in resumes, corporate experience, and technical approaches. The company experts divert time from their client-related duties to write the proposal. This presentation provides the following tools and techniques to achieve proposal-ready materials for resumes, corporate experience, technical approaches, and specialty plans: 1) a “recipe” for use by technical staff, 2) company-wide use of the “recipe” in a highlights section of monthly progress reports, 3) company human resources participation in annual resume revisions, and 4) company Finance/Accounting participation in project descriptions and  highlights of technical approaches at key project milestones.
Presenter(s):

     Marc Lieber is president of ProFicient Technologies, a proposal and project management consulting firm in the Washington, DC area. He has served as corporate level leader for proposal support for a global consulting and engineering company, and has served dozens of clients as a freelance proposal manager since 1996. Marc holds a master's degree in Public Policy from University of California, Berkeley. He also holds certifications in project management and enterprise content management. This is his first APMP presentation.


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Presentation: It's Not Easy Being Green! But It Can Be For Proposal Production!
Summary:     Green, green, green. It's the buzzword of the day. But what does it mean? Does it really matter?  It is hard to go green -- from composting to carpooling. It's a major life shift and a lot to research, understand and apply. What doesn't have to be hard is how you "green" your proposal production. Understand all those tricky new acronyms like SBI and FSC and take home real steps to update your processes (for your corporate or home office!) that will improve your bottom line while improving the environment. Some customers may even give you "extra points" because of your environmentally friendly initiatives. To make sure you remember all those new ways to "green" your proposal production we're going to play "Life in the Green Lane." 
    The winner gets a cool guess-what-color(!) prize.
Presenter(s):

     Mike Parkinson and Colleen Jolly, APM.APMP, are principals at 24 Hour Company -- a global professional proposal graphic and production company. They have won thousands of proposals for their clients with a combined 20+ years' experience. Both are frequent worldwide speakers and trainers, attending and presenting at many APMP events. Both have been frequently published in APMP publications including the NCA newsletter, Perspective and Journal. Mike has also written the only book on information graphic conceptualization, "Billion Dollar Business Graphics." Colleen is in charge of the Journal layout and cover design, is NCA Chapter Secretary and runs the UK expansion. 
    Both enjoy long walks on the beach, but not together.


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Presentation: The Great Proposal Management Quiz Show
Summary:     After the success at the 2009 conference, we do it again! Learn a lot while having fun! Let's see what you really know about proposal management! In this thrilling and entertaining quiz show, several teams will compete against each other. Each team will have to answer questions and perform tasks related to the business of proposal management: The winners will win an XXL 32-inch-159-oz bar of Swiss Toblerone Chocolate.
Presenter(s):

     Christopher S. Kaelin is the founder of CSK Management, a Swiss consulting boutique for proposal management. His track record shows a profound experience with projects in Europe, Asia and South America. Chris developed the BidMaster approach to develop winning proposals. Chris provides proposal training, and helps companies to optimize their proposal processes. He also supports companies "side-by-side" to win strategic deals. Chris is also lecturer at the Zürich University of Applied Sciences. Prior to CSK, he worked with IBM, Arthur D. Little, and SONY. He holds a master's degree in business administration and IT. He speaks German, English, and French. He is also the chairman of the German speaking APMP DACH chapter (Germany, Austria, and Switzerland). He regularly presents at the International APMP conference, the UKAPMP conference, and the APMP DACH conference.


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Presentation: The APMP Accreditation Program: Professional Growth & Recognition
Summary:     Learn about the APMP Accreditation Program from the APMP Accreditation Program Director. He will provide information about attaining and maintaining the three levels of accreditation (Foundation, Practitioner, and Professional) and the benefits of becoming accredited. He will also answer questions from the audience about accreditation. About 1,400 have earned at least one level of APMP accreditation. If you haven't, this presentation might provide the information (and encouragement) you need to become accredited – and if you have, it might provide motivation for you to upgrade your accreditation. For details about the Accreditation Program go to the APMP website.
Presenter(s):

     Chuck Keller is an APMP Fellow and charter member, and a charter member and former Chapter Chair of the Florida and Georgia APMP Chapters. He frequently contributes articles to the APMP "Journal" and "Perspective." His “Perspective” articles include the “Accreditation Corner,” a regular feature that provides news and advice about the Accreditation Program. The owner of Keller Proposal Development & Training and president and co-founder of ProposalCafe.com, Chuck has been in the proposal business for about 27 years. He is the co-author of the book, Proposal Writing: The Art of Friendly and Winning Persuasion.


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Presentation: The Shipley 9.6 Step Process … or How to Use BIG Processes for Quick Turn Responses
Summary:     Whether it's a Task Order, an RFT or a commercial RFP, if the response is due in 7 to 14 days, no one can execute all the steps of a complex process. This briefing will show you HOW to: 
    - reduce the number and complexity of activities; 
    - reuse existing material 
    - re-form your large bid process for a shorter timeframe. 
    Maintain the purpose of your process by addressing its philosophy rather than rote procedure to reduce the time you use to execute a sound approach. Understand the why of your process so you can execute activities appropriately ... a Pink Team is a solution review. If your proposal is due in a week, can the engineer two cubicles over spend 30 minutes with you while you explain your solution? That's a Pink Team, too! Going green on short turn responses is about spending your time wisely and well.
Presenter(s):

     Nancy Kessler is an APMP Fellow, accredited as the Professional Level, who has presented at multiple international conventions as well as APMP chapter meetings and NCA Boot Camp. She has managed proposals in industry and as a Shipley consultant, developed and deployed custom processes based on the Shipley 96 Steps as vice president, process consulting at Shipley and currently represents Shipley in the Washington, DC region. She holds a BA in Business and an MS in Technology Management.


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Presentation: Organic Proposal Management: Renewing Your Team
Summary:     How do you renew your proposal team and keep them not only sustainable but energized, engaged, and effective? You practice organic proposal management through locally-grown initiatives. Organic proposal management is a style of management that shifts from a hierarchical pattern to a collaborative pattern and will create a culture of innovation. People are the most important resource of any company; moreover, building relationships with your teammates is one way to sustain them. How well the proposal team works together can impact your win rate. This presentation, based on scholarly articles and practical management experience, looks at how proposal teams are organized and how you can build trust and collegiality in your proposal team. Remember, organic proposal management may, at first glance, be a little less pretty; however, people swear organic tastes better! Proposal managers who take care of their human capital will reap better productivity levels.
Presenter(s):

     Lisa King is a business development consultant at National Government Services, a WellPoint company. She develops bid solutions, identifies business opportunities, and analyzes competitor strategies. She earned an undergraduate degree from Indiana University, a master's degree in library science from Indiana University, as well as a master's degree in business administration from Indiana Wesleyan University . Lisa holds certifications in project management and knowledge management and has achieved the APMP Practitioner Level. She serves as an officer for APMP's Greater Midwest Chapter. Previous APMP presentation history: Little (Virtual) Proposal Shop of Horrors at the 2009 SPAC conference in Atlanta, GA.


