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Session Description

How Culture Impacts Proposals: Winning in an International Environment

Proposal professionals are increasingly required to prepare winning proposals that target international opportunities. Where we grow up will shape the way we think, feel, and act - you need to link how evaluators' cultures impact how your proposal might be perceived. Listen to “sound bites” from proposal professionals around the world, and see several proposal excerpts demonstrating how a common service is proposed in different countries. Learn how boilerplate content, maintenance, and proposal review best practices could be adapted to win more international bids. Become more aware of the cultural dimensions and how to use them to your benefit, in your next proposal.

Presenter Bios

Felix Becker, CP APMP
Head of Bid and Proposal Management ANZ
SAP Australia

Felix Becker, CP APMP, manages the SAP bid team in Australia. He managed an international bid team before which submitted proposals from New Zealand to Japan to India. Before that he worked as a Bid Manager on pursuits across Asia. In the beginning of his career he worked in Europe in several countries in the consulting business. He presented in 2015 at the APMP conference on “How to use Social Media for Team Building” and in 2016 on “Business Development using our own Bid Management Tools”. He is a strong advocate of our profession and passionate about attracting young professionals early into a bid management career.

Larry Newman
Vice President, Founding Partner
Shipley Associates

Larry Newman, APMP PPF, kicked-off the 2009 Conference and has presented at more than 20 professional association conferences. He applies 25+ years of commercial, international, and government BD experience as a consultant, author, trainer, and coach. As Vice President and a founding partner of Shipley Associates, he manages Shipley’s network of international licensees and consults with clients. He authored Shipley’s Proposal Guide, Capture Guide, and Business Development Lifecycle Guide.

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