APMP Bid & Proposal Con 2013 Conference Sessions

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Team BuildingSoftware, Apps, Graphics & ProductionFederal Proposal Management Best PracticesCommercial Proposal Management Best PracticesCaptureBusiness Development

Tuesday, May 28, 2013
Commercial Workshop, OPEN TO ALL ATTENDEES
Hosted by Jody Alves, Robin Davis & Melissa DeMaio

Date: Tuesday, May 28, 2013
Time: 12:30 PM - 3:30 PM

Presentation Summary

This APMP workshop will give attendees the opportunity to discuss the following topics with commercial professionals:

  • The role that proposals – and proposal professionals – play within their respective industries
  • Successful methods and best practices
  • Recruitment and staffing pipelines
  • Ideas for meeting proposal challenges
  • Ongoing communication with commercial proposal professionals
  • The appropriate identity for this kind of group
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Orals: Crafting Compelling Client Connections
Robert Katz, Katz Consultancy

Date: Tuesday, May 28, 2013
Time: 4:00 PM - 5:00 PM

Presentation Summary

We already know it’s "all about them” - not us. We already know we need to "show them” - not tell them. We already know we must present the "bottom line up front” – not at the end. However, how do we actually put all of this great advice into practice for our do-or-die Oral Presentations? It is simple – just throw-out the slides and tell a story. Storytelling effectively brings us down from our pedestals – allowing us to connect face-to-face with our audience. During this fast-paced, highly-interactive session, I will follow my own advice, and "show you” – not just tell you – how to weave captivating stories into your Orals. Together, we will grab our audiences’ attention....and not let go. After all, in this session, it’s not about me....it’s all about you.

About the Presenter

Robert S. Katz, Business Development & Capture mentor by day, firefighter-paramedic by night. As an innovative thought leader, Robert has proudly conceived, captured, proposed, and executed countless rewarding initiatives to serve both his community, and his country. These encompassed complex C4ISR and GEOINT architectures for MIT, Johns Hopkins, NIST, Navy, Army, Air Force, NASA, DHS, DoT, DoD, State, Treasury, USAID, FEMA, CIA, and many of their private industry partners within domestic and OCONUS theatres. Before creating his global non-profit, Robert served 10 years as a Principal BD executive for a number of major global corporations, including Lockheed Martin, creating completely new Homeland Security & Defense markets from scratch in the US, India, Hong Kong, Japan, and throughout Western Europe. He feels privileged to creatively combine his operational expertise with his rigorous engineering discipline to help secure our airports, subways, railroads, sea ports, hospitals, nuclear plants, and land borders – both here and abroad. Recently, he led FEMA’s NIMS and NRF updates for the President’s PPD-8. When not helping improve processes, people and policy, Robert enjoys delivering dynamic, custom-crafted presentations and novel curricula for GWU, DHS, SAIC, DoD, and (of course) APMP. Between BD, prop, and capture engagements for his wonderful clients, Robert sneaks in valuable time to help construct designer dresses with his daughter, as well as coordinate global counter-terrorism and disaster responses with his son.
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First Time Attendees Workshop
Beth Wingate, APMP, CEO, Lohfeld Consulting
BJ Lownie, Strategic Proposals
Mike Parkinson, 24 Hour Company


Date: Tuesday, May 28, 2013
Time: 4:00 PM - 5:00 PM

About the Presenters

BJ Lownie, PPF.APMP, is the Founder and Managing Director of Strategic Proposals LLC. He is a founding member of the Association of Proposal Management Professionals (APMP), is accredited at the Professional level, is an elected APMP Fellow and is the co-author of the popular proposal blog "The Proposal Guys” (www.theproposalguys.com).

BJ has more than 25+ years’ experience, has worked 100’s of proposals and had more than 500 participants attend his workshops, seminars and presentations. He is a recognized thought-leader on proposals and a popular presenter at APMP and industry conferences. As those who have worked with him or seen him present will tell you, BJ is truly "Passionate about Proposals."


Mike Parkinson, PPF.APMP, is a Principal at 24 Hour Company—a global professional proposal graphic and production company. He is a frequent worldwide speaker and trainer, attending and presenting at many APMP events. He has been frequently published in APMP publications including the NCA newsletter, Perspective and the Journal. Mike has also written the only book on information graphic conceptualization, "Billion Dollar Graphics."

Beth Wingate, aka App Maven, APMP Fellow and member since 1996, is APMP’s 2012 COO. Beth was 2010-2011 APMP Director of Education, 2008-2009 APMP-NCA President, and APMP’s 2008 Chapter Chair of the Year. Managing Director at Lohfeld Consulting Group, she has 25 years’ experience managing, writing, illustrating, and producing winning proposals. She managed proposal development (pre-RFP - post-submission) for MSD and Lockheed Martin. Beth managed a proposal center and trained/mentored proposal and BD staff in industry best practices. She presented at APMP’s 2008-2011 Intl. Conferences; APMP-NCA’s 2008 Proposal Basics Boot Camp, 2010 Annual Conference; 2010 and 2011 APMP Pacific Northwest, APMP Nor’easters, APMP Georgia Chattahoochee/Carolina/Florida Sunshine chapters’ SPAC Fall Symposia; and APMP chapters virtual meetings worldwide. Beth develops and teaches proposal development classes through Lohfeld Consulting Group and Deltek. She regularly writes for APMP’s Journal and Perspective.
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Wednesday, May 29, 2013

Conference Kickoff
Beth Wingate, APMP, CEO, Lohfeld Consulting
Rick Harris, APMP, Executive Director, APMP, Bid & Proposal Con Co-chair
David Sotolongo, APMP, Vice President, RTI interntional, Bid & Proposal Con Co-chair


Date: Wednesday, May 29, 2013
Time: 8:00 AM - 8:30 AM
Presentation Summary

Join APMP CEO Beth Wingate, Executive Director and APMP Bid & Proposal Con 2013 Co-chair Rick Harris and Bid & Proposal Con 2013 Co-Chair David Sotolongo, as they welcome the core of APMP’s membership to the 24th annual conference, in Atlanta, GA, USA. They’ll start the conference with an overview of the thought-provoking topics, impressive speakers, and developments shaping the proposal, bid, capture, business development and graphics profession.

About the Presenters
Rick Harris
Rick Harris is a results-oriented and highly focused 25-year association executive serving as the Executive Director of the Association of Proposal Management Professionals. APMP is the global association of record for professionals dedicated to the process of winning business through proposals, bids, tenders, and presentations.

His responsibilities include APMP chapter management, planning APMP’s Annual Conference Bid & Proposal Con, expanding APMP's membership and marketing efforts, and serving as the advocate for the association’s more than 5,000 members.

Working with the APMP Board, the association now serves every part of the proposal development lifecycle including bid, proposal, business development, capture, graphics and production professionals.

David SotolongoDavid Sotolongo serves as vice president of RTI International’s Communications and Digital Strategy research group. He leads a staff of 75 communications and publishing services professionals who provide full-service support in publications, social media, and digital communications. David recently served as vice president of business and proposal development at RTI, comprising more than 2,000 staff and $750M in annual revenue. He is a Fellow of APMP and has achieved Professional Accreditation. David is a founding member of the Carolinas Chapter and has co-chaired the Southern Proposal Accents Conference, held annually in Atlanta. David is an avid and life-long fan of the Atlanta Braves.
Beth WingateBeth Wingate, aka App Maven, APMP Fellow and member since 1996, is APMP’s 2012 COO. Beth was 2010-2011 APMP Director of Education, 2008-2009 APMP-NCA President, and APMP’s 2008 Chapter Chair of the Year. Managing Director at Lohfeld Consulting Group, she has 25 years’ experience managing, writing, illustrating, and producing winning proposals. She managed proposal development (pre-RFP - post-submission) for MSD and Lockheed Martin. Beth managed a proposal center and trained/mentored proposal and BD staff in industry best practices. She presented at APMP’s 2008-2011 Intl. Conferences; APMP-NCA’s 2008 Proposal Basics Boot Camp, 2010 Annual Conference; 2010 and 2011 APMP Pacific Northwest, APMP Nor’easters, APMP Georgia Chattahoochee/Carolina/Florida Sunshine chapters’ SPAC Fall Symposia; and APMP chapters virtual meetings worldwide. Beth develops and teaches proposal development classes through Lohfeld Consulting Group and Deltek. She regularly writes for APMP’s Journal and Perspective.
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Laughing Matters
Dr. Thomas Futch
Jamie Moore


Date: Wednesday, May 29, 2013
Time: 8:30 AM - 9:30 AM
Presentation Summary

Since 1984 Laughing Matters, an interactive entertainment and education company, has presented improvisational comedy, team-building programs, game shows and role-playing for businesses. Jamie

About the Presenters
Tommy Futch
Tommy Futch, a professional speaker and the President and founder of Laughing Matters, also performs with Dad’s Garage Theater Company, as one of the Main Stage Ensemble, and for Young Audiences an educational program at the Woodruff Arts Center. Finally he teaches at the Creative Circus, an advertising school.
Jamie MooreJamie Moore has worked with Laughing Matters since the turn of the century. You may have seen him on the small screen in any number of commercials or the shows House of Payne, Army Wives, Drop Dead Diva, Eastbound and Down or the big screen in the films Why Did I Get Married, Identity Thief and coming soon in Anchorman 2.
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From Here to Interactive
Jody Alves, Manager of Proposal Writers, GTECH Corporation
DeVon Rightley Tucker, Senior Director, GTECH Corporation
Tom Malloy, Manager of Production, GTECH Corporation
Ashley Scholl, Desktop Publisher, GTECH Corporation
Robynne Vieira, Desktop Publisher, GTECH Corporation


Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
In our industry there is much talk about moving toward electronic proposal submission. Such a move requires learning new skills and retooling proven processes that have been used for years. A good example of this is the use of graphics. What is now flat art will eventually be presented in a way that is not currently possible on paper.

The challenge is to have a team that has the tools and the talent required to develop all facets of a proposal, including graphics that literally come alive to highlight product and service differentiators, and proposals that can be received on multiple platforms.

We have acquired tools and enhanced skills training in preparation for what we anticipate to be the future of proposals in our industry and others. This presentation will demonstrate a progression from our proposal origins, including traditional graphics, to proposals that assist evaluators through the use of "interactive” elements.
About the Presenters

Jody Alves is Manager of the Proposal Writers at GTECH Corporation and has been with its Business Proposals Department as a contractor and full-timer for 17 years. Her experience includes 19 years as a marketing communications contractor to major insurance, banking, automotive and healthcare companies, and several years managing advertising/public relations. She graduated from the University of Rhode Island. She is an active member of APMP’s Commercial Track, is a catalyst behind its Commercial Pilot, and is now promoting the proposal profession to college students. She was part of the team that presented at the 2012 Nor’Easters Annual Symposium.


DeVon Rightley-Tucker is the Senior Director of Business Proposals at GTECH Corporation, where she oversees a team of professionals who produce winning proposals for domestic and international lottery customers. Beforehand, DeVon served as the Director of Proposals for 12 years at Humana Inc. and worked for several non-profit hospitals in their Marketing and Public Relations Departments. DeVon earned a Master’s degree in Public Relations from Ball State University and a Bachelor’s degree in Psychology from Indiana University. She has been an APMP member over 10 years and presented at the 2006 and 2007 National Conferences and the 2012 Nor’easters Symposium.

Tom Malloy is Publications Manager for Business Proposals at GTECH Corporation. He leads a publishing team composed of desktop designers, editors, traffic and production coordinators. Tom joined GTECH in 1995 to create "reader-friendly” proposals to influence evaluators. His team is now focused on the future, including how proposals will be submitted in soft copy or online. Tom graduated from the Univeristy of New Hampshire, and then joined Jamestown Publishers as Art Director. There, he specialized in textbooks and anthologies for reluctant readers, K through college. He was part of the team that presented at the 2012 Nor’Easters Annual Symposium.


