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Have you ever been asked to perform the impossible when working on a proposal? In the proposal development arena, we are oft en expected to use our superpowers to save the day. Of course, accomplishing the impossible to merely deliver a proposal is not enough. Those that support responses to proposals are also expected to tap into their superpowers, processes, tools, skills, and best practi ces to deliver a competi ti ve proposal that is leaps and bounds above the competi ti on. Today, you will hear from excepti onal commercial and government proposal professionals, who will share superior knowledge and techniques that off er competi ti ve advantages for you and your company. You can choose from a wide variety of sessions on topics including best practi ces for supporti ng your proposal teams, tools for eff ecti ve capture management, techniques for compelling graphics, enhanced communicati ons with your teams, new tools and applicati ons, virtual work environments, comprehensive data management and so much more! This is a great ti me to meet others from our profession, make new friends, share experiences, and have fun.
APMP off ers a variety of opportuniti es for conti nuous development through programs, publicati ons, and ongoing interacti on with other proposal professional members. There is no bett er way to broaden your perspecti ve and reduce the diffi culti es encountered when developing proposals than by acti vely parti cipati ng in APMP. If you are not a member, we strongly urge you to learn more about the organizati on by visiti ng www.apmp.org or by asking one of our many SPAC volunteers. If you are an APMP member, we challenge and encourage you to increase your parti cipati on level by adding your leadership talents to a local chapter, seeking APMP accreditati on, and sharing best practi ces with your peers.
2012 APMP SPAC Co-Chairs:Michelle Norman, Georgia Chatt ahoochee ChapterMeg Dwyer, Carolinas ChapterAmy Stourac, Florida Sunshine Chapter
Enjoy the 16th Annual SPAC “League of Proposal Professionals…Tapping Your Superpowers” and share the experience.
16th Annual
(S)outhern(P)roposal(A)ccents (C)onference
Welcome to the SPAC“LEAGUE of PROPOSAL PROFESSIONALS...TAPPING YOUR SUPERPOWERS”
Remember that by att ending SPAC you also earn Conti nuing Educati on Units (CEUs) to maintain your professional APMP Accreditati on. Here’s a list of the CEUs available for att ending various APMP events:
Our sponsors and exhibitors are here to demonstrate the latest proposal processes, tools, techniques, and applicati ons for improving your organizati on.
The Georgia Chatt ahoochee, Carolinas, and Florida Sunshine Chapters of the Associati on of Proposal Management Professionals (APMP)welcome you to the
• 5 CEUs – for parti ally att ending SPAC 2012• 5 CEUs – for att ending any live or virtual chapter educati onal event such as a meeti ng, Webinar, symposia, or professional development meeti ng.
• 10 CEUs – for att ending SPAC 2012• 10 additi onal CEUs – if you are a speaker at SPAC 2012
In This IssueIn This Issue
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Welcome LetterSPAC Agenda
Platinum Sponsor Ad Strategic ProposalsStrategic ProposalsProposal Superheros: What Superpowers Do YOU Possess? Keynote Speaker: B.J. LownieKeynote Speaker: B.J. LownieDynamic Duo: Teaming With a Graphic Artist to Do a Magazine-Style Proposal Speaker: Brent BaldwinSpeaker: Brent BaldwinSuper Tools for Capture Management Speaker: Geren WilliamsSpeaker: Geren WilliamsThe Credible Hulk: Fighting Inferior Past Performance Speaker: Brooke CrouterSpeaker: Brooke CrouterSeeing Into Your Data Without X-Ray Vision Speaker: Gillian DionneSpeaker: Gillian DionneAdd Appmaven’s PC/iPAD Tools & Apps to Your Superhero Utility Belt Speaker: Beth WingateSpeaker: Beth WingateThe Fantastic Four Secrets for Designing Winning Proposals Mike ParkinsonMike ParkinsonGo Virtual or Go Home Brad DouglasBrad DouglasHow to Effectively Communicate When Your Telepathic Superpower is Broken Robin DavisRobin DavisWhat is a Proposal Coordinator and What Planet Do They Live On? Athena Perez & Stevie McElfreshAthena Perez & Stevie McElfreshCaptureperson to The Rescue - Before the Proposal David MurphyDavid Murphy
Doodle Pages
Sponsor & Exhibitor Ads
SPAC Volunteers
Georgia Chattahoochie Chapter Information
The Carolinas Chapter Information
Florida Sunshine Chapter Information
Notes
Hyatt Regency Layouts
Platinum Sponsor ADLohfeld Consulting GroupLohfeld Consulting Group
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CLOSINGWrap Up and Door Prizes
INTRO/OPENINGTopic: Welcome and Door PrizesSpeaker: Conference Co-Chairs
Topic: Proposal Superheros: What SuperpowersDo YOU Posses?
