Oh the People You’ll Meet: Gaining Commitment and Cooperation from Commercial Proposal Development Players
Sponsored by the APMP Commercial Community
BJ Lownie, CPP APMP Fellow
Managing Director, Principal Consultant
Strategic Proposals LLC
APMP Members: $25
This is a recorded APMP webinar session and is available for purchase here.
Gain new insight into the types of individuals and personalities you’re likely to encounter while working on a commercial proposal. Develop strategies to deal with challenging clients and colleagues. This webinar, developed for all levels of commercial industry proposal professionals, sheds light on the profiles of proposal professionals. For each person along the way, B.J. offers insights into successful profiles (i.e., those who "get it”) and challenging profiles (i.e., those who are lost or "clueless”). Knowing how to identify key personalities will strengthen your win strategies.
Whether you are an experienced or novice industry professional, you will, surely, recognize some of the people you’ve come across while working on proposals. BJ delivers tips and techniques for effectively dealing with "The People You’ll Meet.”
Key takeaways in this session include:
- Learn how to manage the entire proposal effort by recognizing personalities who understand their role or may be a challenge.
- Understand techniques to successfully negotiate project needs with challenging players.
- Identify characteristics of key commercial proposal development players, including Sales, Subject Matter Experts, Senior Management, Proposal Support and Consultants.
- Review methods, tips and techniques for gaining commitment and participation from all project players.
Oh the People You’ll Meet
You'll get mixed up, of course,
as you already know.
You'll get mixed up
with many strange birds as you go.
So be sure when you step.
Step with care and great tact
and remember that Life's
a Great Balancing Act.
About the Presenter
BJ Lownie, PPF.APMP is the Managing Director, Principal Consultant for Strategic Proposals LLC. He has 30+ years’ proposal industry experience and has worked on hundreds of proposals. A recognized thought-leader on proposal development, BJ is a highly-respected presenter who has delivered dynamic presentations and workshops for thousands of industry professionals involved in all aspects of proposal development. BJ is a founding member, an accredited Proposal Professional and elected Fellow of APMP®. He’s truly "Passionate about Proposals,” as stated on his business card and website and known by all who work with him. BJ and Jon Williams co-author the long-running and very popular proposal blog, "The Proposal Guys” (www.theproposalguys.com). Together, they recently wrote and published the book, Proposal Essentials (available on Amazon). Strategic Proposals LLC, is an approved training organization (ATO) for APMP Certification.