Ashley Scholl is a Desktop Publisher in the Business Proposals Department at GTECH Corporation. She joined GTECH in 2010 as a design intern in Government Relations before joining the Business Proposals Department. Ashley graduated from Johnson & Wales University with a Bachelor of Science degree in Computer Graphics and New Media Design. Ashley specializes in design, formatting, and production using a variety of Adobe products, including InDesign, Illustrator, and Acrobat. She is part of the team that presented to the 2012 Nor’Easters Annual Symposium on how interactivity and multimedia can excite and engage proposal evaluators.


Robynne Vieira is a Desktop Publisher II for the Business Proposals Department at GTECH Corporation. She joined GTECH as a contract Graphic Designer in August of 2010, and advanced into the Business Proposals Department as a Desktop Publisher in January 2011. She graduated from Johnson & Wales University in Providence, Rhode Island, with a Bachelor’s degree in Graphics & New Media. Robynne specializes in Microsoft Word and Adobe programs such as InDesign, Illustrator and Acrobat. She is part of the team that presented to the 2012 Nor’Easters Annual Symposium on how interactivity and multimedia can excite and engage proposal evaluators.
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Get to the Left or Get Left Behind!
Brad Douglas, Shipley Associates
Scott Wilson, Business Development Director at Microsoft

Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Myth busting! Capture management includes early positioning and selling to the customer (Government or Business). Old myths prevent sellers from interfacing with customers and building a business case based on collaboration and discussion. This session will help participants overcome the hurdles of "getting to the left” in the sales/business development cycle. Participants will learn new techniques for asking effective questions, gathering competitor intelligence, and creating real discriminators that build a capture plan.

Case Study. Microsoft® and Shipley will team on this session to share how they have applied capture management best practices to support the Microsoft® large deal teams who pursue strategic, complex deals. Participants will have an opportunity to ask questions about Microsoft’s implementation of this strategic capture initiative.
About the Presenters

Brad Douglas, COO, Shipley Associates

Mr. Douglas is a business development leader with over 30 years of experience in marketing, business development, proposal management, sales, and executive leadership. He has helped many companies compete for and win strategic contracts. He has managed many proposals and pursuit campaigns and led strategic sales, capture, and marketing initiatives for Shipley and Shipley clients. He is a strategic thinker with practical business development know-how and an ability to implement best practices.

He holds a Masters Degree in Human Relations and Organizational Development.


Scott Wilson, Director of Business Development, Microsoft Corporation

Mr. Wilson is Director of Business Development leading the West Region services solution team driving the large consulting deals in the western 13 states. Microsoft’s consulting services practice supports the implementation of Microsoft centric software solutions with key focus on the largest of clients. In this role Scott and his team establish and drive the capture and solutions strategy for the region.

Mr. Wilson is a seasoned sales and marketing professional who has worked in the computer technology and consulting fields managing, directing and leading complex multi-million dollar sales processes with numerous Fortune 500 companies.

Scott holds a degree in Training & Development and Business Management from the Marriott School of Management.

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Leading vs Managing a Proposal: How to Get the Best Performance from Your Proposal Team
Gerald Gutierrez, SM&A

Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Proposals can be adverse and stressful. To win the procurement, you need the best performance from your proposal team. Knowing how to motivate the proposal team, keep them engaged, and keep them from blowing up or burning out is critical to delivering the best proposal possible. The discussion will provide a comparative analysis on the differences between providing leadership on a proposal versus simply managing a proposal through detailed proposal examples that illustrate these differences. Various leadership approaches will be discussed and compared using actual proposal examples. Key concepts from John C. Maxwell’s "The 21 Irrefutable Laws of Leadership” will be referenced and discussed as they relate to a proposal environment.
About the Presenter

Gerald Gutierrez is VP of Capture & Proposals for SM&A. He is responsible for over 20 concurrent proposals nationwide, representing billions in total potential contract value to SM&A’s client. Since joining SM&A in 2007, Gerald has achieved a weighted 89% win rate on procurements across a variety of Federal and State & Local Agencies. Prior to joining SM&A, Gerald held several positions of increasing responsibility at Boeing including leadership roles on procurements worth up to $14B in contract value. Gerald holds a BA from the University of California at Berkeley, and an MBA from the UCLA Anderson School of Management.
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#WWYD in Scenarios that Bring Out Proposal Worsts
Jay Herther, BAE Systems

Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
#WWYD – What Would You Do? We describe four real-life miserable, horrendous, and losing proposal scenarios. Specifically we cover: 1) Skating on Thin Ice, 2) Awful Kick-off, 3) Dysfunctional – Low Morale Team, and 4) Horrible Writing. In this funny and sarcastic pitch there will be too many folks that can relate. After you laugh and cry, the audience will yell out ideas. It’s like we had "Hidden Cameras” in your Proposal areas and suddenly John Quinones pops out of the woodwork. Then we will find out #WWJD – "What Would Jay Do” in these situations based on what he has done successfully for 25 years. Finally, WCYD (What Can You Do) to stop lessons observed and make positive changes in your world.
About the Presenter

Jay Herther is the Director of Business Winning for the Electronics Systems Sector at BAE Systems. He is a Growth Leader with over 25 years of experience leading capture/proposal teams to achieve an 80% win rate totaling over $10 Billion. Author of 12 APMP articles and he has presented dozens of Capture/Proposal briefings. Jay has two Masters degrees from MIT and attended an Executive Harvard Business School program. Jay is a certified APMP Professional/Practitioner. He was recognized with the APMP "Insight” Award in 2007 and an APMP Fellow award in 2009. He is a lifelong learner, mentor, trainer with a burning passion for winning.
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Where's the Beef?
Christopher Kaelin, CSK Management

Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Chris' presentation is about avoiding the "sounds all the same” by identifying the REAL customer needs (and NOT only the requirements stated in the RFP) and by developing a truly needs-based proposal. In a very entertaining way, he presents the four steps to develop a really customer-oriented proposal. This session explains the Storyline approach that combines methods from journalists and management consultants with conventional storyboarding. The session will help proposal professionals (from the commercial AND the government proposals world) to navigate through the fog of customer needs, RFP requirements and wild sales guesses. And: You will learn where the beef is!
About the Presenter

Christopher S. Kaelin, PPM.APMP, is the founder of CSK. His speciality is to provide methods to drastically improve proposal quality. He held various positions with SONY, Arthur D. Little and IBM, gaining comprehensive experience in projects in Europe, Asia and South America. He is also lecturer at the Zurich University of Applied Sciences. He was Chairman of the APMP DACH chapter and Regional Director for Europe/Africa. He graduated in Business Administration and IT from Zurich University.
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The Art and Science of Proposal Costing and Pricing: Industry Prospective
Quentin Redman, Director, Price Systems, LLC
Dan Galorath, Principal, Galorath Incorporated
Bruce Morton, Vice President, Capture at MicroTech; APMP Fellow

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
Everyone talks about cost but most don’t know what goes into estimating cost or the many decisions that go along with costing and pricing. This lack of understanding makes proposals very difficult when cost and price are generally critical but when the least information is known and the most important decisions must be made regarding cost and price. This causes many to view costing and pricing as black arts or, worse yet, just guesses. Some even view price to win, affordability, design to cost, cost as an independent variable, and other cost/price processes as tricks rather than engineering / financial rigor done for the benefit of the customer as well as the win strategy. While it is correct that there is uncertainty in cost and price at proposal time it is possible to quantify cost, price, and risk in repeatable ways so proposal pricing becomes much more of a science with customers and internal stakeholders having confidence and visibility into these important issues.
About the Presenters

Quentin Redman is an Independent Subcontractor – Business Development/Marketing for PRICE Systems LLC. He worked for Raytheon Space and Airborne Systems as the Technical Director/ Sr. Engineer Fellow of Systems Design and Architecture. Prior to joining Raytheon, he worked at General Dynamics’ Advanced Cruise Missile and Martin Marietta’s Aerospace Advanced Development Division respectively. Redman’s MS is in Financial Management / Economics; his BS is in Engineering Technology. He served honorably with the California Army National Guard as a Staff Sergeant.
Mr. Galorath has been involved with engineering, estimating and analysis for 40 years. Under his leadership at Galorath Incorporated, the team developed SEER cost, schedule, risk applications, methods, and training for 1) software, 2) hardware, electronics & systems, 3) Information Technology, and 4) Manufacturing. Dan is the primary author of the book "Software Sizing, Estimation, and Risk Management: When Performance Is Measured Performance Improves.” His widely read blog, Dan Galorath on estimating, covers estimation, planning, measurement, control and risk analysis. Mr. Galorath was awarded the Society of Cost Estimation and Analysis (SCEA) Lifetime Achievement award for contributions to the industry; and the International Society of Parametric Analysts (ISPA) Freiman Award, lifetime achievement award, awarded to individuals who have made outstanding contributions to the theoretical or applied aspects of parametric modeling.
Bruce Morton is an APMP Fellow and Vice President, Capture at MicroTech. Prior positions include Senior Associate, Capture Management at Booz Allen, Sr. Capture Manager positions at ManTech, Lockheed Martin, Lohfeld Consulting, CACI, and Titan; Business Development and Strategic Planning at Lockheed Martin and Rockwell; and Spacecraft System Design Engineer, GE Aerospace. APMP presentations include "The Art of Winning A Best Value Competition,” "The Art of A Successful Win Strategy,” and "Keys to Successful Capture Management;” Panel Chair for "Successful Capture Strategy: The Art of Winning,” "Pricing to Win: The Art of Pricing,” & "Capture Management Panel,” and panelist on 2 Task Force panels/year.
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Effective Networking for Proposal and Capture Professionals
Jeffrey Shen, Red Team Federal

Date: Wednesday, May 29, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Networking is a critical element to the growth of every proposal and capture professional, yet little time is spent honing those skills to network effectively. Networking is important for personal growth, helps with the growth and success of your company, and also can aid in the quality of your proposal responses.

This training focuses on practical techniques that attendees can IMMEDIATELY use after they attend the session. It will educate attendees on how to feel more confident in networking settings and how to maximize your networking time to bring the most value. It will focus on tips for communication, techniques that help you acquire relevant information from the people you meet, and how to use networking in your job to become a more effective proposal resource.

As a result of this session, attendees will understand how to network more comfortably and effectively in order to gain greater opportunities and stronger contacts.
About the Presenter

Jeffrey Shen is Executive Vice President of Red Team Federal, a division of Red Team Consulting. He brings more than 15 years of proven leadership and functional expertise in federal contracting, program management, and business development to his role as the division’s top executive. His career in sales, management, and consulting include working with U.S. corporations and public sector clients in the areas of acquisition planning, training, capture management, and strategic planning. He has delivered business strategy and technology solutions to the U.S. Federal Government and Fortune 500 companies worldwide on contracts totaling over $20 billion.
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Not Everything That Can Be Counted Really Counts: Measuring Success One Metric at a Time
Kristin Dufrene, CACI
Ali Paskun, AF.APMP


Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
Everyone is familiar with "win rate” (proposals submitted) or "capture rate” (revenue bid). These are indicators of an organization’s bidding success, but can’t be attributed to any one area of the overall process. It can be difficult to quantify these numbers in relation to proposal processes and professionals. What metrics can be applied to proposals and proposal professionals to gauge product quality and process effectiveness? How can these metrics be used as a baseline to develop performance appraisal goals for proposal managers, writers, and desktop publishers? Learn that it is possible and not difficult to identify, implement, track, and analyze performance indicators and process trends to determine the performance level of your proposal center and staff. This session is designed to be a facilitated discussion to share ideas and lessons learned on how to track meaningful metrics, determine what metrics to track, and how to apply them to performance goals.
About the Presenters

Kristin Dufrene, APF.APMP, has been a member of APMP since 1995, presented at nine International Conferences and NCR’s Professional Day, and is an accredited APMP Fellow. She applies her 23 years of federal acquisition experience as a member, and former Chair of APMP’s Government-Industry Task Force. Over her career, she has managed centralized proposal operations at both large and small companies. As Vice President at CACI, Kristin manages a team of proposal managers and proposal analysts. She is responsible for managing the business development lifecycle, from pipeline management, strategy development, and milestone planning through assignment of proposal managers and reviews.

