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Webinar Library

Each month, APMP offers live webinars that address a number of industry topics and best practices.

Each session is recorded and available for viewing at your convenience.

All APMP webinar products (live and recorded) are free to members. For nonmembers, the cost is $75.

Live Webinars

See our list of current offerings.

Webinar Recordings

 

Advancing My Career: APMP Practitioner and Professional Certification

If you’re at the APMP Foundation Level of Certification, let us help you keep the momentum going. Prove your industry expertise and what an asset you are to your organization. Charlie Divine, CPP APMP Fellow and Director of Certification, will show you the simple steps required to make the jumps.

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The Art of Designing a Winning Price

Imagine you are confident about your best value technical proposal and you’ve put enormous resources into crafting it. You impatiently wait to find out if you won. But you lose. Was price a deciding factor? Pricing strategy is not just about taking the cost and slapping a profit on the numbers. It is an art. In today's environment of lean budgets and strong competition, price is more a factor now than ever before – even if the bid is a best value.

Presented by Marsha Lindquist, President, Granite Leadership Strategies, Inc.

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Assessing Probability, Risk and Cost in Responses to U.S. Federal RFPs

In this session, presenters discuss Federal RFP structures, best practices for review and response, and the findings of a qualitative survey of Federal procurement documents.

Presented by Fergal McGovern, Chief Executive Officer, VisibleThread; and Phil Nesbitt, Director of Proposal Development, Artel LLC

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Awesome PowerPoint Tricks for Effective Presentations

PowerPoint is the basis for much of the training material you use, and yet it’s text-heavy, dull, and boring. See how you can revolutionize your presentations and other training material using visuals, diagrams, and animated sequences, with some helpful how-to guides, and a collection of awesome PowerPoint tricks, plus a free PowerPoint toolkit to kick start your efforts for everyone that attends. Steps to take: 1. Attend this session. 2. Become a PowerPoint Legend.

Presented by Richard Goring, Director, BrightCarbon

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A Contracting Officer’s Perspective on Proposals

Understanding the potential impact of the CO’s point of view will make you a better proposal writer. In this presentation a former CO describes some of the factors to consider from the CO’s perspective when writing a proposal.

Presented by Kevin Jans, President, Skyway Acquisition Solutions, LLC

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Elevating Your Position in the Industry

RFP and proposal teams often suffer from an image issue. Individual team members can tell co-workers in other departments don’t understand the role they play nor the significant revenue-driving activities in which they participate. Attend this webinar to hear from APMP and take away 3-5 practical things that you can do to elevate your position within your organization as well as the industry.

Presented by Christina Lewellen, MBA, CF APMP, VP, Business Development & Operations, APMP

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How to Create Market and Competitive Analyses that are Greater than the Sum of their Parts

Best practices suggest that companies gather relevant intelligence through research and relationships. The challenge exists in extracting and analyzing both types of data and engaging the capture and proposal teams to review the information in order to agree upon the best proposal themes and win strategies. Attendees will learn the importance of making a commitment to analyzing market and competitive data in BD activities and strategies to engage colleagues in combining two types of information.

Presented by Ginny Carson, CF APMP; Manager, Business Development Resource Center; Life Cycle Engineering

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How to Market to the Government

Marketing to government prospects involves communicating your differentiators through key marketing materials, including you capabilities statement, website, and business collateral. But before you even touch your marketing material, you must first understand how to build a marketing strategy.

Presented by Michael LeJeune, partner and Federal Access Program Manager, RSM Federal

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How to Win Federal Contracts: Debunking Myths of the Proposal Evaluation Process

Part one of a two-part series

To win federal contracts, it’s critical to understand the government evaluation process and not be fooled by misconceptions. This presentation offers several "myth-busters” to help you avoid the most common mistakes in proposal and capture strategy.

Presented by Christoph Mlinarchik, JD, CFCM; Owner; Christoph LLC

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How to Win Federal Contracts: Debunking Myths of the Proposal Evaluation Process

Part two of a two-part series

To win federal contracts, it’s critical to understand the government evaluation process and not be fooled by misconceptions. This presentation will address what to do after a proposal has been submitted and the evaluation is complete, including how to prepare for debriefs, whether to protest, and details about the process.

Presented by Christoph Mlinarchik, JD, CFCM; Owner; Christoph LLC

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The Hyper Compliance Approach: Building a Strong Basis for Award

The presenter showcases several techniques and tools to map RFP requirements to the offeror’s proposal, including how to generate detailed compliance matrices to be submitted with the proposal.

Presented by James T. Helsper, Jr.; Managing Partner; CORTAC Group, Inc.

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Identifying and Eliminating RFP Ambiguities

This session will explain ways to identify and eliminate ambiguities in the RFP process. We'll walk through the questions to ask the contracting officer and whether certain ambiguities are worth protesting once the process is complete.

Presented by Christopher Shiplett, Founder, Randolph Law

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Improve the Readability of Your Proposals in Four Easy Steps

In this session, you'll learn why readability is critical to getting your message across. You’ll learn how to measure the readability of your proposals using a variety of tools. Then, you'll learn four easy ways to significantly improve readability.

Presented by Samantha Enslen, President, Dragonfly Editorial

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Improving Contractor Performance Assessment Reporting System (CPARS) Ratings

Every organization is impacted by how customers rate and document performance. Gain a new perspective of how the Federal government does uses CPARS to assess performance and how your organization can improve CPARS ratings.

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Lawyer-Proof Value Props: 12% More Wins and 92% Fewer Headaches

This webinar shows you how to craft powerful, persuasive value props that’ll make Legal smile. Join this fun discussion of memorable, simple, and useful methods of winning more and doing it more profitably with lawyer-proof value props.

