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Webinar Library

Each month, APMP offers live webinars that address a number of industry topics and best practices.

Each session is recorded and available for viewing at your convenience.

All APMP webinar products (live and recorded) are free to members. For nonmembers, the cost is $75.

Live Webinars

See our list of current offerings.

Webinar Recordings


Advancing My Career: APMP Practitioner and Professional Certification

If you’re at the APMP Foundation Level of Certification, let us help you keep the momentum going. Prove your industry expertise and what an asset you are to your organization. Charlie Divine, CPP APMP Fellow and Director of Certification, will show you the simple steps required to make the jumps.

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The Art of Designing a Winning Price

Imagine you are confident about your best value technical proposal and you’ve put enormous resources into crafting it. You impatiently wait to find out if you won. But you lose. Was price a deciding factor? Pricing strategy is not just about taking the cost and slapping a profit on the numbers. It is an art. In today's environment of lean budgets and strong competition, price is more a factor now than ever before – even if the bid is a best value.

Presented by Marsha Lindquist, President, Granite Leadership Strategies, Inc.

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Assessing Probability, Risk and Cost in Responses to U.S. Federal RFPs

In this session, presenters discuss Federal RFP structures, best practices for review and response, and the findings of a qualitative survey of Federal procurement documents.

Presented by Fergal McGovern, Chief Executive Officer, VisibleThread; and Phil Nesbitt, Director of Proposal Development, Artel LLC

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Awesome PowerPoint Tricks for Effective Presentations

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

Presented by Richard Goring, Director, BrightCarbon

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Connecting the Business Development Lifecycle through the Lens of PMBOK & Lean Principles

November 2017
In helpful ways, PMBOK links the proposal management arenas with project management. W. Edwards Deming’s Plan-Do-Check-Act (P-D-C-A) cycle is demonstrated to be relevant to conducting business development functions, along with the value creation process associated with lean principles. Connecting proposal professionals and project management professionals contributes to an organization’s capacity to win business in the federal and business marketspaces.

Presented by Dr. Robert S. Frey, APMP Fellow, Successful Proposal Strategies, LLC

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A Contracting Officer’s Perspective on Proposals

Understanding the potential impact of the CO’s point of view will make you a better proposal writer. In this presentation a former CO describes some of the factors to consider from the CO’s perspective when writing a proposal.

Presented by Kevin Jans, President, Skyway Acquisition Solutions, LLC

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Elevating Your Position in the Industry

RFP and proposal teams often suffer from an image issue. Individual team members can tell co-workers in other departments don’t understand the role they play nor the significant revenue-driving activities in which they participate. Attend this webinar to hear from APMP and take away 3-5 practical things that you can do to elevate your position within your organization as well as the industry.

Presented by Christina Lewellen, MBA, CF APMP, VP, Business Development & Operations, APMP

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The Future of Proposal Creation Driven by Artificial Intelligence

Presented April 2018
Artificial Intelligence (AI) is a hot topic, from cars and transportation to banking and financing but how is it impacting the future of proposal development? In this webinar, we will review the current hurdles you are facing when writing proposals, and the role of AI in addressing the hurdles, both today and in the future.

Presented by Pierre-Olivier Charlebois, CEO and Founder at reDock; Amlan Gupta, Vice President Operations, reDock

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An Hour of Play: Inspiring Creativity in Consulting Teams

Presented October 2017
This session is a discussion on creativity and how it can be stimulated through office games and play. It provides key concepts on why play (incorporated successfully with work tasks) is a reliable, accessible, and low-cost way to engage people and make them more imaginative and productive. This does not mean goofing off – the word “play” refers to making business planning and operations more humorous and incorporating Legos, dice, doodling, competition, storytelling, role play, and other play tools and resources. The goal is to make proposal professionals and their teams more effective and influential.

Presented by Michele Rochon, Stantec Consulting Ltd.

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How to Create Market and Competitive Analyses that are Greater than the Sum of their Parts

Best practices suggest that companies gather relevant intelligence through research and relationships. The challenge exists in extracting and analyzing both types of data and engaging the capture and proposal teams to review the information in order to agree upon the best proposal themes and win strategies. Attendees will learn the importance of making a commitment to analyzing market and competitive data in BD activities and strategies to engage colleagues in combining two types of information.

Presented by Ginny Carson, CF APMP; Manager, Business Development Resource Center; Life Cycle Engineering

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How to Win Federal Contracts: Debunking Myths of the Proposal Evaluation Process

Part one of a two-part series

To win federal contracts, it’s critical to understand the government evaluation process and not be fooled by misconceptions. This presentation offers several "myth-busters” to help you avoid the most common mistakes in proposal and capture strategy.

Presented by Christoph Mlinarchik, JD, CFCM; Owner; Christoph LLC

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How to Win Federal Contracts: Debunking Myths of the Proposal Evaluation Process

Part two of a two-part series

To win federal contracts, it’s critical to understand the government evaluation process and not be fooled by misconceptions. This presentation will address what to do after a proposal has been submitted and the evaluation is complete, including how to prepare for debriefs, whether to protest, and details about the process.

