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APMP Speakers Bureau

Welcome to the APMP Speakers Bureau, a resource for APMP members who seek live and virtual presenters for APMP chapter events.

All logistics and arrangements between an APMP Chapters and Speakers Bureau candidates must be coordinated directly between the two parties.

If you would like us to add you to this list, please submit your information here.

Topics are arranged by category. To find a presenter for an APMP event, click on a category below to view the presentation information.

Graphics Professional Development Strategy Writing


Graphics back to top


Awesome PowerPoint Tricks for Effective Presentations

Subject Matter: Presentations, PowerPoint, Productivity, Visuals, Graphics, Animations, Design

PowerPoint is the basis for much of the sales, marketing, training, and pitch material you use, and yet it’s text-heavy, dull, and boring. See how you can revolutionize your presentations and other 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.

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Lone Star Webinar 2017, APMP Webinar 2016, APMP Lone Star Webinar 2016, APMP Bid & Proposal Con 2016

Speaker Contact Information: Richard Goring, BrightCarbon, richard.goring@brightcarbon.com

Creativity on Demand: Infuse Creativity into Bid Teams to Create Better Solutions, Clearer Strategies, and Happier Clients

Subject Matter: Creativity, new ideas

Are you stuck doing the same things over and over again? Watching your team disengage or worse, nod off meetings? Have trouble coming up with new and innovative solutions to motivate yourself, your team or even your clients? You're not alone. Learn strategies to harness your creative spark and build your creative confidence. Then learn how to infuse your team with the same inspired energy to produce innovative, quality bid material and successful, productive meetings. Develop practical tactics to maintain a creative process in spite of pressing deadlines and stressful situations that you can use in your next meeting or strategy session. We will conduct interactive, creativity drills designed to shake up thinking patterns and provide breakthrough insights to common management and team-building problems.

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP BidCon 2015, NCA Mid Atlantic Conference 2015, APMP UK Conference 2015

Speaker Contact Information: Colleen Jolly and Mike Parkinson at mike@24hrco.com or colleen@24hrco.com

High Impact Presentations

Subject Matter: Presentations, graphics

As you transition from the proposal to presentation stage, it will be critical to bring it home and close the deal. Even the most experienced professionals can lack effective presentation skills. Learn how to organize your thoughts, deliver a persuasive message, and create a visually-impactful presentation.

Audience: All proposal professionals

Preferred Type of Presentation: webinar

Recent APMP Events at which You Have Presented: APMP GMC Webinar 2015

Speaker Contact Information: Krystn Gull at kgull@burnsmcd.com

Presentation Design for Non-Designers

Subject Matter: Principles and process of presentation design

Presentation design isn't a skill most of us have been taught, so the task becomes a point of stress and the results are often unsatisfactory. My presentation focuses on basic presentation design principles and the process of developing them. I generally cover: - Principles of screen presentations - Graphics for presentations (in contrast with proposal graphics) - A step-by-step process of designing a presentation from scratch - (optional) An exercise in initiating a presentation This presentation can be tailored for webinars, seminars, and workshops. Slide presentation can be provided upon request, but I have attached a typical (Word) leave behind document.

Audience: Any professional who develops presentations at some point

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP ANZ Chapter Webinar 2016

Speaker Contact Information: Bruce Farrell at bruce.farrell@plantemoran.com.

The Rise of the Infographic

Subject Matter: Graphics

Harness the trend of infographics: visuals (or animations/videos) that combine several bits of quantitative information into easy-to-understand audience-appealing designs, ultimately used to sway them to an opinion, a course of action or a purchase. Explore trends and underlying psychology from around the world then apply those techniques on your next bid. We will review several static and animated infographics and dissect each into 3 components:

  • aesthetics/style
  • quantitative information
  •  messaging: conscious/subconscious).

Then build a bid-specific infographic, discussing the challenges and solutions for creating quality materials on a bid-relevant schedule and budget, while recognizing what type of information is most pertinent to share using this method. This presentation takes the concept of "regular” proposal graphics and upgrades it to the popular, modern concept of an infographic, empowering proposal audiences to transform their executive summaries and/or key concept of operations graphics through the use of quantitative data and effective visual storytelling.

