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COMMERCIAL | Intermediate/Advanced

Thursday, May 28, 2015 | 10:00 AM - 11:30 AM
Grand Ballroom B


Building and Developing a Proposal Department,
A Commercial Community Panel Presentation
 

MODERATOR
Robin Davis, CF APMP Fellow

CEO, Metre

PANELISTS
Ken Erskine, CPP APMP
Regional Bid Director, John Sisk & Son Limited

Barbara Esmedina
RFP Manager, Teledoc

Krystn Gull, CP APMP, LEED AP
Pursuit Strategy Manager, Burns & McDonnell

Tania Villalonga, CF APMP
Communications and Pursuit Strategist, EY

If you are like most commercial proposal professionals, you started out as a one-man proposal department. You worked beyond capacity for months or even years and when you were "this close” to burnout, you finally convinced your leadership that you needed help. However, where do you start? You need a writer, editor, graphic designer, production coordinator, and knowledge base manager but you only have a finite bucket of money. In this session, team leaders from the commercial world will share their stories of building highly effective proposal teams from the ground up. Panelists will address:

  1. When to hire and when to outsource (FTE vs. consultant).
  2. Team structure and roles.
  3. How and where to find superstars (skills and qualities).
  4. On-boarding and training.
  5. Measuring performance.
  6. Incentives and bonuses.
  7. Lessons learned.

Like last year’s wildly successful inaugural session, the second annual Commercial Community panel discussion will be the highlight of your conference. You will walk away with a plethora of ideas and strategies that are proven successful. We hope you join us.



MODERATOR
Robin Davis
, CF APMP Fellow, 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 is a member of the association’s Board of Directors.


PANELISTS
Ken Erskine, CPP APMP,
has 28 years’ experience of bidding within the construction industry in the UK. His portfolio of successful tendering covers the vast majority of market sectors from healthcare through to energy production and sensitive, historically important restorations through to the creation of new city landmarks. His role as a Regional Bid Director allows me to oversee the future pipeline and ensure rigor in selectivity of customers and winnable opportunities to ensure alignment with the Company Business Plan. Ken sits on the Senior Management Team Board, reporting on all pre-contract activity within the business. Ken has been a member of the APMP since 2006, joined the Chapter Board in 2007 where he has served two tenures as Chapter CEO in 2010 and 2014. He has recently taken up a two-year appointment on the APMP Board for 2015-16.

 
Barbara Esmedina is the RFP Manager at Teladoc, a fast growing telehealth company and has been a member of APMP since 1999. She has more than 30 years of experience managing RFP projects including 15 years in defense contracting and the past 15 years in healthcare. Past employers include Science Applications International Corporation (SAIC), USAF, USN, NASA, BFGoodrich Aerospace, American Specialty Health, and CONEXIS. She has experience augmenting limited RFP resources by building teams using outsourced labor, from highly skilled scientists, programmers, engineers, and RFP consultants to temporary workers.


Krystn Gull, CP APMP, LEED AP, is the Pursuit Strategy Manager for Burns & McDonnell, headquartered in Kansas City. Throughout her career, she has led architecture/engineering/construction firms through the process of reevaluating and revamping their pursuit methodologies to align with best practices. She has educated thousands of individuals about the importance of following a structured process and how to adapt the best practice model to fit each particular company and its competitive, market, and strategic positions. She was the APMP GMC president for two years and joined the APMP International board of directors in 2014.

Tania Villalonga, CF APMP, is a Communications and Pursuit Strategist (CaPS) for EY’s Global Pursuits Group where she co-leads a team of high-performing CaPS and Creative Design Managers across the US. She previously served as the CaPS Leader for EY’s West Region, where she managed proposal professionals across four cities. Tania considers pursuit strategy as her fastball, helping teams develop, manage and execute integrated pursuit campaigns to help win new business. She brings more than 18 years of experience in proposal writing and management, strategic thinking and messaging, value proposition development and business communications. She also brings 10 years of experience building and leading high-performing teams, providing mentoring and coaching to help team members achieve their potential. Tania has a Masters in Business Administration from Santa Clara University.


Back to Conference Schedule

 

 

Robin Davis
Robin Davis,
Moderator


Ken Erskine

 

Barbara Esmedina

 

Krystn Gull

Tania Villalonga


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