With nearly 30 years’ experience in the proposal industry, Ali Paskun, AF.APMP has held almost every position, including proposal coordinator, technical writer/editor, proposal manager, director, and consultant. An active APMP member since 1999, Ali is an accredited APMP Fellow. She was the managing editor of the Journal of the Association of Proposal Management Professionals and the Perspective and has presented at several conferences on proposal-related topics. Ali is President of the APMP Chesapeake Chapter, which serves the Central Maryland area. She has a BS in Communication from the University of Maryland, University College.
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How to Train Your SME - The Value Proposition
Sandra Foreman, Independent Consultant

Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
As a proposal professional how many times have you found yourself humoring, bribing, even begging your subject matter expert (SME) to get them to allow you to do your job? Well, within this presentation we follow the story of a frustrated proposal professional that becomes the unlikely ally of a seasoned SME and discovers you can teach old dogs new tricks. These tricks focus on how to train the "non” proposal team members to play their position through teaching them the value of letting us do what we do best; creating easy to read, easy to evaluate, high-impact, high-quality proposals.
About the Presenter

Still a modest rookie, Sandra Foreman returns as a presenter for a 2nd year to share her experiences of working with a variety of proposal team members. Sandra discovered her passion for proposals and its process in 1998 and is always looking for opportunities to share her experiences and learn from other proposal professionals. Over that past 13 years, Sandra has managed and mentored proposal teams and has contributed to several highly complex commercial and government bids.
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Shark Tank: Top 7 Secrets for Winning Oral Proposals
Colleen Jolly, PPF.APMP, 24 Hour Company
Mike Parkinson, PPF.APMP, 24 Hour Company


Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM
Presentation Summary
Commercial and government oral proposals often take too much time, cost too much money, and puts excessive pressure on authors, SMEs and presenters. In this interactive workshop, we learn the top seven secrets experts use to save money and time, lower stress, and deliver winning presentations. Use these seven secrets to make clear outlines, choose compelling content, develop unforgettable slides, and present it in a way that ensures success without breaking the bank. Get answers to your biggest oral proposal questions when we break into groups and compete for a new contract and prizes. Guarantee future success by attending this fast-paced, fun, educational workshop.
About the Presenters



Mike Parkinson, PPF.APMP and Colleen Jolly, PPF.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 25+ years of 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 the Journal. Mike has also written the only book on information graphic conceptualization, "Billion Dollar Graphics." Colleen is the current COO of the International APMP, previously was Layout Editor for the APMP Journal and former Secretary for the NCA Chapter. She also runs 24 Hour Company’s UK subsidiary. Both enjoy long walks on the beach but not together.
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How to Coach Winning Proposal Writers
Julie Martin, PPD

Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
Proposal managers on federal opportunities can successfully use coaching techniques to improve the quality of writing on their proposals. In this session, participants will learn: 1) How to coach teams of writers to write more quickly and efficiently and 2) How to spend less time editing writers’ text. The speaker will discuss best practices for coaching proposal writers who are not professional writers to produce high-quality text. Using lightning rounds of 1:1 writing and coaching, participants will receive hands-on experience in writing their own text and coaching each other on best practices for solution development, outlining, drafting, and revision. Attendees also will leave this training with action items to implement in their own organizations to improve proposal writing through coaching.
About the Presenter

Julie Martin is a proposal manager at PPD, a contract research organization in Wilmington, NC. She spent 23 years as an award-winning newspaper reporter and editor, most recently as managing editor of a New York Times regional newspaper. She joined the ranks of proposal managers in 2010. Martin has successfully used coaching techniques with newspaper journalists writing on daily deadlines. She has adapted these techniques in her work with teams of proposal writers on federal opportunities. Martin holds an MA degree in English/ technical and professional communication and continues to research best practices in workplace training.

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Using Storytelling in Your Proposals to Make Your Buyers the Hero and Win More Deals
Courtney Pemberton, Schipul - The Web Marketing Company

Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary

Everyone loves a good story. They spark emotion, they inspire, and they often unlock ideas that we never dreamt possible. Now imagine if storytelling were applied to your proposal development process. They are no longer textbooks full of facts and figures. It becomes a compelling narrative with thought-provoking visuals, making the buyer the hero.

Join Courtney Pemberton, Business Development Manager at Schipul Technologies, to discuss how to change your perspective and start writing stories that buyers will want to read.

You will learn:

  • Character development in proposals and how this leads to stronger business relationships
  • Research techniques and tools to help you truly understand your buyer’s needs and begin developing the proposal’s plot
  • How to incorporate the 4 elements of a great story to create an even better proposal
  • Real examples of how to incorporate visual storytelling within each stage of your capture planning and development process.
About the Presenter

Since 2008, Courtney Pemberton has been a part of the Business Development team at Schipul Technologies, bringing modern ideas and approaches to an often-traditional sales process. In her current role as Business Development Manager, she is responsible for managing a fantastic team of Sales Associates, working with them to identify the absolute best solution to meet a client’s web marketing and software needs. Some of Courtney's most fulfilling projects have involved strategic work with the non-profit industry and getting to know the people behind the organizations. Outside of work, she can often be seen with a camera [or mobile camera] in hand, spreading her love for animals and rooting for her beloved Dallas Cowboys.
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The Perfect Pitch
Thomas Sant, Hyde Park Partners

Date: Wednesday, May 29, 2013
Time: 10:00 AM - 11:30 AM
Presentation Summary
How can we deliver a corporate capabilities presentation that engages the customer and opens deep conversations? How can we differentiate ourselves from the competition without coming across as self-centered? These are tough challenges and, unfortunately, most sales pitches focus on the vendor and follow a predictable pattern: our history, our capabilities, our vision, our values, our people, me, me, me. That doesn’t work. In this session, we will look at how we can change that pattern so that the presentations we and our colleagues deliver engage the customer and establish immediate relevance. Using actual case studies and examples, we will look at poor examples and then replace them with successful approaches. This session will be useful for preparing both early stage sales presentations and oral proposals. Attendees will leave with a practical checklist for improving the presentations they write and deliver.
About the Presenter

A former college professor, standup comic, and founder of two successful firms, Dr. Tom Sant was named the world's foremost authority on winning sales proposals by the American Management Association and one of the top ten sales trainers in the world by Selling Power Magazine. He is the author of the best-selling Persuasive Business Proposals, The Giants of Sales, and The Language of Success. As the founder of The Sant Corporation (now Qvidian), Tom’s invented the world’s first proposal automation system, which is now used by hundreds of companies around the world.
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Moving on from Foundation
Richard Bannon, Lockheed Martin

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
Completion of the Practitioner PPAQ can seem a daunting task. Richard presents some of the APMP tools, tips and support available in setting out to achieve the next level of accreditation This presentation will provide you with a clear plan towards completion of your PPAQ and achieving Practitioner accreditation. It will show the essential steps required and methods of achieving the next level.

The session will cover:
  • Getting Started: Overview of APMP accreditation, including current and future plans of APMP; why do Practitioner? The business case; the Practitioner process (PPAQ, Reference, costs and timing); support from APMP website
  • Taking the first steps: On-line tutorial; Quick Start Workshops; finding a mentor; doing a self assessment; how to shape your answers, with examples
  • Finishing strongly: Filling the gaps (where more experience is needed); Completion Workshops, working with your mentor for "right first time” success
About the Presenter

As Director of Education and Accreditation for the APMP UK Board, Richard Bannon is continually seeking new ways to add value to membership of the Association in these areas. He gained Professional accreditation in 2009 and is now an examiner at this level. He is a mentor for members working towards Practitioner level. Having been a proposal manager for several decades, Richard now works earlier in the capture cycle supporting Lockheed Martin bid teams preparing for proposals. His mission as part of Capture Operations is to increase the probability of wins by ensuring that proper preparation prevents poor proposal performance.
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Using a Collaboration Maturity Model for Improved Bids and Proposals
David Cornwell, PleaseTech, Ltd.

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
How much effort does it take to produce the proposals that you work on? Experience suggests significant editing and review of the document is required before final publication - often requiring collaboration with others, especially when working with virtual bid teams. This collaboration is usually implicitly assumed regardless of how it’s achieved. Whilst document creation and review is a critical business process, few recognize that it can be fraught with inefficiency and frustration, as most continue to work with manual processes or other workarounds. This session will demonstrate how the use of a document collaboration maturity model can help proposal professionals to:
  • Identify their document collaboration requirements
  • Assess the organization's existing processes and technology
  • Acknowledge whether there is a mismatch between requirements and systems currently in place.

Learn, through case studies and a discussion of available technology options, how greater business process efficiency, happier reviewers and the more timely production of quality proposals can be achieved.

About the Presenter

David Cornwell is CEO and founder of PleaseTech Ltd, the document authoring and review specialists. A business visionary, Dave’s entrepreneurial success began with the founding of CDC Solutions, leader in the provision of document publishing solutions to the Pharmaceutical Industry. Dave sees a vast untapped market for collaborative document development and review especially now, where greater document compliance, higher productivity and business agility are paramount. He’s a regular contributor on the technology and business conference circuits and is a Science & Engineering graduate of Imperial College, London and holds a Master of Business Administration degree from the University of Bath.
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Pitfalls of Financial Charting
Gerald Jones, La Puerta Consulting

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
This seminar applies the principles Jones presented last year in "How to Lie with Charts" to the charting of financial results. His particular focus is on market technical analysis, but the wider implications of visual perception and interpretation bear on all aspects of creating clear communication, including proposal graphics.

To apply one of Murphy's Laws, "Technical analysis is a systematic method of coming to the wrong conclusion with high confidence." Participants will see how seemingly arbitrary choices about parameters and presentation modes can make all types of charts difficult to understand or even misleading. Relevant topics include separating signals from noise, axis manipulation, scaling, 3D effects, statistical analysis, and the human tendency to see meaning in patterns.

Jones not only simplifies technical analysis but also places it in perspective as a tool among various approaches to making decisions about what's happening on a daily basis in stock and commodities markets.
About the Presenter

Gerald Everett Jones has managed major proposal and business analysis projects in government, healthcare, and commercial sectors. He is the author of more than 25 business and technical books, including How to Lie with Charts and PMP Certification for Dummies, as well as two comic novels. He has an extensive background in IT systems development and was project leader on the ARTIS computer graphics system, a precursor of Harvard Graphics and PowerPoint.
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Killer Communications and Communication Killers
BJ Lownie, Strategic Proposals

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
Developing a high-impact, high-quality proposal, and doing so in an efficient manner, requires those involved to perform as a team. Performing as a team requires those involved to communicate effectively. In today’s information rich world, communicating well – "cutting through the noise level” – " can be extremely challenging. In this highly interactive session, participants will have the opportunity to discuss, explore and apply ways in which they can quickly bring about highly effective communications between those involved in a proposal effort. Participants will be introduced a variety of concepts, techniques and proven tips that they can immediately apply.
About the Presenters

BJ Lownie, PPF.APMP, is the Founder and Managing Director of Strategic Proposals LLC. He is a founding member of the Association of Proposal Management Professionals (APMP), is accredited at the Professional level, is an elected APMP Fellow and is the co-author of the popular proposal blog "The Proposal Guys” (www.theproposalguys.com).