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP BidCon 2014

Speaker Contact Information: Colleen Jolly and Mike Parkinson at mike@24hrco.com or colleen@24hrco.com

This Old Proposal: A DIY Guide to Proposal Graphics

Subject Matter: Graphics

This presentation gives attendees information they can directly and immediately apply to create their own graphics with standard software. R: This presentation is created with 18 years combined experience over thousands of proposals. Relevant case study information will be provided to illustrate best practices. A: Attendees will have the information and skills necessary to create proposal graphics using common software tools. C: Every proposal requires graphic elements to tell a story. Often proposal professionals are over-tasked with managing every aspect of a proposal and do not have budget to get outside graphic support. We specifically address those concerns and teach attendees to create professional graphics. K: Individuals who have contributed to the Body of Knowledge, the BD Institute Benchmark Survey and are experts in the field created this presentation. Graphics and visual communication are part of APMP accreditation and highly relevant.

Audience: Commercial and Government Proposal Professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP BidCon 2015, APMP NCA Mid-Atlantic Conference 2015, APMP UK Conference 2015

Speaker Contact Information: Colleen Jolly and Mike Parkinson at mike@24hrco.com or colleen@24hrco.com

Professional Development back to top


APMP Certification – Make it Work for You

Subject Matter: Professional Development through APMP Certification

APMP Certification is the global standard for demonstrating your proposal management competency. This presentation will provide members with an overview of the certification program, the benefits they can expect to receive and an introduction to three levels of certification – Foundation, Practitioner and Professional. We will cover the requirements for each level and provide tips on how to approach the requirements. The presentation will calm the fear of failing and provide a boost to those that are stuck. Participants will come away understanding how Certification will help them achieve their career goals and improve the capabilities of their organization. The presentation be can be customized for the needs of the chapter.

Audience: All APMP members and proposal/bid professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: N/A

Speaker Contact Information: Charlie Divine, APMP Director of Certification, charlie.divine@apmp.org

From PhD to Proposals: Succeeding in Bid Development with a Humanities/Liberal Arts Background

Subject Matter: Professional Development, Hiring, Mentoring

As a Director of Proposal Development, people are always surprised to learn that I have a PhD in British history. I am often asked, "How did you get into proposals?" In my experience, the tools required to be a strong proposal professional are the same ones that a student gains from a humanities/liberal arts education. In this presentation, I will discuss the skills central to being a historian that I have found useful in proposal development and management. These include leadership capabilities, strong communication skills (both oral and written), strategic and innovative thinking, the ability to analyze data and information, and various "soft skills." I will conclude by discussing what proposal professionals should seek out when hiring people with humanities/liberal arts degrees.

Audience: All Proposal Professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: 2016 APMP-NCA Member Appreciation Event  This topic was also the basis of an article in the Winter 2015 APMP-NCA eZine (Executive Summary) that won the best article of the year award from the chapter.

Speaker Contact Information: Kevin Switaj, Buchanan & Edwards, kevinswitaj@gmail.com

How to Succeed Managing Proposals and People

Subject Matter: Professional development, management, leadership

As a proposal manager, you often lead teams whose members don't directly report to you. But what happens when you're so great at your job that you find yourself leading more than proposals and you're promoted to actually manage a team of people? This session will give you a 90-day ramp-up plan for this new level of management, whether it's one you've recently reached or are striving to achieve. You'll learn tangible steps for effectively combining your two worlds and you'll hear real-life stories of successes and failures from an experienced manager and a newbie.

Audience: All proposal professionals

Preferred Type of Presentation: webinar

Recent APMP Events at which You Have Presented: APMP BidCon 2016; APMP GMC Webinar 2016

Speaker Contact Information: Krystn Gull, CP APMP, LEED AP – Pursuit Strategy Manager at Burns & McDonnell and Hayley Flamm, CF APMP – Marketing Coordinator Supervisor at Burns & McDonnell / kgull@burnsmcd.com and heflamm@burnsmcd.com

I Don’t Get No Respect! Three Ways to Expand Your Influence and Heighten Your Personal Profile

Subject Matter: Professional development

Do you find yourself quoting Rodney Dangerfield when it comes to your work? This presentation outlines three things you can do to earn trust and change your perceived value from tactical to strategic.

Audience: All proposal staff

Preferred Type of Presentation: in-person or webinar

Recent APMP Events at which You Have Presented: APMP SoCal Event 2014

Speaker Contact Information: Robin Davis, CF APMP Fellow, CEO of Metre, robindavis@metreworks.com

It’s Not Rocket Science: Succeeding in a Career You Didn’t Plan For

Subject Matter: Professional development

Raise your hand if you went to college to be a sales proposal writer/manager/editor. Right, me neither. An extension of my Ignite presentation at the International APMP Bid & Proposal Con in 2015, I’ll share with you the seven things that helped me be successful in proposals despite having not studied for it. And you can do it too.