Speaker: BJ Lownie
SESSION 1Topic: Dynamic Duo: Teaming With a Graphic Artist
To Do A Magazine-Style ProposalSpeaker: Brent Baldwin
SESSION 1Topic: Super Tools for Capture ManagementSpeaker: Geren Williams
MORNING BREAK
SESSION 2Topic: The Credible Hulk: Fighting Inferior Past Performance
Speaker: Brooke Crouter
SESSION 2Topic: Seeing Into Your Data Without X-Ray VisionSpeaker: Gillian Dionne
SESSION 3Topic: Add Appmaven‛s PC/iPAD Tools & Apps To Your
Superhero Utility BeltSpeaker: Beth Wingate
AFTERNOON INTROTopic: Announcements and Door Prizes
Speaker: Conference Co-Chairs
SESSION 4Topic: The Fantastic Four Secrets For Designing
a WINNING ProposalSpeaker: Mike Parkinson
SESSION 5Topic: Go Virtual or Go Home!
Speaker: Brad Douglas
SESSION 5Topic: How to Effectively Communicate When YourTelepathic Superpower is Broken!Speaker: Robin Davis
SESSION 6Topic: What is a Proposal Coordinator and
What Planet Do They Live On?Speakers: Athena Perez & Stevie McElfresh
SESSION 6Topic: Captureperson To the Resuce!Speaker: David Murphy
8:00 - 8:20(20 min.)
8:20 - 9:10(50 min.)
9:15 - 10:05(50 min.)
10:05 - 10:20(50 min.)
10:20 - 11:10(50 min.)
11:15 - 12:05(50 min.)
12:05 - 1:25(1 hour 20 min.)
1:25 - 1:35(10 min.)
1:35 - 2:25(50 min.)
2:30 - 3:20(50 min.)
3:20 - 3:50(30 min.)
3:50 - 4:40(50 min.)
4:45 - 5:00(15 min.)
MORNING BREAK
VISIT EXHIBITORS AREA
PLATINUM SPONSORS SHOWCASE
AGENDA
GREAT HALL WEST(Main Meeting Room)
REGISTRATION &CONTINENTAL
BALLROOM A(Breakout Room)
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CLOSINGCLOSINGWrap Up and Door Prizes
INTRO/OPENINGINTRO/OPENINGTopic: Welcome and Door PrizesSpeaker: Conference Co-Chairs
Topic: Proposal Superheros: What SuperpowersDo YOU Posses?
Speaker: BJ Lownie
SESSION 1SESSION 1Topic: Dynamic Duo: Teaming With a Graphic Artist
To Do A Magazine-Style ProposalSpeaker: Brent Baldwin
SESSION 1SESSION 1Topic: Super Tools for Capture ManagementSpeaker: Geren Williams
MORNING BREAKMORNING BREAK
SESSION 2SESSION 2Topic: The Credible Hulk: Fighting Inferior Past Performance
Speaker: Brooke Crouter
SESSION 2SESSION 2Topic: Seeing Into Your Data Without X-Ray VisionSpeaker: Gillian Dionne
SESSION 3SESSION 3Topic: Add Appmaven‛s PC/iPAD Tools & Apps To Your
Superhero Utility BeltSpeaker: Beth Wingate
AFTERNOON INTROAFTERNOON INTROTopic: Announcements and Door Prizes
Speaker: Conference Co-Chairs
SESSION 4SESSION 4Topic: The Fantastic Four Secrets For Designing
a WINNING ProposalSpeaker: Mike Parkinson
SESSION 5SESSION 5Topic: Go Virtual or Go Home!
Speaker: Brad Douglas
SESSION 5SESSION 5Topic: How to Effectively Communicate When YourTelepathic Superpower is Broken!Speaker: Robin Davis
SESSION 6SESSION 6Topic: What is a Proposal Coordinator and
What Planet Do They Live On?Speakers: Athena Perez & Stevie McElfresh
SESSION 6SESSION 6Topic: Captureperson To the Resuce!Speaker: David Murphy
8:00 - 8:20(20 min.)
8:20 - 9:10(50 min.)
SSSSSSSSSSSSSTS
9:15 - 10:05(50 min.)
10:05 - 10:20(50 min.)
SSSSSSSSSSSSSSSTS
10:20 - 11:10(50 min.)
11:15 - 12:05(50 min.)