BJ has more than 25+ years’ experience, has worked 100’s of proposals and had more than 500 participants attend his workshops, seminars and presentations. He is a recognized thought-leader on proposals and a popular presenter at APMP and industry conferences. As those who have worked with him or seen him present will tell you, BJ is truly "Passionate about Proposals."
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Getting the Most from Your Proposal Budget While Increasing Your Productivity
Brenda Crist, Lohfeld Consulting
Lisa Pafe, Lohfeld Consulting

Date: Wednesday, May 29, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Our presentation decomposes a budget for developing a 30 day proposal and a 10 day proposal for small, medium and large companies, and provides recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder. The presentation also describes how we implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK®), and commonly used tools and technology to generate cost savings. The presentation describes how doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long term savings. The presentation is interactive and invites attendees to share best practices for cost savings.
About the Presenters

Brenda Crist is a Managing Director at the Lohfeld Consulting Group, a past President of the APMP NCA Chapter and APMP Fellow. She holds Professional Level Accreditation, coordinated the 2012 Accreditation Survey, and has Master’s Degree in Public Administration from American University.



Lisa Pafe, PMP, APM.APMP, Principal Consultant at Lohfeld Consulting Group, serves on the APMP NCA Board of Directors as Chair of the Speaker Series Planning Committee. She holds a B.A. from Yale University, an M.P.P. from Harvard University, and an M.I.S. from The George Washington University.
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Capture Process: Flexible, Tailorable, and Scalable
Larry Mortensen, ATK

Date: Wednesday, May 29, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
There is a big push in our industry to have standard processes, templates, reviews, schedules, etc. While standard capture and proposal processes bring consistency and efficiencies, a key to producing a winning proposal, at the right cost, often gets forgotten – flexibility. This presentation will address how to incorporate flexibility, scalability, and tailorability into the capture process to increase win rate while maintaining a core process and the efficiencies that come with standardization.

Unless your product or service is off-the-shelf and purchased the same way each time, flexibility in the capture process is needed. This flexibility does not take the capture process back to the days of ad hoc, but does allow for the needs of each pursuit.

Where flexibility is most important in the capture process, and how to allow and track the flexibility will be discussed. Specific examples of successful and unsuccessful implementation of flexibility will be presented.
About the Presenter

Like most of us in the capture field, Mr. Larry Mortensen did not start out seeking this line of work, it found him. Mr. Mortensen has coordinated, written, and managed proposal and capture efforts for 25 years. He has managed the capture process as an employee of both large and small businesses and as a consultant, and is now the Director of Capture and Proposal Operations for ATK’s Aerospace Systems Group. He has managed pursuits valued less than $1k and greater than $1.2B. Mr. Mortensen has a BA in Business/Marketing and an MBA. He is also AM.APMP and PMP Certified.
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Communication Strategies that Improve Interpersonal Effectiveness
Robin Davis, Robin Davis Consulting

Date: Wednesday, May 29, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
It takes a village to raise a quality proposal! We need the skills and knowledge of a whole team of people including sales reps, capture managers, writers, graphic artists, and subject matter experts, just to name a few. When working within a team, effective communication is essential to building relationships that work. In this session, we’ll discuss communication strategies such as listening, self-disclosure, partnering, and influencing and how they impact your ability to get the job done. Providing a different perspective on our work, this session goes beyond what we do and focuses on how we do it.
About the Presenter

Robin Davis, AF.APMP is a proposal and sales operations consultant with more than 23 years’ experience is sales. Robin helps clients win more business faster by building and implementing solutions that support sales operations. Robin specializes in strategic sales communications (e.g., proposals) and custom design and implementation of tools that support sales (e.g., Salesforce.com). Robin is an APMP Fellow, leads the APMP’s Healthcare Industry Task Force, and is a frequent speaker at APMP international and SPAC conferences.
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Best Practice on a Tight Budget
David Harvey, Bid Write
Cathlin Russell, Bid Write
Nigel Dennis, Bid Write


Date: Wednesday, May 29, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
As proposal professionals, we all strive for best practice in bidding for those companies we work with. For large companies bidding for multi-million dollar contracts this can usually be achieved over time through investment in dedicated resources, mature processes, training, and tools.

But what about the little guys – the ‘mom and dad’ company who, a week before submission of their first "large” tender (worth a million dollars if they are lucky), realise they’re in trouble? What does their path to best practice look like? Does such a path exist? Can they even afford to start this journey?

This presentation will describe the unique challenges faced in introducing best practice techniques to severely resource- and time-constrained small to medium businesses. Recent case studies, presented in a fun yet informative way, will demonstrate the implementation of a number of cost-effective solutions, and highlight how several small-to-medium Australian businesses have reaped the rewards.

About the Presenters

David Harvey combines over 25 years in the Australian Defence Industry including a variety of proposal roles, with 3 years as a full-time proposal consultant working across a range of industries. Now a Director of Bid Write, David’s passion is helping small businesses understand and articulate their competitive advantage and discriminators, in all bid situations. He has recently achieved APMP Foundation level accreditation.

Cathlin Russell has 13 years experience in direct marketing and sales, consumer marketing and business development. An opportunity to work as a Bid Centre Coordinator for Australia's largest integrated facilities management company led to her new passion for the tendering environment. With experience in coordinating and writing over 100 tender submissions to government and private industry, Cathlin has an excellent understanding of what is required for submitting a winning bid. Cathlin has APMP-Foundation level accreditation.

Nigel Dennis is co-owner of Australian consulting company Bid Write and has presented at four previous APMP conferences. Working in Australia for 29 years, with 18 of those years involved in tenders and proposals, Nigel has an excellent knowledge of the business and bidding environment in Australia. Nigel is an accredited APMP Proposal Professional and is now into his 4th year serving on the APMP Australia New Zealand Chapter committee. He was also appointed to the APMP International Board in 2011.
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Improving the Industry Standard for BD Performance – BD-CMM Version 2.0
Howard Nutt, Business Development Institute International

Date: Wednesday, May 29, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
This presentation explores beneficial new aspects of Version 2.0 of the Capability Maturity Model® for Business Development (BD-CMM). The presentation will illustrate the continuity of industry best practices from Version 1.0, but the primary focus of the presentation will be on new features introduced in Version 2.0 that are designed to make the model easier to use and more robust in its applicability. In exploring the new version, the discussion will update industry experience in improving Business Development (BD) performance and applying advanced concepts in terms of BD metrics and performance realization.

Participants will take away an updated approach to understanding, managing, and improving the capability of their organization’s BD and proposal operations. In particular, a simulation will introduce a checklist of things to do in assessing organizational maturity, identifying areas for improvement, and estimating the cost benefit of undertaking specific performance improvement.
About the Presenter

Howard Nutt has been a BD professional for more than 30 years and is currently Executive Director of the Business Development Institute International, a non-profit corporation dedicated to BD excellence through the BD-CMM and continuing research and development on BD best practices. He was one of the organizers and a long-time board member of the Association of Proposal Management Professionals (APMP), and he continues as an APMP fellow. In his career, Howard has worked both within industry and as an executive consultant with both large and small corporations in the USA, Canada, Mexico, Europe, India, and the Asia Pacific.
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How Do Reviewers Really Evaluate your Proposals?
Jayme A. Sokolow, The Development Source, Inc.

Date: Wednesday, May 29, 2013
Time: 3:50 - 4:50 PM

Presentation Summary
We make dozens of decisions each day quickly and with minimal amounts of information. Reviewers use the same kinds of decision-making processes to evaluate your proposals. By better understanding how reviewers think, we can tailor our proposals to make them clearer and more persuasive. This presentation will begin with a review of the scholarship about how people make day-to-day decisions in an uncertain world and then apply it to developing better proposals. It will combine lecture, question and answer, and a participant exercise that will help proposal professionals apply this exciting research to the content and design of proposals. The goal of this presentation is to enable you to help proposal evaluators do their work more thoughtfully and effortlessly.
About the Presenter

Dr. Jayme A. Sokolow is the founder and president of The Development Source, a Washington, DC metropolitan area company that helps businesses and other organizations develop proposals. Over the last ten years, The Development Source has been involved in proposal efforts of over $50 billion.

He is the Assistant Managing Editor and Chair of the Editorial Advisory Board of Proposal Management. Dr. Sokolow has written over a dozen articles in such publications as Entrepreneur magazine, Washington Business Journal, and Proposal Management. In 2001, he received APMP’s Vision Award and in 2003 APMP’s Fellows Award.

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Price-to-Win in Today's Competitive Environment
Jonathan Tarlin, SM&A

Date: Wednesday, May 29, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
Price-to-Win is a critical component to winning bids, particularly in today’s environment. The government customer is facing significant fiscal pressures and competition is fierce. So how do contractors succeed in this environment? To answer this question, this presentation will discuss:
  • Understanding different market environment dynamics – aerospace & defense, IT, services
  • Modeling the customer – how will they make a source selection decision?
  • Modeling the competitors – who are they? what could they do? what will they do?
  • Pricing strategies and tactics
The presentation will include an overview of market trends as well as a practitioner’s perspective on the methodologies, tools, and data sources utilized to develop a Price-to-Win.
About the Presenter

Jonathan Tarlin is Senior VP of SM&A’s Competitive Assessment/Price-to-Win practice area. In this capacity he has supported government contractors on a diversity of bids in the aerospace & defense, IT, healthcare, construction, and services market. Jonathan has over 20 years of experience in competitive and market intelligence and financial analysis across commercial, government and international markets. Prior to joining SM&A, he was a co-founder of ifour, LLC and has worked at a number of technology and consulting companies in management, sales, and business development roles.
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Thursday, May 30, 2013
Thursday Welcome
David Sotolongo, APMP, Vice President, RTI International

Date: Thursday, May 30, 2013
Time: 8:15 AM - 8:30 AM

About the Presenter
David Sotolongo
David Sotolongo serves as vice president of RTI International’s Communications and Digital Strategy research group. He leads a staff of 75 communications and publishing services professionals who provide full-service support in publications, social media, and digital communications. David recently served as vice president of business and proposal development at RTI, comprising more than 2,000 staff and $750M in annual revenue. He is a Fellow of APMP and has achieved Professional Accreditation. David is a founding member of the Carolinas Chapter and has co-chaired the Southern Proposal Accents Conference, held annually in Atlanta. David is an avid and life-long fan of the Atlanta Braves.
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Winning Strategies That Focus On People
Pat Kemp, Senior Vice President of Competition Management, SM&A

Date: Thursday, May 30, 2013
Time: 8:30 AM - 9:00 AM

About the Presenter
Pat Kemp
Pat Kemp has spent his entire career focused on winning. In his 25 years in the proposal industry, he has seen the industry’s evolution and revolution. He has worked as an executive for one of the largest proposal and capture management consultancies in the world. In this thought-provoking and personal account of the proposal industry, Mr. Kemp will share the one lesson learned that he has never forgotten – winning is about the people. Hear his theory of when the "will-to-win” starts, how to identify, escalate and impact it through the competitive lifecycle, and the key moments for people in our industry to influence a win and share why they need to develop people to impact the win.
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The Generation Feud
Brad Douglas, COO & Vice President Business Development, Shipley Associates
David Sotolongo, Vice President, RTI International


Date: Thursday, May 30, 2013
Time: 9:00 AM - 9:30 AM

Presentation Summary

Civics, Baby Boomers, Generation X, and Millennials. There is a decided generation gap on most of our projects, yet we are asked to work and win together, even though we are so different. To be successful, we have to overcome the differences and work together. Can’t we all just get along? We’ll find out, after APMP’s Generation Feud helps separate fact from fiction with the only production that celebrates the differences.

About the Hosts
Brad Douglas

Brad Douglas is a business development leader with more than 30 years of experience in marketing, business development, proposal management, sales, and executive leadership. Mr. Douglas has helped many companies compete for and win strategic contracts. He has managed many proposals and pursuit campaigns and led strategic sales, capture, and marketing initiatives for Shipley and Shipley clients. He is a strategic thinker with practical business development know-how and an ability to implement best practice. He holds a master's degree in human relations and organizational development.

