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Track Topics Color Coding
APMP Certification
Capture &
Business Development

Commercial
Federal
Professional Development
Software, Graphics & Technology

Click on the corresponding session name for description, speaker information and room location
Tuesday, May 26, 2015
APMP CERTIFICATION DAY & PRECONFERENCE


8:00 AM - 4:30 PM

APMP Practitioner Completion Workshop

Issaquah, Floor 3

This Certification opportunity is separate from Conference registration.

8:00 AM - 6:00 PM
APMP Foundation Prep Class and Exam
Presented by Shipley Associates, an official APMP ATO.

Redwood, Floor 2

This Certification opportunity is separate from Conference registration.

11:00 AM - 2:00 PM
Exhibitor Set-up
Grand Ballroom C,
Exhibit Area, Floor 2

12:00 Noon - 5:00 PM

Registration
2nd Floor, Spruce

12:30 PM - 5 PM
APMP Practitioner Quick Start Workshop

Ravenna, Floor 3

This Certification opportunity is separate from Conference registration.

12:00 PM - 3:30 PM

Chapter Leaders Workshop

Willow, Floor 3

This session is intended for APMP Chapter leaders.

2:00 PM - 3:00 PM
Achieving Practitioner in a Week
Isabel Moritz, CP APMP
APMP UK Chapter

Rita Mascia, CP APMP
APMP UK Chapter

Aspen, Floor 2

This session is included in the conference registration fees.

3:30 PM - 4:30 PM

Pre-mortem to Post-mortem: 9 Critical Steps to Creating a Killer Kickoff Meeting
Christopher Sant, Esq.
Attorney and Proposal Consultant

Aspen, Floor 2

This session is included in the conference registration fees.

4:00 PM - 5:00 PM
First Time Attendees Workshop

Grand Ballroom A, Floor 2

This session is included in the conference registration fees.
5:00 PM - 7:00 PM
APMP Bid & Proposal Con 2015 Welcome Reception
Sponsored by Lohfeld Consulting

Grand Ballroom C, Floor 2

All attendees are invited to attend.


Wednesday, May 27, 2015: Day 1

7:00 AM - 5:00 PM
Registration
Spruce, Floor 2

7:00 AM - 8:00 AM
Attendee Breakfast & Exhibits
Grand Ballroom C
, Exhibit Area, Floor 2
8:00 AM - 8:15 AM
Conference Kick-off
Rick Harris, CF APMP and Suzanne Jones, CP APMP
Metropolitan AB, Floor 3

8:15 AM - 9:30 AM
Morning Keynote: How To Get People On Board: The Power of Influence, Persuasion and Teamwork
Connie Podesta
Metropolitan AB, Floor 3

9:30 AM - 10:00 AM
Morning Networking Break & Exhibits
Grand Ballroom C, Exhibit Area, Floor 2

Grand Ballroom A
Grand Ballroom B
Grand Ballroom D
Willow AB
Cirrus Redwood AB

10:00 AM -
11:30 AM

Solutioning Secrets: Visualizing Solutions
that Win


Mike Parkinson,
CPP APMP Fellow
Colleen Jolly,
CPP APMP Fellow




Capture & Business Development

Intermediate/
Advanced
Persuasive Writing Part 2: The Magic of ISBP Applied - Drafting Compelling Responses in 3 Easy Steps

Nigel Dennis,
CPP APMP




Commercial

Introductory
The Sixty Minute Guide to Government Protests

Richard Rector







Federal

Introductory
Effective Translation - How to Convert Product and Marketing Text into Effective Proposal Text

Tom Sant






Professional Development

Introductory
Incumbent vs. Challenger: One Contract, Two Capture Strategies

Kristin Dufrene,
CPP APMP Fellow
Bob Reynolds,
CPP APMP



Capture & Business Development

Intermediate/
Advanced
AppMaven and Tech Gurus: See How Platform and Tool Convergence Can Enhance or Change the Way You Work

Beth Wingate,
CF APMP Fellow
Betsy Blakney
Gillian Dionne
Bobbie O'Brien
Alex Wingate

Software, Graphics & Technology

Introductory
11:30 AM - 1:00 PM
Networking Lunch
Metropolitan AB, Floor 3
1:00 PM - 2:00 PM
Are We Stuck in the Past? The Need for New Thinking

Ajay Patel


Capture & Business Development

Intermediate/
Advanced
Proposal Tricks from the Supermarket

Janneke Orriens,
CF APMP




Commercial

Introductory
Understanding the Federal Plain Language Guidelines

Samantha Enslen




Federal

Introductory
Accountability Counts! Effective Team and Individual Responsibility

Brad Douglas
Scott Wilson


Professional Development

Introductory
News You Can Use: Turning Competitive Intelligence into Winning Strategies

Randy Richter

Capture & Business Development

Intermediate/
Advanced
Improve Transparency of Your RFP Process to Management

Chuck McGavren,
CF APMP
Nancy Bergantzel

Software, Graphics & Technology

Introductory
2:20 PM - 3:20 PM
Proposal Development:
An Art or a Science?


