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Session Description

Proposal Manager: From Good to Great!

We all know what a Proposal Manager is supposed to do - or do we? The role of Proposal Manager varies widely from company to company, but what should all Proposal Managers do? What are the attributes that take proposal management from good to great? In this interactive session, will first describe the as-is: what is the role of the Proposal Manager in their companies? How does this compare to the role and responsibilities as defined in the APMP Body of Knowledge (BoK)? Next, we will brainstorm on the ideal - what makes for a great Proposal Manager? Finally, together we will draw a roadmap from the as-is to this to-be vision, to include a Proposal Manager maturity model. What can we do to ensure we are great Proposal Managers? What can our companies and APMP do to support us? We will forward our recommendations to APMP for consideration.

Presenter Bios

Lisa Pafe, CPP APMP Fellow
Vice President
Lohfeld Consulting Group

Lisa Pafe, Managing Director at Lohfeld Consulting Group, CPP APMP Fellow and PMI PMP, has 25+ years of capture and proposal experience. She is President of APMP-NCA, and was VP and Speaker Series Chair for 2 years each. Experience includes: VP of Corporate Development, Ace Info Solutions, Inc.; President of Vision Consulting, Inc.; VP of Business Development, GovConnect; and Director of Marketing, MAXIMUS. She holds a BA from Yale University, MPP from Harvard University, and MIS from GWU.

Liz Skarlatos
Managing Director
Lohfeld Consulting Group

Liz Skarlatos, BJ, University of Missouri-Columbia, is a Principal Consultant with Lohfeld Consulting Group, with 30+ years of business development (BD), capture management, and proposal management experience. Prior to joining Lohfeld, for 14 years, she served as BD Manager, Capture Manager, and Proposal Manager at Booz Allen Hamilton, primarily focused on National Security customers. She also was a senior proposal expert with TRW's Proposal Operations for 18 years.

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