|7:30 a.m. – |
|Registration and Breakfast|
|8:30 a.m. – |
|Welcome and Opening Remarks|
Rick Harris, CF APMP, Executive Director, APMP
Suzanne Jones, CP APMP, CEO, APMP, Senior Proposal Manager, Northrop Grumman Information Systems
|8:45 a.m. – |
|How to Strengthen Relationships Between Capture/Business Development Professionals and Proposal Professionals to Produce the Best Proposals |
Tom Gorman, CF APMP, Principal Consultant, Lohfeld Consulting Group
Betsy Blakney, CPP APMP Fellow, Director of Proposal Management, CACI, Inc., FederaI
Chris Bredehoeft, Vice President, Federal Capture, HDR, Inc.
Nathan Cost, Director of Proposals, Health Solutions, General Dynamics Information Technology (GDIT)
Hélène Courard, CF APMP, Vice President, Capture & Proposals, Catapult Technology, Ltd.
It’s a conflict that never goes away, but it can get better! Company executives look at their Capture/BD and Proposal teams and wonder why they aren’t working together better. Different ideas and different agendas can lead you away from the win. Go inside this panel, and learn from those who have been on the front lines of the Capture/BD/Proposal communications battlefield. Hear from seasoned Capture/BD professionals and Proposal professionals, as they vent—and then provide proven communication techniques between your two highest revenue-producing departments.
Betsy Blakney, CPP APMP Fellow, director of proposal management, inspires a team of six proposal managers to win business for CACI, Inc.-Federal. With 20 years’ proposal development and management experience, she also facilitates in-house capture, proposal writing and recompete success training courses. A certified proposal professional (CPP), Betsy is an APMP Fellow, past APMP International CEO (2011), COO (2010), Board Secretary (2009), Eastern Regional Representative (2006-2008), a former APMP-NCA President (2003) and Board Secretary/Treasurer (2001-2002).
Chris Bredehoeft is a business development lead for the Federal Environmental Restoration Program, with more than 20 years’ experience in the federal marketplace. He has led proposal pursuits ranging from $1.0M to $1.1B and was instrumental in securing multiple federal contracts with the U.S. Army Corps of Engineers, the Air Force Civil Engineering Command, the Naval Facilities Engineering Command, the Environmental Protection Agency, Defence Construction Canada, and federal, state, and local clients. His ability to create teams and envision wins has earned Chris a reputation as an organizational anchor for business development and proposal management.
Nathan Cost is a Director of Proposals, leading the Health Solutions proposal team for General Dynamics Information Technology (GDIT). With more than 18 years of combined military and defense contracting experience, he has worked with a variety of Federal Government organizations, supporting global programs. He has a strong track record in performing all phases of the business development lifecycle, while progressing through the roles of Business Development Manager, Capture Manager, and Proposal Manager.
Hélène Courard has nearly 20 years of experience leading and motivating Capture and Proposal teams to success. Hélène fosters continual process improvement across the full opportunity lifecycle. Engaged with APMP-NCA since 2007, she has served on the board, chaired several committees, and mentored junior members through the NCA Mentorship program. Hélène has presented at the international APMP conference several times, focusing on process improvement to increase knowledge base and integrate best practices.
Gorman has more than 30 years of experience winning contracts in the Department
of Defense, federal, and international markets. His demonstrated capture
management experience includes strategy development, customer relationship
management, RFP shaping, business development, marketing, teaming, training,
and innovative capture tools identification and development. Tom is presently a
Principal Consultant and Capture Practice Lead with Lohfeld Consulting Group,
focusing on their pragmatic Capture practice to help companies win more
|9:45 a.m. – |
|10 a.m. – |
|Perfecting the Win Strategy: How to Hone Your Win Strategy from the Start |
Moderator:Like a fingerprint, every win strategy is different. This panel offers sound advice and proof that investing time and hard work on your win strategy earlier in the process will pay huge dividends. To win, you have to plan, and your Capture/BD team needs to have a solid win strategy before the first word is written in the proposal.
Brad Douglas, CF APMP, COO & Vice President, Business Development, Shipley Associates
Marjorie Fullerton, Vice President, Business Development, Systems Intelligence & Security Sector - Global IT Solutions, BAE Systems
Christoph Mlinarchik, JD, CFCM, Principal, Christoph LLC
Heidi A. Moran, Vice President, Contracts and Business Development, Logistics Solutions Group, Inc.
Carl Schaller, CF APMP, Vice President, Proposal Operations, MAXIMUS, Inc.