Ed Alexander,
CPP APMP Fellow






Capture & Business Development

Intermediate/
Advanced
Make Your Proposal a Winner by Putting on the Client's Hat: Responsive, Persuasive Content meets Page ArchitectureTM

Nancy Webb
Beverley Sinclair,
AM APMP

Commercial

Intermediate/
Advanced
Performing a Proposal Premortem : a Winning Technique Inspired by Harvard Business Review

Marina Goren





Federal

Intermediate/
Advanced
The Science of Happiness - Reflections from the Proposal Hombre

David M. Sotolongo







Professional Development

Introductory
You Know Your Client! Does Your Client Know You?

Neil Philipson
CP APMP






Capture & Business Development

Intermediate/Advanced

 

 









3:30 PM - 3:50 PM
Afternoon Networking Break & Exhibits
Grand Ballroom C, Exhibit Area, Floor 2
3:50 PM - 4:50 PM
APMP Situation Room
Cedar, Floor 2

Meet with APMP Fellows and Mentors, to discuss strategies to address your proposal challenges.
3:50 PM - 4:50 PM
Lies Legal Told You:
11 Insider Tips to Help You Steer Clear of the
Lawyers and of Losing the Bid


Christopher Sant, Esq.

Capture & Business Development


Introductory
When Time is Not on Your Side: Winning in a Commercial Proposal World

Jennifer Hamaker,
CF APMP



Commercial


Introductory
Winning with Past Performance

Jim Hiles




Federal


Intermediate/
Advanced

Building the Glue that Keeps Your Team Together

Sally Jacques,
CP APMP


Professional Development


Intermediate/
Advanced

Data Driven Basis of Estimates: Get an Edge on Your Competition with Solid Estimating

Jim Speer

Capture & Business Development

Intermediate/
Advanced


Thursday, May 28, 2015: Day 2

7:00 AM - 4:00 PM
Registration
Spruce, Floor 2
7:00 AM - 8:15 AM
Attendee Breakfast & Exhibits
Grand Ballroom C, Exhibit Area, Floor 2
8:15 AM - 8:30 AM
Attendee Welcome
Metropolitan AB, Floor 3

8:30 AM - 9:30 AM
Morning Keynote: Comedian Keith Alberstadt
Metropolitan AB, Floor 3
9:30 AM - 10:00 AM
Morning Networking Break & Exhibits
Grand Ballroom C,
Exhibit Area, Floor 2
9:30 AM - 11:00 AM
APMP Situation Room
Cedar, Floor 2

Meet with APMP Fellows and Mentors, to discuss strategies to address your proposal challenges.

Grand Ballroom A
Grand Ballroom B
Grand Ballroom D
Willow AB
Cirrus Redwood AB

10:00 AM - 11:30 AM

Real Price and Perceived Value

Tom Sant,
CF APMP Fellow














Capture & Business Development

Introductory
Building & Developing a Proposal Department -- A Commercial Community Panel Presentation

Robin Davis,
CF APMP Fellow,
Ken Erskine,
CPP APMP,
Barbara Esmedina, Krystn Gull, CP APMP, LEED AP,
Tania Villalonga,
CF APMP



Commercial

Intermediate/
Advanced
Challenges in Business Ethics: What Would You Do?

Peggy Dufour,
CPP APMP
Betsy Blakney,
CPP APMP Fellow
Bob Lohfeld,
CF APMP
Steve Shipley,
CF APMP







Federal

Intermediate/
Advanced

Proposal Win Lab

Brenda Crist,
CPP APMP Fellow














Professional Development

Introductory

Becoming an Expat: Leap of Faith or Pure Insanity?

Ross Pfile



This session will end at 11:15 a.m.










Professional Development

Introductory
Start to Finish: From New Word Document to Proposal Template

Richard Eassom,
CF APMP Fellow










Software, Graphics & Technology

Intermediate/
Advanced

11:30 AM - 1:00 PM
Networking Lunch
Metropolitan AB, Floor 3
1:00 PM - 2:00 PM
Guiding the Procurement with Crafty Questions (Even after RFP Release)

Frank Russo





Capture & Business Development

Intermediate/
Advanced
The Art of the Selfless Selfie: Crafting Images that Support Your Value Proposition

Larry Newman,
CPP APMP Fellow






Commercial

Introductory
The Decline of the Incumbent Empire: Rebid Strategies

Lisa Pafe,
CPP APMP







Federal

Intermediate/
Advanced
Creativity on Demand: Infuse Creativity into Bid Teams to Create Better Solutions, Clearer Strategies and Happier Clients

Colleen Jolly
CPP APMP Fellow
Mike Parkinson,
CPP APMP Fellow

Professional Development

Introductory
How to Create Market and Competitive Analyses that Are Greater Than the Sum of Their Parts

Ginny Carson,
CF APMP



Capture & Business Development

Intermediate/
Advanced
The Runaway Compliance Train

Leslie Hatcher









Commercial

Intermediate/
Advanced

2:20 PM - 3:20 PM
The Lucky 13 Charms Every Proposal Pro Must Know!

