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2016 Conference Schedule
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**This schedule is subject to change. Please check back for updates.**


APMP Certification
Capture & Business Development
Commercial
Federal
Professional Development
Software, Graphics & Technology

Wednesday, May 25, 2016 | APMP CERTIFICATION DAY & PRECONFERENCE

8 AM -
4:30 PM

APMP Practitioner Completion Workshop

This Certification opportunity is separate from Conference registration.
APMP Certification
Dalton,
Floor 3

8 AM - 6 PM

APMP Foundation Prep Class and Exam: Class 1
Presented by Lohfeld Consulting Group, an official APMP ATO

This Certification opportunity is separate from Conference registration.
APMP Certification
Gardener,
Floor 3

8 AM - 6 PM

APMP Foundation Prep Class and Exam: Class 2
Presented by Lohfeld Consulting Group, an official APMP ATO


This Certification opportunity is separate from Conference registration.
APMP Certification
Hampton,
Floor 3

8 AM - 6 PM

APMP Foundation Prep Class and Exam: Class 3
Presented by Lohfeld Consulting Group, an official APMP ATO

This Certification opportunity is separate from Conference registration.
APMP Certification
Exeter,
Floor 3

12 PM -
3:30 PM

Chapter Leaders Workshop

This session is intended for APMP Chapter leaders.
Public
Garden,
Floor 5

12 PM - 7 PM
Registration Floor 2

12:30 PM -
5 PM

APMP Practitioner Quick Start Workshop

This Certification opportunity is separate from Conference registration.
APMP CertificationBerkeley,
Floor 3

2 PM - 3 PM

Gain Your Practitioner Certification in a Week
Richard Bannon, CPP APMP, Proposal Operations UK Team Leader, Lockheed Martin UK

This session is included in the conference registration fees.
APMP Certification

Intermediate/
Advanced
Fairfax A,
Floor 3


Professional Certification Primer
Hosted by Charlie Divine, CPP APMP Fellow, Director of APMP Certification

This session is included in the conference registration fees.
APMP Certification

Intermediate/
Advanced
The Fens,
Floor 5

Making It Count: The Effective Executive Summary
Dick Eassom, CF APMP Fellow, Vice President, Corporate Support, SM&A

This session is included in the conference registration fees.
Capture & Business Development

Introductory
Fairfax B,
Floor 3

3:30 PM -
4:30 PM

Data Call Approach for Proposal Management
Mitch Reed, CPP APMP, Director, Sales Operations, Envistacom, LLC

This session is included in the conference registration fees.
Capture & Business Development

Intermediate/
Advanced
Fairfax A,
Floor 3


Irrefutable Evidence in IT, Engineering, and Telecom Proposals: Powerful Proof Points for 30 Percent More Persuasive Proposals
Christopher Sant, Proposal Consultant and Attorney, Christopher Sant Consulting

This session is included in the conference registration fees.
Capture & Business Development

Introductory
Fairfax B,
Floor 3

6 PM - 7 PM

First Time Attendees Workshop

This session is included in the conference registration fees.

Grand
Ballroom,
Floor 2
7 PM - 9 PM

APMP Bid & Proposal Con Boston Welcome Reception
Sponsored by Lohfeld Consulting Group

All attendees are invited to attend.

Constitution, Floor 2

Thursday, May 26, 2016 | Day 1

7 AM - 5 PM

Registration Floor 2
7 AM - 8 AM
Attendee Breakfast & ExhibitsConstitution,
Floor 2
8 AM -
8:15 AM

Conference Kick-off Grand Ballroom,
Floor 2
8:15 AM -
9:30 AM

Opening Keynote
Tim Gard, CSP, CPAE
Grand Ballroom,
Floor 2
9:30 AM -
10 AM

Morning Networking Break & ExhibitsConstitution,
Floor 2
10 AM -
11:30 AM

How to Design a Black Hat Workshop that Gets Results
Brian Lindholm CEO, FedSavvy Strategies
Melynda Benlemlih, Principal Human Capital Consultant, C2 Technologies, Inc.
Capture & Business Development

Introductory
Back Bay D,
Floor 2

The Four Domains of Value
Tom Sant, CF APMP Fellow, Founder, Hyde Park Partners
Capture & Business Development

