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Session Description

Communicating Tangible Business Value Propositions

Value is concrete and quantifiable. Learn how to use evidence and provable outcomes in value propositions for customers and prospects as well as sales and finance departments.

Panelists

David BlumeDavid Blume
Senior Director of Sales
RFPIO, Inc.

David has over 30 years of international sales management experience predominantly in the enterprise software space. The first 15 years in the technical application management arena and the last 15 years focused on sales effectiveness, specializing in RFP response and sales proposal automation.

Marsha Lindquist, CP APMP
President
Granite Leadership Strategies, Inc.

Marsha Lindquist, President of Granite Leadership Strategies, APMP Practitioner & NCMA Fellow is a pricing strategist & price evaluator who sees both sides of a great price proposal. Marsha has brought billions of dollars in wins to her clients by teaching them precisely how to do that.

Chris SantChris Sant
Founder & President
Christopher Sant Consulting

Chris Sant is the creator of the B2B Proposal Academy: easy-to-apply, laughter-packed workshops that get your team winning 35% more with clear, targeted, value-rich messages. Managers in engineering, telecom, finance, and IT have chosen Chris to train over 4,000 of their people because of his APMP award-winning “outstanding educational value.” Contact Chris’s team at Info@ChrisSant.com for testimonials, dates and more.

 

Mark WiggintonMark Wigginton, CF APMP
Regional Vice President
Shipley Associates

Mark is Shipley Associates’ Regional Vice President for the South Central U.S. He regularly participates in proposal reviews to help his clients identify tangible value propositions.

Moderator

James FarleyJames Farley, CP APMP
Senior Director
Octo Consulting Group

James Farley, CP APMP, is an experienced business, solutions, capture, and proposal professional with a demonstrated history of winning in Defense and Federal Civilian markets. He is skilled in data center, cloud transformation, customer requirements (RFP), C4ISR, capture and proposal management, and strategic solutions. James has been the Technology Chair for APMP-NCA since May 2017 and has been working on a plan to update the technology portfolio, enhancing communications and collaboration capabilities for the Board of Directors and members. In addition to his APMP Practitioner certification, James is a certified Project Management Professional (PMP), and Certified Information Systems Security Professional (CISSP). James is a strong business executive with a Master of Business Administration (MBA) focused in Project Management and a Master of Science in Technology Management from University of Maryland University College.

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