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Commercial | Intermediate/Advanced

Thursday, May 28, 2015 | 3:50 PM - 4:50 PM
Grand Ballroom B


PEP Up Your Proposal Process: Adapting Your Support Model to a Rapidly Changing Economy

Kim Kilpatrick, CP APMP
Senior Proposal Manager, TELUS

Stephanie Runge, CF APMP
Senior Proposal Manager, TELUS

Hear the story of a company that, over the past 15 years merged and acquired four separate Proposal Management teams. We brought these teams together and adapted our Proposal Support Model using Bid and Capture Management and APMP Best Practices. We improved our tools and processes, educated our stakeholders on best practices and promoted the proposal team as experts throughout the organization. Attendees will leave the session with ideas and best practices on how to think strategically and flexibly about proposal management team composition, tools, and sales support. Despite changes to team size and composition (down to 6 PMs from 12 - 14) we managed to maintain service levels and support over 100 large, complex proposals (business value ranging between $2M to $1B), annually. Our sales enablement program supports between 200 and 300 unique users every month.



Kim Kilpatrick, CP APMP is a certified APMP Practitioner with over 24 years of experience in end-to-end proposal development – primarily in the telecommunications industry. Specializing in large, complex, strategic RFP responses, Kim has played a key role in raising the perception of the Strategic Proposal Management Team from one of "document managers” to that of "Proposal Experts”. Kim was recently honoured with the TELUS Legend Award which recognizes team members who have demonstrated a sustained level of high performance, serving as mentors, leaders in giving back to our communities, and for consistently exhibiting the TELUS leadership values.

Stephanie Runge, CF APMP, joined TELUS in 2006 and as a Senior Proposal Manager, excels at managing large, complex deals. She has proven herself a collaborative leader beyond proposals and her commitment, depth of knowledge, and high personal standards of quality have been key to the Strategic Proposal Management Team’s success. Stephanie recently primed an initiative to further enhance awareness of the value of the Proposal Manager role and has developed a strong network of supporters across the organization. Stephanie has achieved APMP Foundation Level Certification and is planning to certify to the Practitioner Level in 2015.

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Kim Kilpatrick
Kim Kilpatrick
Stephanie Runge
Stephanie Runge


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