Bid & Proposal Con
Sheraton Dallas Hotel

Dallas, Texas
May 22-25, 2012







Tuesday, May 22, 2012

Time
Exhibit Area
Lone Star
Ballroom Foyer

LoneStar
Ballroom A2
Lone Star
Ballroom A3

Lone Star
Ballroom A4

Lone Star
Ballroom C4

Lone Star
Ballroom C3
Lone Star
Ballroom C2
Lone Star
Ballroom C1
7:00 AM -
7:00 PM

Registration


8:00 AM -
3:00 PM

Chapter Officers Leadership Workshop
APMP Board of Directors
Sponsored by Neuxpower Solutions, Ltd.
APMP Foundation Level Prep and Exam
Shipley Associates
Down & Dirty Graphics & Desktop Publishing
Mike Parkinson & Colleen Jolly, 24 Hour Company
 

Commercial Proposal Master Class

B.J Lownie, Strategic Proposals


8:30 AM -
4:30 PM

 




Practitioner Completion Workshop
Charlie Divine, APMP($129)



10:30 AM -
4:30 PM

 



Practitioner Quick-Start Workshop
APMP
($109)




4:00 PM -
5:00 PM

First-Time Attendees Workshop
B.J. Lownie, Strategic Proposals

Mike Parkinson,
24 Hour Company







5:00 PM -
7:00 PM
Opening Night Networking Reception
Sponsored by Lohfeld Consulting Group









Wednesday, May 23, 2012

Time
Exhibit Area
Lone Star
Ballroom Foyer

Lone Star
Ballroom B
Lone Star
Ballroom A4
Lone Star
Ballroom A3
Lone Star
Ballroom A2
Lone Star
Ballroom A1
Lone Star
Ballroom C4
Lone Star
Ballroom C3
Lone Star
Ballroom C2
7:00 AM -
4:00 PM
Registration, Breakfast








8:00 AM -
8:30 AM

Conference Kick-off
Jim Hiles, Rick Harris, Amy McGeady
 








8:30 AM -
9:00 AM


Opening Presentation:
The Great Debate: Examining Proposal Realities and Myths

APMPls Sketch Comedy Troupe, The Type Os







9:00 AM -
9:30 AM


Opening Presentation:
What is a Proposal Professional?
Eric Gregory, CACI
       
9:30 AM -
10:00 AM
Morning Networking Break and Refreshments








10:00 AM -
11:30 AM


Pricing Matters: Strategy in Developing a Winning Price
Marsha Lindquist, Granite Leadership Strategies, Inc. 
It's Not Just About the Graphics: Drafting Persuasive Action Captions
Larry Newman, Shipley Associates
Gaming the Competition: How The Psychology of Casinos Can Win You Your Next Bid
Mike Parkinson & Colleen Jolly, 24 Hour Company

What To Do If a Lemon Lands In Your Lap
Chris Hassler, Syndetics, Inc. Jean Goolsby, Syndetics, Inc.

Fine Tune Your Next Proposal
David Warley, Bid To Win



11:30 AM -
1:00 PM
Networking Lunch








1:00 PM -
2:00 PM


The Proposal Whisperer: Training Sales and Subject Matter Experts and Rehabilitating Proposals Professionals
B.J. Lownie, Strategic Proposals

The Cost Volume is Key: Five Principles of a Winning Cost Proposal 
Jack Bland, SM&A

Proposal Mystery: How'd He Do That? Proposal Automation Tricks and Free Tools 
Mark White, Proposal Geeks

True Confessions of An Executive Who Selected and Implemented a Proposal Management System
Dawn Jordan, Wyle
Using Technology to Reinforce Best Practices and Improve the Customer Experience 
Brian Vass, Qvidian

Dan Williams, Fifth Third Bank


1:00 PM -
4:00 PM


 





Telling Your Story: Compliant and Compelling Proposal Themes That Win
Chris Simmons, Rainmakerz LLC

This is a 3 hr session 

Best of App Maven: PC/iPad Tools and Apps that Deliver on a Shoe String Budget
Beth Wingate, Lohfeld Consulting Group

This is a 3 hr session
2:10 PM -
3:10 PM


Actually, There is an "I" in Team: Strategies for Successful Collaboration
Todd Packer,
Main Sail
Avoid LMO, Write an Eye Watering Executive Summary
Jay Herther,
BAE Systems
Managing Proposal Content: Challenges, Advantages, Strategies
Bina Goleminva, SAP America
New World "IDIQ" Captures and Proposals
James Smith, CACI


3:10 PM -
3:40 PM
Afternoon Break and Refreshments








3:40 PM -
4:40 PM


Centralization of Proposal Management 
Wolfram Seyring,
Nokia Siemens Network
Going International: Bidding Beyond Borders
Ed Alexander, Shipley Associates

Use Personality Profiling to Expand Your Proposal Circle of Influence

Sandra Foreman, Strategic Proposals

The Death of Death by PowerPoint
Bruce Farrell, Plante & Moran, Technology Consulting & Solutions
Real Live Chat Room
Q&A with Commercial Proposal Industry Titans
Matt King, Shipley Associates




