Thursday, May 28, 2015 | 10:00 AM - 11:30 AM
Grand Ballroom D
Challenges in Business Ethics:
What Would You Do?
Peggy Dufour, CPP APMP (Moderator)
Proposal Center Manager, Bechtel National, Inc.
Betsy Blakney, CPP APMP Fellow
Director of Proposal Management, CACI
Bob Lohfeld, CF APMP
CEO and General Manager, Lohfeld Consulting Group
Steve Shipley, CF APMP Fellow
President and CEO, Shipley Associates
Gillian A. Dionne, CKM, CP APMP
Director, Business Development Information Systems, General Dynamics
Kristin Dufrene, CPP APMP Fellow
Vice President, Proposal Development, Engility Corporation
Ethically challenging situations are a daily occurrence in business development and proposal management. When confronted with such challenges, proposal professionals must rely on experience, good judgment, a knowledge of the law, corporate handbooks, and probably most important, lessons learned from others. During this interactive, audience participation session, panel members use their actual experiences to provide lessons learned during their careers and ask audience participants how they would handle each case. The panel then provides the outcomes as they occurred in real life — with real life consequences. The panel offers candid insights into the reputational and legal risks associated with practices that skirt the edges of ethical soundness and offers professionals, young and old alike, advice on how to determine where "right” is and how to avoid career-ending mistakes.
Peggy Dufour, CPP APMP, has 22 years of business development experience, including 11 with Bechtel. She leads Bechtel’s Reston, Va., proposal center, which produces primarily defense, space, nonproliferation, and homeland security proposals. Peggy is an APMP certification mentor and Journal article author. Her U.S. government positions included Special Assistant to the Secretary of Energy and Director, Office of Special Projects; a special assignment with the White House Office of Science and Technology Policy; and Senior Policy Analyst on two Presidential Commissions, including one on the HIV epidemic. Prior to Bechtel, Peggy led a proposal development company, produced concerts in New York City, and pursued a doctorate in historical musicology at Columbia University.
Betsy Blakney, CPP APMP, is an APMP Fellow, past APMP International CEO, COO, Board Secretary, Eastern Regional Representative, and a former APMP National Capital Area (NCA) President. With 18 years of proposal management experience, Betsy leads a team of five proposal managers and teaches proposal writing courses and recompete success training. She was the Director of Proposal Services for UNITECH, served in the Washington Federal Practice of PricewaterhouseCoopers as a Federal Proposal Manager and began her proposal management career at Datatrac Information Services, Inc. A member since 1996, she actively serves as an APMP certification mentor and co-authored the APMP Industry Glossary of Terms.
Bob Lohfeld, CF APMP, founder of Lohfeld Consulting, is a recognized leader in business development, capture management, and creating winning proposals and writes the Capture Management column in Washington Technology magazine. Prior to forming Lohfeld Consulting Group, he served as Division President at Lockheed Martin. He serves on the APMP Board of Directors, and previously served as Chairman of the American Council on Technology Industry Advisory Council, and board member of the Armed Forces Communications and Electronics Association, Government Electronics and Information Association, and Juvenile Diabetes Research Foundation, Capital Region. He is a three-time winner of Federal Computer Week’s Federal 100.
Steve Shipley, CF APMP Fellow, is one of the 1989 Association Founders. He has served as the Association’s past President and currently serves as an Emeritus Board Member. Steve is currently President and CEO and Chairman of Shipley Associates responsible for all business development service offerings. Prior to Shipley, he received his Juris Doctorate from University of Maryland and served in many legal and political positions, including Director of Federal Power Marketing for the U.S. Department of Energy and Executive Assistant to the Chief of Staff for the U.S. Department of Interior.
Gillian A. Dionne, CKM, CP APMP, has more than 25 years of proposal management, technical writing, corporate communications, and training experience. She manages information systems that support capture and proposal management for General Dynamics Information Technology. She is active in APMP, serving on the International Board of Directors for 2015–2016, the Board of Directors for the Florida Sunshine Chapter for 2014, a mentor for APMP professional certification days, and presented at numerous APMP Bid & Prop Con, SPAC, and NCA events. Gillian is a certified proposal practitioner (CP APMP) and certified knowledge manager (CKM). She holds an M.S. in Information Systems and a B.A. in Journalism.
Kristin Dufrene, CPP APMP Fellow, has been a member of APMP since 1995, and is currently serving on the Board of Directors and chairs the Federal Procurement Improvement Committee (PIC). She has 25 years of Federal acquisition experience and is Vice President at Engility, where she manages the proposal development organization and provides growth strategy initiatives for the $2.5B enterprise. Kristin was previously at CACI for 11 years, where she served as Vice President of Capture and Proposal Excellence. Kristin is a Shipley-certified facilitator in Capturing Federal Business and Writing Federal Proposals, and holds a Bachelor’s degree in Journalism from LSU.
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