12:05 - 1:25(1 hour 20 min.)
1:25 - 1:35(10 min.)
1:35 - 2:25(50 min.)
SSSSSSSSSSSSSTTS
2:30 - 3:20(50 min.)
3:20 - 3:50(30 min.)
SSSSSSSSSSSSSTS
SSSS3:50 - 4:40(50 min.)
4:45 - 5:00(15 min.)
MORNING BREAKMMORNING BREAKM
VISIT EXHIBITORS AREAVISIT EXHIBITORS AREAAHIBITORS ARVISIT EXHIBITORS AREVISIT EXHIBITORS AREAV SIT EXHIBITORS AR
LATINUM SPONSORS SHOWCASEPLPLATINUM SPONSORS SHOWCASEPL SPONSORS PL
TTTSTSTTESESWEWWWL WHAL EEWWWLL SSHA TTTLL WHH W THHGREAT HHGREAT HHGR WESWEWWGRE ESTSTTHALL HHAT SR LLGREAT AREA SW SHMeeting Room)omom)m))(Main MM
REGISTTRATION &TRATION &OREGISTTRATION &TTTRATTINENTATTCON ENTALOC INENN NO EN AC TO TALCONTTINENTAT
ALLROOAAABAABABABABBAAABALLROOBBBBALLRAAAAAALLB LLROOBBB ROOB ROOM AOM AALLRAAAAAAAAAA M OOOOBBBBB AOOOOOLLROBB AAAAA RBBBB MR(Breakout Rooom)o
BJ‘SuperPowers’
Lownie
Responding faster than a speeding bullet.Creating content more powerful than a locomotive.
Overcoming obstacles in a single bound. “Look, in the proposal center. It’s a sales person. It’s an SME.
It’s a Proposal ProfessionalProposal Professional!”Yes, it’s a Proposal Professional, an individual with skills and knowledge far beyond mere mortals. An individual who, disguised as a mild mannered employee, is able to develop and submit high-quality responses to RFPs and who are on a never ending quest to help their company win business.In this informative, enlightening and engaging and session, BJ Lownie, well known proposal expert and popular presenter will explore the many superpowers that individuals working on proposals exhibit on a daily basis and help audience members discover the superpowers they possess.
BJ Lownie, PPF.APMP, Managing Director, Strategic Proposals LLC. BJ Lownie, PPF.APMP, Managing Director, Strategic Proposals LLC. APMP Accreditation Mentor APMP Accreditation Mentor BJ Lownie is recognized by the proposal community as a proposal BJ Lownie is recognized by the proposal community as a proposal expert and “thought Leader”. He has over 25+ years’ experience expert and “thought Leader”. He has over 25+ years’ experience working on proposals, has responded to hundreds of RFPs, and working on proposals, has responded to hundreds of RFPs, and more than 7500 participants have attended one or more of his more than 7500 participants have attended one or more of his presentations, workshops or training sessions. He is a highly presentations, workshops or training sessions. He is a highly sought after and favorite presenter at APMP conferences, and is sought after and favorite presenter at APMP conferences, and is well known for his informative, engaging and highly entertaining well known for his informative, engaging and highly entertaining presentations. He is the co-author, with his business partner Jon presentations. He is the co-author, with his business partner Jon Williams, of the very popular blog: Williams, of the very popular blog:
www.TheProposalGuys.com
Proposal Superheroes
Proposal Superheroes
What Superpowers What Superpowers
do do YOUYOU possess? possess?
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Brent‘The Dynamo’
Baldwin
Dynamic Duo:Dynamic Duo:Teaming with a Graphic Artist to do aTeaming with a Graphic Artist to do a
Magazine-Style ProposalMagazine-Style Proposal
Sometimes you need a sidekick to give your proposals that extra POW! Most people have graphic tools, but few have the ability to design a magazine-style proposal where every page is an attention-getter (but not in an irritating way like it might be if the Joker designed it). Your competition will rue the day you learned to partner with graphic artists to make your proposal POP! Brent shows us what’s inside the heads of graphic artists and how to work with them to bring out their best work.
Mr. Baldwin has worked with graphic artists since his first job as an advertising agency Mr. Baldwin has worked with graphic artists since his first job as an advertising agency copywriter in 1986. He worked for architecture and engineering firms for two decades copywriter in 1986. He worked for architecture and engineering firms for two decades before starting his company, The Art of the Proposal®, in 2011. He has a B.A. in English before starting his company, The Art of the Proposal®, in 2011. He has a B.A. in English from Harding University. He lives outside of Nashville with his wife and three children.from Harding University. He lives outside of Nashville with his wife and three children.