Presented by Christoph Mlinarchik, JD, CFCM; Owner; Christoph LLC

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Identifying and Eliminating RFP Ambiguities

This session will explain ways to identify and eliminate ambiguities in the RFP process. We'll walk through the questions to ask the contracting officer and whether certain ambiguities are worth protesting once the process is complete.

Presented by Christopher Shiplett, Founder, Randolph Law

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Improve the Readability of Your Proposals in Four Easy Steps

In this session, you'll learn why readability is critical to getting your message across. You’ll learn how to measure the readability of your proposals using a variety of tools. Then, you'll learn four easy ways to significantly improve readability.

Presented by Samantha Enslen, President, Dragonfly Editorial

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Improving Contractor Performance Assessment Reporting System (CPARS) Ratings

Every organization is impacted by how customers rate and document performance. Gain a new perspective of how the Federal government does uses CPARS to assess performance and how your organization can improve CPARS ratings.

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Lawyer-Proof Value Props: 12% More Wins and 92% Fewer Headaches

This webinar shows you how to craft powerful, persuasive value props that’ll make Legal smile. Join this fun discussion of memorable, simple, and useful methods of winning more and doing it more profitably with lawyer-proof value props.

Presented by Chris Sant, Esq., President, Christopher Sant Consulting

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Leading a Successful Multi-generational Proposal Team

These days, most of us work in teams that span several generations. This presentation addresses the implications of common generational stereotypes, and talks about recent research suggesting we aren’t really as different as we might seem.

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Making it Count: the Effective Executive Summary

An effective Executive Summary is one of the most important parts of your proposal. This presentation provides an introduction into the best practices for creating effective proposal Executive Summaries.

Presented by Dick Eassom, CF APMP Fellow, Vice President, Corporate Support, SM&A

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Mind-Blowing PowerPoint. No, Really!

This is a highly practical session in which we’ll work together on creating half a dozen amazing slides that work effectively, and look at how to use those skills on many other slides when you’re developing your own presentations. And, because it’s all live in a single session, you can see just how quick it is to create compelling visual presentation content – so there’s no excuse for bullet point slides!

Presented by Richard Goring, Director, BrightCarbon

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Mysterious Case of the Self-Locking Excel RFP

HELP! Sometimes when I am answering an Excel RFP, a cell suddenly becomes locked, making it impossible to edit it afterward. What causes this?” Having an Excel RFP suddenly lock answer cells is exasperating to say the least. But there is a way to spot it and avoid the trap.

Presented by Melissa Mabon, President and CEO, Expedience Software

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"OMG” Proposals: Literally, "Totes Amazeballs" – Strategies for Adapting Future Bid Submissions

With changes in communication methods, including email and the use of social media, there is evidence that technology can enhance and decrease literacy. Writers and Evaluators increasingly use communication methods which require more focus on the precision of responses to maximise scoring in the minimum word count.

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The Proposal Athlete: Applying Endurance Training to Proposal Preparation

A discussion of proposal planning and ideas from the world of endurance training that can help you and your proposal team perform at your best. Learn new strategies to motivate your team and increase your win rates.

Presented by Mark Wigginton, Regional Vice President, Shipley Associates

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The (Proposal) Checklist Manifesto

In his 2009 book The Checklist Manifesto, surgeon Atul Garwande explains how checklists simplify highly complex tasks—from flying airplanes to removing tumors. Our work may not be as important as brain surgery, but we can use Gawande’s methods to bring rigor and consistency to our proposal processes.

Presented by Samantha Enslen, President, Dragonfly Editorial

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Proposal Content Reuse Strategy: How to Select the Best Technology

February 2018
A successful proposal content reuse and management implementation requires a well-planned, well-thought-out strategy and a technology that effectively supports this strategy. Many companies find that choosing a technology solution can be overwhelming, which often leads to inaction. However, sales teams know it’s more important than ever to take advantage of content reuse in order to save time, save money, and generate high-quality proposals. By taking a practical approach to finding such a solution, you will set yourself up for success.

Presented by Lisa Pietrangeli, Managing Partner, Executive Director of Operations and Business Development, 36Software

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A Proposal Team’s Guide to Succeeding with Generation Differences

The Woolpert proposal team includes five Baby Boomers, seven Gen Xers and nine Millennials. In this "Panel-style" webinar, we will discuss how the team succeeds with generational differences and hear advice for proposal teams struggling to integrate generations.

Presented by Amy Neace, Proposal Director, Woolpert; Courtney Resnicky, Writer/Proposal Coordinator, Woolpert; Ian Burkett, Proposal Manager, Woolpert

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Sell You First, How to Thrive in Your Bidding Career

Only 37% of APMP members surveyed in 2015 said they felt valued by their organisation. Our actionable, thoughtful, self-evaluation tool will enable “unappreciated” bid managers to transform into elite managers and reclaim their evenings and weekends.

Presented by Baskar Sundaram, Director, Baachu

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Strategies for Managing Remote Teams

June 2018
Distributed/Remote/Virtual-no matter the term you prefer to use, the reality is that at some point managers will have a team with some or all members who work from home. While many management strategies are best practices no matter the environment, there are certain challenges that are unique to managing remote teams. In this webinar, participants will identify strategies to overcome those challenges.

