Wednesday, May 28, 2014 | 10 AM - 11:30 AM
Proposals Are a Profession: How to Prove Your Value
A Session Developed by the APMP Commercial Community
APMP's Commercial Committee Representatives
Robin S. Davis, CF APMP Fellow
Robin Davis, CF APMP Fellow, Metre
Panel of Experts
Lesa Camarri, Manager Strategic Proposals & Marketing Events, VSP Vision Care;
Melissa DeMaio, CP APMP, EY;
Jennifer Siler, CP APMP, Senior Proposal Manager, TEKsystems Global;
Dena Stukenberg, Director, Proposals & Enrollment, Blue Cross and Blue Shield of Illinois
A common theme among commercial proposal professionals is the lack of value that companies place on their roles. In this panel discussion, you’ll hear from experienced leaders that have been successful in overcoming that challenge. Panelists will explain what they did and how they did it. They will share their failures and successes and you will leave with an understanding of the key success factors to implementing changes in your organization.
Robin Davis, CF APMP Fellow, Metre – With 23 years in sales and 15 years in proposal development, Robin owns and operates a sales operations consultancy, helping clients build the foundation required for sales success. She specializes in proposal development and management, strategic messaging, process definition and deployment, and implementation of sales support tools (e.g., Salesforce). She also helps sales leaders better understand their market, develop strategic sales plans, and measure and report on business metrics. Robin is a popular and engaging speaker and holds several leadership roles in APMP including leader of the Healthcare Industry Task Force, co-leader of the Commercial Community, and a member of the association’s Board of Directors.
Panel of Experts
Lesa Camarri, Manager Strategic Proposals & Marketing Events, VSP Vision Care – An experienced proposal professional for more than 20 years, Lesa oversees VSP’s proposal center and marketing events teams. In collaboration with VSP’s 150+ person sales force, the proposal team responds to about 350 RFPs each year representing approximately $300 million in pipeline revenue potential. Employed with VSP since 1987, Lesa became the company’s first "RFP Specialist” in 1994, and has since built the high performing proposal team of 12 talented individuals. Lesa’s areas of focus include fostering collaborative team dynamics, creating compelling client-focused messaging, and streamlining content management and the proposal process through automation. Lesa has been an active member of APMP since 2002.
Melissa DeMaio, CP
APMP, Associate Director of Business Development, Ernst & Young – Melissa
has more than 15 years of proposal experience and leads EY’s Americas Financial
Services Office pursuit center. She also manages other pursuit strategists in
various cities who serve as advisors to the organization on how to win new
business and bridges the gap between Americas regional teams and helping to set
the tone for anyone in a pursuits role. Her leadership has allowed her to
elevate the brand of her team so they are leveraged in a meaningful way.
Melissa is also a founding member of the APMP NY Metro Chapter and serves on
APMP’s Board of Directors.
Jennifer Siler, CP APMP, Senior Proposal Manager, TEKsystems Global Services --
Jennifer has 17 years of experience working on RFP responses and started working for TEKsystems in 2004 as a Proposal Writer. After taking several promotions within the company, Jennifer realized her true passion was proposals and returned to the proposal team in 2007. Jennifer has worked side-by-side with her leadership team to implement many initiatives that have advanced the Proposal Center to where it is today. Her team of 10 supports about 60 Business Development Professionals and produces RFP responses, unsolicited proposals, and Statements of Work. Here team has produced over 1,000 customer-facing documents in the past 12 months. Jennifer joined the APMP in 2008, obtained her Foundation certification in 2010, and her Practitioner certification in 2012. She is striving for Professional certification later this year.
Dena Stukenberg, Director, Proposals & Enrollment, Blue Cross and Blue Shield of Illinois– Dena has more than 17 years of proposal experience and has been with BCBSIL, an operating division of Health Care Service Corporation (HCSC), for more than 15 years.She is responsible for oversight of proposal operations for the Illinois and Oklahoma divisions as well as open enrollment activities. Her team responds to RFPs/RFIs from local and national consultants, brokers and accounts and is in charge of content. Dena has been recognized for her ability to provide strategic insight and leadership to the proposal profession. The Proposal Development has earned "The Shining Star” leadership award and is considered an invaluable asset to the organization.
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