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APMP Capture & Business Development Conference 2014 Presenters
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Featured Presenters

Ralph White, Esq.
Managing Associate General Counsel for Procurement Law
U.S. Government Accountability Office (GAO)

Mr. White will discuss protests, the need to eliminate frivolous protests and general procurement law, as it relates to the proposal development life-cycle.

Ralph White is the Managing Associate General Counsel for Procurement Law, within the Office of the General Counsel, U.S. Government Accountability Office (GAO). Since joining GAO in 1989, Mr. White has handled bid protests as a writing attorney/hearing officer, as an Assistant General Counsel leading a team of GAO attorneys, and since early 2010, as the Managing Associate General Counsel leading GAO’s bid protest forum. (Learn more)

Paul J. Yaroschak, P.E.
Deputy for Chemical & Material Risk Management
Office of the Deputy Under Secretary of Defense
(Installations & Environment)

Mr. Yaroschak, one of the premier Department of Defense (DoD) procurement and acquisition professionals, will share why proving sustainability in your next proposal is critical to the success of your bid. As Federal government trends on integrating sustainability and acquisition programs grow, there is a special focus on the DoD. Virtually every agency is thinking about sustainability, and proposal professionals need to make this a front-burner issue.

From 1991 to 2006, Mr. Yaroschak served as the Director of Environmental Compliance and Restoration Policy in the Office of the Assistant Secretary of the Navy (Installations and Environment). He also acted as Deputy Assistant Secretary of the Navy (Environment) between political administrations. His responsibilities included policy formulation, oversight of a $1 billion annual environmental program, and negotiations on issues related to environmental compliance, restoration and pollution prevention. He has a wide variety of experience at the field and headquarters levels, in environmental engineering and environmental policy.(Learn more)

Melissa Starinsky
Chancellor of the Veterans Affairs Acquisition Academy
Department of Veterans Affairs

Ms. Starinsky will talk about new industry initiatives the Veterans Affairs (VA) is employing, the best way to execute a debrief that eliminates further questions and advice on building the best proposal for government agencies.

Melissa Starinsky is Chancellor of the VA Acquisition Academy (VAAA), and is member of the Senior Executive Service, where she oversees the training of VA’s acquisition workforce. As Chancellor, Ms. Starinsky oversees five schools: Acquisition Internship, Program Management, Contracting Professional, Facilities Management, and Supply Chain Management Schools. (Learn more)

Kristin B. Dufrene, CPP APMP Fellow
Vice President, Proposal Development
Engility Corporation

Ms. Dufrene will reveal the results of the new 2014 APMP Procurement Improvement Survey, including an Executive Summary and deep analysis into responses from over 500 industry and government procurement and acquisition professionals who participated in the survey. Each attendee will get a free copy of the 2014 APMP Procurement Improvement Survey, discussed for the first time ever at APMP’s Capture & Business Development Conference.


Kristin Dufrene, CPP APMP Fellow, has been a member of APMP since 1995, presented at ten International Conferences and NCR's Professional Day, and is an accredited APMP Fellow. She applies her 25 years of federal acquisition experience as a member of APMP’s Procurement Improvement Committee (PIC), and served as Chair of the Government-Industry Task Force for six years. She is currently Vice President, Proposal Development at Engility Corporation.

Robert Lohfeld, CF APMP FellowBob Lohfeld
CEO
Lohfeld Consulting Group

Eric Gregory, CP APMP Fellow
Senior Vice President
Shipley Associates
Eric Gregory

With more than 60 years of experience between them in Federal Capture and Business Development, Mr. Lohfeld and Mr. Gregory will give alternate and, at times, opposing viewpoints on the Top Five Things Every Capture and Business Development Professional Absolutely Has To Know. These industry veteran panelists will give valuable mindshare into the characteristics, traits, professional tips and trends that lead every capture and business development pro to the win.

Bob Lohfeld, CF APMP Fellow, serves as CEO and general manager of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. He teaches Capture Management, and he writes the Capture Management column in Washington Technology magazine. He taught at the graduate level at George Washington University School of Engineering Administration and has served on numerous industry boards. He is a three-time winner of Federal Computer Week’s Federal 100.

Eric Gregory, CPP APMP Fellow, is a Senior Vice President of Consulting at Shipley Associates. Prior to joining Shipley, Eric led proposal operations at CACI for 14 years, when the company grew from $325M to $3.8B. Eric has served twice as APMP CEO and is an APMP Certified Proposal Professional and Fellow. He is also a charter member of APMP’s Procurement Improvement Committee. Eric has been leading proposal and capture efforts for 37 years for major aerospace and professional development firms. He has presented at numerous APMP local and annual conferences and round tables and likes to engender conversation and controversy.

The conference is produced by APMP in conjunction with it National Capital Area Chapter,
the APMP Procurement Improvement Committee, Federal Community and Center for Business Development Excellence.