Intermediate/
Advanced
Republic,
Floor 2

War Stories & Learnings from the Commercial Proposal World
Moderator:
Robin Davis, CF APMP Fellow, CEO, Metre
Panelists:
Julie Dyer, CF APMP, Senior Proposal Project Manager, Magellan Health
Alan O’Neal, CPP APMP, Senior Proposal Manager, SAS
Dave Seibert, President, The Seibert Group, Inc.
Marlene Slusser, CPP APMP, Proposal Manager, Consultant
Commercial

Introductory
Back Bay C,
Floor 2

APB: A Writing Model for Reluctant Writers, Enigmatic Engineers, and Circuitous SMEs
Julia Quigley, Operations Coordinator, Lohfeld Consulting Group, Inc.
Federal

Introductory
Commonwealth,
Floor 3

Hashtags, Mentions, Endorsements? Oh My! How to Use Social Media to Build Your Personal and Corporate Brand New Cell
Beth Wingate, CF APMP Fellow, Managing Director, Lohfeld Consulting Group, Inc.
Professional
Development


Introductory
Back Bay AB,
Floor 2

Something Old, Something New, Something Borrowed, Something Word
Dick Eassom, CF APMP Fellow, Vice President, Corporate Support, SM&A
Software, Graphics
& Technology


Introductory
Fairfax AB,
Floor 3
11:30 AM -
1 PM

Networking Lunch
Grand Ballroom,
Floor 2
1 PM - 2 PM
Proposal Mixology: Developing Your Signature Proposal Voice Through Bartending Skills, Social Intelligence, and Communication
Stephen Galati, CP APMP, Manager, Strategic Proposals, TRC Companies, Inc.
Anne Kadlec, CF APMP, Senior Proposal Manager, TRC Companies, Inc.
Professional
Development


Intermediate/
Advanced
Back Bay D,
Floor 2

Gaining a Real Competitive Advantage
Brad Douglas, CF APMP, COO & Vice President, Business Development, Shipley Associates
Randy Richter, President, Richter & Company
Custer Cook, Bloomberg Government
Capture & Business Development

Intermediate/
Advanced
Back Bay C,
Floor 2

Machiavelli's Guide to Proposals
Jon Williams, CPP APMP Fellow, Managing Director, Strategic Proposals LLC
Commercial

Introductory
Republic,
Floor 2

Women In Industry: Challenges and Milestones for Capture, Business Development, and Proposal Management Professionals
Moderator: Christina Lewellen, MBA, CF APMP, VP Business Development and Operations, APMP
Panelists:
Betsy Cummings, CP APMP, Proposal Manager, Genesys
Emily Taylor, Content Marketing Manager, ProposalSoftware
Tania Villalonga, CF APMP, Global Pursuits Group – Americas, EY LLP
Anita Wright, Manager Business Development & Proposal Operations, Northrop Grumman Mission Systems

Professional
Development

Fairfax AB,
Floor 3

How to Succeed Managing Proposals and People
Krystn Gull, CPP APMP, Pursuit Strategy Manager, Burns & McDonnell
Hayley Flamm, CF APMP, Proposal Strategy Specialist,
Burns & McDonnell
Professional
Development


Intermediate/
Advanced
Commonwealth,
Floor 3

Personal Development Plans for Business Development Professionals
Tony Birch, CPP APMP Fellow, Managing Director, Shipley Limited
Professional
Development

Intermediate/
Advanced
Back Bay AB,
Floor 2
2:20 PM -
3:20 PM

Instant Oodles: How to Increase Your Win Rate 12 Percent Right Now, by Quantifying the Value of Your Solution
Christopher Sant, Proposal Consultant and Attorney, Christopher Sant Consulting
Capture & Business Development

Introductory
Republic,
Floor 2

Mythbusters: Having a Process Creates Repeatable Results
Kristin Dufrene, CPP APMP Fellow, Vice President, Proposal Development, Engility Corporation
Capture & Business Development

Intermediate/
Advanced
Fairfax AB,
Floor 3

Capture Lessons from TV and Movies
Cosmo Mazza, Business Winning Director, BAE Systems, Inc.
Capture & Business Development

Intermediate/
Advanced
Commonwealth,
Floor 3

Lies We Tell Ourselves When We Lose – and What They Really Mean
Laura Higgins, CP APMP, Bid Manager, Oral Proposals, IBM
Joyce Loegel, Proposal Manager, Proposal Prose, LLC
Professional
Development


Intermediate/
Advanced
Back Bay D, Floor 2

Better Than Average: On Becoming a Thought Leader
Betsy Blakney, CPP APMP Fellow, Director of Proposal Management, CACI, Inc. - Federal
Software, Graphics
& Technology


Intermediate/
Advanced
Back Bay C,
Floor 2
3:30 PM -
3:50 PM

Afternoon Networking Break & Exhibits
Constitution,
Floor 2
3:30 PM -
4:50 PM

APMP Situation Room

Meet with APMP Fellows and Mentors, to discuss strategies to address your proposal challenges.