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Geren‘Tools Maverick’
Williams
Super ToolsSuper Tools
Capture Capture
ManagementManagement
forfor
Geren Williams is a Vice-President of Capture Management for CACI, Inc. He is responsible for the Geren Williams is a Vice-President of Capture Management for CACI, Inc. He is responsible for the successful pursuit of new and re-compete business and functions as Capture Manager for large, successful pursuit of new and re-compete business and functions as Capture Manager for large, strategic, and high value opportunities. Prior to joining CACI, Geren was a senior leader in Booz Allen strategic, and high value opportunities. Prior to joining CACI, Geren was a senior leader in Booz Allen Hamilton’s Capture Management organization. Geren has 15 years of Government industry experience Hamilton’s Capture Management organization. Geren has 15 years of Government industry experience in successfully capturing new and existing opportunities. He is a member of Association of Proposal in successfully capturing new and existing opportunities. He is a member of Association of Proposal Management Professionals (APMP) and the Society for Competitive Intelligence Professionals (SCIP) and Management Professionals (APMP) and the Society for Competitive Intelligence Professionals (SCIP) and is certified in Competitive Intelligence by the Academy of Competitive Intelligence (ACI).is certified in Competitive Intelligence by the Academy of Competitive Intelligence (ACI).
At the outset of a Capture effort three questions have to be answered:(i) Who is competing; how are they positioned?(ii) How do our strengths and weaknesses compare with our competitors?(iii) How will competitors compete?Capture teams seldom put adequate thought and effort into answering these questions. They neither have the tools nor the practical experience to do so. This introduces a trio of analytical methods that arm teams with approaches for getting answers to these questions.
TThree super tools to construct market hree super tools to construct market landscapes, identify and assess key landscapes, identify and assess key competitors, and predict competitor actions. competitors, and predict competitor actions.
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Brooke‘The Credible’
Crouter
The Credible Hulk:The Credible Hulk:Fighting Inferior Past PerformanceFighting Inferior Past Performance
Mild-mannered proposal experts turn into Credible Hulks when confronted with poor quality past performance citations. Enraged by unsubstantiated claims, these Credible Hulks consistently seek solid evidence to score well in past performance. They know that the only way to score blue is to (1) design a compelling template, (2) define the way to respond to size, scope, and complexity; (3) demonstrate results that prove you can deliver; and (4) address quality metrics that show how your work has improved your client’s life. This presentation will provide best practices for developing past performance citations that will satisfy the Hulks.
Brooke Crouter, a Principal Consultant at Lohfeld Consulting, supports capture and proposal development, assists corporate clients to improve capture and proposal processes and tools, and develops and presents training. During 15 years at Booz Allen Hamilton, she managed large program teams, helped establish the firm’s competitive framework, and provided thought leadership in past-performance, designing a firm-wide past-performance database and central CPAR management process. She has a BA (University of North Carolina, Chapel Hill), an MS (Naval Postgraduate School), and a certificate in Strategic Studies (Naval War College).
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While Superman has many talents that your average proposal professional envies, X-ray vision is arguably the most useful one. Seeing through layers of objects? Excellent skill. Well, the right tools and data management (aka a knowledge management system) can make any Clark Kent into a proposal superpower.Knowledge management (KM) focuses on organizational objectives: improved performance, competitive advantage, sharing of lessons learned, integration, and continuous improvement of the organization. We examine the emergent role of KM in proposal/BD, explain applicable KM principles, models, tactics, lessons learned developing, deploying, and maintaining systems focused on proposal and BD customers.
Gillian‘X-Ray Vision’
Dionne
Gillian Dionne, Director of Proposals, General Gillian Dionne, Director of Proposals, General Dynamics ITDynamics ITGillian leads the BD Information Systems initiative and Gillian leads the BD Information Systems initiative and serves as the lead KM advocate for BD, having launched serves as the lead KM advocate for BD, having launched KM systems for employee qualifications and proposal KM systems for employee qualifications and proposal and project/contract repositories that are used and project/contract repositories that are used across GDIT’s BD and capture communities. Gillian has across GDIT’s BD and capture communities. Gillian has a BA in Journalism and a MS in Information Systems.a BA in Journalism and a MS in Information Systems.Gillian has presented at APMP national conferences in Gillian has presented at APMP national conferences in 2011, 2008, 2006, 2005, 2003 and 2002; 2007 SPAC; 2011, 2008, 2006, 2005, 2003 and 2002; 2007 SPAC; 2011 NCA Mid-Atlantic Proposal Conference & Expo; 2011 NCA Mid-Atlantic Proposal Conference & Expo; and 2007 NCA Professional Day.and 2007 NCA Professional Day.
