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SCHEDULE AT A GLANCEPRE-CONFERENCE & APMP CERTIFICATION DAY MONDAY, JUNE 12All attendees are invited to experience APMP Certification courses, a workshop for those new to the conference, and our Welcome Reception.

8 a.m. - 4:30 p.m.Practitioner-level Completion Workshop8 a.m. - 6 p.m.Foundation-level Workshop and Exam12 p.m. - 3:30 p.m.Chapter Leaders Workshop12 p.m. - 7 p.m.Registration12:30 p.m. - 5 p.m.Practitioner-level Quick Start Workshop2 p.m. - 3 p.m.Professional-level Primer6 p.m. - 7 p.m.First-Time Attendees Workshop7 p.m. - 9 p.m.APMP Bid & Proposal Con New Orleans Welcome ReceptionSponsored by Lohfeld Consulting Group

DAY ONETUESDAY, JUNE 137 a.m. - 8 a.m.Attendee Breakfast & Exhibits7 a.m. - 5 p.m.Registration8 a.m. - 9:30 a.m.Conference Kick-off & Keynote Address9:30 a.m. - 10 a.m.Networking Break & Exhibits10 a.m. - 11:30 a.m.Breakout Sessions11:30 a.m. - 1 p.m.Lunch1 p.m. - 2 p.m.Breakout Sessions2:20 p.m - 3:20 p.mBreakout Sessions3:30 p.m - 3:50 p.mNetworking Break & Exhibits3:30 p.m - 4:50 p.mAPMP Situation Room3:50 p.m - 4:50 p.mBreakout Sessions

DAY TWOWEDNESDAY, JUNE 147 a.m. - 8:15 a.m.Attendee Breakfast & Exhibits7 a.m. - 4 p.m.Registration8:15 a.m. - 9:30 a.m.Morning Welcome & Keynote Address9 a.m. - 11 a.m.APMP Situation Room9:30 a.m. - 10 a.m.Networking Break & Exhibits10 a.m. - 11:30 a.m.Breakout Sessions11:30 a.m. - 1 p.m.Lunch1 p.m. - 2 p.m.Breakout Sessions2:20 p.m - 3:20 p.mBreakout Sessions3:30 p.m - 3:50 p.mNetworking Break & Exhibits3:30 p.m - 4:50 p.mAPMP Situation Room3:50 p.m - 4:50 p.mBreakout Sessions7 p.m. - 9 p.m.APMP Future of the Industry CelebrationSponsored by Shipley Associates

DAY THREETHURSDAY, JUNE 157 a.m. - 8:15 a.m.Attendee Breakfast & Exhibits7 a.m. - 12:30 p.mRegistration8:15 a.m. - 9:30 a.m.Morning Welcome & Ignite Talks9:40 a.m. - 10:40 a.m.Breakout Sessions10:50 a.m. - 11:50 a.m.Breakout Sessions12 p.m. - 12:30 p.mClosing Ceremony & Prize Giveaways

APMP’s Situation Room is open for all Bid & Proposal Con 2017 attendees to meet seasoned proposal professionals and discuss job challenges, proposal dilemmas, or any proposal-related topic.

Open the first two days of the conference, the APMP Situation Room is a quiet, personal meeting space where past attendees have discussed working with difficult team members, interpretation of federal regulations, how to fill time before the next proposal, and the most effective ways to start new proposals.

The APMP Situation Room is located in Bonaparte, 4th floor, on the fourth floor.

TUESDAY, JUNE 133:30 p.m. to 4:50 p.m.WEDNESDAY, JUNE 149:30 a.m. to 11 a.m.3:30 p.m. to 4:50 p.m.

We invite you to bring your questions to the APMP Situation Room and receive valuable answers from industry professionals ready to help you work through your proposal challenges.

FUTURE DATES & LOCATIONSBID & PROPOSAL CON

2018May 15-18San Diego

2019May 20-23

Orlando

WELCOME TO BID & PROPOSAL CON 2017

It’s the 18th annual Bid & Proposal Con, and I’m happy to welcome you to the fabulous city of New Orleans for this sold-out event.

Whether you’re a first timer or a Bid & Proposal Con veteran, you’ve picked a great year to participate. The content this year will be noticeably different. We’ve taken steps to incorporate members’ feedback, designing contemporary content delivered in a variety of formats. You will, no doubt, leave energized by your peers and bolstered by industry best practices.

Like you in your career, APMP is never an organization to rest on its laurels. The association has grown to more than 7,700 members worldwide and we add more to our family every day. Armed with a new Long-Range Plan and an army of dedicated volunteers and staff to accomplish the goals therein, the energy at APMP is truly momentous.

There’s a flavor to New Orleans like no other. We’re thrilled to bring the proposal and bid management profession to this historic city and I encourage you to find some time to take in the sights—and maybe a few beignets as well.

I’d like to thank the APMP staff and all of the association’s volunteers for the excellent work in putting on this conference and of advancing the profession. It’s an honor to serve as your chair this year, and I look forward to raising a glass with you in celebration this week at APMP’s Bid & Proposal Con.