Audience: All proposal staff

Preferred Type of Presentation: in-person preferred, but webinar available

Recent APMP Events at which You Have Presented: APMP BidCon 2016

Speaker Contact Information: Robin Davis, CF APMP Fellow, CEO of Metre, robindavis@metreworks.com

Mastering Team Management: Moving from Second Fiddle to Maestro

Subject Matter: Professional development

Creating a proposal is a collaborative process. But professionals often become second fiddle, delegated to coordinating input from independent and disparate team members, such as sales, technical staff, consultants, subcontractors, and estimators. The team has no focus and deadlines are ignored.

Just as you write a proposal to persuade the client to give your team the contract, you need to persuade your team to follow your process and give you the content you need when you need it. How? By working with their personalities, their hot buttons, their learning styles, and their internal issues! Learn how to work with each person’s different workflow styles, how to get your team excited about the project, and how to deliver you project on your schedule. Become a Maestro of all the instruments at your disposal.

Audience: Proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP PNW Chapter Event 2016

Speaker Contact Information: Jeannette Waldie, CPP APMP Fellow at jeannette.waldie@jkwaldie.com

Proposal Time Management: The Path out of Chaos

Subject Matter: Professional development, time management

Do you put in extra hours on your proposals because your team doesn’t submit information on time? Do you find yourself rescheduling your reviews because you haven’t received information? Best practices are great for designing proposal content, but what about managing the chaos day in and day out? Learn how to manage content efficiently, so you have the time and energy to implement best practices and effectively target the proposal to win. This presentation will provide valuable techniques to manage proposal teams of any size and obtain proposal content promptly. Real world examples from proposals will be included along with tips and tricks to reduce your stress greatly, reduce the level of overtime, and improve the well-being of yourself and your team.

Audience: Proposal managers and proposal coordinators

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Lone Star (Austin) Chapter Event 2016, APMP PNW Chapter Event 2016, APMP Lone Star (Houston) Chapter Event 2016

Speaker Contact Information: Jeannette Waldie, CPP APMP Fellow at jeannette.waldie@jkwaldie.com

Things I Learned on Purpose When I Became a Proposal Manager by Accident

Subject Matter: Professional development

Robin Ritchey’s rich and varied career spans private investigation, commercial marketing during deregulation of the telecommunications industry, her own business training teachers and supporting local non-profits, supporting hundreds of research scientists in their quest to improve the human condition, and in between, being a  full-time “professional mom” to her three sons.  She is now an independent consultant providing business development support and training.

During her tenure at AT&T, she was suddenly transferred to federal marketing to co-lead a $4B proposal effort. “I literally did not know what ‘RFP’ meant!” Twenty-five years later, Robin has identified key lessons learned in capture and proposal management.  She’ll share a few of the highlights including “The Executive Summary: First, Last and Always”, and “What Part of NO Don’t you Understand?” 

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP SPAC Keynote 2013

Speaker Contact Information: Robin Ritchey, robinritchey@hotmail.com, differencemakerpro.com


Strategy back to top


A Pitmaster’s Guide to Price to Win

Subject Matter: Capture, Competitive Analysis, Price To Win, Pricing

On the competitive BBQ circuit, winning requires careful planning and consistent execution built on a deep understanding of what judges expect to see and taste. Successful teams start early; they look for the best sources of meats, they taste a variety of spices and sauces, they test different woods. They don't ad-lib their process.  Winning BBQ teams are disciplined... and so are winning capture executives.  This session discusses best practices that can improve both your win rate and ability to perform - and smoke your competition.

Audience: Capture Managers, Proposal Managers, CA/PTW Practitioners, Solution Architects

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP MidSouth Chapter Event 2015

Speaker Contact Information: Randy Richter, President, Richter & Company, Randy@RichterAndCompany.com

The Art of Proposal: Enduring Planning Essentials

Subject Matter: Rapidly planning and executing a 30-day proposal development project. 

This presentation uses Sun Tzu's teachings from "The Art of War," to describe parallel activities in the competitive environment of a proposal development project.  On the first day of fighting; the Battle Plan is obsolete. Roles, Ownership, Outcomes and Tactics are the "ROOT" factors to winning as an effective team once the fight begins. 

Audience: Capture and Proposal Specialists. Anyone interested in building an effective proposal team. 