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Presentation: "Price to Win -- Win(d) Power Behind Winning Bids"
Summary:     This one-hour proposed seminar focuses on how proposal and capture managers can leverage Price-to-Win (PTW) solutions to increase their win rate through the use of sample analysis, case studies and tips. This PTW seminar is set apart from past PTW seminars in that its content is developed by career PTW subject matter experts with solid track records in determining the winning price. While APMP conference attendees are typically savvy in the individual components of PTW, this seminar will focus on how a comprehensive PTW solution can improve their competitive position. The presentation will also include advice for conducting PTW internally and tips for vetting PTW consultancies. Attendees will leave with a better understanding of PTW and how to incorporate it into their capture process to drive their solutions and “right price” their offers.
Presenter(s):

     Sandy Larkin has 22 years' experience in competitive intelligence, market analysis, business development, and pricing strategy in the Government sector. Prior to joining ifour (now SM&A), Sandy was a sector senior analyst at Northrop Grumman where she focused on competitive and market analysis for strategic opportunities. Prior to joining Northrop Grumman, Sandy served as the director of business development for Getronics (now BAE Systems) responsible for over $700M in DOJ and US Postal Service sales and was recognized as Top Revenue Producer for three consecutive years. She started her career at EDS as a cost and pricing analyst.


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Presentation: The Greening of Procurement
Summary:     Although electronic procurement (e-procurement) systems are not new, increasing numbers of companies and government entities worldwide are faced with smaller budgets, the need to improve efficiency, and a desire (if not a mandate) to contribute to their organization's efforts to become more eco-friendly. In e-procurement, these organizations hope to find a means to reduce procurement costs, decrease their dependence on paper-based systems, and improve procurement process outcomes.
It is critical for proposal managers to be able to interact with these systems when required. Capture managers also need to be aware of the impact these systems have on the proposal process and the nature of the final proposal product. 
    This presentation explores how to respond effectively to e-procurement solicitations from the time the solicitation is issued through upload of the response and provides concrete suggestions for working with these systems that can be applied immediately.
Presenter(s):

     Joyce Loegel, an independent contractor, has more than 25 years' experience in managing, writing, and editing proposals, statements of work, specifications, and user documentation. Her experience ranges from managing commercial proposals for Fortune 100 companies to being the only proposal manager/writer for a small company. Joyce has also managed state and federal proposals and has in-depth knowledge of Federal Acquisitions Regulations, Department of Energy Acquisitions Regulations, and military standards for documentation. A firm believer in using well-documented processes, Joyce has recently submitted several proposals using e-procurement systems, with varying degrees of frustration.


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Presentation: Proposal World: The Theme Park
Summary:     Welcome to "Proposal World" - a theme park based on the pleasures and perils of proposal development. Visitors to this magical kingdom will take a thrilling journey - starting before the RFP is released and journeying right through to submission - whilst dodging danger, plunging towards potential pitfalls and heading off disaster at every turn. 
    With your experienced tour guides BJ Lownie and Jon Williams, you'll explore various areas of proposals - including Kick-Off Canyon, Strategy Station and the oh-so-scary Evaluation Elevator - challenging your nerves and knowledge. Along the way, you'll meet some familiar characters - the Slippery Salesperson, the Eccentric Expert, the Maniacal Proposal Manager and many more. 
    It'll be an exhilarating adventure, in the company of two of APMP's most seasoned and popular presenters. You'll share laughs, gain new insights and leave the park with wonderful memories - and tips and techniques sure to improve your next proposal.
Presenter(s):

     Every year, participants at the APMP annual conference eagerly await the presentation by BJ Lownie and Jon Williams – who are well known for their informative, engaging and humorous presentations. Their previous sessions (including “The Fairytale Proposal”, “The Church of Proposal Excellence” and “Proposal Idol”) have met with great acclaim at APMP events delivered around the world. 
    Jon and BJ are the principal and founding directors of Strategic Proposals, a global company that has supported clients in developing winning proposals and proposal capabilities for more than 20 years. Recognized as thought leaders in the profession, they are both APMP Fellows, accredited Professionals and APMP Approved Trainers. “The Proposal Guys”  blog they co-author, is a source of proposal anecdotes and advice, is visited by many APMP members each week.


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Presentation: Let's Groove! Business
Summary: This presentation illustrates how using Microsoft Office Groove, our Global Pursuit Team has reduced the proposal preparation time and reformed the way collaboration happens during the proposal management process. Groove helps virtual teams collaborate seamlessly and effectively, resulting in enhanced work efficiency. It provides flexibility at gathering information from disparate sources and sharing over secured workspaces. Groove with its in-built tools and templates helps implement industry best practices and provides the bid team with a rich experience on anywhere, anytime collaboration. The time saved could potentially be invested in making the proposal customer-focused and responsive, thereby, increasing win rates. A recent ROI study conducted at Microsoft around collaborating on sales proposals using Groove yielded an ROI of 104 percent annually, potentially saving effort and cost by 20 percent. We envision that with increasing usage of Groove the proposal management process shall mature and transform the way businesses realize enhanced benefits.
Presenter(s):

     Sanjay Mahato is a proposal manager with the Global Pursuit team at Microsoft Services. He leads the Global Proposal Team for Canada. Sanjay is an APMP-accredited Foundational Level member who has spent close to six years in the IT domain. His expertise includes Bid Management, IT Pre-sales and SAP Consulting. Prior to Microsoft, he was working for Infosys as a SAP Consultant. Sanjay holds an MBA degree from Management Development Institute, Gurgaon, India. Prior to his MBA, he worked in the Manufacturing Industry for three years.
     Heramb Mishra is a proposal manager with the Global Pursuit team at Microsoft Services. He leads the Global Proposal Team for the US. Heramb is an APMP-accredited Foundation Level member who has spent close to nine years in the IT domain. His expertise includes Bid Management, Strategic Consulting and Business Development. Prior to Microsoft, he has worked in similar roles at Oracle Inc. and Keane Inc.
Heramb holds an MBA degree from FMS, Maharshi Dayanand Saraswati University, Ajmer, India. Prior to his MBA, he worked in Tata Consultancy Services as a Software Engineer.



