Monday, May 26, 2014 | 3:30 PM - 4:30 PM
Anything New in Proposal Development? A 25-Year Perspective
Larry Newman, CPP APMP Fellow
President and Partner,
At each annual APMP
Conference, the organizers, presenters, and vendors tout the newest
developments in our profession. Yet, is anything really new? My presentation will focus on what's
changed in the following topics: Process, roles, strategy, tools, sales
techniques and methodologies (including capture planning), vocabulary, buying
practices, metrics, persuasive writing, bid preparation environment, selling
services versus products, graphics, market sector (U.S. govt, non-U.S. govt,
B2B, regional govt.), and production.
On a 80-20 basis, 80 percent of what's new is the person and only 20
percent is within the listed topics. By adhering to fundamental principles,
the most important attribute of a proposal professional, our members will
have long, productive, and satisfying careers. Founded in 1989, APMP celebrates 25 years
in 2014. I started at Shipley Associates in 1986 and have the perspective to
address this topic.
Back to Conference Schedule
Larry Newman kicked-off
the 2009 Conference and presented at more than 20 professional conferences.
Applies 25 years of BD experience as an author, consultant, and trainer in
B2B, government, and international markets. Authored Shipley's Proposal,
Capture, and BD Process guides. Named
an APMP Fellow, he is Vice President and partner at Shipley Associates,
currently manages Shipley's network of international licensees, and helps
clients win new business.