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2016 Conference Sessions
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Lies We Tell Ourselves When We Lose – and What They Really Mean

Thursday, May 26, 2016 | 2:20 PM - 3:20 PM | Back Bay D

Laura Higgins
Joyce Loegel
Sometimes companies conduct loss reviews to understand why a proposal was unsuccessful. Often, team members are afraid that reality will negatively impact them professionally. Cost is easy to blame as the culprit. This dynamic, interactive session will explore the typical lies proposal professionals tell themselves when they lose and why they must resist being fooled. Participants are encouraged to understand that win or lose, the review must be seen as a reflection on both the capture and proposal processes.

Laura Higgins, CP APMP, accidently became a proposal manager for complex outsourcing proposals that built on her sales, training, editing and project management skills. She's a commercial expert with government proficiency. Not limited to proposals, Laura is an orals coach for teams proposing the full breadth of IBM services. She is a founder of the New York Metro Chapter and has served as co-chair for the past seven years. Laura is proud of her Practitioner certification.

Joyce Loegel is president of Proposal Prose and has more than 25 years' experience in managing and writing proposals and documentation for clients ranging from FORTUNE 500 companies to small, minority-owned businesses. Working remotely and interacting with proposal teams by email, instant messaging, and conference calls, she is well versed in automation tools such as Privia, SharePoint, and BidBuilder. She has extensive experience in managing federal, state and local government and commercial proposals.

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