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Presentation: Eco-Friendly Proposal Development
Summary:     Take the green approach to developing proposals by using a modular process designed to reduce waste, recycle plans and graphics, reuse snippets of information, renew conceptual artwork, and reform your overall process for creating winning proposals. Modular proposals are created by segmenting portions of your response into blocks of information designed for future recycling. The process of creating a story line built from reusable components stored in a shared collaborative environment will save time, energy, and resources. By identifying, capturing, classifying, and storing snippets of information, corporate-related plans, and universal graphics organizations can promote a clean, streamlined process that is predictable and manageable. Proposal development teams can circumvent hours of laborious research and brainstorming by providing document elements that "answer the mail" to recurring sections of RFPs.
Presenter(s):

     La Vida Mason has spent more than 20 years pursuing and servicing federal contracts for corporations. Her insightful approach to acquiring business helps corporations realize their business potential. As Director, Proposal Development at American Systems Corporation, she manages proposals that have potential contract value of $50 million or greater. Working alongside vice presidents and capture managers in pursuit of new business allows her to cultivate the information during the proposal development process. In 2009, she taught the proposal development process to more than 100 employees. She studied Communications at Howard University, Washington, DC, and has completed several courses on proposal management and federal contracting. 
    Jerry Lawson has more than 25 years' applied experience in enterprise business systems implementations, business process re-engineering, project management, information architecture and knowledge management. He has worked in various business development roles including director, business development, capture manager, proposal manager and project manager. For the last 10 years, he designed, implemented and managed business performance systems. As Director, Business Development Systems Support at American Systems Corporation, he recently developed the structured business processes and concept for a modular proposal management system. Mr. Lawson is a certified project manager (PMP) and holds a master’s degree in Management Information Systems. 
    Lisa Wetzel, Creative Director for Proposals. Lisa Wetzel has over 12 years experience in strategic, multimedia communications, specializing in proposal development, marketing communications, and information management. Currently employed as the Creative Director for Proposals at American Systems Corporation in Chantilly, Virginia, her team is engaged through the entire proposal development process from capturing the technical solution by providing integrated tools for storyboarding to managing the quality of visuals in production. Ms. Wetzel holds a Master’s degree in Human Relations from the University of Oklahoma and a Bachelor’s degree in Political Science from American University.


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Presentation: Reusing Advertising Tactics in Your Next Proposal
Summary:     Proposal evaluators are not aliens from another planet or mechanical robots send to scrutinize our work. They're human beings. They have wants and needs and limited attention spans just like you and I. They're also part of the same mass market that advertisers spend millions of dollars trying to reach. From unique selling propositions to visual consistency to the number of times an individual is exposed to the same message -- these are all tactics that marketers employ when developing consumer advertising campaigns. This presentation will explore some of the proven persuasive techniques used to "break through the clutter" when creating effective print and electronic advertising and demonstrate how you can apply them to proposal development to ultimately help you create winning proposals.
Presenter(s):

     Christine Menna, manager of proposal development and knowledge management at Concurrent Technologies Corporation, has four years experience developing proposals and more than 30 years in marketing. Her experience includes 18 years in retail/commercial real estate as Vice President of Marketing and Corporate Communications. She has been an adjunct professor at several universities including Penn State, Saint Francis, and Pittsburgh campuses in Greensburg and Johnstown, PA, where she teaches such courses as Marketing Research, Marketing Management, Advertising Strategies, Sales Promotion, and Consumer Behavior. She is a member of the APMP National Capital Area Chapter and serves on its Annual Conference Planning Committee.


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Presentation: Coaching to Win for Proposal Managers
Summary:     Harried proposal managers often feel isolated and disconnected from the critical information sources to fully support their organization's pursuit process from client contact through proposal submission. Getting complete buy-in from all internal and external resources needed to craft differentiating proposals is a challenge. It requires that the proposal manager master influence and coaching skills in working with others to gain the information and support to successfully complete the process and earn the win. 
    This experiential learning session will introduce proposal managers to the knowledge, skills, and tools to adaptively influence and coach key stakeholders and to get the level of alignment and commitment needed to achieve extraordinary proposal results.  Proposal managers will leave this session with a fresh understanding of how to coach and influence key proposal contributors - both upward, laterally, and downward - to achieve new levels of pursuit/proposal engagement
Presenter(s):

     Noah Rabinowitz is a managing principal in Korn/Ferry Leadership and Talent Consulting, based in the Firm’s Miami office. He is a seasoned business professional with expertise in talent management, sales effectiveness, new business development and strategic transformations. He is also an executive coach, program manager and senior faculty member. Noah possesses extensive international business experience, having delivered projects in more than 25 countries. He earned a master’s degree from the University of Michigan and also completed advanced coursework toward his master’s degree in business administration from the University of Chicago.


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Presentation: Save a Tree & Make Your Proposals Pop with Customer References
Summary: Use online, multi-media customer references to reduce the inevitable 'paper trail' that accompanies so many proposal responses. Customer references are an important part of creating an outstanding proposal but adding them can be time-consuming, result in the overuse of the best customer references and waste natural and personnel resources. Rather than print and attach several pages of testimonials or reference materials, users can generate a customized link and add online reference materials in just minutes. The multi-media customer references are stored in a secure online platform and organized in an intuitive manner. Proposal writers can simply search for the most relevant customer references and insert them into a proposal with just a few key strokes. Additionally, the 'electronic paper trail' is fully trackable, so users can see if/when their customer references are viewed for amazing proposal intelligence.
Presenter(s):

     Jim Mooney is an expert on using innovation and customer input to create new solutions...even entire markets. After observing the positive impact of using references during critical point of the sales cycle, he worked to make using customer references easier and more streamlined. By placing customer reference collateral in a secure, online environment and organizing them in a flexible, searchable manner, References-Online has become a game-changer for many enterprise-level clients. Companies including Colonial Life, Taleo and McAfee (plus many others) are now enabled and empowered to use customer references throughout the entire sales and proposal process.