Conference Room,
Floor 3
3:50 PM -
4:50 PM

Prep and Practice: The Keys to Success at Orals
Mike Walsh, CF APMP, Senior Communications and Pursuit Strategist, Ernst & Young
Capture & Business Development

Intermediate/
Advanced
Republic,
Floor 2

Mind Mapping: The Visual Approach to Improving Capture and Proposal Management
Edward Becker, CP APMP, Vice President of Proposal Excellence, Serco Inc.
Capture & Business Development

Intermediate/
Advanced
Fairfax AB,
Floor 3

Submitting Proposals in Several Languages: A Survival Guide
Karine Besson, Global Proposal Content and Project Lead, SAP
Commercial

Intermediate/
Advanced
Commonwealth,
Floor 3

One Step Beyond: Exceeding the Expectation, Realizing Your Reputation
Sandra Foreman, CF APMP, Senior Proposal Manager, Philips Healthcare
Caroline DeStefano, Philips Healthcare
John Reilly, Philips Healthcare
Bryon Rivers, Philips Healthcare
Professional
Development


Intermediate/
Advanced
Back Bay C,
Floor 2

Win Theme and Four-Box Your Way Into the Heart of Your Organization
Felix Becker, CF APMP, Head of Bid Management, SAP Australia
Professional
Development


Introductory
Back Bay D,
Floor 2

Are You Ready to Jump Off the Freelance Cliff? Here Is Your Parachute
Rita Mascia, CP APMP, Director, Apostrofly Limited
Isabel Moritz, CP APMP, Independent Bid Consultant
Professional
Development


Introductory
Back Bay AB,
Floor 2
7 PM - 9 PM
APMP Celebration of the Industry Dinner

Grand Ballroom, Floor 2

Friday, May 27, 2016 | Day 2

7 AM -
4 PM

Registration Floor 2
7 AM -
8:15 AM

Attendee Breakfast & ExhibitsConstitution,
Floor 2
8:15 AM -
8:30 AM

Attendee Welcome
Grand Ballroom,
Floor 2
8:30 AM -
9:30 AM

Morning Keynote
Steph Davis, Embracing Change: Managing Risk & Fear
Grand Ballroom,
Floor 2
9:30 AM -
10 AM

Morning Networking Break & ExhibitsConstitution,
Floor 2
9:30 AM -
11 AM

APMP Situation Room
Conference Room,
Floor 3
10:00 AM - 11:30 AM

The Power of Persuasion: Top 10 Ways to Win Using Proposal Persuasion Science
Mike Parkinson, CPP APMP Fellow, Principal, 24 Hour Company
Colleen Jolly, Principal, 24 Hour Company
Commercial

Intermediate/
Advanced
Republic,
Floor 2

The Walking Capture
David M. Sotolongo, CPP APMP Fellow, Vice President, Business and Proposal Development, RTI International
Amy Shende Mills, CP APMP, ICON Clinical Research

Capture & Business Development

Intermediate/
Advanced
Back Bay C,
Floor 2

If It's Broke, Fix It!
Tina Scogin, CP APMP, Senior Capture Manager, Govplace
Federal

Intermediate/
Advanced
Back Bay D,
Floor 2

Surviving the Death March: Stress Reduction
Jennifer Roberts, Proposal Manager, ManTech
Professional
Development


Introductory
Commonwealth,
Floor 3

Where Content is King – Optimizing Your RFP Responses
Tammy Dungan, Implementation and Training Manager, Proposal Software, Inc.
Ellen Bossert, VP of Marketing, Proposal Software, Inc.
Software, Graphics
& Technology


Intermediate/
Advanced
Back Bay AB,
Floor 2
11:30 AM -
1 PM

Networking Lunch
Grand Ballroom,
Floor 2
1 PM - 2 PM
Customer Service or Customer Servant? Striking the Right Balance with Your Internal Customers
Diane Wurzer, CP APMP, Vice President, Proposal Operations, MAXIMUS, Inc.
Carl Schaller, CF APMP, Vice President, Global Proposal Operations, MAXIMUS, Inc.

