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FEDERAL | Introductory Level

Friday, May 29, 2015 | 10:50 AM - 11:50 AM
Grand Ballroom D


Three Reasons Your Proposal Processes are Failing: How to Add Value and Finally Get Respect

Melissa Cothran, CF APMP
Director of Proposal Development, Optimetra, Inc.

Proposal teams often feel that the company does not value or see them as more than administrative help. Some teams try to prove their value by implementing processes that create hurdles. Other teams implement drastic changes to fix perceptions. When those things don't work, some teams behave in ways that reinforce the perception. Even teams that do feel valued do things that reduce the buy-in, cooperation, and respect of the executives and SMEs whom they rely on to build and approve solutions. Successful proposal processes have three things in common:
  1. they are documented;
  2. they are flexible; and
  3. they reinforce expected behaviors.
This presentation will offer real, actionable information and tools that anyone can use to fix the process and get it back on track.



Melissa Cothran, CF APMP, is a persuasive leader who thrives on teaching others how to easily resolve seemingly complex issues. She has led proposal teams in healthcare and education, applying her science-based approach in project management, proposal reviews, and finalist presentations. A calm, articulate communicator, Melissa guides proposal teams in change management and issue resolution while navigating them toward winning, customer-focused proposals that help their companies achieve higher growth objectives.

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Melissa Cothran
Melissa Cothran


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