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Presentation: The Art of a Successful Win Strategy
Summary:     The presentation will address the art of developing a successful Win Strategy, including actual examples of the good, the bad, and the ugly. It will cover in detail how to develop a Win Strategy, as well as how to analyze and critique another Capture Manager's Win Strategy when you are part of a review team. The presentation will address the keys to achieving a high probability of win using real life examples to demonstrate various aspects. The discussion will highlight and review typical problems and issues, summarize the discrete elements needed to achieve success, and encompass an organized approach. The discussion will address both new competitions and recompetes, and encompass the perspectives of large, medium, and small size businesses.
Presenter(s):

     Bruce Morton is senior manager, capture excellence, Lockheed Martin Information Systems & Global Services. Prior positions include Principal Consultant, Lohfeld Consulting; VP, Capture Management, CACI; Director, Corporate Capture Management, Titan; business development and strategic planning positions, Lockheed Martin; and Spacecraft System Design Engineer, GE Aerospace. For APMP, he chaired the 2009 panel "Successful Capture Strategy: The Art of Winning" and participated on Customer Task Force and Cost Task Force panels; chaired the 2008 panel "Pricing to Win - The Art of Pricing" and participated on 2 panels; presented 2007 "Keys to Successful Capture Management", and chaired 2004 Capture Management Panel.


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Presentation: How Green Is Your Proposal Risk
Summary:     In today’s source selection environment, your proposal’s risk assessment is the critical factor that will make or break your winning the contract. Unless your risk assessment is Green (low risk), you’ll most likely not win. On federal acquisitions and others, source selection reforms have fueled the move to Risk Based Source Selections. To win in today’s environment your proposed solution must address risk; the key ingredient to your proposal’s realism; and your ability to deliver what you promised on schedule and at cost. This presentation, by a former Government acquisition proposal evaluator and source selection authority, identifies the too often missing element in proposals: the solution. It describes the move to risk based selections, how to understand the RFP’s risk tolerance, lays out how the source selection team translates your proposal into a risk assessment, and overviews how to identify, manage and mitigate risk in your program.
Presenter(s):

     Allan Netzer is a retired Air Force Colonel with 27 years experience. His service includes flight test engineer, operations, program management and he served twice as a Material Group Commander responsible for multiple weapon systems in development, production and sustainment. He has served on Government source selections as a Factor Chief, Source Selection Evaluation Team Chief and Source Selection Authority. His expertise includes aircraft, space, missiles and command and control. He's worked for LSI as a consultant to major defense contractors such as BAE and ATK as well as commercial space contractors including United Space Alliance (USA) and Oceaneering.


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Presentation: Conserving Unnatural Resources
Summary:     The "green" approach to business development is identify and eliminate probable losers early. Large systems integrators have integrated capture planning, process best practices, and competitive assessments to approach 70 percent win rates. Adapt your process to achieve the same, "green" result.  Lacking the unnatural resources of the "big guys," BD professionals pursuing opportunities with state and regional governments, B2B, prime contractors, and task orders often settle for 15- to 30-percent win rates. We will discuss how organizations like yours have adapted to achieve similar results.  Anticipate and counter management objections, and then adapt your capture and competitive assessment tools. Reduce, adapt, reuse, and reform. Printing on recycled paper and meeting virtually is laudable -- but your greenest action is to eliminate waste. Depart with tools, recommendations, and links to resources.
Presenter(s):

     Larry Newman, PPF.APMP, kicked-off the 2009 Conference, and has presented at numerous APMP Conferences. Author of the Shipley Proposal Guide, Larry applies 25 years of BD experience as a consultant, author, trainer, and coach. He is vice president and partner at Shipley Associates. 
    Nancy Kessler, PPF.APMP, has presented at numerous APMP Conferences and was a major developer of the BD-CMM. Nancy applies more than 25 years of proposal management, consulting, and account management to her perspective. She is a vice president and regional sales director at Shipley Associates. 
    Randy Richter, president of Richter & Company, conducts market research, competitive analysis, and price-to-win assessments for organizations in the Federal, state, and regional government; B2B; task order; and sub-contractor sectors. Prior to founding Richter & Company, Randy was a senior consultant at CAI/SISCo, and served as vice president, strategic business development in prior organizations.


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Presentation: Being Green at Red Team
Summary:     For 20 years I’ve studied “Lessons Learned” reports and to paraphrase Yogi Berra – it’s Déjà vu all over again! This briefing provides a “Pre-Mortem” on how to avoid ‘7 Bad Behaviors’ in captures/proposals. Learn to recognize and prevent these 7 bad behaviors that are ‘red flags’ to avoid on any proposal. This bad behavior is unfortunately very prevalent in competitive proposals for Government contracting. The usual result is that Red Team reviews score them ‘Red,” there’s not enough time to fix them, and customers deem them ‘Losers.” As Kermit the frog would say: “It’s not easy being green” but being green at Red Team is a necessary ingredient to winning. Eliminating these 7 bad behaviors will go a long way towards making your proposal a winner.  Being green at Red Team saves money (B&P) by reducing unnecessary muda (i.e., wasted effort, time, writing, graphics) throughout the proposal process.
Presenter(s):

     Joe O’Neill has more than 30 years' proposal development experience in both government and commercial markets. He has been involved in large federal government proposals since 1984, primarily for defense systems and services, now at BAE Systems in Nashua, NH and formerly at RCA/GE Automated Systems in Burlington, MA. He has been involved in more than 100 major Department of Defense (DoD) proposals. Involvement has ranged from proposal process management to author, volume leader, proposal manager, and red team leader. An APMP member since the early 1990s, he is accredited at the Practitioner Level.


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Presentation: Zero Emission Proposals - Successful Virtual Teams
Summary:     The challenges and costs associated with bringing proposal teams together have increased dramatically. Whether the result of frequent, extended trips; pulling operations staff from client sites; or decreased productivity resulting from travel time, co-locating the proposal team can have far-reaching impacts on budget, performance, and morale. The presenters offer practical tips for determining when to consider virtual proposal teams and how to work effectively in a virtual environment. They will address both remote office and home office environments, discussing when to bring the team together (if at all). In addition, they will present an overview of the tools, technologies, processes, and procedures that provide a solid foundation for successful virtual team management.
Presenter(s):

     Michelle Petty, AM.APMP, is CEO of Propel Consulting. She is a 20-year veteran proposal manager with a diverse background supporting federal, state and local, and commercial opportunities. Before starting her own consulting firm, she served as proposal manager and proposal center manager for Lockheed Martin IMS, Cable & Wireless, CGI-AMS, and IT Corporation. She is a certified Project Management Professional (PMP) and a Certified Six Sigma Green Belt (CSSGB). 
    Amy McGeady, AM.APMP, is president of Propel Consulting. She has been managing, writing, and editing proposals for 15 years. Before becoming a consultant, she served as proposal manager and proposal director at Lockheed Martin IMS and ACS Government Solutions. She is the Regional Director for APMP's Central Region. Before starting her proposal career, Amy earned her doctorate and Master of Arts degrees in political science from Purdue University, IN, and a bachelor's degree in Government from the University of Texas at Austin.