Presented by Chris Sant, Esq., President, Christopher Sant Consulting

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Leading a Successful Multi-generational Proposal Team

These days, most of us work in teams that span several generations. This presentation addresses the implications of common generational stereotypes, and talks about recent research suggesting we aren’t really as different as we might seem.

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Making it Count: the Effective Executive Summary

An effective Executive Summary is one of the most important parts of your proposal. This presentation provides an introduction into the best practices for creating effective proposal Executive Summaries.

Presented by Dick Eassom, CF APMP Fellow, Vice President, Corporate Support, SM&A

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Mind-Blowing PowerPoint. No, Really!

This is a highly practical session in which we’ll work together on creating half a dozen amazing slides that work effectively, and look at how to use those skills on many other slides when you’re developing your own presentations. And, because it’s all live in a single session, you can see just how quick it is to create compelling visual presentation content – so there’s no excuse for bullet point slides!

Presented by Richard Goring, Director, BrightCarbon

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Mysterious Case of the Self-Locking Excel RFP

HELP! Sometimes when I am answering an Excel RFP, a cell suddenly becomes locked, making it impossible to edit it afterward. What causes this?” Having an Excel RFP suddenly lock answer cells is exasperating to say the least. But there is a way to spot it and avoid the trap.

Presented by Melissa Mabon, President and CEO, Expedience Software

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"OMG” Proposals: Literally, "Totes Amazeballs" – Strategies for Adapting Future Bid Submissions

With changes in communication methods, including email and the use of social media, there is evidence that technology can enhance and decrease literacy. Writers and Evaluators increasingly use communication methods which require more focus on the precision of responses to maximise scoring in the minimum word count.

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The Proposal Athlete: Applying Endurance Training to Proposal Preparation

A discussion of proposal planning and ideas from the world of endurance training that can help you and your proposal team perform at your best. Learn new strategies to motivate your team and increase your win rates.

Presented by Mark Wigginton, Regional Vice President, Shipley Associates

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The (Proposal) Checklist Manifesto

In his 2009 book The Checklist Manifesto, surgeon Atul Garwande explains how checklists simplify highly complex tasks—from flying airplanes to removing tumors. Our work may not be as important as brain surgery, but we can use Gawande’s methods to bring rigor and consistency to our proposal processes.

Presented by Samantha Enslen, President, Dragonfly Editorial

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A Proposal Team’s Guide to Succeeding with Generation Differences

The Woolpert proposal team includes five Baby Boomers, seven Gen Xers and nine Millennials. In this "Panel-style" webinar, we will discuss how the team succeeds with generational differences and hear advice for proposal teams struggling to integrate generations.

Presented by Amy Neace, Proposal Director, Woolpert; Courtney Resnicky, Writer/Proposal Coordinator, Woolpert; Ian Burkett, Proposal Manager, Woolpert

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Streamlined Proposals: Best Practices for Each Step of Your RFP

This webinar will discuss how transforming just one element of the proposal operation—documentation management—ensures Sales can bring in the awards earlier than planned. The avenues for business growth are more diverse than ever. What does that mean for Sales and Bid teams? More products, more solutions, more proposal types, and burgeoning workloads. When the proposal volume outsizes the proposal staff, how do organizations ensure their proposal professionals are focusing on the right activities to win those critical deals? The short answer, continuously evaluate the process and ensure it is right-sized for the types and sizes of deals. The long answer, early planning on every deal ensures delivery of quality proposals.

Presented by Dominic Garabedian, Mimeo; Dawn Apple, Joseph Villa, and Kristen Sweder, Motorola Solutions

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Three Reasons Your Proposal Processes are Failing: How to Add Value and Finally Get Respect

Proposal teams often feel that the company does not value them or see them as more than administrative help. Some teams try to prove their value by implementing processes that create hurdles. Other teams implement drastic changes to fix perceptions. This presentation will show you how to prove your team’s worth in constructive ways that can build new perceptions.

Presented by Melissa Cothran, CF APMP; Director of Proposal Development; Optimetra, Inc.

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The Value of Being Nice

How being good can enhance your work and home life

When you were a child, your parents probably told you to be nice. As it turns out, they were pretty smart because being good to others has a wide range of tangible benefits that can affect your life at work and home. Using his Ignite Talk from Bid & Proposal Con Boston as a jumping off point, Bruce will discuss benefits of being nice and how a friendly attitude can make a difference in your office and home life.

Presented by Bruce Farrell, Proposal and Presentation Specialist, Plante Moran

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Where Content is King – Best Practices for Keeping Your Proposal Content Current

In this session, the presenter will share best practices on creating and maintaining proposal content that’s accurate, up-to-date, and easy to access when preparing RFP responses. By optimizing content that is used on a repeatable basis, proposal writers can become more efficient in responding to standard RFP questions, allowing more time for SMEs to focus on more complex, business-winning responses. Then we will share real-world applications of these best practices and the positive outcomes commercial companies have achieved as a result.

Presented by Tammy Dungan, Manager Implementation and Training, Proposal Software

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Winning Strategies and Best Practices for Government Prospecting

This session will cover basic and advanced techniques for public sector small business acceleration. These strategies are designed for entrepreneur, novice, or experienced business professionals, as well as executives who plan to operate in the federal space.

Presented by Joshua P. Frank, founder and managing partner, RSM Federal

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Women in Business Development: Establishing Your Presence

This webinar will look at the establishment of women’s resource groups under a business development (BD) lens and provide tips for creating and sustaining internal groups, as well as tips for participating in already-established women’s resource groups and organizations.

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Women in Industry: Challenges and Milestones for Capture, Business Development, and Proposal Management Professionals

This presentation served as a forum of discussion between APMP members sharing real-life experiences about the challenges and milestones of women in capture, BD and proposal management.

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