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Industry Leaders Headline APMP Capture and Business Development Conference

Wednesday, September 24, 2014  
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Contact: Patrice Scheyer
Director of Marketing & Communications
Phone: +1-703-281-1686


Industry Leaders Headline APMP Capture and Business Development Conference
Conference Addressed Ways Industry and Government Can Collaborate to Improve Procurement Processes

Washington, DC, September 24, 2014APMP®, the association for proposal, bid, capture, business development, and graphics professionals, held its second annual Capture and Business Development Conference on September 23, 2014, at the Hilton McLean Tysons Corner, McLean, VA, USA.

More than 100 senior level capture and business development professionals from throughout the country attended. They shared how government perceives industry—and vice-versa—in a thoughtful, meaningful and professional forum.

All attendees received an advanced copy of APMP’s Closing the Procurement Gap 2014 Survey Report, which asked more than 500 industry and government professionals how they would improve the procurement and acquisition process. While coming from distinctly different viewpoints, the report revealed the specific pain points and included concrete ways on how to improve the procurement process, from both sides. The report was delivered by Kristin Dufrene, VP of Engility Corporation, and a member of APMP’s Procurement Improvement Committee (PIC), which produced the survey and resulting report.

Featured Government speakers included Melissa Starinsky, Chancellor of the Veterans Affairs Acquisition Academy, who implored industry and government to meet more, face-to-face, which would help end ambiguity in the procurement process. She also called for improved debriefings between government and its customers, to strengthen trust and eliminate distrust. 

Ms. Starinsky, a veteran government acquisition professional, told the audience she never turns down a chance to meet her customers to learn what they have to say–something that has contributed to an impeccable protest record in over 20 years of acquisition work.

Paul. J. Yaroschak, P.E., Deputy for Chemical & Material Risk Management, Office of the Deputy Under Secretary of Defense (Installations & Environment), warned the audience of the importance of integrating sustainability data in DoD proposals, to win new work. He outlined how sustainability in procurement (specifications for green products and utility-saving contracts) reduce health and environmental impacts and total ownership costs. 

Mr. Yaroschak said that two major contractors have already started providing the sustainability data and are winning, as a result. He predicted that the conclusion of a pilot test program will prove that sustainability matters in procurement and will save the government millions of dollars in recycling and health costs. He also said procurement professionals should take note that the recommendation to include that data will, likely, turn into a requirement within three to five years.

Ralph White, Esq., Managing Associate General Counsel for Procurement Law, Government Accountability Office (GAO), knows about bid protests. His agency has been ruling on protests for the U.S. government since the 1920’s. As the GAO executive who must sign off on every protest ruling, Mr. White revealed that he believes the majority of protests are not frivolous and are the product of a need for better communication between government and industry. He said GAO considers about 2,500 protests a year, and 43 percent are withdrawn before the 100 day ruling requirement. He said that a lack of communications between government and industry often leads to the protest. Once the customer filing receives more information, the protest is withdrawn nearly half of the time. 

Mr. White also forecasted that a protest fee might be put in place to help fund an even more robust and transparent protest database that allows industry and government professionals to better monitor the who, what, when and where of all protests. GAO, long known for its transparency in audit and protest reviews, believes that providing this extra access will allow customers to be better educated, prior to filing protest.

Eric Gregory, CPP APMP Fellow, Senior Vice President, Professional Development, Shipley Associates, and Robert Lohfeld, CF APMP Fellow, CEO, Lohfeld Consulting Group, together presented their perspectives on the most important things every proposal professional should know, considering expectations and risks. Though different in design, audience members were riveted to hear that topics like customer focus, teamwork, process and attitude rise to the top. 

Click here for copies of the presentations, available to all APMP members, without cost. For more information about the APMP Capture and Business Development Conference 2014, visit

About APMP
APMP® is the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, capture, business development and presentations. APMP is a non-profit membership organization founded in August 1989 and began with 28 charter members. Today, the Association has more than 5,500 members and 25 active chapters worldwide. Membership includes proposal and business development professionals who are engaged in a wide range of activities including business development and acquisition, proposal management, strategic planning, business capture, sales, competitive intelligence, writing, editing, graphic design,
desktop publishing, document production, and proposal consulting. For more information, contact Patrice Scheyer, Director of Marketing and Communications, +1-703-281-1686 or