Federal Proposal Management Best Practices

Tuesday, May 27, 2014 | 1:00 PM - 2:00 PM
Sheraton 2

10 Things You Must Do to Win

David Bol, CPP APMP Fellow
Senior VP Capture and Proposal Services, West, Shipley Associates

Fewer RPFs in the market demand that we must do everything we can to win the opportunities we pursue. Shortcuts are not allowed! Learn which activities, at a minimum, must be executed within the Capture and Pursuit phases to give you the greatest chances of winning.

Learn from a seasoned Business Development Leader, sharing experiences of lessons learned, formal debriefs, and some very hard knocks on which activities need to happen to successfully get your proposal out the door, with the greatest probability of winning. Topics include: 

  1. Know the competition
  2. Freeze a realistic price early
  3. Develop a solution, prior to RFP release
  4. Know customer needs outside those stated in RFP
  5. Have a "C" level champion on your team
  6. Have a fully developed capture Plan at RFP
  7. Know what discriminates your solution
  8. Plan before writing
  9. Follow a process
  10. Don't be afraid to no bid.
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David Bol

As Sr. Vice President of the Western Region 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 certified 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.