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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Wednesday, May 27, 2015 | 2:20 PM - 3:20 PM
Grand Ballroom A


Proposal Development: An Art or a Science?


Ed Alexander, CPP APMP Fellow
Vice President, Professional Development, Shipley Associates

This highly interactive session will address the mission of APMP in support of Proposal Development being both an art and a science. Attendees will have the opportunity to share their experiences in both the arts and sciences of proposal development. The "art" discussion will focus on the creative, strategic aspects of proposal development, including win strategy development, decision gates, competitor analysis, graphics, and creation of compelling content. The "science" discussion will focus on the technical aspects of proposal development, including: Compliance, scheduling, reviews, and customer focus. Mr. Alexander will share metrics from a 300+ proposal assessment study recently completed, identifying common strengths and weaknesses in proposals from various market segments. These metrics are based on industry recognized proposal quality standards. Participants in this session will learn from others as well as the presenter with a high level of interactivity.



An APMP Fellow and the first in the US to be certified at the Professional Level,
Ed Alexander is Vice President of Learning and Development Services at Shipley. A full-time consultant there for 20 years, he is recognized as one of industry's preeminent training professionals and has developed 115 courses, taught over 12,000 mid/senior-level managers, and facilitated or instructed over 1,100 classroom workshops worldwide. Known for his expertise in Business Development processes, Ed is considered one of the industry’s most knowledgeable consultants in the areas of long-term positioning, opportunity assessment, win strategy development, and capture/proposal management.


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Ed Alexander
Ed Alexander


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