Brad Douglas, chief operating officer, Shipley Associates, is a proven business development leader with more than 30 years of experience in marketing, business development, capture management, sales and executive leadership. He has helped many companies compete for and win strategic contracts, both in the business-to-government and business-to-business sectors. He is a strategic thinker with best practice knowledge and an ability to implement business development initiatives.
Marjorie Fullerton is the vice president of business development for BAE Systems Intelligence & Security Sector’s Global IT Solutions. In nine years at BAE Systems, she developed and led teams of business development specialists dedicated to the capture of large services and solutions programs–expanding current programs and customers and delivering new services and business models to existing clients. She serves as Integration & Support’s (I&S’s) representative to the programmable logic controller (PLC) Business Development Working Group, developing and sharing winning business best practices across the organization. As a capture manager she led pursuits resulting in over $4B in new program growth on large systems integration and services programs. Her 30-year career includes a broad base of commercial, state and local, IC, and Federal account development and management for Computer Sciences Corporation, DynCorp, Northrop Grumman, and Martin Marietta.
Christoph Mlinarchik, JD, CFCM, is an attorney, professional instructor, consultant, and author of 50+ publications on contract law and acquisitions. As owner of Christoph LLC, he teaches courses and advises on contracting, source selections, bid protests, and Government contract law to Federal, military, and private industry professionals nationwide—from novices to C-level executives. Christoph is a senior contracting officer for the Department of Defense and has Defense contracting experience across the Air Force, Navy, Pentagon, and Office of the Secretary of Defense. He previously served as an Air Force JAG acquisitions attorney. Christoph was recently honored with the "Top Professionals Under 40” award by National Contract Management Association.
Heidi Moran serves as LSG’s vice president of contracts and business development, with over 20 years of experience in business development, project/program management, contracts, and proposals. Her experience includes managing and executing business development efforts, customer relationship management, contract preparation, review, negotiation, and execution. Heidi holds memberships with the Association of Proposal Management Professionals (APMP) and the National Contract Management Association (NCMA).
Carl "Chip” Schaller. CF APMP, has 25 years of experience in successful proposal development and has served in positions of increasing management responsibility, including all aspects of capture and strategy development. As VP for Proposals, he has responsibility for the company’s proposal operations, serving the US, UK, Canada, Saudi Arabia and Australia, and overseeing a staff of more than 50 professionals across five proposal centers. He achieved APMP Foundation Certification in 2010.
|11 a.m. – |
|11:15 a.m. – |
|Professional Development Tools for Capture Managers and BD Professionals |
Christina Lewellen, Vice President, Business Development and Operations, APMP
You have been doing your job for a while now. You have had some success, but you want to get better. It’s all about professional development, my Capture/BD friend. If you are not investing in your professional development the same way you invest in your retirement, you are not properly planning. APMP will give you the tools, must reads and intelligent tips on how to build a professional development plan to teach you how to be the best and make your career choice work for you.
Christina Lewellen began her career in journalism, working in newspaper, TV, and magazine settings before moving into association management. She earned her executive MBA at the Rochester Institute of Technology, where she now serves on the alumni board of the Saunders College of Business. As the vice president of business development and operations for APMP, she is charged with guiding the association into the future with strategic growth and expansion opportunities. She specializes in career development strategies and operational efficiencies among in-person and virtual teams.
|11:45 a.m. – |
|1 p.m. – |
|Working with Federal Agencies To Champion Small Business |
Kristin Dufrene, CPP APMP Fellow, Vice President, Proposal Development, Engility Corporation
Nikki B. Burley, Program Manager, Women-Owned Small Business (WOSB) Advocate & Subcontracting, Office of Small Disadvantage Business Utilization (OSDBU), U.S. Department of StateWhen you step into the ring to compete for federal contracts against the heavyweights, you want to make sure your Capture/BD and Proposal teams are fit and ready. This panel will help you better understand how small and medium companies can take advantage of government set-asides and mandates specifically designed for smaller companies. Don’t stand down just because you are small or medium. Find out how the agencies that you are submitting proposals to have your best interests at heart during all phases of the competitive process.
Nancy Peters, Vice President, Business Development, Small Business Advocate, CACI Federal, Inc.