Capture & Business Development

Intermediate/
Advanced
Back Bay D,
Floor 2

Re-Engineering the Engineering Proposal
Tom Sant, CF APMP Fellow, Founder, Hyde Park Partners
Commercial

Intermediate/
Advanced
Republic,
Floor 2

Benchmarking: Improve Your Win Rate Through Continuous Quality Improvement
Maryann Lesnick, CP APMP, Principal Consultant, Lohfeld Consulting Group
Federal

Intermediate/
Advanced
Commonwealth,
Floor 3

To Bid or Not to Bid… That Is the Question
Marina Goren, President/CEO, Smart BD Consulting

Capture & Business Development

Intermediate/
Advanced
Fairfax AB,
Floor 3

Become a Presentation Pro: Secrets of the Speaking Pros
Gillian A. Dionne, CPP APMP, Director of Proposals, General Dynamics Information Technology
Dick Eassom, CF APMP Fellow, Vice President, Corporate Support, SM&A
BJ Lownie, CPP APMP Fellow, Managing Director, Principal Consultant, Strategic Proposals LLC
Mike Parkinson, CPP APMP Fellow, Principal, 24 Hour Company
Beth Wingate, CF APMP Fellow, Managing Director, Lohfeld Consulting Group, Inc.
Professional
Development


Introductory
Back Bay C,
Floor 2
2:20 PM -
3:20 PM

The Only Proposal Development Secret YOU Need to Know
Chris Simmons, CF APMP Fellow, Founder & Principal, Rainmakerz Consulting LLC

Capture & Business Development

Introductory
Republic,
Floor 2

The Proposal Professional’s Declaration of Independence
BJ Lownie, CPP APMP Fellow, Managing Director, Principal Consultant, Strategic Proposals LLC
Professional Development

Intermediate/
Advanced
Fairfax AB,
Floor 3

Creating Relevance in Commercial Business: Achieving Success with a Process and Metrics
Tracie Bretecher, CP APMP, Manager, Sales Operations, Long View Systems
Commercial

Introductory
Back Bay D,
Floor 2

Why Insurgents Win: Price Wars and the Incumbent's Dilemma
Randy Richter, President, Richter & Company

Capture & Business Development

Intermediate/
Advanced

Back Bay C,
Floor 2

Lost on the Asteroid: Life-critical Self-assessment for Team Building
Gerald Jones, Founding Partner, La Puerta Consulting
Mike Parkinson, CPP APMP Fellow, Principal, 24 Hour Company
Colleen Jolly, Principal, 24 Hour Company
Professional
Development


Introductory
Commonwealth,
Floor 3

Maximizing Your Proposal Library to Support Marketing Activities
Mary Corbett, Proposal Writer, Manager/Technical Literature, Ingersoll Rand
Software, Graphics
& Technology


Intermediate/
Advanced
Back Bay AB,
Floor 2
3:30 PM -
3:50 PM

Afternoon Networking Break & Exhibits
Constitution, Floor 2
3:30 PM -
4:50 PM

APMP Situation Room

Meet with APMP Fellows and Mentors, to discuss strategies to address your proposal challenges.

Conference Room,
Floor 3
3:50 PM -
4:50 PM

The Other ROI: Return on Information
Anthony Constable, President, CAI/SISCo
Capture & Business Development

Intermediate/Advanced
Back Bay AB,
Floor 2

World Domination: The Art of Successful Capture Management
Bruce Morton, APMP Fellow, President, 2 Oceans Consulting
Capture & Business Development

Intermediate/
Advanced
Fairfax AB,
Floor 3

Bringing Technology to Proposals Department: The Right Tools, Right Size Process
Frank Candido, CF APMP, Senior Director, Global Proposals, Scientific Games International
Colleen Allen, Director of Opportunity Management, Scientific Games International
Commercial

Introductory
Back Bay C,
Floor 2

My Love Affair With Winning, Built on Passion
Eric Gregory, CPP APMP Fellow, Senior Vice President, Business Winning-East, Shipley Associates