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: 2011 Denver Annual Conference, Theme: "The Art of Winning" 

Speaker Contact Information: Thomas Harmon, General Dynamics Information Technology, thomas.harmon@gdit.com

The Art of Winning A Best Value Competition

Subject Matter: Capture Management and Strategy

The topic addresess the art of strategizing, bidding and winning Best Value competitions, including developing a successful Win Strategy. Best Value competitions require additional strategic steps in order to achieve a high probability of win. The presentation will address the keys to achieving a high probability of win using real life examples to demonstrate various aspects. The discussion will encompass the perspectives of large, medium, and small size businesses, and audience participation will be encouraged. The presentation will also include the impact on best value competitions of the new DoD Source Selection Procedures that were issued on March 31, 2016 and apply to all source selection plans over $10 Million approved after May 1, 2016. The impact and features of the new required evaluation methodology called Value Adjusted Total Evaluated Price (VATEP) and its significant impact on best value competitions (and its anticipated impact on other federal agency procurements) will be discussed.

Audience: Capture and Proposal Managers for government opportunities

Preferred Type of Presentation: webinar or in-person

Speaker Contact Information: Bruce Morton, 2 Oceans Consulting, bmorton10@aol.com

The Art, Science, & Pitfalls of Capture Management

Subject Matter: Capture Management and Strategy

The topic addresses the art & science of capture management to achieve a high probability of win; and identify recurring problems & pitfalls, and successful approaches to resolving them. Typical recurring problem areas include developing comprehensive & compelling Win Themes to achieve a competitive advantage; and insight & understanding of Pricing Strategy and associated levers & tools. The presentation will use real life examples to address key strategic issues, address both new competitions & recompetes, and encompass the perspectives of large, medium, &small size businesses, both domestic & international.

Audience: Capture and Proposal Managers for government opportunities

Preferred Type of Presentation: webinar or in-person

Speaker Contact Information: Bruce Morton, 2 Oceans Consulting, bmorton10@aol.com

Benchmarking and Improving Proposal Quality and Proposal Capabilities

Subject Matter: Significantly improve the quality of the proposal developed/submitted and increase the efficiency of proposal operations

In this informative, interactive and engaging session, attendees will be introduced to a simple model (containing a standardized set of criteria) and have the opportunity to do a high-level assessment of the quality of both the proposals they currently develop/submit and their proposal capabilities.
The attendees will then have the opportunity to consider the changes required and actions which need to be taken to improve the quality of their proposals and their current capabilities.

Audience: All proposal professionals

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: Numerous (20+) APMP Annual conferences including B&P 2016, numerous (20+) APMP Chapter conferences including Greater Mid-West 2016, both live and as webinars

Speaker Contact Information: B.J. Lownie, Strategic Proposals LLC, bj@strategicproposals.com

Beyond Win Rates: Fair and Appropriate Measurement of the Proposal Support Function

Subject Matter: Measuring performance

A question often asked of a proposal professional is, “What’s your win rate?” Given that the majority of factors involved in winning business are outside of the control of proposal support, measuring a proposal professionals’ performance on the win rate associated with the proposals they develop is unfair, inappropriate and demotivating, This insightful, informative, and engaging presentation will explore and discuss how the performance of a proposal professional and the proposal support function should be measured. Attendees will leave with a set of criteria which they can easily apply to appropriately and fairly measure their performance.

Audience: All proposal professionals

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: Numerous (20+) APMP Annual conferences including B&P 2016, numerous (20+) APMP Chapter conferences including Greater Mid-West 2016, both live and as webinars

Speaker Contact Information: B.J. Lownie, Strategic Proposals LLC, bj@strategicproposals.com

Exploiting the Public Sector Rules for Competitive Gain

Subject Matter: Responding to opportunities regulated by the EU Procurement rules and the UK Public Contracts Regulations 2015

Why can some businesses make a good living from Public Sector contracts and others cannot win anything?  This session looks at some of the most effective ways to approach a Public Sector bid and produce a document that will be successful.  It examines the process from the viewpoint of the evaluator and shows you how you can easily improve your win chances.

Audience: All proposal professionals

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: UK APMP Conference 2014, 2015, 2016, UK Chapter events in London, Reading and Leeds

Speaker Contact Information: Andrew Haigh, Sixfold International Ltd., Andy@sixfold.biz

Five Forces to Help You Win!

Subject Matter: Capture, Competitive Analysis, Price To Win, Pricing

Michael Porter’s 5 Forces model is commonly used to analyze the level of competition within a market. When applied in the context of an opportunity, the model can be used to project how aggressively known players will compete, and whether new players are likely to toss their hats in the ring. Hear how to use this valuable tool to help you aim at the right target – and increase your odds of hitting the bullseye!