George Price, Director, Office of Small Disadvantaged Business Utilization, U.S. Department of State
Alice Williams, Associate Director for Workforce Development, Office of Small Business Programs, United States Department of Defense
Nikki Burley is a Mentor Protégé Program and Small Business Subcontracting program manager and serves as a Woman-Owned Small Business Advocate for the Department of State's Office of Small Disadvantage Business Utilization (OSDBU). She is responsible for maintaining over 100 mentor protégé agreements, reviewing over 500 subcontracts for compliance with small business subcontracting goals, and planning subcontracting training and woman-owned small business outreach for the Department of State. In her prior acquisition career, Ms. Burley served as the Deputy Program Manager for Human Development Management Services, Contract Specialist, and Small Business Specialist at the National Geospatial-Intelligence Agency (NGA); Small Business Program Manager, Department of Defense Education Activity (DoDEA); Procurement Policy Analyst, U.S. Environmental Protection Agency (U.S. EPA); and Assistant Small Business Director, Defense Contract Management Agency (DCMA-VA).
Ms. Burley was born in Manila, Philippines and raised in San Diego, California. She received her bachelor's degree in Business Management from Webster University; a master's degree in Public Administration from Walden University; a master's certificate in Government Contract Management from George Washington University; FAC C-Level 3 Certified Acquisition Professional; Defense Acquisition Workforce Improvement Act (DAWIA) Certification Level III in Contracting; DAWIA Certification Level I in Program Management; and is a member of the Defense Acquisition Corps and U.S. Department of State Contingency Contracting Corp Member. She has received several acquisition/small business awards from the Department of State, National Geospatial-Intelligence Agency, and the Department of Defense.
Kristin Dufrene, CPP APMP Fellow, a member of APMP since 1995, serves on the APMP board of directors and chairs the Procurement Improvement Committee. She has 25 years of Federal acquisition experience and is Vice President of proposal development at Engility, where she manages the proposal organization and provides growth strategies for the $2.5B enterprise. Previously at CACI, she served as Vice President of Capture and Proposal Excellence and Vice President of Business Sustainment. Her focus on sustaining the business base to facilitate growth resulted in a consistent 92 percent recompete capture rate.
Nancy Peters is the vice president of business development and small business advocate for CACI’s Small Business Advocacy Office (SBAO), which enhances and leverages CACI's small business relationships and identifies potential new partners that can provide a maximum competitive advantage.
Ms. Peters brings more than 20 years of experience building business partnerships at CACI. Previously she served as Vice President in CACI's Civilian Agency Group, supporting the Department of Homeland Security (DHS), Department of Justice, and General Services Administration (GSA).
CACI partners with thousands of small businesses, through a commitment to support the goals of customers and increase opportunities for all businesses, to make diverse capabilities available to the federal government. In recognition of these partnerships, CACI has received awards from the Department of Defense, Small and Emerging Contractors Advisory Forum, and DHS.
George L. Price, a member of the Senior Executive Service, is the Director of the Office of Small Disadvantaged Business Utilization for the U.S. Department of State. He assumed the role in October 2015. He advises the Department on all small business procurement issues and is responsible for promoting the use of Small Businesses, Small Disadvantaged Businesses, HubZone, Women-Owned Small Businesses, Veteran-Owned Small Businesses, Service Disabled Veteran-Owned Businesses, Historically Black Colleges, and Minority Institutions within the Department of State to support the Department’s mission of protecting U.S. interests abroad and implementing foreign policy initiatives.
Mr. Price has over 24 years of experience in the federal government. He was the Deputy Associate Director for the U.S. Office of Personnel Management’s (OPM) Training and Management Assistance Program. He was responsible for providing Federal agencies, annually, with over $500M in direct acquisition and project management assistance for human capital management and customized training services.
He served for 10 years as the Director of Outreach Communications for the U.S. General Services Administration’s Federal Acquisition Service. He managed all strategic marketing communications and was the executive sponsor and champion of the creation of "Interact.gsa.gov”, a pioneering interactive open community dedicated to increasing government’s effectiveness through collaboration and communication.
Mr. Price holds a Bachelor’s degree in Management Science and a Master of Business Administration.
Alice M. Williams provides functional leadership and oversight of the entire process for the workforce initiatives, provides management and control of socioeconomic programs and oversees multi-million Rapid Innovation Funds (RIF) across the Department of Defense. Prior, she served as Director, OSBP for U.S. Army Communications-Electronics Command (CECOM), OSBP and was the principal advisor to the CECOM Commander (Major General), the Army Secretariat level Office of Small Business Programs Senior Executive, and the Small Business Administration (SBA) on all small business matters related to CECOM and Command, Control, Communications, Computers Intelligence, Surveillance and Reconnaissance (C4ISR) multi-billion dollar acquisition program.