Capture & Business Development


Intermediate/
Advanced

Republic,
Floor 2

The Science of Persuasion: Why Is It So?
David Harvey, CF APMP, Director, East Coast Operations, Bid Write Pty Ltd.
Professional
Development


Intermediate/
Advanced
Commonwealth,
Floor 3

Making Design a Discriminator
Mindy Marchel, Co-founder and Director, ProposalGurus.com
Aaron Birkbeck, Director, Salentis International and Co-founder, ProposalGurus.com
Anita Magriplis, Co-founder, ProposalGurus.com

Software, Graphics
& Technology


Intermediate/
Advanced
Back Bay D,
Floor 2
5 PM -
7 PM

APMP Fellows Reception (invitation only)

Apropos Restaurant
6 PM -
7:30 PM

Maple Leaf Chapter Social Event

For all Maple Leaf Chapter members; meet in the Sheraton lobby at 5:40pm and walk over together.

Eastern Standard

Saturday, May 28, 2016 | Day 3

7 AM -
12:30 PM

Registration Office, Floor 2
7 AM -
8:15 AM

Attendee Breakfast & ExhibitsConstitution,
Floor 2
8:15 AM -
8:30 AM

Morning Welcome
Grand Ballroom, Floor 2
8:30 AM -
9:30 AM

Morning Keynote
Ignite Talks!
Grand Ballroom, Floor 2
9:40 AM -
10:40 AM

Persuasive Power from the Kings of the Courtroom: Tips, Tricks, and Techniques from the World's Best Trial Lawyers
Christopher Sant, Proposal Consultant and Attorney, Christopher Sant Consulting
Capture & Business Development

Introductory
Republic,
Floor 2

Stuff ($#!%) My Father Taught Me: Practical Price to Win
Chris Richter, Vice President, Richter & Company
Capture & Business Development

Introductory
Back Bay C,
Floor 2

Managing a Virtual Proposals Team
Christian Figenschou, CP APMP, Head: Proposals & Presentations, Standard Bank of South Africa Limited
Commercial

Intermediate/
Advanced
Back Bay AB,
Floor 2

Writing Proposals Without the Pain
Samantha Enslen, President, Dragonfly Editorial
Christy Roach Hollywood, CF APMP, Principal/President, Hollywood & Associates, Ltd.
Professional
Development


Introductory
Fairfax AB,
Floor 2

Got Game? Writing Proposals Made Playfully Simple: Making Tough Stuff Fun
Lukas Pohl, CP APMP, Senior Proposal Manager, adesso AG
Patrick Hofstadt, CP APMP, QBC | Quality Bid Consulting Angebotsberatung Patrick Hofstadt
Professional
Development


Introductory
Back Bay D,
Floor 3

Awesome PowerPoint Tricks for Effective Presentations
Richard Goring, Managing Consultant, BrightCarbon
Software, Graphics & Technology

Intermediate/
Advanced
Commonwealth,
Floor 3
10:50 AM -
11:50 AM

"OMG” Proposals: Literally, "Totes Amazeballs”
Karen Althen, CP APMP, Bid Manager, Daisy Group Holdings Ltd.
Mark Whelan, CPP APMP, Head of Bid Management, Phoenix
Capture & Business Development

Introductory
Back Bay D,
Floor 2

Promoting Proposal Partnerships: Working with Internal Customers to Grow and Retain Business
Alison Bukowski, Senior Manager, Training & Development, Optum
Capture & Business Development

Introductory
Back Bay AB,
Floor 2

Plan to Win! Developing a Comprehensive Commercial Proposal Checklist
Lori Mathews, CF APMP, Manager, Proposal Development Group, Envirocon, Inc.
Brandy Sularz, CF APMP, Senior Proposal Coordinator, Envirocon, Inc.
Commercial

Introductory
Commonwealth,
Floor 3

Moving Beyond Company Culture: Building Proposal Teams with Emotional Intelligence
Melissa Cothran, CF APMP, Director, Professional Services, Optimetra, Inc.
Professional
Development


Intermediate/
Advanced
Back Bay C,
Floor 2
12:00 PM - 12:15 PM

Closing Ceremony and Expense Paid Trip to 2017 Bid & Proposal Con and three $1,000 Give-A-Ways
Grand Ballroom, Floor 2