Thursday, May 24, 2012

Time
Exhibit Area
Lone Star
Ballroom Foyer
Lone Star
Ballroom B
Lone Star
Ballroom A4
Lone Star
Ballroom A3
Lone Star
Ballroom A2
Lone Star
Ballroom A1
Lone Star
Ballroom C4
Lone Star
Ballroom C3
Lone Star
Ballroom C2
7:00 AM -
4:00 PM
Registration, Breakfast








8:15 AM -
8:30 AM

Morning Announcements 
Jim Hiles,
Rick Harris,
Amy McGeady







8:30 AM -
9:30 AM


Keynote Address:
Put Away the Lawnmower, Charlie, Those Are Trees Out There!
Vicki Hitzges, CSP  







9:30 AM -
10:00 AM
Morning Networking Break and Refreshments








10:00 AM -
11:30 AM


Whose Proposal Is it Anyway? IMPROVing the Proposal Team
B.J. Lownie, Strategic Proposals
The Seven Habits of Highly Effective Cost Analysis
Dan Galorath, Galorath, Inc.; Chairman, APMP Cost Analysis Task Force, Moderator
The Electronic Proposal: A Demo of New Media Tools
Mitch Boretz, University of California at Riverside, Mike Parkinson, 24 Hour Company
Better Than a Template, Faster Than a Recycling Narrative
Carl Dickson, CapturePlanning.com

Make Every Meeting Matter: Effective Interactions
Betsy Blakney, CACI Jay Carroll, CACI



11:30 AM -
1:00 PM
Networking Lunch








1:00 PM -
2:00 PM


Ya Gotta Be in the Ballpark to Play: Developing the Early Price To Win
Randy Richter, Richter & Company
 I Don’t Get No Respect! How to Expand Your Influence & Heighten Your Personal Profile.
Robin Davis, Robin Davis Consulting Melissa DeMaio, Ernst & Young
Effective Communication for Dynamic Team Builidng
Robert Goransson, Ericsson, Inc. 
Proposal Mystery: Affecting Proposal Outcomes Through Content and Leadership
Olessia Smotrova-Taylor,
OST Global Solutions
We Met on Match.com, But You Don't Look Anything Like Your Picture
Nancy Kessler, Shipley Associates


1:00 PM -
4:00 PM

 






Government Task Force: Developing Evaluation Criteria
Dan Fulmer, ASC/AE
Alan Goldberg, Naval Air Systems Command HQ
Kristin Dufrene, CACI

This is a 3 hr session
2:10 PM -
3:10 PM


Real Live Chat Room
Q&A with Federal Proposal Industry Titans,  
Matt King,
Shipley Associates
Benchmarks in Price-To-Win and Competitive Analysis
Howard Nutt, BD Institute International
How To Make Ideas Stick In Proposals
Jayme Sokolow, The Development Source, Inc.

Making SharePoint Work for Proposals, No Really!
Marc Lieber &
Pat Esposito, Proficient Technologies

Establishing a Commercial Proposal Program: Creating and Proving Your Value Proposition
John Doodokyan, Sales Operations



3:10 PM -
3:40 PM
Afternoon Break and Refreshments








3:40 PM -
4:40 PM


Getting Strategy Into the Proposal
Gerald Gutierrez, SM&A
Getting What You Need From Your Subs, Partners, Teammates, Consultants and Contingent Hires
Neil Evans, Morgan Franklin
When Models and Cultures Collide: Why You Must be an Effective Influencer
Keith Wallace, Wyle
The Millennials Are Coming!
Brad Douglas, Shipley Associates
How to Lie with Charts
Gerald Jones,
La Puerta Consulting

6:30 PM

APMP Annual Awards Celebration







Friday, May 25, 2012

Time
Exhibit Area
Lone Star
Ballroom Foyer
Lone Star
Ballroom B
Lone Star
Ballroom A4
Lone Star
Ballroom A3
Lone Star
Ballroom C4
Lone Star
Ballroom C3
7:00 AM -
12:00 PM
Registration, Breakfast





8:15 AM -
8:30 AM

Morning Announcements 
Jim Hiles,
Rick Harris,
Amy McGeady




8:30 AM -
9:30 AM



Keynote Address:
 What it Took to Bring the Super Bowl to the Big D
Tara Green
Vice President and COO, North Texas Super Bowl XLV Host Committee





9:30 AM -
10:00 AM
Morning Networking Break and Refreshments





10:00 AM -
11:00 AM


Using Source Selection Scoring for Color Reviews
Eddie Becker, STG, Inc.
Page Architecture for Proposals
Nancy Webb, Nancy Webb Graphic Design
Practical Competitive Intelligence (CI): Three Smart tools to Map Market Landscapes, Predict Competitor Actions & Craft Win Strategies
Geren Williams, CACI
Building the Technical Solution
Brooke Crouter, Lohfeld Consulting

11:00 AM -
12:00 PM


Ten Ways to Stop Your Bid from Going Down Under: A Commercial Case Study
Kelly Richmond, Bid Write Party, LTD.
Nigel Dennis, AM.APMP Regional Director (Asia/ Australia)
Real Live Chat Room
Q&A with Production, Graphic Industry Titans,
Matt King,
Shipley Associates
Are Good Proposal Managers Two-faced? Yes, and They Have to Be
Kristin Pennypacker, Lohfeld Consulting
Memos, Guidance, Directives - Oh My!
Kristin Dufrene, CACI Ali Paskun, CSC

12:00 PM -
12:30 PM

Closing Ceremony & Prize Giveaways