With over 35 years of public service, Ms. Williams has held various key acquisition positions and served as a Contracting Officer with unlimited signature authority on several high visibility, critical acquisitions such as the 9/11 Major Recovery, Presidential Inauguration committee, Army Joint Chief of Staff Special Task Force, Spirit of America, and Presidential funerals. Her most notable recognitions include the Secretary of the Army Small and Disadvantage Business Utilization Award, Army Commander’s Award, and the Army Superior Civilian Service Award.
Ms. Williams holds a Bachelor of Science Degree in Business Management from National Louis University. Her professional education and training includes the Assistant Secretary of the Army, Acquisition Logistics and Technology (ASA ALT) Senior Leadership Development Program (SLDP) and University of Virginia, Darden School of Business Executive Leadership Program. She is Defense Acquisition Workforce Improvement Act (DAWIA) Level III certified in Contracting and a member of the Army Acquisition Corps Membership (AAC) and the National Contract Management Association (NCMA).
|2 p.m. – |
|2:15 p.m. – |
| Building the Lean, Mean, Competitive Intelligence Machine |
Randy Richter, President, Richter & Company
Michael Cameron, Vice President, Director of Business Development, Leidos, Inc.
Eric Gregory, CPP APMP Fellow, Senior Vice President, Business Winning Services East, Shipley Associates
Wendy Lindquist Williams, Director, Competitive Intelligence Strategy & Corporate Development, Engility Corporation
You’re in the "winning business,” and so are your competitors. Every Capture/BD team needs more competitive intelligence than ever before. Our panel looks at vital steps your company can take to quickly gather usable competitive information that will strengthen your next proposal. Gather information on your competitors, customers, and everyone in between. Learn why building a competitive intelligence machine is a vital part of the Capture, BD and Proposal process.
Mike Cameron is a vice president in the Integrated Systems Group at Leidos, Inc. and leads business development for the operation focused on offensive and defensive cyber and cyber analytics. He is closely connected to trends in cyber from both operations and technology perspectives and spends a significant amount of his time talking to government and commercial leaders in the cyber space. Prior to this role, at another company, Mike was the Program Director for a multi-year investment campaign in cloud computing and led activities in cloud security and the economics of cloud computing. Mike also has first-hand experience with developing cyber capabilities for a DoD customer, where he served as the lead engineer on a series of prototype development efforts. Prior, he spent nearly 20 years in technical SIGINT and received his professional certification in that field from the National Security Agency. Mike has a BS in mathematics and a MS in Computer Engineering.
Eric Gregory, CPP APMP Fellow, is senior vice president of business winning services east for Shipley Associates. He has a long and successful career in capture, proposal, and business development. Eric ran proposal operations for CACI for 14 years during which the company grew from $325M to $3.8B. He has served twice and APMP CEO and is an APMP Certified Professional and Fellow.
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 new business in
the past three years, alone. He is a highly-rated – and highly
entertaining – speaker at many events, including APMP national and regional
Wendy Lindquist Williams is a recognized industry expert with over 20 years in Competitive Intelligence, with an emphasis on monitoring, analyzing and reporting on industry, market and competitor developments in the Public Sector market. As Director of Competitive Intelligence for Engility, Wendy delivers structured Black Hat reviews with an eye on the competition to drive intelligent business decisions. She is also a Professional Services Council Vision Conference Team Member/SME and a founding member of the Executive Steering Committee for the Fisher House Foundation, provider of low cost lodging for veterans and military families receiving treatment at military medical centers. She serves as a judge-mentor for DECA marketing students in Fairfax County Public Schools and was appointed to the DECA Career, Technical Education Administrative Board for 2016.
|3:15 p.m. – |
|3:30 p.m. – |
|Building the Prototypical Perfect Capture and BD Professional, Superhero Style |
Mike Parkinson, CPP APMP Fellow, Principal, 24 Hour Company
Do you want to know what powers the perfect Capture/BD Professional need to have to be a part of the elite winning team? So do we. Let’s go into the lab and build our Capture and BD Super Hero from scratch. When we are finished, we will follow-up with all attendees with the first-ever APMP Capture/BD Super Hero Infographic.
Mike Parkinson, CPP APMP Fellow, is a partner at 24 Hour Company (www.24hrco.com), the premier proposal creative services firm in the United States. Mike is an internationally recognized visual communication guru, solution and strategy expert, award-winning author, trainer, and popular public speaker. He is a key contributor on multi-billion dollar projects and helps Fortune 500 companies and small firms improve their success rates. Mike shares his expertise through books like Billion Dollar Graphics, workshops, articles, and online tools.
Rick Harris, CF APMP, Executive Director, APMP