ACCREDITATIONS ACCREDITATIONS• APMP Proposal Practitioner, 2011• APMP Proposal Practitioner, 2011• APMP Proposal Foundation, 2006 • APMP Proposal Foundation, 2006 • Certified Knowledge Manager (CKM), 2011• Certified Knowledge Manager (CKM), 2011
Seeing into Your DataSeeing into Your DataWithout X-Ray VisionWithout X-Ray Vision
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BETH‘THE APPMAVEN’
WINGATE
DIRECTOR OF EDUCATION, 2008-2009 APMP-NCA PRESIDENT, APMP’S 2008 CHAPTER CHAIR OF THE DIRECTOR OF EDUCATION, 2008-2009 APMP-NCA PRESIDENT, APMP’S 2008 CHAPTER CHAIR OF THE YEAR. MANAGING DIRECTOR AT LOHFELD CONSULTING GROUP WITH 25 YEARS’ EXPERIENCE MANAGING, YEAR. MANAGING DIRECTOR AT LOHFELD CONSULTING GROUP WITH 25 YEARS’ EXPERIENCE MANAGING, WRITING, ILLUSTRATING, AND PRODUCING WINNING PROPOSALS. MANAGED PROPOSAL CENTERS FOR WRITING, ILLUSTRATING, AND PRODUCING WINNING PROPOSALS. MANAGED PROPOSAL CENTERS FOR MSD AND LOCKHEED MARTIN. TRAINED/MENTORED PROPOSAL AND BD STAFF IN INDUSTRY BEST MSD AND LOCKHEED MARTIN. TRAINED/MENTORED PROPOSAL AND BD STAFF IN INDUSTRY BEST PRACTICES. PRESENTED AT APMP’S 2008-2012 INTL. CONFERENCES. REGULARLY PRESENTS AT APMP PRACTICES. PRESENTED AT APMP’S 2008-2012 INTL. CONFERENCES. REGULARLY PRESENTS AT APMP REGIONAL SYMPOSIA (NCA, PACIFIC NORTHWEST, NOR’EASTERS, SPAC) AND APMP VIRTUAL CHAPTER REGIONAL SYMPOSIA (NCA, PACIFIC NORTHWEST, NOR’EASTERS, SPAC) AND APMP VIRTUAL CHAPTER MEETINGS WORLDWIDE. DEVELOPS AND TEACHES PROPOSAL MANAGEMENT CLASSES FOR LOHFELD MEETINGS WORLDWIDE. DEVELOPS AND TEACHES PROPOSAL MANAGEMENT CLASSES FOR LOHFELD CONSULTING GROUP AND DELTEK. REGULARLY WRITES FOR APMP’S JOURNAL AND PERSPECTIVE.CONSULTING GROUP AND DELTEK. REGULARLY WRITES FOR APMP’S JOURNAL AND PERSPECTIVE.
Add AppMaven’s Add AppMaven’s PC/iPAD ToolsPC/iPAD Tools
& Apps To Your & Apps To Your
SuperHero SuperHero
Utility Belt!Utility Belt!
Proposal heroes employ many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing tools and tips to develop and manage your proposals more efficiently and effectively. This real-time demo presents cost-effective PC/iPad tools from AppMaven’s super hero utility belt with reliable tips and advice on using them to increase your winning proposal capabilities. These inexpensive/free tools are useful for any size organization (commercial/government). Lots of real-time Q&A. All participants take home AppMaven’s 2012 handy software checklist! Strengthen your proposal super hero powers using these tools and save the world from
proposal chaos!
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Mike‘The Fantastic’
Parkinson
Do your proposals instantly communicate that you are a superhero? Do evaluators and decision makers love reading your proposals? Are your proposals easy to and decision makers love reading your proposals? Are your proposals easy to understand and remember? If you answered ‘no’ to any of these questions then understand and remember? If you answered ‘no’ to any of these questions then attend The Fantastic Four Secrets to Designing WINNING Proposals. This interactive attend The Fantastic Four Secrets to Designing WINNING Proposals. This interactive super session reveals the four secrets that increase the likelihood of winning by super session reveals the four secrets that increase the likelihood of winning by 43%. Review winning and losing proposal elements to see the secrets you will use 43%. Review winning and losing proposal elements to see the secrets you will use on your next (winning) proposal.on your next (winning) proposal.