Audience: Capture Managers, Proposal Managers, CA/PTW Practitioners, Solution Architects

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP MidSouth Chapter Event 2014, APMP California Chapter Event 2015, APMP NCA Chapter Event 2015

Speaker Contact Information: Randy Richter, President, Richter & Company, Randy@RichterAndCompany.com

How To Supercharge Your Pitch Presentation With Video

Subject Matter: How video can set the ideal tone for your presentation and help deliver your message into the heart of your prospect's organisation

Research has shown that you only have seven seconds to make a great first impression. Are you going to waste them on your first PowerPoint slide - or are you going to start with a video that immediately grabs your viewer's attention? Kevin Aires will explain how to employ video and animation to effectively engage your prospect in a way that makes them sit up and listen and sets the stage for delivering a more detailed message.

Audience: Bid Managers and professionals looking to improve their pitch presentations

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP UK Annual Conference 2016

Speaker Contact Information: Kevin Aires, APMP UK, kevin@aires.media

How to Win Business with the Federal Government

Subject Matter: Business Development plus Capture Strategies

Latest, innovative, Lessons Learned ideas. Theme is 'continuing improvement'. The idea is that no matter how skilled you are in business development, capture, or pricing, it's critical to stay up to date on the most successful strategies out there. This presentation is continuing updated to meet that requirement - no two presentations are ever the same!

Audience: Federal Government contractors

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: December 8, 2016 "How to Get In to See the Federal Government Customer"

Speaker Contact Information: Stanley Reid, Strategic Sciences LLC, strasci@aol.com

Important Paradigm Shifts in Proposal Development 2016 and Beyond

Subject Matter: Proposal Development, Proposal Review Process, Interviewing Subject Matter Experts (SMEs), Proposal Team Dynamics

Three notable ways in which proposal development practices have changed among forward-leaning and highly successful international organizations: 1. In a manner similar to Agile software development, migration towards a Successive Approximation Model (SAM) of proposal development in which there is a Proposal Preparation Phase, Iterative Proposal Design Phase, and Iterative Development Phase. Rapid development, interactive review, and ongoing enhancement are critical, as opposed to traditional color review milestones.  2. Comparatively, Blue Team early in the proposal development lifecycle is far more important than Red Team later in the process. The focus is shifting towards vetting proposal readiness work products across technical, management, staffing, phase-in, and past performance before the full-scale writing begins, as well as receiving executive buy-in for investments in people, facilities, training, and other resources for the Operations phase of the program after the award. Engaged Blue Teams with the right people there promote "skin in the game" enterprise-wide.  3. Movement away from attempting to make technical and programmatic Subject Matter Experts into effective proposal writers, who can help to articulate value-added STRENGTHs that the organization or Team will provide to the customer set in alignment with the evaluation factors in RFPs and Tenders. The transition is towards upfront and planned interviewing that enables efficient knowledge sharing across technical and proposal/capture teams.

Audience: Vice Presidents Proposal Development, Proposal Directors, Proposal Managers, Proposal Coordinators

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP California Chapter, APMP Maple Leaf Virtual Chapter

Speaker Contact Information: Robert Frey, Successful Proposal Strategies LLC, rfrey@proposal23.com

IMPROVING Proposal Team Communications (or Whose Proposal Is It Anyway?)

Subject Matter: Communication skills

The ability to communicate effectively is essential to successful proposal development. And keeping things light hearted and playful goes a long ways to reducing the stress typically associated with proposals. In this informative, engaging, highly interactive, and sure to be entertaining session, participants will have an opportunity to test and improve their communication skills as they are introduced to and have a chance to play games drawn from improve theater. Participants of this session are sure to leave with improved communication skills and a smile on their faces. 

Audience: All proposal professionals

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: Numerous (20+) APMP Annual conferences including B&P 2016, numerous (20+) APMP Chapter conferences including Greater Mid-West 2016, both live and as webinars

Speaker Contact Information: B.J. Lownie, Strategic Proposals LLC, bj@strategicproposals.com

Incumbent vs. Challenger: Who Has the Edge?

Subject Matter: Capture strategy, win strategy, incumbent

Move beyond the basics and find out why incumbency is a double-edged sword, and what you must do to ensure a win. As challenger, learn how to increase your probability of unseating competitor incumbents.

Audience: Capture managers, proposal managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Carolinas Event 2016

Speaker Contact Information: Robin Ritchey, robinritchey@hotmail.com, differencemakerpro.com

Metaphors Matter! From "Proposal Engines" to Living "Social Systems" 

Subject Matter: Proposal Development, Proposal Review Process, Interviewing Subject Matter Experts (SMEs), Proposal Team Dynamics

By using analogies, metaphors create mental images that help us to interpret our environment. In today"™s high-velocity Government marketspace, proposal teams are best considered as adaptive and dynamic "social systems," rather than merely "proposal engines," made up of interchangeable and replaceable "cogs." Changing the way proposal teams are perceived, as well as the lens through which they view themselves, will be valuable to contractor organizations. This will help drive up Probability of Win (Pwin), increase productivity, generate innovative ideas, and enhance staff retention. New metaphors will also raise the profile and value of proposal professionals within a given organization. There is a critical need to move away from the mechanistic and frequently counterproductive notion of proposal professionals as "commodities." The direction should be toward value-added, knowledge-rich service providers.           

