Thursday, May 28, 2015 | 10:00 AM - 11:30 AM
Grand Ballroom B
Building and Developing a Proposal Department,
A Commercial Community Panel Presentation
Robin Davis, CF APMP Fellow
Ken Erskine, CPP APMP
Regional Bid Director, John Sisk
& Son Limited
RFP Manager, Teledoc
Krystn Gull, CP APMP,
Pursuit Strategy Manager, Burns &
Tania Villalonga, CF APMP
Communications and Pursuit Strategist,
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:
- When to hire and when to outsource (FTE vs. consultant).
- Team structure and roles.
- How and where to find superstars (skills and qualities).
- On-boarding and training.
- Measuring performance.
- Incentives and bonuses.
- 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.
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.
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
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.
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