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Session Description

Get in Shape - a personality workout for proposal teams

It's important to understand that we all approach our work with a style and perspective that varies from our colleagues. Using a five-second shapes identifier test, participants will quickly identify their dominant personality traits, learn their strengths, and how to use that knowledge for better communication, team interaction, and motivation. Participants will then engage in role-playing exercises related to everyday business and proposal development processes. The exercises will give participants the opportunity to use their "shape" personality styles and learn to work with others in group situations.

Presenter Bios


Mike Walsh, CF APMP
Business Development - Assurance Service Line Enablement Manager
Ernst & Young

Mike is EY’s FSO Assurance Service Line Enablement Manager where he brings a wealth of pursuit and proposal management, orals coaching, and team management skills. Mike is certified at the Foundation level. His association experience includes membership and contributions on APMPs Board of Directors; Chapter Liaison committee; serving as Nor’easters Chapter Chair; and planning and supporting 5 chapter conferences in New England and spearheading the Nor’easters’ involvement in last year’s Bid & Proposal Con.


Betsy Cummings, CP APMP
Proposal Manager

Betsy has sixteen years of proposal management and writing experience. She has manage multiple and diverse teams to create winning proposals in U.S. Government, commercial, and nonprofit sectors. Betsy is currently a proposal manager at Genesys Telecommunications Laboratories. Betsy is also a certified trainer, regularly conducts training workshops and webinars and has presented twice at previous Bid & Proposal Cons.

Gillian Dionne, CP APMP
Director of Proposals
General Dynamics Information Technology

Gillian Dionne manages information systems that support capture and proposal management for General Dynamics IT. She is active in APMP, serving on the International Board of Directors for 2015-2016 and has served as a proposal certification mentor. Gillian is a certified knowledge manager (CKM), and is working on the Certified Information Professional (CIP) and Enterprise Content Management (ECM) certifications through AIIM. She holds an M.S. in Information Systems and B.A. in Journalism.

Sara Waller, CF APMP
Founder & President
Win Win Proposals

Sara Waller, CF APMP, has over two decades of proposal and project management, strategic planning, writing, and editing experience. A dynamic business development professional, she is President and Founder of Win Win Proposals, a boutique proposal consultancy that offers bespoke, personalized attention and service to achieve game changing results. Sara, who also serves as the Communications Chair for the Lone Star Chapter of APMP, lives in Dallas with her husband, teenaged son, and three neurotic dogs.

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