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Business Development

Monday, May 26, 2014 | 3:30 PM - 4:30 PM
Chicago 10

Is Anything New in Proposal Development? A 25-Year Perspective

Larry Newman, CPP APMP Fellow
Partner Vice President and Partner, Shipley Associates


 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.


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Larry Newman

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.

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