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Presentation: Result Driven Management
Summary:     Most groups tend to be good at identifying problems to be resolved, but often lose drive after a few weeks, in favor of less-efficient and seemingly more pressing matters. The Results-Driven Management (RDM) system promotes a culture of achievement, long term vision and goal attainment. It is a step-by-step process that builds the capacity of teams to identify problems and opportunities and build structure around the actions needed to efficiently reach the goal. RDM tools will help teams follow the process through to the end, promoting continued motivation through regular attention to progress, next steps, and final objectives. The methodology blends the structure of engineered processes and the flexibility of creative thinking. It promotes a sustainable culture of long-term vision, objective thinking, and achievement, and allows a team, division or company to streamline the decision-making process, understand what is truly important, and develop plans that remain relevant and focused.
Presenter(s):

     Matteo Recanatini is the executive director of Fulcra Solutions. His career spans two continents and multinational corporations, where he led teams of all sizes and trained at all levels of the organization.  Matteo loves interaction! His penchant for making training interactive and fun allows participants to be drawn in and learn almost without realizing it. His ability to tailor examples and cases to his audience contextualizes the dialogue, speeding comprehension. He supports Fulcra directly as an instructor and facilitator.



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Presentation: Government/Industry Cost Analysis Task Force
Summary:     Join the APMP Government/Industry Cost Analysis Task Force to learn how we are working together to understand what the Government is anticipating in cost proposals and how industry is meeting those requirements. This presentation will highlight the task force's discussion and analysis, specifically looking at some of the key disconnects between Government RFPs and industry proposals, and provide recommendations for minimizing the differences. We will look at RFP directions and industry interpretations, as well as how the Government develops its most probable cost and how industry prepares its proposed cost. We will also identify the next topic areas that the group will focus on for 2011.
Presenter(s):

     Quentin Redmond is technical director/ Sr.Engineer Fellow of Whole Life Engineering in the Systems Development Center for Raytheon Space and Airborne Systems in El Segundo, California. He is responsible for developing and providing cost information to support program managers, engineers, and IPD teams in making sound business, programmatic, and design decisions and for establishing cost as a key parameter in the design process through the evaluation of economic impacts associated with various concepts and alternatives. This includes Design To Cost, Life Cycle Cost, Risk Analysis, and Cost As Independent Variable. Currently Chair of the APMP Task Force. 
    Monica Smith is Source Selection Process Owner in the NAVAIR Cost Department (AIR-4.2). Since 2004, Monica led the Broad Area Maritime Surveillance (BAMS) cost team through Milestone B, and served on the BAMS Source Selection Evaluation Board (SSEB). Since 1984, worked for The Boeing Company and PRICE Systems, LLC as cost volume manager for proposals ranging from $100 Million to over $2 Billion, and executive consultant to both government and industry clients for cost analysis. She holds an MS in MIS from George Washington University, Washington, DC, and is a member of the APMP Cost Analysis Task Force. 
    Bruce Morton is senior manager, capture excellence, Lockheed Martin Information Systems & Global Services. Prior positions include Principal Consultant, Lohfeld Consulting; VP, Capture Management, CACI; Director, Corporate Capture Management, Titan; business development and strategic planning positions, Lockheed Martin; and Spacecraft System Design Engineer, GE Aerospace. For APMP, he chaired the 2009 panel “Successful Capture Strategy: The Art of Winning” and participated on Customer Task Force and Cost Task Force panels; chaired the 2008 panel “Pricing to Win - The Art of Pricing” and participated on 2 panels; presented 2007 “Keys to Successful Capture Management”, and chaired 2004 Capture Management Panel. 
    Dan Galorath has been involved with engineering, estimating and analysis for 40 years. Under his leadership Galorath Incorporated, the developed SEER® cost, schedule, risk applications, methods, and training for 1) software, 2) hardware, electronics & systems, 3) Information Technology, and 4) Manufacturing. He was awarded the 2009 Society of Cost Estimation and Analysis (SCEA) Lifetime Achievement award for contributions to the industry; and the 2001 ISPA Freiman Award, lifetime achievement award. His book “Software Sizing, Estimation, and Risk Management” was published March 2006. Dan is a member of the APMP Cost Analysis Task Force. 
    Jean Goolsby is manager of the proposals and production organization for ITT Geospatial Systems, a group she formed in 2007. She implemented a proposal process and developed and implemented proposal training on managing and writing proposals, tailored from best practices incorporate her company’s internal processes. Jean is a member of the APMP Cost Task Force. Formerly with Eastman Kodak Company, her prior positions include Laboratory Head for Color Scanning Systems, and Commercialization Manager for Large Format Thermal Printers. She holds BS and MS degrees in Electrical Engineering from Rochester Institute of Technology, NY, and APMP-Foundation™ Level Proposal Management accreditation.


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Presentation: Knowledge Management Applications for Capture Planning and Proposal Development: Concepts for Knowledge Reuse
Summary:     Organizations create thousands of pages of campaign and proposal data each year, and it is an ongoing challenge to find and effectively reuse knowledge relevant to a given capture plan or pursuit. This makes the ability to acquire, share, and (re)use knowledge a key strategic competency and competitive advantage to any organization. In addition, knowledge management and knowledge reuse are established benchmarks for leading companies and BD organizations. 
    This presentation is based on a detailed understanding of the theories associated with knowledge management as well as the presenters' experience in establishing and implementing a knowledge management process in a Business Development organization at a large aerospace company (and the resulting lessons lived). 
    Those attending this presentation will learn about both the necessity and complexities of implementing knowledge management in a Business Development organization as well as the importance of knowledge reuse in the capture planning and proposal development processes.
Presenter(s):

     Nancy Reynolds is senior manager for the Boeing BDS Southern California Acquire Business Centers, responsible for providing direct support as well as processes, tools and training to the region’s proposal efforts. She has extensive experience in successfully leading new business acquisition activities, especially in campaign strategy development and proposal management for a variety of US government customers. Currently, she is working on her doctorate in Human and Organizational Development with an emphasis on Knowledge Management.
    David Ziegler is director, new business acquisition for Boeing Defense, Space & Security (BDS). This $32 billion, 71,000-employee business unit is a provider of defense, space and intelligence solutions for US and international customers. Dave leads the New Business Acquisition Process and the Acquire Business Centers across BDS, an element of Business Development, which provides expertise, processes and tools for capturing new business. The organization provides direct support for nearly 100 proposals each year.


