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Professional Development Day
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We're kicking off the 2014 Mid-Atlantic Conference a day early with our "Professional Development Day", centered on training, best practices, and career development.

When: 11/20/2014
Where: Sheraton Premiere
Tysons Corner, Virginia 
United States
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We're kicking off the 2014 Mid-Atlantic Conference a day early with our "Professional Development Day", centered on training, best practices, and career development. This day of specialized training is designed to help you:
  • Build new capabilities
  • Meet continuing education requirements
  • Gain exposure to new areas in the industry
  • Network with like-minded peers
  • Manage your personal career development
The chapter has arranged for several trusted instructor institutions to compile their knowledge and insights into focused courses designed to inform and inspire. Here's what you can choose from:


Capture Management Training Class

Hosted by Lohfeld Consulting Group
Instructor: Tom Gorman
7:00am to 5:30pm
Full Course Details and Instructor Bio available HERE

In this Capture Management course, you will learn how to:


  • Select and qualify new business opportunities;
  • Make a rigorous pursuit and bid/no-bid decision;
  • Develop a Capture Plan;
  • Create competitive solutions and service offerings that will earn a high score from proposal evaluators;
  • Position your company to win;
  • Create effective win strategies that will set your company apart from the competition;
  • Develop your teaming strategy and select your team members;
  • Establish your price to win; and
  • Increase your effectiveness in capture activities.

Capture management can be complex, so we have created a class with a pragmatic approach to capture by distilling the capture process into 9 KPIs (Key Performance Indices), also known as Pursuit Progress Assessments, and Capture Gate reviews.


Proposal Writing Workshop

 Hosted by Shipley Associates
Instructor: TBD
Full Course Details available HERE

In this Proposal Writing Workshop you will learn how to:
  • Developing compliance checklists and strategic solutions
  • Focusing on customer issues and hot buttons
  • Supporting claims of excellence through past performance
  • Incorporating risk discussion to have a credible low risk solution by ghosting competitors
  • Developing section strategy to gain the competitive edge
  • Creating key themes that carry the reasons for selecting your company
  • Constructing mock-ups for early coordination, enhancing consistency
  • Revising for clarity and accuracy

Workshop participants learn a proven process for developing winning proposal sections. Participants learn the impact of their section and how the score higher on proposal evaluations. 


Solutioning and Visualization Training - Winning with Better Graphics

Hosted by 24 Hour Company
Instructors: Mike Parkinson & Colleen Jolley
7:00am to 5:00pm
Full event details available HERE

In this Proposal Graphics Training course, you will learn to:
  • Develop customer-focused, winning solutions
  • Learn how to quickly understand your customer (and identify what you need to find out)
  • Validate your chances of winning
  • Increase your sales, win or success rate by 43% (based upon independent research on visual communication)
  • Write up to 50% faster
  • Make any complex idea easy to understand
  • Increase audience retention rates
  • Influence and motivate your audience
  • Turn ideas and text into graphics
  • Visualize and better communicate your solutions
  • Make professional graphics that are clear, communicative and compelling
  • Know what imagery, colors, fonts, and style to use (and why)
  • Know where to go to find the right imagery at the right price
  • Get solutions and graphics right the first time
  • Estimate level of effort and staffing needs
  • Learn how proposals, presentations, marketing slicks, brochures and any other business materials write themselves with effective visualization
  • Know PowerPoint tips, tricks and secrets
  • Make powerful Executive Summaries

The interactive, one-day course teaches attendees how to develop winning solutions and communicate those solutions with the team and the customer using clear, compelling proposal graphics.



Federal Acquisition Regulation (FAR) Workshop

Hosted by Deltek University 
Instructor: Ron Crowe
Full Course Details and Instructor Bio available HERE

In this FAR Workshop, you will learn:
  • Brief history of the FAR
  • Understand the nomenclature and numbering scheme of FAR
  • How to locate specific FAR passages through the FAR numbering structure
  • Understand negotiated and sealed-bid contracts and the importance of cost or pricing data
  • Understand contract terminations and the resulting responsibilities of contractor and government personnel
  • Understanding cost proposals
  • Far 15 – contracting
  • Source selection
  • What needs to be in a proposal 
  • Current events

This FAR course will provide 7 CPEs from the National Association of State Boards of Accountancy (NASBA) and each student will receive a certificate of completion. Whether you are new to Federal Acquisition Regulations or an experienced Government Contractor, we encourage you to join us in this engaging training workshop with Principle Instructor, Ron Crowe. Ron Crowe has over 20 years of direct experience in the world of government contracting.


Foundation Level Certification Exam Prep Course

Hosted by Strategic Proposals
Instructor: BJ Lownie
Full Course Details available HERE

In this Certification Exam Prep Course you can expect to:
  • Start your path to achieve APMP accreditation
  • Demonstrate that you are a proposal professional
  • Prepare for and take the APMP Foundation Level Accreditation exam
  • Gain confidence and know that you’ll pass the exam
  • Learn through an interactive, informative and engaging presentation


This workshop is presented by, BJ Lownie, Director of Strategic Proposals LLC, among the first people to achieve APMP Professional level accreditation.. BJ is a recognized proposal expert with more than 25 years experience and he is truly, "Passionate about Proposals.” More than 7500 participants have attended a workshop or presentation delivered by BJ and he is a well known and sought after presenter at APMP conferences and industry events. Workshop fee includes cost of exam.




PLEASE NOTE: While all courses are being offered in conjunction with APMP-NCA and our Professional Development Day, all registrations and fees are handled by the individual instructor institutions or businesses. 

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