Eric Gregory,
CPP APMP Fellow
Jay Herther,
CPP APMP Fellow


Capture & Business Development

Intermediate/
Advanced
Hope is Not a Strategy: How to Implement a Simple Bid/No Bid Process


Robin Davis,
CF APMP Fellow



Commercial

Intermediate/
Advanced
Does Your Proposal Mirror Your Customer's Language? Practical Strategies to Measure Language Compliance

Fergal McGovern


Federal

Intermediate/
Advanced
Leading a Successful Multigenerational Proposal Team

Claire McGarry





Professional Development

Introductory

How to Develop Comprehensive and Compelling Win Themes

Bruce Morton




Capture & Business Development

Intermediate/
Advanced
Using Social Media to Build, Develop, and Enable Effective Bid and Proposal Teams

Felix Becker





Professional Development

Introductory

3:20 PM - 3:50 PM
Afternoon Networking Break & Exhibits
Grand Ballroom C,
Exhibit Area, Floor 2
3:30 PM - 4:50 PM
APMP Situation Room
Cedar, Floor 2

Meet with APMP Fellows and Mentors, to discuss strategies to address your proposal challenges.

3:50 PM - 4:50 PM
Herding the Capture Elephant!

Bob Garceau
Bob Mahoney






Capture & Business Development

Intermediate/
Advanced
PEP Up Your Proposal Process: Adapting Your Support Model to a Rapidly Changing Economy

Kim Kilpatrick,
CP APMP
Stephanie Runge

Commercial

Intermediate/
Advanced
Small Business Success: Building a Winning Proposal Response Team

Sue Telllier






Federal

Introductory
Epic Fail - When Success was Reasonably Easy to Attain

Laura Higgins,
CP APMP
Joyce Loegel



Professional Development

Intermediate/
Advanced
Guided Distraction: Create Gripping Graphics Based on Human Cognitive Processes

Frank Russo
Bill Allen


Software, Graphics & Technology

Intermediate/
Advanced


6:30 PM
APMP Celebration of the Industry Dinner
Metropolitan AB, Floor 3

Friday, May 29, 2015: Day 3

7:00 AM - 1:00 PM
Registration
Spruce, Floor 2
7:00 AM - 8:15 AM
Attendee Breakfast & Exhibits
Grand Ballroom C, Exhibit Area, Floor 2
8:15 AM - 8:30 AM
Morning Welcome
Metropolitan AB, Floor 3
8:30 AM - 9:30 AM Morning Keynote: Ignite Talks
Metropolitan AB, Floor 3

Grand Ballroom A
Grand Ballroom B
Grand Ballroom D
Willow AB
Cirrus

9:40 AM - 10:40 AM

Seven Deadly
Proposal Sins


Olessia Smotrova-Taylor,
CF APMP Fellow
David Huff





Capture & Business Development

Intermediate/
Advanced
Comparing Granny Smith and Red Delicious Apples: A Comparative Look at Commercial and Federal Proposal Management

Mike Walsh,
CF APMP


Commercial

Intermediate/
Advanced

Burn Me Once: How to Instill Trust in the Proposal Bay, the Second Time


Ruth Belanger,
CF APMP Fellow





Professional Development

Introductory
Becoming Your Own Best Orienteer: Charting Your Professional Development Path

Melanie White,
CF APMP




Professional Development

Introductory
Campaigns - Setting the Conditions for Capture Success

Robert Johnston






Capture & Business Development

Intermediate/
Advanced

10:50 AM - 11:50 AM
Getting Picky - How to Team (and How NOT to Team) in Today's Marketplace

Alexander Wilson


Capture & Business Development

Introductory
The Commonly Overlooked First Impression: Q&A

Tara Barbieri






Commercial

Three Reasons Why Your Proposal Process is Failing and How You Can Fix It

Melissa Cothran,
CF APMP



Federal

Introductory
Word Master Class: from Expert to Guru

David Cornwell




Professional Development

Intermediate/
Advanced

The $5 Focus Group:
Can 15 Minutes
Make Your Proposals
15 percent More
Persuasive?


Christopher Sant, Esq.

Capture & Business Development

Introductory

12:00 - 12:30 PM
Closing Ceremony & Prize Giveaways
Metropolitan AB, Floor 3

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