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2016 Conference Sessions
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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Mythbusters: Having a Process Creates Repeatable Results

Thursday, May 26, 2016 | 2:20 PM - 3:20 PM | Fairfax AB

Kristin Dufrene
Ask any proposal professional if he/she follows a process, and the answer will always be, "Yes!" This presentation uses the "MythBusters method" to test real-life capture and proposal scenarios to debunk the myth that following a process means recreating results. The MythBusters program uses two steps: "replicate the circumstances,” then "duplicate the results." If this fails, people attempt to change the circumstances so they cause the desired result. Rarely can the circumstances be replicated from one bid to the next, but if the focus is on outcomes instead of process, results-based standards to measure success can be achieved.

Kristin Dufrene, CPP APMP Fellow, has been a member of APMP since 1995 and has served on the international board of directors, and chaired the Procurement Improvement Committee (PIC). She has 25 years' federal capture and proposal experience and is currently vice president of Proposal Development at Engility. When Engility acquired a similar sized company (TASC), Kristin’s team was faced with merging two different cultures and processes, so they focused on outcomes vs. process.

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