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2016 Conference Sessions
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COMMERCIAL | Introductory

War Stories & Learnings from the Commercial Proposal World
Thursday, May 26, 2016 | 10:00 AM - 11:30 AM | Back Bay C

Moderator
Robin Davis

Panelists

Julie Dyer

Alan O’Neal

Dave Seibert

Marlene Slusser
Improvise, adapt, and overcome. From the front lines of the commercial sales war, proposal veterans share tales of successfully surviving and thriving amid the chaos and stress of hard-fought battles. This lively, interactive session encourages battle-tested proposal professionals with strategy, operations, and tactics to continually prepare, take care of ourselves when the heat is on, communicate roles in the sales process, and proactively expand the value we bring to our organizations. Ooh Rah!

Moderator
Robin Davis
, CF APMP Fellow, owns and operates a sales operations consultancy, helping clients build the foundation required for sales success. She specializes in proposal development and management, strategic messaging, process definition and deployment, and implementation of sales support tools (e.g., Salesforce). She also helps sales leaders better understand the market, develop strategic sales plans, and measure and report on business metrics. Robin is a popular and engaging speaker and holds several leadership roles in APMP, including co-leader of the Commercial Community, and is a former member of the association’s Board of Directors.

Panelists
Julie Dyer
, CF APMP, has 20 years’ experience leading proposal development processes that help win business in health care. She is a senior proposal project manager for Magellan Health, where her expertise supports a range of business lines, including commercial and public sector behavioral health. Julie’s ability to forge relationships throughout the organization, from senior executives to front-line staff, enables the proposal team to write and produce complex proposals, using a flexible and deadline-driven process. Julie is a former Chapter Chair of the APMP Pacific Northwest chapter and has earned a Foundation level certification.

Alan O’Neal, CPP APMP, enables customers to make knowledgeable buying decisions while demonstrating the professionalism and value of selecting SAS. For more than 16 years, he has drawn on his diverse professional experience to improve proposals and other customer communication, to ensure responses represent value to customers and effectiveness for SAS. He has contributed to millions of dollars in SAS sales success across industries such as financial services, pharmaceuticals, health care, energy, and manufacturing. He leads administration of the company global proposal automation system (Qvidian) and conducts training on topics such as proposal writing workshops.

Dave Seibert is a professional proposal consultant and sales strategist. His specialty is showing small and medium-sized companies how to improve win rates when responding to commercial RFPs or RFPs issued by state and local government agencies. Since founding The Seibert Group in 2001, Dave has taught hundreds of business development professionals across the U.S. and Canada how to win more business by being persuasive instead of informative, and customer-focused instead of seller-focused.

Marlene Slusser, CPP APMP, has more than 15 years’ proposal management experience in the non-emergency transportation industry. She recently started her own consulting business and helps clients improve proposals, based on industry best practices. She specializes in opportunity assessments, proposal management, strategic messagin, and solution development.

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