Audience: Vice Presidents Proposal Development, Proposal Directors, Proposal Managers, Proposal Coordinators

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP California Chapter, APMP Maple Leaf Virtual Chapter

Speaker Contact Information: Robert Frey, Successful Proposal Strategies LLC, rfrey@proposal23.com

Preparing Your Team for a Winning Pitch

Subject Matter: Presentations, Presentation Messages, Presentation Structure, Presentation Visuals, Presentation Skills

How to plan, write, prepare for and deliver a winning pitch presentation. Practical tools that will help participants improve the way their teams deliver pitches. The pitch presentation is the lens through which an entire bid is evaluated. Yet all too often, the final pitch doesn't get the attention it deserves. Lack of preparation, leaving things to the last minute, or the absence of presentation expertise can undermine the entire bid process. This session will give proposal professionals: a timetable for preparing for a pitch presentation; a process for agreeing a persuasive value proposition; a clear structure for writing an effective presentation - and an alternative approach when responding to set questions; a quick guide to easily creating compelling presentation graphics; a way to select presenters and the wider pitch team; a scorecard to help presenters model and perfect winning presentation skills; a model for Q&A that helps support the selling process.     

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Nor’easters Proposal Conference 2014, APMP UK Annual Conference 2012

Speaker Contact Information: Richard Goring, BrightCarbon, richard.goring@brightcarbon.com

Proposals at the Speed of Light: Capture Planning for Fast-Response Proposals

Subject Matter: Professional development

Proposal deadlines have gotten shorter as proposal departments have downsized. Proposal professionals are now asked to prepare a proposal in days and weeks instead of months. Business development and sales are also struggling on how to capture competitive information. So how can proposal professionals fill the gap to create a compelling proposal?

This webinar will discuss techniques you can use to find information on your client and your competitors to develop a well-positioned proposal. Topics include:

  • What your capture teams need to ask
  • How to research and identify client’s issues, opinions, and preferences
  • How to identify the client’s focus and voice
  • How to use your content to identify differentiators

Audience: Proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP ANZ Chapter Event 2016

Speaker Contact Information: Jeannette Waldie, CPP APMP Fellow at jeannette.waldie@jkwaldie.com

Real World Capture

Subject Matter: Capture strategy, win strategy

Learn how to effectively compete during the critical capture phase when time or resources are tight. Find out how to decide which steps are essential, and which you can cut without jeopardizing your chances of winning.

Audience: Capture managers, proposal managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: N/A

Speaker Contact Information: Robin Ritchey, robinritchey@hotmail.com, differencemakerpro.com

#*@! My Father Taught Me: Practical Price to Win

Subject Matter: Capture, Competitive Analysis, Price To Win, Pricing, Proposal Management, Project Management

When it comes to analyzing competitors and their actions, the path from novice to experienced is bumpy and full of potential land mines.  Having a decent road map helps – but following in the footsteps of an experienced guide is even better. This session covers the most important lessons I’ve learned as I’ve made this journey over the past ten years, and how these same lessons can help you improve your win probability - and meet your business goals.

Audience: Capture Managers, Proposal Managers, CA/PTW Practitioners, Solution Architects

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Nor’Easters Chapter Event 2015, APMP BidCon 2016

Speaker Contact Information: Chris Richter, Vice President, Richter & Company, Chris@RichterAndCompany.com

The Power of Persuasion: Top 10 Ways to Win Using Proposal Persuasion Science

Subject Matter: Persuasion, marketing, sales

Get real-world techniques that win proposals using the science of persuasion. In this interactive class, see what works (and what does not) and learn how to immediately do it yourself. Improve your likelihood of winning your next proposal by 43 percent or more using these persuasion techniques. Get new, innovative ideas, and validate if you are doing everything you can to win. The audience will validate the effectiveness of many of these techniques so that you can pick which work best for your proposals.

Audience: All proposal professionals

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP BidCon 2016

Speaker Contact Information: Colleen Jolly and Mike Parkinson at mike@24hrco.com or colleen@24hrco.com

The View from the Balcony: Putting Yourself in Your Audience’s Shoes

Subject Matter: Capture, Proposal Management, Customer Focus

Christian Bales describes acting like this: “It's got to do with putting yourself in other people's shoes and seeing how far you can come to truly understand them.” 

