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Federal Proposal Management Best Practices


Wednesday, May 28, 2014 | 10:00 AM - 11:30 AM
Sheraton 3

Use Meaningful Metrics to Improve Process and Declare Success!

Kristin Dufrene, CPP APMP Fellow
Vice President, CACI, Inc. - Federal

Ali Paskun, CF APMP Fellow
Founder, RFPtrainer

Win and capture rates are indicators of an organization's bidding success, but can't be attributed to any one area of the overall process. How can proposal professionals gather and analyze metrics to identify and address areas for process improvement? An extension of the proposal metrics discussion presented at Bid and Proposal Con 2013, this presentation targets the specific reviews conducted during the business development lifecycle. Each review (Opportunity, Black Hat, Pink Team, Red Team, and Gold Team) is examined to determine which metrics measure process effectiveness and outcome. Analysis of the various data points to identify areas for improvement is also discussed.



Kristin Dufrene
,   CPP APMP Fellow, has been a member of APMP since 1995, presented at nine International Conferences and NCR's Professional Day, and is an accredited APMP Fellow. She applies her 23 years' federal acquisition experience as a member, and former Chair, of APMP's Government-Industry Task Force. Over her career, she has managed centralized proposal operations at large and small companies. As VP of Capture and Proposal Excellence, Kristin is responsible for ensuring the quality and integrity.

 

Ali Paskun CF.APMP is the founder of RFPtrainer (www.rfptrainer.com). Ali is a veteran in the world of Federal Government contracting having worked for a number of government contractors to develop and refine successful approaches to winning Federal Government contracts. She has spent 30 years developing win strategies with expertise throughout the entire phase of proposal development cycle, primarily for small and mid-sized companies. Ali has an impressive track record of collaborating with and managing capture teams to identify best possible solutions for proposals. She is published in the Journal of the Association of Proposal Management and has lectured nationally. She is an APMP Fellow and has earned APMP certification.


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Kristin Dufrene
Kristin Dufrene
Ali Paskun
Ali Paskun


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