Downloads: Slide Deck  |  Post-webinar Handout

Presented by Tammy Bjelland, Founder, workplaceless

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Streamlined Proposals: Best Practices for Each Step of Your RFP

This webinar will discuss how transforming just one element of the proposal operation—documentation management—ensures Sales can bring in the awards earlier than planned. The avenues for business growth are more diverse than ever. What does that mean for Sales and Bid teams? More products, more solutions, more proposal types, and burgeoning workloads. When the proposal volume outsizes the proposal staff, how do organizations ensure their proposal professionals are focusing on the right activities to win those critical deals? The short answer, continuously evaluate the process and ensure it is right-sized for the types and sizes of deals. The long answer, early planning on every deal ensures delivery of quality proposals.

Presented by Dominic Garabedian, Mimeo; Dawn Apple, Joseph Villa, and Kristen Sweder, Motorola Solutions

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That Was a Proposal Kick-off Meeting - Are You Kidding Me?

March 2018
Poor proposal kick-off meetings are a common problem. Teams waste time working furiously on a proposal with very limited guidance, technical baselines that are still fluctuating, incomplete solutions, and responsibility overlap. This webinar will offer key goals for achieving great kick-off meetings.

Presented by Steve Hennessy, President, Hennessy Defense LLC

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Three Reasons Your Proposal Processes are Failing: How to Add Value and Finally Get Respect

Proposal teams often feel that the company does not value them or see them as more than administrative help. Some teams try to prove their value by implementing processes that create hurdles. Other teams implement drastic changes to fix perceptions. This presentation will show you how to prove your team’s worth in constructive ways that can build new perceptions.

Presented by Melissa Cothran, CF APMP; Director of Proposal Development; Optimetra, Inc.

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Transforming Proposal Feedback into Continuous Improvement

December 2017
Our organization struggled for years to develop a meaningful Post-Mortem process. We realized that collecting post-submission data could – and should – serve more of a purpose than having a process for process’ sake. Our department does not have direct contact with customers; we receive post-award feedback via written proposal evaluations or account team debriefs. As a standalone, these comments highlight proposal strengths and weaknesses but not the variables that possibly caused those results. We also sought internal feedback – from ourselves, SMEs, and account and company leadership. We turned the process positive – re-naming it Lessons Learned – made survey participation easy, held post-survey discussions, developed action plans, and followed through. With this feedback, we have now connected the dots – putting reasons behind the results –and integrated it as a critical variable into our capture process and all proposal functions.

Presented by Jody Alves, Senior Proposal Writing Specialist, International Game Technology (IGT); Sarah Lamberti, Senior Manager, Bid Management, IGT; Nicole Wilson, Senior Manager, IGT

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Understanding and Communicating the Science of Good Page Design

When it comes to page design, everyone (and their brother) has an opinion. But strong page design is not just a matter of taste—there are best practices. In this webinar, we will walk through the key elements of strong page design along with a discussion on why each of them is essential. Perhaps more important, we will discuss how we can communicate these principles to subject matter experts and other stakeholders.

Presented by Bruce Farrell, Proposal Manager, Plante Moran

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The Value of Being Nice

How being good can enhance your work and home life

When you were a child, your parents probably told you to be nice. As it turns out, they were pretty smart because being good to others has a wide range of tangible benefits that can affect your life at work and home. Using his Ignite Talk from Bid & Proposal Con Boston as a jumping off point, Bruce will discuss benefits of being nice and how a friendly attitude can make a difference in your office and home life.

Presented by Bruce Farrell, Proposal and Presentation Specialist, Plante Moran

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Where Content is King – Best Practices for Keeping Your Proposal Content Current

In this session, the presenter will share best practices on creating and maintaining proposal content that’s accurate, up-to-date, and easy to access when preparing RFP responses. By optimizing content that is used on a repeatable basis, proposal writers can become more efficient in responding to standard RFP questions, allowing more time for SMEs to focus on more complex, business-winning responses. Then we will share real-world applications of these best practices and the positive outcomes commercial companies have achieved as a result.

Presented by Tammy Dungan, Manager Implementation and Training, Proposal Software

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Women in Business Development: Establishing Your Presence

This webinar will look at the establishment of women’s resource groups under a business development (BD) lens and provide tips for creating and sustaining internal groups, as well as tips for participating in already-established women’s resource groups and organizations.

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Women in Industry: Challenges and Milestones for Capture, Business Development, and Proposal Management Professionals

This presentation served as a forum of discussion between APMP members sharing real-life experiences about the challenges and milestones of women in capture, BD and proposal management.

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A World of Difference: Differentiate Yourself from Competitors to Double Your Profit Margin

Research shows that real differentiation results in twice the profit margin. Join us for a discussion of six easy ways to find and deploy differentiators that the client will love. By the end of this talk, you’ll know how to ensure the client chooses you… and does it on your terms.

Presented by Chris Sant, esq., President, Christopher Sant Consulting

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