Understanding WHO our customer is, WHAT they need and want, WHERE the money comes from, and HOW they plan to pick a winner is critical to the success of our capture efforts. This session describes how to create effective action plans for gathering and analyzing needed information about your audience: the customer!

Audience: Capture Managers, Proposal Managers, Proposal Writers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP New York Metro Chapter Event 2015

Speaker Contact Information: Randy Richter, President, Richter & Company, Randy@RichterAndCompany.com

Why Incumbents Lose – and Why Insurgents Win

Subject Matter: Capture, Competitive Analysis, Price To Win, Pricing, Proposal Management, Project Management

Here's a painful fact: according to US Federal data, incumbents lose nearly 50% of all significant recompetitions. Anecdotally, this number is at least as high in commercial acquisitions – and in both cases, the trend is likely to continue. This session explores the reasons why this is too-often the case, and offers recommendations to increase your odds of winning, regardless of whether your team is the "new kid on the block" or the "old standby".

Audience: Capture Managers, Proposal Managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP BidCon 2016

Speaker Contact Information: Randy Richter, President, Richter & Company, Randy@RichterAndCompany.com

World Domination: The Art of Successful Capture Management

Subject Matter: Capture Management and Strategy

The topic addresses the art & science of capture management to achieve a high probability of win, with special emphasis on the latest trends & developments; best practices; and recurring problems & pitfalls and successful approaches to resolving them. Typical recurring problem areas include developing comprehensive & compelling Win Themes to achieve a competitive advantage; and insight & understanding of Pricing Strategy and associated levers & tools. The presentation will use real life examples to address key strategic issues, address both new competitions & recompetes, single and multiple award ID/IQ opportunities, and encompass the perspectives of large, medium, & small size businesses, both domestic & international. Audience participation will be actively encouraged. 

Audience: Capture and Proposal Managers for government opportunities

Preferred Type of Presentation: webinar or in-person

Speaker Contact Information: Bruce Morton, 2 Oceans Consulting, bmorton10@aol.com


Writing back to top


The Art of a Successful Win Strategy

Subject Matter: Capture Management and Strategy

The topic addresses the art of developing a successful Win Strategy, including actual examples of the good, the bad, and the ugly. It will cover in detail how to develop a Win Strategy, as well as how to analyze and critique another Capture Manager's Win Strategy when you are part of a review team. The presentation will address the keys to achieving a high probability of win using real life examples to demonstrate various aspects. The discussion will highlight and review typical problems and issues, summarize the discrete elements needed to achieve success, and encompass an organized approach. The discussion will address both new competitions and re-competes, and encompass the perspectives of large, medium, and small size businesses.

Audience: Capture and Proposal Managers for government opportunities

Preferred Type of Presentation: webinar or in-person

Speaker Contact Information: Bruce Morton, 2 Oceans Consulting, bmorton10@aol.com

Creating Readable Proposals in 4 Easy Steps

Subject Matter: Address how to create an easy-to-read proposal -- and measure readability

Proposal reviewers are notoriously impatient but are often handed dense, complex proposals filled with jargon, acronyms, never-ending sentences, and mile-long paragraphs. There is a better way. In this session, you'll learn how to scientifically measure the readability of your proposal text. Then, you'll learn four easy ways to significantly improve readability. Bonus: You'll also learn how enhancing readability helps your proposals and deliverables comply with the Federal Plain Language Guidelines and the Plain Writing Act.

Audience: Proposal writers, editors, and managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP International Webinar 2016

Speaker Contact Information: Samantha Enslen, President, Dragonfly Editorial, sam@dragonflyeditorial.com

From good intentions to excellent proposals - closing the "Execution Gap"

Subject Matter: Closing common execution gaps in proposal excellence

All too often, we have good intentions for proposals, but fail to translate those intentions into excellent proposals. Practical steps that will bridge between ideas and reality, including: - Helping to improve compliance scores - Getting the information you need to write the Executive Summary - Saying "why you" and "not the competition", and - Making sure the proposal is easy to evaluate Participants will learn practical techniques they can apply for themselves.

Audience: Bid Professionals

Preferred Type of Presentation: in-person

Recent APMP Events at which You Have Presented: APMP regional event in Manchester, 27th April 2016; APMP regional event in Ashby de la Zouch, 1st October 2015; APMP UK conference 24th October 2013

Speaker Contact Information: Paul Deighton, Shipley Ltd., paul.deighton@shipleywins.co.uk

Horizontal + Vertical Proposal Editing

Subject Matter: Foolproof your proposal editing using two methods: vertical and horizontal

Scrubbing a proposal free of errors can be daunting. Breaking the editing into two passes -- horizontal and vertical -- makes the task more manageable, orderly, and effective. This session will explain methodologies for horizontal and vertical editing, and provide ready-to-go checklists for each. As a bonus, we'll address electronic tools you can also use to foolproof your editing process.

