Wednesday, May 28, 2014 | 1:00 PM - 2:00 PM
Happy with 50 Percent?
Lisa Pafe, CPP
Are you happy with 50
percent? That’s what Don Draper of Mad
Men asked his creative team when their win rate declined and motivation
lagged. Research shows contractor
proposal win rates are typically in the 30-50 percent range. Often, as Capture or Proposal Manager, we
sense that our team’s productivity level is at 30-50 percent as well. This presentation will challenge attendees
to think outside the box to better manage their bid and proposal (B&P)
teams, resulting not only in productivity gains but also increased win rates.
Audience interaction will get creative juices flowing as we apply organizational
theory and lessons learned for greater effectiveness. Brainstorming exercises
will focus on innovative solutions to team productivity issues such as low
morale, poor quality work, bad decisions, conflicts and non-compliance. Just
like Don Draper, we will expect more and get more from our B&P teams.
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Lisa Pafe is a CPP
APMP, PMI PMP and ISO Internal Auditor with more than 20 years of capture and
proposal experience for small to large companies serving civilian and defense
agencies. She is the Vice President of
the APMP NCA and was the Chapter’s Speaker Series Chair for two years. Prior experience includes: VP of Corporate
Development at Ace Info Solutions, Inc., President of Vision Consulting,
Inc.; VP of Business Development for GovConnect, Inc.; and Director of
Marketing for MAXIMUS, Inc. She holds
a B.A. from Yale University, MPP from Harvard University and MIS from The
George Washington University.