The Fantastic Four Secrets for Designing WINNING ProposalsDesigning WINNING Proposals
Contact Mike at Contact Mike at
[email protected] or call
[email protected] or call
703-533-7209703-533-7209
Mike Parkinson is an internationally recognized visual Mike Parkinson is an internationally recognized visual communications expert, award-winning author and APMP communications expert, award-winning author and APMP Fellow. He is a partner at 24 Hour Company (24hrco.com) Fellow. He is a partner at 24 Hour Company (24hrco.com) specializing in bid-winning proposal graphics. His Billion specializing in bid-winning proposal graphics. His Billion Dollar Graphics website (BillionDollarGraphics.com) and Get Dollar Graphics website (BillionDollarGraphics.com) and Get My Graphic website (GetMyGraphic.com) share best practices My Graphic website (GetMyGraphic.com) share best practices and helpful tools with proposal professionals.and helpful tools with proposal professionals.
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BRAD‘MR. Go VIRTUAL’
DOUGLAS
This interactive session will help APMP members understand the complexities This interactive session will help APMP members understand the complexities associated with developing proposals virtually. Attendees will learn the “do’s” associated with developing proposals virtually. Attendees will learn the “do’s” and “don’ts” of virtual proposal development and gain valuable insight into: and “don’ts” of virtual proposal development and gain valuable insight into: industry best practices, use of superpowers in technology, and lessons learned industry best practices, use of superpowers in technology, and lessons learned from others.from others.
Mr. Douglas is a proven business development leader with over 30 years of experience in marketing, business development, sales, and executive leadership. He has helped many companies compete for and win strategic contracts. He has managed many proposals and pursuit campaigns from scratch and led strategic sales and marketing initiatives that have consistently increased revenue and profitability. He is a strategic thinker with practical business development best practice application and an ability to implement.
He holds a Masters Degree in Human Relations and Organizational Development.
GO VIRTUAL OR GO HOME!GO VIRTUAL OR GO HOME!
A sample audio of a “good” and “not-so-good” virtual kickoff meeting will give participants insight into the challenges associated with virtual proposal development. Participants will learn tricks of the trade for leveraging virtual proposal teams in this mobile, superpower environment.
Those who learn to manage proposal efforts Those who learn to manage proposal efforts virtually are in a “league of their own”.virtually are in a “league of their own”.
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Robin Davis, AF.APMP is a proposal and sales operations consultant with more than 20 years’ experience is sales. Robin helps clients win more business faster by building and implementing sales processes and tools that improve quality and efficiency. Robin specializes in strategic sales communications (e.g., proposals) and custom design and implementation of tools that support sales (e.g., Salesforce.com). Robin is an APMP Fellow, leads the APMP’s Healthcare Industry Task Force, and is a frequent speaker at APMP international and SPAC conferences.
How to Effectively How to Effectively
Communicate
Communicate
When Your Telepathic
When Your Telepathic
Superpower is BROKEN!
Superpower is BROKEN!
Telepathic communication is the transference of feelings and thoughts from one person to another using only the power of your mind. Telepathy, however, is not an effective communication skill in the workplace. We often make assumptions about what people want, need and expect. In this session, we’ll explore ways to improve communication with the people around you that will get better results. We’ll discuss how communication style impacts how people perceive you and how the delivery method, words, and tone impact the outcome of the conversation and what you can do to improve it. Come join the conversation.
Robin‘The Mind Reader’
Davis
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Athena Perezand
Stevie McElfresh
What is a Proposal Coordinator and What What is a Proposal Coordinator and What Planet Do They Live On?Planet Do They Live On?
Are you a Proposal Coordinator or do you have any on your team? What is a Proposal Coordinator and what planet do they live on? In this discussion-based presentation, two battle-scarred proposal coordinators will evaluate the role of proposal coordinators within several industries to see what proposal coordinators do, the value they add to the organization, and ways to integrate them into your proposal team.
Athena Perez and Stevie McElfresh are Proposal Coordinators Athena Perez and Stevie McElfresh are Proposal Coordinators with National Government Services in Indianapolis, IN. Athena has with National Government Services in Indianapolis, IN. Athena has 3 years of proposal coordination experience, primarily in civil 3 years of proposal coordination experience, primarily in civil engineering, where she oversaw the development of more than 200 engineering, where she oversaw the development of more than 200 proposals annually for a variety of state and local governments. proposals annually for a variety of state and local governments. Stevie has more than 4 years of marketing and proposal experience Stevie has more than 4 years of marketing and proposal experience in both Commercial and Federal markets, where she managed and in both Commercial and Federal markets, where she managed and coordinated national and international contract wins.coordinated national and international contract wins.