Audience: Proposal writers, editors, and managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP Colorado Chapter Event 2015; APMP Maple Leaf Chapter Event 2015

Speaker Contact Information: Samantha Enslen, President, Dragonfly Editorial, sam@dragonflyeditorial.com

How to Develop Comprehensive and Compelling Win Themes

Subject Matter: Capture Management and Strategy

The topic addresses the art & science of developing comprehensive & compelling Win Themes to achieve a competitive advantage and a high probability of win. Presentation will identify recurring problems & current pitfalls in developing comprehensive & compelling Win Themes, and offer creative, new, and innovative approaches to successfully resolving these issues. The presentation will also discuss creative approaches and suggestions for reviewing Win Themes when serving as a Win Theme reviewer. The discussion will be interactive with the audience and actively solicit audience participation. It will use real life examples to address key strategic issues, address both new competitions & recompetes, and encompass the perspectives of large, medium, &small size businesses, both domestic & international. Takeaways will include specific suggestions and methodologies for consistently achieving a high probability of win. 

Audience: Capture and Proposal Managers for government opportunities

Preferred Type of Presentation: webinar or in-person

Speaker Contact Information: Bruce Morton, 2 Oceans Consulting, bmorton10@aol.com

Make Your Proposals Sing: What Proposal Writers can Learn from Song Writers

Subject Matter: Writing, Telling a Persuasive Story, Proposal Structures

A songwriter has about 3.5 minutes to get a message across. A song must be succinct. It must flow and tell a story. It must get your attention; and keep it. It should evoke an emotion or an action. That is the same thing we need to do as proposal writers. In this session, we’ll explore writing styles, techniques and structures that will ensure your proposal is a hit with the reader. We’ll also have fun with music, lyrics, and blow up microphones! We’ll get back to the heart of every proposal—the message.

Audience: Proposal Writers/Managers, Strategists, Sales Reps

Preferred Type of Presentation: in-person only

Recent APMP Events at which You Have Presented: Qvidian Conference 2015

Speaker Contact Information: Robin Davis, CF APMP Fellow, CEO of Metre, robindavis@metreworks.com

"OMG" proposals literally "Totes Amazeballs"

Subject Matter: The effects of the increased use of social media on literacy and subsequently on the way our bids are written and evaluated.

Our presentation challenges the view that literacy is of the essence and although we still recognise its importance we will also show that the point can be made in a more dynamic way.  We will invite the audience to work in groups and propose a point using traditional response, email and twitter as examples.  Although we don't expect to use social media to submit bids we do intend to show how the media can introduce a new aspect to the world of bidding.

Audience: Bid and Sales Professionals

Preferred Type of Presentation: in-person only

Recent APMP Events at which You Have Presented: APMP Bid and Proposal Con Boston 2016 APMP UK Conference 2015

Speaker Contact Information: Karen Althen, Daisy, karen.althen@daisygroup.com

Persuasive Writing: A Proven Approach to Raise Your Technical Score

Subject Matter: Persuasive writing

Learn how to write to proposal evaluators, create and showcase genuine win themes, develop a section strategy that seamlessly evolves into your first draft, and apply the “Six Cs” of good proposal writing. Case study based to provide hands-on experience, including before and after examples.

Audience: Proposal writers, editors, and managers

Preferred Type of Presentation: webinar or in-person

Recent APMP Events at which You Have Presented: APMP SPAC 2013

Speaker Contact Information: Robin Ritchey, robinritchey@hotmail.com, differencemakerpro.com

Reduce Your Omissions by Recycling Your Content

Subject Matter: Content/knowledge management

When 50% or more of your content is relevant no matter who the client is, why reinvent the wheel? Without a knowledge management discipline as part of your proposal process, 80% of your time is spent searching for and developing the same content. Nobody has time for that! Imagine instead a world where you could spend 80% of your time developing strategic messaging that the specific client you are talking to cares about. In this session I will share an effective knowledge management strategy that will help you reuse, reduce and recycle content effectively.

Audience: All proposal staff

Preferred Type of Presentation: in-person or webinar

Recent APMP Events at which You Have Presented: STC Meeting 2013

Speaker Contact Information: Robin Davis, CF APMP Fellow, CEO of Metre, robindavis@metreworks.com


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