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Presentation: Capture Planning for the Rest of Us
Summary:     Going Green is all about reusing and repurposing what you already have. During this presentation, we will discuss what we already know about Capture Management and reshape/reuse/repurpose it for commercial proposal teams who have no control over Capture Management, whose RFP turnaround time is measured in days rather than months and whose teams are rarely involved in pursuit before the RFP arrives. This is not a traditional Capture Management discussion; it is not about government RFPs or about large RFPs. This is Capture Management for the rest of us. Bring your ideas and come prepared to participate in the discussion.
Presenter(s):

     Connie Sanford, AM.APMP, is the manager of proposal services at Kforce, a full service staffing firm. Annually, her team of four responds to more than 310 RFPs while maintaining a win rate of more than 50 percent. Connie has presented at the APMP International Conference, regional and vendor conferences, always focusing on topics that answer the question ‘What about me?’ for busy commercial proposal writers. After working for 22 years, Connie finally completed her BA in English at The University of Central Florida in 1998 and in 2009 completed her master's degree in Management from The University of South Florida.


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Presentation: Virtual Reviews: Improve, Reduce, Win
Summary:     Reviews are a critical component of the proposal development process. Proposal managers go to great lengths preparing for them, ensuring that the right document versions are available, the right people can attend these reviews and contribute to their fullest abilities. With shorter proposal turnaround times, budget constraints and subject matter experts at dispersed locations, organizations are looking for less costly yet effective ways to conduct reviews to maintain quality and accuracy of proposals. Collaboration technologies enable organizations to conduct online virtual reviews. This session will speak to how online virtual reviews can significantly reduce the burden on proposal managers while saving time by maintaining consistency across all reviewers, get the right people to participate, help ensure control over the content to maintain quality and accuracy while people provide their input in any form, all the while helping REDUCE the resources used during reviews.
Presenter(s):

     Ashok Sankar is the senior director of product management at SpringCM. He oversees the strategic direction and development of Privia, the leading bid, capture and proposal management solution, which is used by more than 10,000 professionals today. Prior to SpringCM, Ashok has held product leadership positions at several software and system integrator companies. He has presented papers at conferences related to security, application development and content management.



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Presentation: Going Green with a Virtual Team
Summary:     This session will be a joint presentation with a client to showcase best practices in establishing and managing a virtual proposal center of excellence. Key points will cover organization, communication, workflow, processes, systems and tools.
Presenter(s):

     Tom Sant has delivered Webinars for Microsoft Corporation as part of their Small Business series and has established a series of Webinars for The Sant Corporation that typically attract more than 750 attendees. He has also facilitated clients, including CIBER, Microsoft, BNP Paribas, and others, in their use of Web-enabled presentation technology as part of their proposal development effort. 
    Tom is an APMP Fellow and author of three best selling books on the topics of proposal writing, best practices in sales, and persuasive writing.


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Presentation: Using Web-Enabled Presentation Tools Effectively
Summary:     Web-based presentation tools have become a staple of modern business, but they are often used ineffectively or inefficiently. In this session, the presenter will discuss tips and techniques for getting the most out of Web-based presentation tools, such as Microsoft Office Live Meeting, Webex, Breeze, GoToMeeting, and others. The session will relate the use of Web-enabled presentation systems to the typical lifecycle of a deal, from marketing activities (Webinars, demonstrations) to proposal coordination (strategic planning, proposal review, team coordination).
The relevance to the general theme of the conference is that the use of these technologies can eliminate the need for travel, thus reducing carbon footprint. However, the challenge is to use the tools effectively so that the interaction is as rich as face-to-face presentations and meetings.
Presenter(s):

     Tom Sant has delivered Webinars for Microsoft Corporation as part of their Small Business series and has established a series of Webinars for The Sant Corporation that typically attract more than 750 attendees. He has also facilitated clients, including CIBER, Microsoft, BNP Paribas, and others, in their use of Web-enabled presentation technology as part of their proposal development effort. 
    Tom is an APMP Fellow and author of three best selling books on the topics of proposal writing, best practices in sales, and persuasive writing.


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Presentation: Green Proposals: A Win-Win Proposition (a panel)
Summary:     Over the last three decades, use of office paper has increased rather than decreased as a result of the information revolution. In fact, 15 - 30 percent of an organizationations operating cost is related to printed media. Paper is part of everyday life and is a convenience that satisfies a need not yet filled solely by the digital world. 
    Proposal teams are taking on the challenge of going green through sustainable office and proposal production practices. These practices promote team efficiency, as well as directly reduce organizations' carbon footprint. It is a winning proposition that yields green results for today and future generations.
Learn from a panel about best practices and technology used to be more effective and green. 
  • Green initiatives and programs that marketing and proposal teams have implemented 
  • Technology that supports corporate sustainability objectives and improves sales performance 
  • Use of e-proposals to reduce the carbon footprint for you and your customer
Presenter(s):

    This panel presentation will be led and moderated by Kym Harrington, SalesEdge LLC.  Kym Harrington, a highly successful technology sales executive for more than 15 years, is passionate about efforts to reduce our carbon footprint through sustainable initiatives. Kym is the founder and president of SalesEdge LLC -- an organization driven to help organizations accelerate sales through RFP and proposal automation solutions. Prior to SalesEdge, Kym was the head of Pragmatech Software Inc.'s Corporate Sales department where she led her team through 5 years of consecutive growth, increasing the customer base from 350 to 1,100 companies. Before joining Pragmatech, Kym held a senior level position at PC Connection Inc, a Fortune 1000 Company leading the Corporate and Government Sales Organizations, and growing revenues from $3 million to over $200 million.
    Kelli Stephenson is vice president, sales effectiveness for Experian, a $4B information services company. She has been with Experian for 25 years, filling roles including sales support, sales, product development, and marketing. Building on the function of bid management, she now manages an international team of 26 people who provide business development and sales knowledge management for every stage of the sales process. In addition, she has responsibility for the ongoing evolution of a global sales toolkit that includes CRM, cross sell programs, and client loyalty measurement.