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DAVID‘CAPTUREperson’
MURPHY
We explore the need for effective Capture/Sales activities and how the Captureperson directly We explore the need for effective Capture/Sales activities and how the Captureperson directly influences the Proposal with Strategies, Win Themes, and a focused proposal Story to grab the influences the Proposal with Strategies, Win Themes, and a focused proposal Story to grab the attention of the Customer/Evaluator. We discuss how this vital information, in the Capture/attention of the Customer/Evaluator. We discuss how this vital information, in the Capture/Sales Plan, directly flows into the Proposal Plan. Sales Plan, directly flows into the Proposal Plan.
The ultimate goal of the proposal is to get the highest score in all categories (BLUE) and secure The ultimate goal of the proposal is to get the highest score in all categories (BLUE) and secure the win. The best way to do that is to work closely with the Sales/Capture Team and start the the win. The best way to do that is to work closely with the Sales/Capture Team and start the proposal early - before the RFP/RFQ drops. proposal early - before the RFP/RFQ drops.
Captureperson to the Rescue - Before the Proposal Captureperson to the Rescue - Before the Proposal
David Murphy, PPM.APMP, Senior Proposal Manager, DynCorp International. David Murphy, PPM.APMP, Senior Proposal Manager, DynCorp International. David has 30+ years of experience in capture management, business development, David has 30+ years of experience in capture management, business development, and proposal writing. His experience comes from the BDM Corporation, Martin and proposal writing. His experience comes from the BDM Corporation, Martin Marietta, Lockheed Martin, Sybase, Shipley Associates, EOD Technology, and Marietta, Lockheed Martin, Sybase, Shipley Associates, EOD Technology, and most recently DynCorp International. most recently DynCorp International. A past president of the Colorado Chapter, David’s previous APMP presentations A past president of the Colorado Chapter, David’s previous APMP presentations include: include: • • Price To WIN! Price To WIN! • • Incumbent vs. Challenger – Who has the Advantage? Incumbent vs. Challenger – Who has the Advantage? •• Competitive Intelligence (CI) – Getting to First Place Competitive Intelligence (CI) – Getting to First Place •• Costing/Pricing from “OZ” – Pay Attention to the People Behind the Curtain! Costing/Pricing from “OZ” – Pay Attention to the People Behind the Curtain! David received his APMP Professional certification in February, 2008.David received his APMP Professional certification in February, 2008.
Industry best practices tell us that the efforts by the Sales or Capture/Sales Teams that set the stage for successful proposals and higher win rates. Wisely spending time and money before actual writing pays dividends with proposals rated BLUE and more frequent WINS and higher probability of successful execution leading to more follow-on work (the BD/Capture-Proposal-Execution cycle).
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The “MUSCLES” Behind the The “MUSCLES” Behind the Southern Proposal Accents ConferenceSouthern Proposal Accents Conference
LogisticsLogisticsMichelle NormanMichelle Norman
Cathy ValerioCathy Valerio
Program BookProgram BookCheryl BusenlehnerCheryl Busenlehner
Barbara DrydenBarbara DrydenSharon EvansSharon EvansSusan CrispellSusan CrispellPatrick DoerrPatrick DoerrSandy LuttrellSandy Luttrell
Publicity/RegistrationPublicity/RegistrationReema DesaiReema DesaiKeith PropstKeith Propst
Sponsors/ExhibitorsSponsors/ExhibitorsTonya MauriceTonya Maurice
SpeakersSpeakersAmy MillsAmy Mills
Lauri Ross ErenstoftLauri Ross ErenstoftAmy StouracAmy Stourac
Workshops/Special EventsWorkshops/Special EventsMegan ArmstrongMegan ArmstrongDavid SotolongoDavid Sotolongo
VolunteersVolunteersMarion MinkeMarion Minke
Door PrizesDoor PrizesLaBrita Cash-BaskettLaBrita Cash-BaskettLauri Ross ErenstoftLauri Ross Erenstoft
FinanceFinanceKeith PropstKeith Propst
SurveysSurveysMeg DwyerMeg Dwyer
GeneralGeneralJoni CharronJoni Charron
SPAC WebmasterSPAC WebmasterDavid BeltonDavid Belton
Special Thanks to Our
Special Thanks to Our
Cover Artist Cover Artist
Andrew JessupAndrew Jessup
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Serving members’ needs and advancing Proposal and Capture Management throughout the Southeast. Our Chapter contributes strongly to the overall mission of APMP. At APMP, we welcome both novice and seasoned proposal professionals to learn about the latest trends and issues in the world of proposal development and stay up-to-date on the latest innovations in proposal management. Chartered in 1994, the Georgia Chattahoochee APMP Chapter has earned a reputation as an innovative, active local organization. Our 139+ members come from the metro-Atlanta area, other parts of Georgia, and neighboring states. Members of our chapter have filled several different leadership positions on the APMP Board of Directors. The chapter holds five dinner meetings a year in northwest Atlanta and has hosts the Southern Proposal Accents Conference (SPAC) for over fifteen years, with the Carolina APMP chapters for the past seven years and, most recently, the Florida Sunshine Chapter.