David SotolongoDavid Sotolongo serves as vice president of RTI International’s Communications and Digital Strategy research group. He leads a staff of 75 communications and publishing services professionals who provide full-service support in publications, social media, and digital communications. David recently served as vice president of business and proposal development at RTI, comprising more than 2,000 staff and $750M in annual revenue. He is a Fellow of APMP and has achieved Professional Accreditation. David is a founding member of the Carolinas Chapter and has co-chaired the Southern Proposal Accents Conference, held annually in Atlanta. David is an avid and life-long fan of the Atlanta Braves.
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Making Rain on a Small Business Budget
Chris Simmons, Rainmakerz Consulting

Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Companies (large and small) are struggling to make more with less. Business development budgets are tight. Competition is getting tougher. Sequestration looms. Small businesses have fewer resources than large business, but have many of the same BD challenges, to grow their businesses efficiently and effectively.
Chris is a modern-day rainmaker who owns and operates a small business just like you. He explores some of the biggest and most difficult questions and challenges small businesses face, including:
  • What are the major BD deliverables and milestones that really make a difference?
  • How do I increase my win rates?
  • What people, processes, and technologies do I need to compete effectively for business?
  • How do I avoid falling off the revenue cliff when large legacy contracts expire?
  • Can I do anything now to position for 8(a) BD Program graduation in the future?
  • What about sequestration?
Learn from Chris’ recommendations and tips on these and related questions, to help you win more and work less.
About the Presenter

Chris Simmons, Founder and Principal, Rainmakerz Consulting, has provided consulting service support to over 80 small businesses in the last ten years. He is a business development expert and highly acclaimed speaker, author, and trainer and frequent APMP presenter. Mr. Simmons has designed and delivered BD, capture, proposal, and writing training for audiences of all levels and has a reputation for entertaining and content-rich sessions. Mr. Simmons has served on the APMP National Capital Area Board of Directors (2007-2011) and was a Deloitte Consulting Partner and CGI Senior Principal. He was nominated for the APMP Fellows Award and Consulting Magazine’s Top 25 Consultants in 2012. He has an MBA in IT from the University of Massachusetts (Amherst) and can be reached at chris@rainmakerz.biz or www.rainmakerz.biz.
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If I Can Influence My Customer, Why Can't I Influence My Colleagues?
Ali Paskun, Computer Corporation

Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary

As proposal professionals, we use our skills to craft proposals with strategic messaging to influence our customer’s buying decision. Why don’t we apply these influential skills to achieve acceptance of new ideas by managers and colleagues? It’s often hard to influence our managers, co-workers, and proposal teams to accept innovations in proposal development. This panel of senior leaders and proposal managers will address how to influence management to buy into an idea and proposal teams to implement the idea. The audience is encouraged to participate by discussing their experiences, sharing lessons learned, and offering practical solutions.

About the Presenters

Panel Moderator

Ali Paskun, AF.APMP is Director, Proposal Strategy/Development in the Intelligence, Surveillance, and Reconnaissance Group for CSC. An active APMP member since 1999, she is an APMP Fellow, accredited at the Foundation Level, and Managing Editor of the Journal of the Association of Proposal Management Professionals and Perspective. On the local level, she is Chapter Chair for the Chesapeake Chapter. Ali co-presented a session on Federal Government procurement trends at Bid and Proposal Con 2012.

Panelist

Kristin Dufrene: Kristin Dufrene, APF.APMP, has been a member of APMP since 1995, presented at nine International Conferences and NCR’s Professional Day, and is an accredited APMP Fellow. She applies her 23 years of federal acquisition experience as a member, and former Chair of APMP’s Government-Industry Task Force. Over her career, she has managed centralized proposal operations at both large and small companies. As Vice President at CACI, Kristin manages a team of proposal managers and proposal analysts. She is responsible for managing the business development lifecycle, from pipeline management, strategy development, and milestone planning through assignment of proposal managers and reviews.
Panelist

Hélène Courard is Vice President, Corporate Capture Management for Salient Federal Solutions, Inc. (Salient), where she leads the capture and proposal organization. Her organization supports pursuing and bidding new work and executing against Salient’s aggressive growth strategy. Her key mission is building the best capture and proposal organization in the industry. She establishes and implements capture and proposal processes and procedures; manages all BD systems; and manages capture and proposal planning and execution of strategic opportunities. Before joining Salient, she was the Managing Director for Process & Infrastructure with Lohfeld Consulting Group and held numerous key positions with Computer Sciences Corporation.

Panelist

Tremin White, AF.APMP, PMP, has been in the proposal industry for more than 10 years. She has worked in many capacities: pricing cost volumes, coordinating entire proposal efforts, creating and/or improving proposal processes, and managing projects. She has a Master’s of Business Administration in Human Resources and currently works as a Proposal Manager at LGS Innovations LLC. She is the Marketing and Communications Chair on the APMP Chesapeake Chapter and holds a Foundation Level APMP Certification. In addition, she is a fully certified PMP (Project Management Professional) and an active member of PMI (Project Management Institute).
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Commercial Workshop
Hosted by Jody Alves, Robin Davis & Melissa DeMaio

Date: Tuesday, May 28, 2013
Time: 12:30 PM - 3:30 PM

Presentation Summary

Back, by popular demand--really! Come to this APMP workshop with other Commercial professionals, and discuss the following topics with industry peers:

  • The role that proposals – and proposal professionals – play within their respective industries
  • Successful methods and best practices
  • Recruitment and staffing pipelines
  • Ideas for meeting proposal challenges
  • Ongoing communication with commercial proposal professionals
  • The appropriate identity for this kind of group
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Go Virtual or Go Home!
Brad Douglas, Shipley Associates

Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
This interactive 1-hour session will help APMP members understand the complexities associated with developing proposals virtually (contributors who are not all co-located). Attendees will learn the "do’s” and "don’ts” of virtual proposal development and gain valuable insight into: industry best practices, use of technology, and lessons learned from others.

A sample audio of a "good” and "not-so-good” virtual kickoff meeting will give participants insight into the challenges associated with virtual proposal development. Participants will learn tricks of the trade for leveraging virtual proposal teams in this mobile, highly competitive environment. Generational gaps in the workforce and how these gaps (real or perceived) affect virtual proposal development will also be discussed. Those who learn to manage proposal efforts virtually (leveraging remote team members) are in high demand within the proposal development community.

About the Presenter

Brad Douglas, COO Shipley Associates

Mr. Douglas is a business development leader with over 30 years of experience in marketing, business development, proposal management, sales, and executive leadership. He has helped many companies compete for and win strategic contracts. He has managed many proposals and pursuit campaigns and led strategic sales, capture, and marketing initiatives for Shipley and Shipley clients. He is a strategic thinker with practical business development know-how and an ability to implement best practice. He holds a Masters Degree in Human Relations and Organizational Development.

 


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Extreme Slide Makeover
Bruce Farrell, Plante & Moran

Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Have you ever edited a presentation so awful it made you cringe? Do you have slides in your deck that need more than a little love? Do you recognize the problems but struggle with how to make improvements? Don’t despair, because you’re not alone. In fact, you’re in good company.

Let me give you a hand.

This session will help you identify common problems in presentations and introduce the concepts necessary to repair them with solutions that actually work. This session will also include an exercise where you will use the ideas and techniques you’ve learned to fix some poorly designed slides. You will leave well-equipped to go back home and start fighting back against bad PowerPoint.

Please come prepared to ask questions, have a little fun, and learn a few things.
About the Presenter

Bruce Farrell is a Proposal and Presentation Specialist for the Management Consulting group of Plante Moran and he has been working in business communications and development for twenty years. His specialty is helping professionals identify and organize their key points, then working with them to translate their "big ideas” into quality documents and presentations. He works with pursuit teams, conference presenters, and keynote speakers to develop presentations that make an impact. As a presenter, he has conducted seminars for audiences ranging from high school students to CEOs to senior government officials.
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The Capture Process: How & Where Organizations Fail
Glenn Giles, Privia LLC

Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
The capture process is the method an organization uses to identify and pursue a public sector contract. I will discuss the best practices that organizations often skip when evaluating new opportunities, making bid / no-bid decisions and creating a proposal to win the business. My presentation covers an array of topics, including how best to use win themes and graphics to catch the evaluators attention, how early management needs to be involved in the process, the roles of business development and IT teams, and what evaluators are really looking for in proposals.
About the Presenter

Mr. Giles, an accomplished leader and experienced proposal professional, joined Privia in March of 2012. Prior to Privia, Mr. Giles served as Sr. Vice President at Waypoint LLC, where he provided capture and program management leadership to leading Federal DoD and Civilian organizations. Before Waypoint, he was Vice President of Client Services at EquaTerra and before that, Chief Operating Officer at the District of Columbia under Mayor Anthony Williams. Mr. Giles also served as the Homeland Security Program Director at Pearson, responsible for managing, administering, and delivering of all aspects of providing security screening at 455 airports. His workforce creation effort provided 67,000 qualified federal passenger and baggage screeners, after evaluating and processing over 5.9M candidates. He has also held senior positions with Idea Integration, Ernst & Young LLP, and was the Chairman of Telecommunications Industry Forum (TCIF).

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50 Shades of Great
BJ Lownie, Strategic Proposals
Jon Williams, Strategic Proposals


Date: Thursday, May 30, 2013
Time: 1:00 PM - 2:00 PM

Presentation Summary
Is proposal development a pleasure or is it painful for you? Are your proposals compelling, creative and dynamic or merely grey? Does your organization take a disciplined approach to proposal development or does your team need to be whipped into shape?

In this session, two proposal masters, and very popular presenters – BJ Lownie and Jon Williams – will present 50 proposal essentials that, when applied, will allow you to trust in your proposal capabilities and submit your proposals without fear.

Whether you are a proposal virgin or a proposal master, this session is sure to provide you with new insights and practical, easy to apply techniques, tips and tricks that will help you improve the quality of your proposals and the efficiency of your proposal operations.
About the Presenters

BJ Lownie, PPF.APMP, is the Founder and Managing Director of Strategic Proposals LLC. He is a founding member of the Association of Proposal Management Professionals (APMP), is accredited at the Professional level, is an elected APMP Fellow and is the co-author of the popular proposal blog "The Proposal Guys” (www.theproposalguys.com). BJ has more than 25+ years’ experience, has worked 100’s of proposals and had more than 500 participants attend his workshops, seminars and presentations. He is a recognized thought-leader on proposals and a popular presenter at APMP and industry conferences. As those who have worked with him or seen him present will tell you, BJ is truly "Passionate about Proposals”.


A Fellow of APMP, Jon Williams served as UKAPMP’s first Chief Executive in 2001/2. He has spoken at over twenty APMP conferences worldwide. Jon started his career in procurement, serving as a director of international purchasing consultancy PMMS. He set up Compaq’s Strategic Bid Centre, increasing win rates to >80%, before founding Strategic Proposals’ European operation in 2001. He has since worked with sales organisations in thirty countries – helping them to sharpen their processes and to capture must-win deals, as well as delivering acclaimed training courses. Jon is co-author of the ‘Proposal Guys' blog and of the forthcoming book: ‘Proposal Essentials’.

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Make Marketing Matter: BD Marketing Secrets Revealed
Colleen Jolly &
Mike Parkinson,
24 Hour Company


Date: Thursday, May 30, 2013
Time: 10:00 AM - 11:30 AM
Presentation Summary
Marketing is key to selling your company and its solutions. Effective marketing influences RFP content and impacts win rates. Sadly, most organizations waste time and money with little to show for their marketing efforts. Attend this session and learn the secrets successful companies use to grow their brand and their bottom line. Get the latest neuromarketing techniques that are changing how marketing is done. In this session, you apply what you learn to see what works (and what doesn’t). Walk away with real-world methods you can use immediately to see measurable results.
About the Presenter



Mike Parkinson, PPF.APMP and Colleen Jolly, PPF.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 25+ years of 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 the Journal. Mike has also written the only book on information graphic conceptualization, "Billion Dollar Graphics." Colleen is the current COO of the International APMP, previously was Layout Editor for the APMP Journal and former Secretary for the NCA Chapter. She also runs 24 Hour Company’s UK subsidiary. Both enjoy long walks on the beach but not together.

