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Socal Training Day 2012: Network of Proposal Champions
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Socal Training Day 2012: Network of Proposal Champions

APMP Socal's annual Training Day Symposium

When: 10/26/2012
8:00 AM
Where: Disney's Grand Californian
Anaheim, California 
United States
Contact: Mitch Boretz
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Association of Proposal Management Professionals (APMP)
Southern Californian (SOCAL) Chapter, presents …   

Friday, October 26, 2012; 8am – 5pm   
Venue: Disney's Grand Californian Hotel ® & Resort, Anaheim, California

Conference Theme: Network of Proposal Champions: Best Practices for Winning
Register Now!
Click here to download the event flyer

Speakers & Topics

Robert (BJ) Lownie
PPF.APMP Managing Director, Strategic Proposals, LLC
This is How We Do it
What do proposal champions do, how do they think and what makes them champions? In this interactive, informative and engaging session, BJ Lownie, proposal expert, thought leader and true proposal champion, will guide participants on an exploration of such topics as winning business and the role of proposals in the selling cycle; the profession of proposals and the Proposal Support Person as a professional; and from proposal support to Proposal Champion - Doing the right things and doing things right

Brad Douglas
Chief Operating Officer/VP Marketing, Shipley Associates
Let's Get Real or Let's Not Play!
Guessing, assuming, and telling are behaviors that put a wall up between two professionals trying to solve a problem or build a business case. Listening – real listening – is a trait that builds trust and confidence , with both internal and external customers. Effective communication is a real key to positioning yourself (or your company) to succeed! Poor communication is the primary reason for buyer-seller dysfunction! This session will help you understand the importance of building a real business case , with internal and external customers , using proven techniques for communicating effectively. Participants will learn some basic tips and tricks for asking effective questions and actively listening. Sometimes "no deal” is the best deal with a customer. If you can't come to mutual understanding with a customer or co-worker, then learn to say "let's not play”. Learn to build a real business case based on evidence and impact before moving a project or opportunity forward – advance the relationship (internal or external) from an Unknown to Favored position.

James Franklin
P.E., PMP Project Manager, the Shaw Group
Mind Mapping Techniques to Create Winning Proposals
Mind mapping is a team collaboration approach and tool for proposal preparation. This presentation presents how successful proposal teams utilize mind mapping software to develop the "capture” plan, fast-track RFP analysis, and draft the proposal framework before making the rapid transition into project plan development and proposal writing. The presentation will provide an introduction to mind mapping and will include examples and applications of mind mapping during the proposal preparation process. The presentation will also provide a demonstration of creating the work breakdown structure and the project schedule.

Mark White
Founder and Co-owner of Proposal Geeks
Proposal Metrics & Proposal Dashboards
Proposal Metrics are more than just Win or Loss. To improve your win ratio, it is wise to determine if there are metrics that have an impact on the Win/Loss ratio. There are three key items that should be considered when developing your metrics for your proposal center: 1) What Metrics Should You Collect? 2) What is the Easiest Way to Collect Metrics? 3) What is the Easiest Way to Report Metrics? The presentation will answer each of these questions. Attendees will get a predesigned Proposal Metrics Dashboard in Excel with instructions on how to tailor it for their proposal center. Although a workbook without data is useless, the intent is that within 12 months , each proposal center will be able to start to see trends. The trends can help you make decisions that will increase your win ratio.

Special Session!
Mike Parkinson…Super Mega Awesome Proposal Internet Scene-it Fun-time Game!
Proposal professionals need a good memory, must pay attention to details, and be able to read between the lines. This fun, fast-paced team-building game tests those abilities. Roll the giant die and help your team win the proposal using your (acute) senses. Everyone walks away a bit wiser but cash and prizes await the winning team.

Mike Parkinson
PPF.APMP Co-owner, 24 Hour Company
Designing WINNING Proposals
How do you know you have a winning graphic? Great graphics can be hard to make, cost a lot, and take too much time. Stop making graphics the hard way. Learn the secrets to turn words and ideas into winning proposal graphics. See actual before and after examples. Apply these best practices, tips, and tricks to quickly make your own winning proposal graphic during our session. Easily validate the likelihood of success of your graphics and increase your win rate.

Amy Mc Geady
PhD, PPF.APMP Vice President of Professional Services, Privia LLC
Leading, Not Just Managing
What does it mean to be a leader in the proposal industry? Leaders influence and inspire. They see the bigger picture, articulate visions for success and inspire people to want to follow them. Leadership is not about power or charisma. Many of us in the proposal industry are great managers. We are adept project organizers and planners. We convert raw material into responsive proposals in record time, accomplishing seemingly impossible feats with too few resources and too little time. This session distinguishes between being a great proposal manager and a true proposal leader. We will talk about the characteristics of great leaders, both individuals and organizations. Attendees will leave with a stronger sense of how to tap into their own leadership potential.

Training Day event will be followed by a non-sponsored food and networking social at a restaurant in Downtown Disney (each participant self-pays)

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