APMP Georgia Chapter - 2012 Board
Georgia Chattahoochee Georgia Chattahoochee ChapterChapter
Chapter Chair.................................................................................... Michelle Norman
Program Co-Chair .............................. Dr. LaBrita Cash-Baskett, CCC-SLP, AM.APMP
Education Chair............................................................................. Kathleen McCollum
Program Co-Chair.................................................................... Lauri Ross Erenstoft
Membership & Webmaster................................................................... Sandy Luttrell
Treasurer (bio)....................................................................................... Keith Propst
Job Opportunity Chair (bio).................................................................. Joni Charron
Chapter Vice Chair................................................................................. Position Open
Secretary............................................................................................... Position Open
Promotions........................................................................................... Position Open
Georgia Website: http://WWW.APMPGEORGIA.COM/
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The CarolinasThe CarolinasChapterChapter
Carolinas Website: http://www.apmpcarolinas.com/
The Carolinas Chapter of APMP is a proud coordinator of SPAC and has been serving APMP members across the North and South Carolina region for well over a decade. Our chapter was founded in 1998 by a small of group proposal professionals. Today, we have grown to nearly 100 affiliate members who represent a broad array of national and international industries. The Carolinas Chapter has also been nationally recognized by APMP as an Outstanding Chapter for our active and consistent support of membership events and activities.
Whether you haven’t joined APMP yet or you are already a member living in the Carolinas, but have not yet affiliated with the Carolinas Chapter, we would love to have you. If you have colleagues who you think would benefit from APMP membership, let us know and we will be happy to reach out to them.
APMP Carolinas Chapter - 2012 Board
Chapter Chair............................................................................................. Meg DwyerWebmaster .......................................................................................... Kevin BodifordCommunications Chair ........................................................................ Patrick Doerr2012 SPAC Co-Chair................................................................................... Meg DwyerSecretary................................................................................................ Lee McFaddenTreasurer......................................................................................... Melissa ProctorMembership/Recruitment Chair........................................................... Laura SnyderPrograms Chair............................................................................. Loraine TammaroDirectors at Large:Jennifer KarnitschnigAmy MillsDavid SotolongoAndrea Turner
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Chartered in September 2007 with 38 charter members our chapter now has over 100 members. As an APMP member, affiliate with the Florida chapter -- free of charge -- through your member account on the APMP web site. Although most of our members are in Florida, we encourage chapter membership and involvement of APMP members anywhere, particularly in nearby states that have no active APMP chapters: Alabama, Mississippi, Louisiana, Kentucky, and Tennessee. With our chapter being virtual, you can attend our general membership meetings through your computer and telephone. Four general membership meetings -- open to APMP members and non-members -- are scheduled typically in March, June, September, and December. These meetings offer informative programs about various proposal development topics, provide APMP news, and allow for on-line networking. For the foreseeable future, the meetings will be held virtually through webinar/conference call resources. However, we may occasionally hold virtual/physical (hybrid) or physical meetings as our chapter membership grows.We hope you’ll join our chapter and actively support our activities. See you at our next general membership meeting (virtually speaking)
APMP Sunshine Chapter - 2012 Board
Florida Sunshine Florida Sunshine ChapterChapter
Chapter Chair.......................................................................................... Amy Stourac
Chapter Co-Chair ................................................................................. Marion Minke
Membership Chair ............................................................................ Rosemary Vieira
Assistant Membership Chair............................................................. Sherry Bowles
Programs Chair...................................................................................... Kathy Ansel
Assistant Programs Chair................................................................ Tonya Maurice
Publicity/Promotion Chair.......................................................... Courtney Padgett
Assistant Publicity/Promotion Chair............................................ Jennifer Mosier
Secretary............................................................................................ Meghann Lewis
Treasurer.................................................................................... Martha Bergweiler
Florida Website: http://apmpflorida.org/
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