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Solutioneering™: Crafting Collaborative Solutions ... that Make a Difference
Robert Katz, Chief Chaos Conquistador, Katz Consultancy, LLC

Date: Thursday, May 30, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
Say hello to a new approach in collaborative proposal solution engineering: Solutioneering™. These not-so-new tools, tricks, and techniques will help you engineer targeted and robust solutions, to both differentiate and discriminate your offering in your win themes – rather than digging up the tired same-old, same-old. Through methodically disciplined engagement and interactive facilitation, you can engage your SMEs, clients, and stakeholders to create optimal processes, products, and architectures, as a unified team. Now, more than ever, to do more with less, we must "get it right…the first time.”

We often spend countless hours on elaborate covers, detailed timelines, meticulous resumes, and pencil-sharped prices. However, we often pay much less attention on the heart of our offering, which underlies all of these – the solution. Therefore, we will together re-purpose, re-deploy, and re-use numerous tried-and-true analysis techniques, successfully matured by innovators throughout the intelligence community for years, to help our clients craft compliant, compelling, creative, and innovative solutions. Our newly-solutioneered™ foundation will not just power our proposals to succeed, but will, most importantly, drive your clients’ missions to succeed, as well.

About the Presenter

Robert S. Katz, Business Development & Capture mentor by day, firefighter-paramedic by night. As an innovative thought leader, Robert has proudly conceived, captured, proposed, and executed countless rewarding initiatives to serve both his community, and his country. These encompassed complex C4ISR and GEOINT architectures for MIT, Johns Hopkins, NIST, Navy, Army, Air Force, NASA, DHS, DoT, DoD, State, Treasury, USAID, FEMA, CIA, and many of their private industry partners within domestic and OCONUS theatres. Before creating his global non-profit, Robert served 10 years as a Principal BD executive for a number of major global corporations, including Lockheed Martin, creating completely new Homeland Security & Defense markets from scratch in the US, India, Hong Kong, Japan, and throughout Western Europe. He feels privileged to creatively combine his operational expertise with his rigorous engineering discipline to help secure our airports, subways, railroads, sea ports, hospitals, nuclear plants, and land borders – both here and abroad. Recently, he led FEMA’s NIMS and NRF updates for the President’s PPD-8. When not helping improve processes, people and policy, Robert enjoys delivering dynamic, custom-crafted presentations and novel curricula for GWU, DHS, SAIC, DoD, and (of course) APMP. Between BD, prop, and capture engagements for his wonderful clients, Robert sneaks in valuable time to help construct designer dresses with his daughter, as well as coordinate global counter-terrorism and disaster responses with his son.
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Stop Writing Descriptively—Instead, Write Persuasively!
Robin S. Ritchey, RTI International

Date: Thursday, May 30, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
We were recently challenged to significantly raise our technical score on our company’s #1 recompete without changing our already superior technical and management solution. A daunting task indeed. Our only option was to figure out how to more effectively present our solution such that evaluators would give us a much higher score.

How, you ask? Using a "bookending” approach, we open with a section strategy statement, then close with clear discriminators, associated client benefits (real benefits) and proof. In between, we apply the "6 C’s” to ensure your solution jumps off the page and answers all the requirements of the solicitation in a superior way. Tips for effective use of graphics too! Stop writing descriptively (describing yourself.) Instead, write persuasively (why the customer should select us—as opposed to our competitors—in the context of what matters to the customer) and watch the award notices roll in!

About the Presenter

Robin Ritchey, a marketeer at heart, has supported business development in commercial and government markets for more than 25 years. At RTI International, Robin partners with hundreds of world-renowned scientists to develop and execute a customized win strategy for RTI’s most complex, strategic bids. Bids range from $5M to $300M spanning cyber security, drugs, IT, international development, and research in survey, education, health, survey, statistics, energy, economics and social policy. Robin’s sessions are fast-paced, relevant, and fun! And often standing-room-only.
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Tools and Techniques for Establishing Federal Government Relationships
Olessia Smotrova-Taylor, OST Global Solutions, Inc.

Date: Thursday, May 30, 2013
Time:
10:00 AM - 11:30 AM
Presentation Summary
This workshop is for business developers and capture managers on how to correlate information from multiple leading capture intelligence tools and web search, apply professional research techniques to identify U.S. federal customers for your pursuits, and learn about their organizational positioning and hot buttons. This information is helpful in relationship-building to capitalize on your actionable intelligence, and avoid dangerous mistakes that could cost your company a loss of a pursuit and even reputation.

This highly interactive workshop steps through the research and the thought process behind it to find the right actionable intelligence. It shows how to cross-check information from multiple free and paid sources, and turn your intelligence gathering effort into a force multiplier. The workshop includes live demos of the tools while working on a case study. It also explores various play-by-play scenarios and hands-on group exercises on how to apply this information in order to win.
About the Presenter

Olessia Smotrova-Taylor, AF.APMP, leads OST Global Solutions, a company specialized in business development, capture, and proposal consulting and training. She is the President of the APMP-NCA chapter. She regularly presents at APMP conferences and other events, and develops and teaches OST’s Bid & Proposal Academy courses. She recently published "How to Get Government Contracts: Have a Slice of a $1 Trillion Pie.” She led winning bids for four out of five top government contractors, winning more than $19 billion over the course of her career. Prior to OST, she worked at Raytheon, Lockheed Martin, and the Financial Times of London.
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Death by Power Point: Breathing New Life into Your Meetings and Presentations
Lisa Wynn, OFMQ

Date: Thursday, May 30, 2013
Time: 10:00 AM - 11:30 AM

Presentation Summary
Sensemaking, Co-Creating, Harvesting. These are words that do not describe the typical meeting, where everyone stares at a Power Point and listens to a lecture for an hour. Are you ready to breathe new life into your meetings and presentations? In this interactive session we will cover resources from organizational learning theorists. We will review innovative hosting models (Chaordic Stepping Stones Process, Open Space Technology, Appreciative Inquiry Summit and World Café) and view some video examples of these hosting models in action. We will discuss facilitation skills and discover the importance and impact of Powerful Questions as a meeting game-changer. There will be time for small group processing throughout, and, time permitting, we will close with a review of how to make a Prezi.
About the Presenter

Lisa Wynn is the Director of Business Development at OFMQ. She holds a Bachelor’s of Nursing degree from Georgia College and State University, a Master’s in Quality and Data Management from George Mason University and is certified in Nursing Informatics. Lisa has over 25 years of health care experience in hospital administration, residency program management, oncology research, home health, healthcare quality improvement and clinical informatics. In 2006 she was on the American Nurses Association workgroup that authored the revised Scope and Standards of Nursing Informatics Practice, which is the basis of nursing informatics curriculum and certification nationwide.
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Shaping the Requirement: How Influencing the Acquisition Before the RFP Can Create Competitive Advantage
Mark Abel, Castlemar Consulting, LLC

Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM
Presentation Summary
Have you heard of proposals that were "wired" and wondered how or if a company could create such an advantage? While today's acquisitions are competed on a fairer playing field than in the past, there are still legal and clever ways to shape a requirement to create a competitive advantage for your firm. Creating a distinct value proposition involves influencing various elements of a procurement to both solve the client's needs and improve your firm's likelihood of success. Drawing from experiences and examples, you will learn strategies for limiting the competition, influencing work scope, and impacting evaluation criteria to create competitive advantage and make life a bit easier for the proposal team once the RFP finally does hit the street.
About the Presenter

Mark Abel, President & CEO of Castlemar Consulting, founded the firm to help clients win more government business. Leveraging over 20 years of experience in strategy, business development, and capture management, Mark helps customers to successfully plan, promote, and pursue new business with both focus and purpose. Mark has held executive leadership positions at CSC, ManTech, and Northrop Grumman Corporation supporting clients in civilian, defense, and intelligence agencies. He earned a Bachelor’s of Science with honors from Towson State University.
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The Winning EDGe
David Bol, Shipley Associates

Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
During the Business Development Lifecycle, we are often required to make critical decisions about potential opportunities that will have a dramatic impact on our probability of winning. A decision has been made to pursue each opportunity and it must be grounded in sound business development practices or often our pursuit is unsuccessful. Equally critical in both the commercial and federal world, gate reviews must be incorporated in all business development practices. This Winning EDGe (Executive Decision Gate review) presentation will look at the various gates that an opportunity must pass through to get out the door. In each review it looks specifically as to what must be addressed in the review and asks key questions that must be considered in order for the opportunity to move on. It also addresses the roles and responsibilities at each step. Handouts are provided to all attendees.
About the Presenter

As Sr. Vice President of Capture and Proposal Consulting of Shipley Associates, Mr. David Bol has nearly 25 years as a Senior Proposal manager helping clients win over $70 billion dollars of revenue. He has co authored three books for APMP that still influence winning business development practices today. Mr. Bol is APMP accredited at the Professional level, is an APMP Fellow and co founded the Rocky Mountain APMP Chapter. He has held every international APMP Board position including being CEO of the Board of Directors in 2009. Mr. Bol has presented at numerous annual APMP conferences.
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Bold Trends in Capture and Proposal Management
Bob Lohfeld, Lohfeld Consulting

Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary

In an increasingly competitive global market, top tier companies are adapting and executing new practices to increase their win probabilities. This presentation will present some of the more interesting trends in capture and proposal management and discuss how these are changing the competitive landscape for these firms.

 

About the Presenter

Bob Lohfeld is the founder of Lohfeld Consulting Group, a leading Capture and Proposal Consulting firm specializing in winning government contracts. He is consistently recognized for leadership in business development, capture management, and creating winning proposals and he writes the Capture Management column in Washington Technology magazine.

Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corporation, Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries.

Bob served as on the Board of Directors for the Association for Proposal Management Professionals (APMP) National Capital Area Chapter, Chairman of the Industry Advisory Council/ American Council on Technology (IAC/ACT), Vice Chairman of the Technology Council of Maryland (TCM), and Board Member of the Armed Forces Communications and Electronics Association (AFCEA), Government Electronics and Information Association (GEIA), and the Juvenile Diabetes Research Foundation (JDRF Capital Region). He is a three-time winner of Federal Computer Week’s Federal 100 Award.

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Leading, Not Just Managing
Amy McGeady, Proposal & Business Development Consultant
Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary
What does it mean to be a leader in the proposal industry? Leaders influence and inspire. They see the bigger picture, articulate visions for success, and inspire people to want to follow them. Leadership is not about power or charisma. Many of us in the proposal industry are great managers. We are adept project organizers and planners. We convert raw material into responsive proposals in record time, accomplishing seemingly impossible feats with too few resources and too little time. This session distinguishes between being a great proposal manager and a true proposal leader. We will talk about the characteristics of great leaders, both individuals and organizations. Attendees will leave with a stronger sense of how to tap into their own leadership potential.
About the Presenter

Amy McGeady—The Proposal Doctor—is an executive proposal strategist and business development consultant. She has helped companies across diverse markets win billions of dollars in business. As an APMP Fellow and APMP's Past CEO, Amy is a recognized leader in the proposal industry. Before becoming The Proposal Doctor, Amy co-owned Propel Consulting, a successful woman-owned proposal consulting firm that grew more than 300% in less than three years. She spent nearly a decade in industry, directing proposal teams at Lockheed Martin IMS and ACS, and earned a doctorate in political science from Purdue University.

 

 

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Presenting With Confidence and Impact
Mary Morrone, Hatch Ltd.

Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM

Presentation Summary

Presenting is like going to a job interview. The proposal gets you the interview, but the presentation gets you the job. When you present, you’re being judged for your confidence, appearance, and even your personality. Regardless of your position, chances are you’ll present to others at some point in your career, whether it’s a couple of people in a meeting or a room of hundreds. Without even realizing it, you are presenting every single day, at work and home.