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Presentation: Your Capture Team Can See $Green by Going Green
Summary:     Very large, multiple-year federal capture efforts require careful planning of the use of capture dollars. Conservation of your capture dollars not only helps you meet your B&P budget, it can also help you go green. We will delve into a scenario of a multi-year, large federal bid that crosses organizational and geographic boundaries, creating special challenges to be green. In this one-hour session, we will explore areas that can help you: Creating a Tight Capture Plan; Capture Activities that Build on Each Other; Remote Access of Resources; Managing a Virtual Capture Team; Conserving Travel Dollars when visiting Customers and holding Team Meetings; and Effectively Managing a Large Team of Subcontractors, to name a few. This session will be helpful to those Capture and Propoasl Managers who work on large IDIQ efforts.
Presenter(s):

     James Smith recently joined CACI. He has worked for more than 30 years with firms who sell to the Federal Government and to Fortune 50 Companies, including Northrop Grumman and SAP. His experience includes business development; capture, proposal and strategic account management. He has consulted to high-tech and large consulting firms in strategic account development. James is a recent member of APMP, past State President, Society for Technical Communication and a member of the Strategic Account Management Association. He has a BA in Economics and an MA in Organizational Communication. James has served as Adjunct Professor, Johns Hopkins (MD) Graduate Program.


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Presentation: Why is Capture So Hard?
Summary:     Have you ever wondered: "Why is capture management so hard?" or "Why the right capture products aren't done in preparation for writing the proposal?" Whether you're a proposal manager, capture manager, business development executive, or proposal coordinator; you've probably wondered what the capture team was doing for the last several months pursuing an opportunity that prevented them from developing the right information you needed to write a winning proposal. Maybe it's time to reexamine your practices and reform your capture process, training or support with the latest concepts. The presenter will share his experiences and perspectives working with capture managers and teams for the last seven years. He will discuss the unique environment of capture and suggest what can be done to improve the effectiveness of your capture teams.
Presenter(s):

     Dana Spears is an APMP Fellow, former SOCAL Chapter Chair, and former APMP Board of Directors member. He was an Air Force officer for more than 24 years and a program manager on five major space and missile programs. He also served on or led 43 Air Force source selection teams. As an industry leader, he's been a proposal manager, volume leader, and review team member on several aerospace, defense and international proposals. During his six years at Northrop Grumman, he was instrumental in increasing their win rate to over 90 percent. He will present his observations and recommendations about how to improve your capture process.


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Presentation: Managing Virtual Proposal Team
Summary:     This presentation will focus on the challenges associated with managing virtual teams along with tips on how to manage virtual teams more affectively throughout the proposal development process (including virtual kick-off meetings, daily stand-up meetings, review teams, lessons learned sessions, and post-proposal submittal.  This presentation also includes the impact of virtual teams on the environment including reduced travel, resources required (both renewable and non-renewable), and increase in efficiency.
Presenter(s):

     Melinda Stock is the deputy director of new business acquisition for Boeing Defense, Space, & Security and is responsible for leading the BDS Acquire Business Centers in support of new business campaigns. This $32 billion, 71,000-employee business unit is a provider of defense, space and intelligence solutions for US and international customers. The organization provides direct support for more than 100 proposals each year.  Prior to joining Boeing, Melinda was a credit union marketing representative and worked with new business start-up companies at a Technology Commercialization Center and New Business Incubator. Melinda has a BS in Marketing and an MBA.


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Presentation: Writers and Presenters-Tear Down that Wall! Reforming the Proposal Process for Contract-winning Synergy
Summary:     Firms bidding on federal contracts often treat oral presentations as an afterthought - a critical error that can result in greater costs and a reduced chance of winning. This occurs when a virtual wall separates proposal writers and oral presenters. This presentation will show how to remove this wall by blending the complementary talents of writers and presenters, so they speak with one voice for cost-effective winning proposals. Proposals and orals should be viewed as mutually dependent means to win a contract, and a superior oral presentation can be the "tie-breaker" when competing proposals are virtually identical. Proposal writers should view increased collaboration as a way to "protect their investments," so brilliant proposals are not undercut by poorly prepared orals teams. Attendees will learn a four-step process integrating the efforts of writers and presenters, including how to conduct a "simulated" orals where writers role-play evaluators, helping presenters anticipate questions and develop answers.
Presenter(s):

     President Ronald Reagan called Larry Tracy "an extraordinarily effective speaker" for his efforts debating controversial foreign policy issues before some of the most hostile audiences in the US. He previously headed the Pentagon's top briefing team, delivering daily intelligence presentations to the Chairman of the Joint Chiefs of Staff. He has converted this "real world" experience into coaching, and has been cited in several books as one of top presentation skills trainers in the country. He was the highest rated speaker at the APMP NCA October 2009 Professional Day, and is author of the book, "The Shortcut to Persuasive Presentations."


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Presentation: Groupware as a Tree-Free Best Practice
Summary:     This presentation demonstrates the use of groupware (collaboration software) for capture strategy development, proposal review, and lessons learned. It describes various ways that groupware is used as a Business Development best practice at Northrop Grumman. Professional facilitators bring the tool and established processes to capture efforts. The idea that the tool is only as good as the process behind it will be reinforced throughout, and no proprietary information will be included. 
    Session participants who bring laptops will log on to one of the web-based tools to develop a Win Strategy and review a proposal for a fictional opportunity, while those without computers can either share or watch the projected image at the front of the room.
Presenter(s):

     After 20 years as a systems engineer for government contractors, Ann Unitas is a full time business development strategist and collaborative facilitator for Northrop Grumman. She and one other facilitator lead sessions using groupware (the generic term for collaborative meeting software) to support all phases of the business development lifecycle.


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Presentation: The Proposal Lone Ranger – Getting Yourself to Green Pastures
Summary:     Do you put in extra hours at the end of a proposal because your team hasn’t submitted information on time? Do you find yourself rescheduling your reviews because you haven’t received information? This is a problem proposal professionals face, whether a coordinator, manager or consultant. Without good team and content management, a proposal team’s amount of overtime increases, errors increases, and the risk of discontinuity in the content increases. 
    Learn how to manage content in a timely manner, so you have the time and energy to implement best practices and effectively target the proposal to win. This presentation will provide valuable techniques to manage proposal teams of any size and obtain proposal content in a timely manner. Real world examples from proposals will be included along with tips and tricks to greatly reduce your stress, reduce the level of overtime, and improve well being of yourself and your team.
Presenter(s):

     Jeannette Waldie, APM.APMP, is author of "The Proposal Lone Ranger" column in the APMP Perspective, and an APMP member since 2001. She has more than 15 years' experience in developing and managing commercial and government proposals, where she has worked both as a proposal lone ranger and as part of proposal centers. Through this experience, she has developed techniques to encourage her teams to produce work in a timely manner, reducing overtime, cost and stress. President of the Greater Houston Chapter Board, Jeannette has a BA in Marketing and works as a proposal specialist for AECOM in Houston, TX.


