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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Thursday, May 28, 2015 | 2:20 PM - 3:20 PM
Grand Ballroom A


The 13 Lucky Charms Every Proposal Pro
Must Know!


Eric Gregory, CPP APMP Fellow
Senior Vice President, Shipley Associates

Jay Herther, CPP APMP Fellow
Director of Business Winning, Electronic Systems, BAE Systems

Eric Gregory, Shipley Associates, and Jay Herther, BAE Systems, present 13 critical skills, capabilities, and points of knowledge proposal pros must know to win consistently. We deliver two unique perspectives from the corporate proposal operations executive view. This is a deep dive into the reality of success built around our common lucky number 13 and our experiences winning tough deals in tough environments over long careers. You receive the benefit of more than 60 years of experience you can apply the minute you leave the presentation. Years of tough learning can be reduced significantly by following a few simple practices and methods used by two professionals who have enjoyed extraordinary success and who want to share their secrets. We don’t deal in the latest proposal fads but confront the hard, cold realities designed to achieve performance in an unforgiving competitive environment.



Eric Gregory, CPP APMP Fellow, is Senior Vice President of Consulting-East at Shipley Associates. Prior to that he led Proposal Operations at CACI from 1999 to 2012 when the company grew from $325M to $3.8B. He has twice served as APMP CEO and chaired or co-chaired 3 annual conferences. He is an APMP Certified Proposal Professional and Fellow and a recipient of APMP’s William C. McCrae Founder’s Award. He has developed and won proposals in many areas and for many DoD and civilian customers. His best proposal experience was cruising the bars in St. Mary’s County, MD to find 6 Navy qualified divers.

Jay Herther, CPP APMP Fellow, is the Director of Business Winning for the Electronics Systems Sector at BAE Systems. He is a growth leader with more than 25 years of experience leading capture and proposal teams to achieve an 80% win rate and contract wins totaling more than $12B. Jay is a hands on leader and uses his talents to support capture and proposal teams all across the sector. Jay is a prior APMP Insight Award winner. He places emphasis on creating winning solutions based on superior customer knowledge. He is also a Shipley Certified Expert Capture Manager.

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Eric Gregory
Eric Gregory
Jay Herther
Jay Herther


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