This presentation will demonstrate:

  • How to develop your presentation skills - Techniques for managing nerves
  • How to keep your audience’s attention
  • How to prepare your presentation
  • Creating and delivering a message
  • Basic Tips - Dos and Don’ts
  • How to structure your slides
  • How and when to use graphics and support materials
  • What works?
About the Presenter

Mary Morrone supports client engagement and business development for the largest Renewable Power office in Hatch’s global organization—supporting the water, wind, solar, tidal and geothermal industries. Hatch is a global engineering and technology consulting firm with over 11,000 employees and more than$35 billion in projects currently under management.

Mary facilitates client engagement strategies and works with engineering managers and technical leads in responding to RFPs and RFQs. Her role includes mentoring proposal and project teams on interacting with clients, facilitating preparation and delivery of presentations through consultation on content, facilitating presentation workshops and mentoring teams through practices and dry-runs.

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From the Boardroom Table to the Virtual World: Techniques to Deal with 10 Common Challenges of Leading Virtual Proposal Teams
Lorissa Nord, Computershare

Date: Thursday, May 30, 2013
Time: 2:20 PM - 3:20 PM
Presentation Summary
As economic forces and organisational logistics spread our proposal teams across the city, country and globe, we are now, virtually, more connected than we ever have been. Many of us have methods that we use to inspire and lead our virtual proposal teams, however, these are often techniques that we have been using for years with co-located teams that we then impose on, or adapt slightly for, our virtual teams. Based on a survey of proposals professionals in which they identified their top 10 challenges when leading virtual proposal teams, this presentation will deliver a suite of techniques – informed by modern virtual leadership theories – that address those challenges specific to virtual proposal team leadership.
About the Presenter

Lorissa heads up the Proposals Team at Computershare (Australia), a global organisation providing professional services to the securities industry and their shareholders. She was recently appointed to the Communications role within the APMP ANZ Chapter and is currently completing a Master of Communications. Prior to specialising in proposals, Lorissa honed her commercial thinking and strategic business writing skills through various communication positions. Lorissa has set her sights on championing proposals innovation and digital approaches to tendering.
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Crafting Global Proposals - There are Only Winners & Losers
Bill Graham, Sales Synthesis

Date: Thursday, May 30, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary

Companies that have a death wish should continue with their traditional Business Development scenarios. Others should consider that the ability to win global opportunities is based on a new approach to clients and a multitude of other factors, but not all carry the same importance and relevance. This presentation will reveal how multi-national companies may embrace a new dawn or a long dark night.

Topics

  • Introduction - The Little Five and the Eldest Wears Yellow Socks
  • The Runaway Terrain and the Opportunity Landscape - An Opportunity Mist
  • Winning Weighs for Business Heavyweights
  • Who’s Your Daddy? - Regulatory and Legal Considerations
  • Al Capone’s Business Lessons – Politics, Unrecoverable VAT, Wthholding Taxes, Tansfer Price
  • Case Study: Even with a Gobal ‘Win’, Everything was not Peachy in Wonderland - Interactive Session Uing a ‘Real Lfe’ Review
  • Closing: Share Prices, Dvets and Ducks
About the Presenter

Bill Graham is based in Johannesburg, South Africa and has over 35 years’ extensive Business Development experience in the fields of IT and Telecommunications. His recent efforts have been in the undertaking of Bid Management assignments for complex opportunities across the African continent and beyond.

Bill has the ability to deliver his crucial message/s in a humorous but poignant style and empowers his audience, by enabling them to take away more than just the hotel’s free toiletries. Bill is accredited at Practitioner level with the APMP.
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Higher Quality Reviews in Less Time
George McCulley, PhD and APMP Fellow, WBDS Inc.

Date: Thursday, May 30, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
The final stage of proposal development, from RFP release through submission, is always jammed-packed. Reviews, one of the keys to success, are time consuming and sometimes not very effective. This presentation details a proven review process (not new, but oddly seldom used) that results in higher quality proposals that take less time. For example, in 2012 this process was exclusively used on a 500-page (technical/management volumes), $1B-plus proposal to the Army that resulted in an entirely new customer for the company. Most impressive, the proposal was not started until 45 days before the due date. This process is extremely adaptable, from large to small proposals, but is particularly useful in efforts that have short response times—e.g., less than two weeks. Attendees will learn the process, the tricks for implementing it effectively and the tactics for avoiding the "gotchas.”
About the Presenter

Dr. McCulley helped found APMP in 1989, putting together the initial organizational meeting and signing the incorporation papers, as well as chairing the first national meeting in 1990. He publishes extensively on technical communications topics and regularly speaks at national and international professional meetings. Currently, he is a partner in WBDS Inc., a proposal consulting firm based in the southeastern U.S. His proposal win rate is in excess of 75%. He specializes in supporting small and medium size businesses.
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A Meeting of the Minds: Demystifying the Steps to Leading Great Proposal Departments and Taking Things to the Next Level

Melissa DeMaio, Ernst & Young LLC
Cindy Ayling, Graebel Companies, Inc.

Date: Thursday, May 30, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary

Who should attend: Managers, directors and business development leadership or those who are on a managerial career path.

Join this panel of seasoned managers for insight into how to grow and develop a high performing proposal team. The session is geared to managers or those who oversee high performing teams/centers. The panel will provide points of view around:

  • Building high performing teams with a smart recruiting process
  • Obtaining and analyzing team metrics
  • Keeping morale high and creating a culture of work life balance
  • Bridging the gap with sales/BD
  • Developing your team and career growth
  • Managing a virtual team effectively
  • Managing performance issues
  • Celebrating successes and wins
  • Sharing know ledge beyond borders
  • Building business cases (i.e., adding head count, budget, accreditation)
  • Managing "up”
  • Serving as a mentor or coach
About the Presenter

Melissa DeMaio, APM.APMP
Associate Director, Business Development - Financial Services
Ernst& Young LLP

Melissa is a Communication & Pursuit Strategist Leader and has been with EY for more than eight years. She leads the firm's Financial Services Office proposal center and manages pursuit strategists across five cities including New York, Atlanta, Boston, Chicago, and San Francisco. She has been managing proposals and pursuit-related material in the business-to-business sector for more than 13 years. Melissa serves as an APMP Board Director and Co-Chairs the NY Metro Area Chapter. She's also achieved APMP-Practitioner level accreditation. She earned a BA in Communication Arts and an MA in Communication Studies/Organizational Management at Montclair State University in Montclair, NJ.

Cindy Ayling, GMS
Proposal Manager
Graebel Companies, Inc.

Cindy is a proposal manager with over nine years’ experience within the proposal industry and over 24 years’ experience in business. Cindy works at Graebel Companies, Inc. a worldwide relocation and move management company where her position is to guide proposal response efforts including the planning, development, and completion of assigned proposal/sales projects, development of proposal outlines, schedules, assignments, graphics and themes. She leads a virtual proposal team in support of the company’s sales efforts. Cindy has a BS in Business Administration / Marketing. Cindy has been a member of APMP and APMP NY Metro for over four years.
Matt Bleecker
Vice President, Proposal Center Department Manager
Wells Fargo Treasury Management

Matt is a Vice President and Director of Wells Fargo’s Treasury Management Proposal Center. He specializes in competitive and project management strategies to win proposals in commercial and federal markets. Matt provides leadership and coaching for both capture and proposal efforts, working with senior sales managers on all aspects of procurement, including competitive assessment, capture strategy, and proposal development. During the largest banking merger in U.S. history (between Wells Fargo and Wachovia), Matt was responsible for integrating two proposal centers into one. Today, his team of 25 proposal writers and content managers supports more than 600 sales representatives.
DeVon Rightley-Tucker
Senior Director, Business Proposals
GTECH Corporation

DeVon is the Senior Director of Business Proposals at GTECH Corporation, where she oversees a team of professionals who produce winning proposals for domestic and international lottery customers. Beforehand, DeVon served as the Director of Proposals for 12 years at Humana Inc. and worked for several non-profit hospitals in their Marketing and Public Relations Departments. DeVon earned a Master’s degree in Public Relations from Ball State University and a Bachelor’s degree in Psychology from Indiana University. She has been an APMP member over 10 years and presented at the 2006 and 2007 National Conferences and the 2012 Nor’easters Symposium.

Joseph Villa
Motorola Solutions

Joe currently manages a proposal team for Motorola Solutions, Inc. His multi-disciplinary team of 15 individuals, working in eight locations across the East and West regions of the United States, develops solutions for Public Safety clients within state and local governments. Recently, Joe played a crucial role in combining his team with three other teams to form a single, cohesive unit, the North America Proposal Center, evaluating, improving, and aligning both processes and resources. Joe has managed proposal teams for over ten years and is a long-standing member of APMP.

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Let's Play A Game: Capture Jeopardy!
Randy Richter, Richter & Company

Date: Thursday, May 30, 2013
Time: 3:50 PM - 4:50 PM
Presentation Summary
In today’s hyper-competitive world, lack of effective capture processes and tools places companies – and individuals – in jeopardy. Think you know the answers?

Join host Randy Richter and a cast of interesting characters for a fun-filled (and yes, instructional) session based on the popular game show Jeopardy!

There will be prizes…

About the Presenter

Randy Richter is President of Richter & Company, a Frederick, Maryland based competitive analysis and pricing strategy firm. His knowledge and experience – combined with outstanding analytical and presentation skills and an overwhelming "can do” attitude – have helped clients win more than $30 Billion in business in the highly competitive Federal marketplace. He has been a highly-rated speaker at many events, including APMP 2010, 2011 and 2012.
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Page Architecture at Work
Nancy Webb, Nancy Webb Graphic Design

Date: Thursday, May 30, 2013
Time: 3:50 PM - 4:50 PM

Presentation Summary
Page Architecture is an integrated visual approach to page design that encompasses text, graphics, color, pacing, and branding—all within the context of the underlying construction of a page.

Good page architecture creates impressions of competence, clarity and professionalism. In this session we’ll explore some of the key elements, helping you quickly and easily improve the effectiveness of your documents.

Understanding how a reader takes in information enables you to create pages that accommodate those hard-wired predispositions. When deciding the visuals it’s important to know what to do, and what to avoid.

We’ll examine typical problem areas and cover how to finesse important details—including the logic and reasoning behind the decision-making process. You’ll see alternate solutions that clearly illustrate the underlying concepts.

Best of all, you’ll be able to raise the overall quality of your bids and proposals using the same technology and personnel you use right now!
About the Presenter

Nancy Webb is a Visual Communication Strategist and owner of Nancy Webb Graphic Design. For 25+ years she’s created identity systems, collateral, and books—and developed design directions and long-term strategies—for a wide variety of clients. Her unique blend of expertise in branding and books, and her immersion in text design, have proven ideal for proposals. Her passion for helping businesses improve their own visual communication fuels her enthusiastically received seminars and trainings.
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Using POWeR™ to Develop Content
Mark Wigginton, Shipley Associates

Date: Thursday, May 30, 2013
Time: 3:50 PM - 450 PM

Presentation Summary
How do you build a wining response?

Step One: Acknowledge that a proposal is a selling document
Step Two: Develop a response that "sells”

Creating a winning proposal begins with developing persuasive content for any section. This can be a real challenge as proposal professionals work with Subject Matter Experts to convert technical jargon into reader-friendly text. Developing concise and compelling theme statements, and eliminating long, wordy paragraphs and sentences is key to high proposal evaluation scores.

This session will introduce you to a 5-step approach to developing powerful content using the POWeR ™ process: Planning, Organizing, Writing, examining, and Revising content in 3 stages. Attendees will see "before-and-after” content, learn tricks of the trade, and most importantly, learn the "secret of the lower-case e!” This session is for anyone involved in proposal preparation – from writing and editing to managing a proposal.