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Presentation: Proposals in Controlled Environments
Summary:     Bids and proposals are projects. To assure their success we need to use project best practices as well as proposal techniques. This case study looks at how to apply the world's most popular project methodology, PRINCE2, to deliver successful business development projects. Through a series of real-world examples the presenter will show how PRINCE2 principles support sound qualification, good governance and proposal team design. Product Based Planning will be used to plan proposal content and to establish the controls for the proposal manager to monitor delivery and quality of the proposal itself. 
    The presenter will show how the principles of Management by Stages and Tailoring create a scalable approach that provides the right degree of "light touch" control appropriate to each opportunity.  In active discussions and practical exercises participants will apply PRINCE2 approaches to their own situations and take away practical examples that will help them in their daily work.
Presenter(s):

     David Warley is an accredited Proposal Professional and frequent presenter at APMP conferences. A certified PRINCE2 Practitioner; David has introduced formal methods in a wide range of business environments. In previous conferences, he showed in real world case studies how these were applied to proposal team design, competence development and proposal quality management. He is the author of the best practice monograph, "Managing Successful Bids with PRINCE2." 
    Educated at Newcastle University, UK, he joined British Telecommunications in 1970. At ICL, he authored the ‘Hitch Hiker’s Guide to Bid Management’ and has had a long and successful career in international business development.


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Presentation: Finish in the Green - Managing Post-Proposal Discussion Questions Virtually
Summary:     The challenge many federal contractors face: Responding to post-proposal discussion questions in an efficient and expedient manner. One solution: Finish in the Green with a virtual response process. Learn how to prepare your bid team for post-proposal discussion questions including: how to interpret the wording of the questions, analyzing the psychology behind the questions, increasing the value of your proposal with your response, and using question responses as a springboard into other topics. We will discuss a proven methodology for tracking multiple rounds of question responses and incorporating the answers into your final proposal submission. We will discuss proven tools that can help you manage the process virtually; allowing you to meet tight deadlines, reducing your carbon footprint, and saving on proposal expense. You will leave our session ready to confidently manage and respond to government proposal discussion questions and finish successfully in the green.
Presenter(s):

     Melissa Wells is the business development manager for one of the nation's largest Medicare contractors. With more than 10 years' experience in government grants and proposals, Melissa managed over $1B of proposals and discussion questions in 2008. Melissa has a BA in Business Management, is a certified grant writer and a Foundation Level APMP member. Melissa enjoys the thrill of proposal management and facilitating responses to discussion questions with a short turnaround. 
    Molly Duncan is a senior business development consultant for one of the nation's largest Medicare contractors. She has more than nine years' experience in sales and proposal management in the federal government arena. She has a BS in Industrial Engineering, an MBA in Marketing, and is a Practitioner Level APMP member. Molly likes the challenge of managing and responding to complex federal government opportunities with high quality proposal responses.


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Presentation: The Excellent Executive Summary
Summary:     Ever found developing an Executive Summary to be a fraught process, as those involved argue about roles, structure and content? Ever wondered what buyers really look for in that critical opening section of your proposal? 
    During this session, the presenter will draw upon recent research with evaluators, which tested their views on the Executive Summaries that they receive. He'll also bring his in-depth, hands-on experience of developing executive summaries for "must win" proposals -- presenting a blueprint for Executive Summary excellence. 
    He'll offer practical advice that will enable you to develop highly effective, high impact Executive Summaries quickly and painlessly. In doing so, he'll challenge some of the old orthodoxies that perpetuate poor practice in relation to this essential element of proposals. Interactive and informative, engaging and thought-provoking, this promises to be a must-see session.
Presenter(s):

     Jon Williams has presented to great acclaim at every APMP conference since 2002. Both an APMP Fellow and an accredited Proposal Professional, Jon served as UKAPMP's first Chief Executive. 
    Jon started his career in procurement -- serving as a board director of PMMS, the leading purchasing consultancy. He set up and managed Compaq's Strategic Bid Centre, radically increasing win rates, before founding Strategic Proposals' UK business in 2001. Since then, he has worked with sales and proposal organisations in over 20 countries, working on must-win proposals, building proposal centres and delivering much-praised training courses. 
    With BJ Lownie, Jon is the co-author of the highly popular blog, "˜The Proposal Guys".


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Presentation: Developing Your Proposal “Green Thumb” using the Best Software Tools, Tricks, and Tips
Summary:     Discover proposal gurus’ favorite time and effort-reducing COTS tools to do your job more efficiently/effectively and streamline your operations. Attend this real-time demo of vendor-neutral, cost-effective COTS, tricks, tips, templates, and approaches surveyed from proposal professionals worldwide—using actual proposal docs. Lots of Q&A/audience participation during demo—with a chance to win actual software tools! 
    See demos of software that reduces the time it takes to do your job along with templates, examples, and hints from proposal gurus you can use right away (with suggestions for getting the most out of each)—and take home a complete list with contact info. See how to refine your proposal development/management skills/capabilities using these tools and implement best practices more easily. Many inexpensive tools are suitable for 1-person to large corporate proposal organizations. 
    Reduce wasted time, reduce stress by seeing ways to complete tasks efficiently/effectively, and recycle proposal gurus’ experience and proposal templates!
Presenter(s):

     Beth Wingate, AM.APMP, is the 2010–2011 APMP Director of Education. As 2008–2009 APMP-NCA President, she was awarded the APMP 2008 Chapter Chair of the Year. As managing director at Lohfeld Consulting Group, she has 22 years’ experience managing, writing, illustrating, and producing winning proposals. Beth has managed proposal development process from pre-RFP through post-submission for MSD and Lockheed Martin, while managing a Proposal Center, and training/mentoring proposal and BD staff in industry best practices. Beth presented “Creating Winning Task Order Proposals” at APMP’s 2008 Conference and “Creating a Winning Task Order Proposal Process” at APMP NCA’s 2008 Proposal Basics Boot Camp. She also writes and teaches proposal development classes for Lohfeld Consulting Group and FedSources.


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