About the Presenter

Mark Wigginton is the Shipley Associates Regional Director for Texas and the South Central U.S. He is an active member of APMP and has completed APMP Foundation Level certification. Mark has an engaging style of presenting. He speaks regularly at local chapters and has spoken at our national conference four previous times. He has worked as a proposal manager and orals coach and has facilitated all of Shipley's proposal training courses.
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Friday, May 31, 2013
Friday Welcome

Date: Friday, May 31, 2013
Time: 8:15 AM - 8:30 AM

About the Presenter
David Sotolongo serves as vice president of RTI International’s Communications and Digital Strategy research group. He leads a staff of 75 communications and publishing services professionals who provide full-service support in publications, social media, and digital communications. David recently served as vice president of business and proposal development at RTI, comprising more than 2,000 staff and $750M in annual revenue. He is a Fellow of APMP and has achieved Professional Accreditation. David is a founding member of the Carolinas Chapter and has co-chaired the Southern Proposal Accents Conference, held annually in Atlanta. David is an avid and life-long fan of the Atlanta Braves.
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Fireside Chat, Meet The Business Press
Beth Wingate, APMP CEO, Lohfeld Consulting
Nick Wakeman, Editor, Washington Technology


Date: Friday, May 31, 2013
Time: 8:30 AM - 9:30 AM

Presentation Summary

Join us for a fireside chat with a true Washington insider who covers the beat that you care about the most. Beth Wingate, APMP’s CEO, will interview Washington Technology magazine Editor Nick Wakeman and discuss Federal Government budget cuts, the impact of sequestration and other business matters important to global proposal professionals. He’ll share opinions, forecasts and answer your question about tips, trends and techniques that could impact your next win in the proposal industry.

About the Interviewer and Presenter

Nick Wakeman joined Washington Technology as a staff writer in 1996 and became editor in June 2005, after serving as senior editor for four years. He heads the publication’s annual Top 100 project, which ranks the largest IT and systems integrators in the federal market. Mr. Wakeman has written about systems integrators, procurement trends and major contracts.
Beth WingateBeth Wingate, aka App Maven, APMP Fellow and member since 1996, is APMP’s 2012 COO. Beth was 2010-2011 APMP Director of Education, 2008-2009 APMP-NCA President, and APMP’s 2008 Chapter Chair of the Year. Managing Director at Lohfeld Consulting Group, she has 25 years’ experience managing, writing, illustrating, and producing winning proposals. She managed proposal development (pre-RFP - post-submission) for MSD and Lockheed Martin. Beth managed a proposal center and trained/mentored proposal and BD staff in industry best practices. She presented at APMP’s 2008-2011 Intl. Conferences; APMP-NCA’s 2008 Proposal Basics Boot Camp, 2010 Annual Conference; 2010 and 2011 APMP Pacific Northwest, APMP Nor’easters, APMP Georgia Chattahoochee/Carolina/Florida Sunshine chapters’ SPAC Fall Symposia; and APMP chapters virtual meetings worldwide. Beth develops and teaches proposal development classes through Lohfeld Consulting Group and Deltek. She regularly writes for APMP’s Journal and Perspective.
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Keys to a Successful Capture
Bruce Morton, MicroTech

Date: Friday, May 31, 2013
Time: 10:00 AM - 11:00 AM

Presentation Summary
The presentation will address the keys to achieving a high probability of win using real life examples to address key strategic issues and successful approaches to resolving typical recurring problems. The discussion will encompass an organized approach to successful Capture Management, highlight & review recurring problem areas, and demonstrate successful approaches, techniques, & methodologies needed to achieve success. Typical recurring problem areas include developing comprehensive & compelling Win Themes to achieve a competitive advantage in Technical, Management, & Transition/Phase-In; and insight & understanding of Pricing strategy, levers & tools. The discussion will address both new competitions and recompetes, and encompass the perspectives of large, medium, and small size businesses.
About the Presenter

Bruce Morton is an APMP Fellow and Vice President, Capture at MicroTech. Prior positions include Senior Associate, Capture Management at Booz Allen, Sr. Capture Manager positions at ManTech, Lockheed Martin, Lohfeld Consulting, CACI, and Titan; Business Development and Strategic Planning at Lockheed Martin and Rockwell; and Spacecraft System Design Engineer, GE Aerospace. APMP presentations include "The Art of Winning A Best Value Competition,” "The Art of A Successful Win Strategy,” and "Keys to Successful Capture Management;” Panel Chair for "Successful Capture Strategy: The Art of Winning,” "Pricing to Win: The Art of Pricing,” & "Capture Management Panel,” and panelist on 2 Task Force panels/year.
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Don't Sweat the CRM Stuff
Amit Davé, salesElement

Date: Friday, May 31, 2013
Time: 10:00 AM - 11:00 AM
Presentation Summary
CRM? What’s that? You may have heard the term used. Your company may even already pay for one…but what does that have to do with you and your proposals? Come find out. Come see the benefits of this very flexible technology that can help you improve your proposals and save time. Get hands-on experience with different CRM systems, and learn how you can interact with "sales” in a way that they will understand. For you, this means better insight into the prospect, faster turnaround, and more collaboration for a better proposal experience and more wins! The "C” in CRM is for "customer.” Make sure your proposals are truly customer-focused. Don’t let fear or lack of information stop you. Walk away knowing how to take advantage of tools your company may already have, or leverage free tools that you can introduce to your organization.
About the Presenter
Amit Davé, founded salesElement, a proposal software company, in 2003. salesElement helps sales teams produce proposals and quotes, allowing the proposal teams to focus on larger RFP responses. Over the last decade, Amit has worked with a dozen CRM systems in dozens of settings. He likes to share his deep technical knowledge in non-technical settings. Prior to salesElement, Amit created web applications for Fortune 100 companies as well as systems that are used by millions of people. Amit is a member of the Nor’easters chapter of the APMP.
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Why "Market Intelligence" is Essential in your BD Efforts to "Win" Contracts
Jamie Bratten, EZGovOpps

Date: Friday, May 31, 2013
Time: 10:00 AM - 11:00 AM

Presentation Summary
Examine how Market Intelligence can provide insight as to how best to drive "Big Data” and analytics to as part of the capture management process to increase your win rate. For 2013 and beyond, severe budget concerns present many challenges for government contractors and their BD/Capture teams to thrive in the contracting space. Using analytics and traditional capture methods such as; pricing to win, knowing the competition and a thorough understanding of the contract requirements are elements that market intelligence provides for that competitive edge. With budget constraints, new regulations and policies for 2013 taking place, analyzing trends and forecasts are not a luxury but a prerequisite for success. Many strategic ideas will be shared as to how best to meet these demands.
About the Presenter

Jamie Bratten, CEO of EZGovOpps

Jamie Bratten has 22 years as a procurement/marketing specialist working with many government agencies and Smithsonian institutions such as: EEOC, US.Customs and the National Zoo. This experience handling all the marketing and procurement opportunities enabled me to understand the procurement, contract process in the government space. Having minored in statistics and analytics while in college, "Big Data” was always a passion of mine and the combination of the government procurement experience and the "Big Data” world came to fruition with the creation of EZGovOpps.


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A Marketing Culture: An Environment For Success
Jennifer Lacke, HNTB
Krystn Gull, The Louis Berger Group, Inc.


Date: Friday, May 31, 2013
Time: 10:00 AM - 11:00 AM

Presentation Summary
This session will look at creating a successful and fully-integrated marketing culture. What do Harley Davidson and Miller Brewing have in common? Their employees are some of their best marketers. By creating a marketing culture where marketing is a function of every employee's daily life, they have elevated awareness of their company and products. If professional services were sold solely by price, firms wouldn't need a marketing culture. The reality of professional services is that services aren't solely by price – mostly they are sold through relationships.
About the Presenters





Jennifer Lacke, AM.APMP
HNTB Corporation

A 14 year proposal veteran in the engineering consulting industry, Jennifer Lacke co-manages a 10-person marketing staff who supports a 600-person division with an annual sales goal of $200M+. She ensures on-time and quality delivery of dozens of strategic marketing deliverables each month and facilitates trainings for engineers, technical specialists and marketing peers on sales and marketing best practices and procedures.

Krystn Gull, AM.APMP, LEED AP
The Louis Berger Group, Inc.

Marketing/proposal professional in the architecture/engineering industry. Currently leads a team of 15 proposal/business development specialists nationwide who support the company’s entire domestic operations and oversees submission of approximately 60 proposals per month. Go-to resource for complex, strategic, and/or large pursuits and instrumental in training her proposal team and technical staff on the added value of establishing and following a structured approach to proposal development. Currently serves as president for APMP Greater Midwest Chapter.

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Add a Heaping Tablespoon of Red and Level Tablespoon of Gold
Karen H. Hyman, National Government Services

Date: Friday, May 31, 2013
Time: 11:00 AM - 12:00 PM
Presentation Summary
Are you getting the most out of your Red and Gold team reviews? This presentation focuses on how to have more effective Red and Gold team reviews. We will discuss three specific challenges of most offerings: vulnerabilities, past performance, and ghosting. For each of these areas, we will identify key take-aways for the audience. We'll take a light-hearted approach and draw parallels with cooking and the ingredients within a review that will result in a winning recipe. The audience will be engaged to share their best practices (ingredients) to add to the recipe. Attendees will take away an understanding of Red and Gold team reviews, best practices, and examples from large federal-civilian procurements.
About the Presenter

Karen H. Hyman is Director of Proposal Development at National Government Services, a large federal contractor. She boasts multiple federal national contract wins exceeding $300M each. She holds an undergraduate degree from NC State University and an MBA from the University of Louisville. Karen, an APMP Practitioner , has presented at local APMP chapters as well as the International Conference. She has also served as a speaker mentor for the International Conference.
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Grant Writing 101: Best Practices In Winning
Amanda Day, Grant Professionals Certification Institute President, Past Grant Professionals Association Georgia Chapter President
Rick Harris, APMP Executive Director

Date: Friday, May 31, 2013
Time: 11:00 AM - 12:00 PM
Presentation Summary
Join this panel, and learn best practices in writing, winning and managing grant. Hear the panel field questions about APMP and offer advice on industry trends that affect your bottom line.
About the Presenters
Amanda Day, GPC, is employed as the Grants Administrator for the City of Alpharetta, Georgia. She writes and manages federal, state, and private grants for all city departments. She has 12 years of grant experience in municipal government. Ms. Day is an original GPC and is the President of the Grant Professionals Certification Institute. She was the conference chair for the first Southern Regional Grants Conference in 2013. She holds a B.S. in Communications and Psychology from Southwest Baptist University (Bolivar, MO).

Rick Harris is a results-oriented and highly focused 25-year association executive serving as the Executive Director of the Association of Proposal Management Professionals. APMP is the global association of record for professionals dedicated to the process of winning business through proposals, bids, tenders, and presentations.

His responsibilities include APMP chapter management, planning APMP’s Annual Conference Bid & Proposal Con, expanding APMP's membership and marketing efforts, and serving as the advocate for the association’s more than 5,000 members.

Working with the APMP Board, the association now serves every part of the proposal development lifecycle including bid, proposal, business development, capture, graphics and production professionals.


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Bid Decisions and Financial Impact Consideration
Joe Yearta, Decosimo Solvability, LLC

Date: Friday, May 31, 2013
Time: 11:00 AM - 12:00 PM
Presentation Summary
Understanding the financial impacts of bidding and winning is critical when making informed opportunity pursuit decisions. Understanding the impacts to business relationships, intellectual capital, and company capacity will have an impact to target as well as actual business goals. This session explores the financial considerations and impacts of pursuit decisions providing attendees with quantitative methods to assist them in better analyzing opportunities for consideration.
About the Presenter

Joe Yearta is a Director of Solvability, a practice of Decosimo specializing in cost accounting solutions and federal contract compliance consulting. He has over 25 years of experience in operations management, including proposal development, negotiations and contract administration with both commercial and government organizations. Joe served as Chief Operations Officer with Solvability before the company merged its practice into Decosimo’s regional public accounting firm in 2013.
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