Have a great conference,

Kristin Dufrene, CPP APMP Fellow 2017 Chair APMP International

WELCOME

TABLE OF CONTENTS

For complete session abstracts and presenter bios, as well as up-to-the-minute updates to the schedule and other information, please visit APMP.org/bpc or use our convenient mobile app (see ad on p. 4).

From the Chair - Welcome

From the Executive Director - Bid & Proposal Con 2017

Hotel Maps

Exhibitor Directory

Keynote Speakers

Board of Directors

Fellows & Chapters

Program Overview

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FROM THE CHAIR

BID & PROPOSAL CON 2017

FROM THE EXECUTIVE DIRECTOR

DEAR APMP BID & PROPOSAL CON 2017 ATTENDEE,

Remember the days when we had this conference on Memorial Day weekend? That was so 1990-2016. We moved it off Memorial Day after last year and as a result, we have 920 attendees in 2017. Wow. This is our second straight sell-out a month ahead of our conference—Double Wow.

In our ever-evolving effort to keep APMP’s Bid & Proposal Con fresh for you, we couldn’t be happier to see that you have responded with your time and your registration investment in APMP. We continue to create and innovate to make Bid &

Proposal Con fresh with new speakers, new content and many of the same great people (plus a couple of hundred new ones) this year.

We want to make sure you take advantage of all our brand-new changes this year in New Orleans.

1 THE HOTEL – Many of you asked us to consider a variety hotels so you could take advantage of your hotel points. We listened and that’s why we are in a Marriott property this year and will be in a Hyatt Regency property in 2019 in Orlando. We still have a great relationship with Sheraton Hotels, but even they understand.

2 APMP’S FUTURE OF THE INDUSTRY CELEBRATION – It’s back to the second night of Bid & Proposal Con, Wednesday from 7 p.m. to 9 p.m. This year’s event introduces a fun factor not seen at an APMP Celebration Dinner. We’re recognizing the future of our industry with our first-ever 40 Under 40 awards. There is a decided New Orleans theme and flavor. This year’s Future of the Industry Celebration features great food, great company, some industry awards, and we’ll have you out on the town by 9 p.m.

3 MORE CHANCES TO COLLABORATE AND LEARN WITH BRAND NEW CONTENT – You’ll notice that we have dramatically scaled back the lecture-style presentations. When we polled you last year after the event, you said you wanted to participate more. We listened. This year nearly 70 percent of our content is interactive and/or panel discussions that promote your questions. Our goal is to make industry education content more participatory for you.

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4 MORE MONEY AT THE CLOSING CEREMONY– We’re doing it again. More cash drawings at the Closing Ceremony, but you must be present to win.

5 THE BOOK IN YOUR BAG – Did you notice the free Writing Business Bids & Proposals for Dummies book in your registration bag? This book is already on its second printing and we thought it would make a great industry gift for you. If you already own it, re-gift it to a colleague in your office. We promise not to say a word.

6 MORE NEW STAFF – Drop by our registration desk and welcome Tony Round, our new Manager of Corporate Growth, Europe. You’ll probably notice his British accent. Tony is APMP’s first-ever staffer located outside the United States, so say hello. This is his first Bid & Proposal Con.

Enjoy NOLA with APMP, because we sure will.

Sincerely,

Rick Harris Executive Director

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LOUNGE

PHIL HANSEN8 a.m. - 9:30 a.m. Tuesday, June 13 Grand Ballroom, 3rd floor

Phil Hansen is an internationally recognized multimedia artist, speaker, author, and innovator, working at the intersection of traditional art, electronic media, offbeat materials, and interactive experiences. He is most

widely known for his meta-art, videos that document the creation process (sometimes even through destruction), showing audiences that art is action, not just result.

Phil’s artistic journey nearly came to an end when a tremor developed in his drawing hand. In exploring new ways to create art, Phil discovered that by embracing his shake, limitations could become the passageway to creativity.

KEYNOTESPEAKERS

IZZY GESELL8:15 a.m. - 9:30 a.m. Wednesday, June 14 Grand Ballroom, 3rd floor

Izzy Gesell is an organizational alchemist who helps individuals and organizations transform their thinking from commonplace to extraordinary. He was one of

the first to use Improv Theater concepts as tools for personal and organizational learning.

He is the author of Playing Along: Group Learning Activities Borrowed From Improvisation Theater and co-author of Humor Me: America’s Funniest Humorists on the Power of Laughter.

IGNITE TALKS8:15 a.m. - 9:30 a.m. Thursday, June 15 Grand Ballroom, 3rd floor

Back for its third year, the Ignite Talks feature APMP members giving fast and furious five-minute presentations about the profession and their lives.

The format is simple: speakers execute rapid-fire, passionate presentations about industry topics they love – with 20 slides advancing every 15 seconds.

In their own words, speakers will cover all stages from boardrooms to classrooms, spurring audiences to build on others’ enthusiasm and find new energy and motivation.

And trust us – you’ll recognize more than a few of these presenters!

Do not miss out on the fun Thursday morning, and “ignite” the conversation about your profession and the industry you love.

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APMP BOARD OF DIRECTORS

PAST APMP CHAIRS

EXECUTIVE COMMITTEE, 2017CHAIR Kristin Dufrene, CPP APMP Fellow, Vencore

VICE-CHAIR Jamie Ninneman, CF APMP, SAP

PAST CHAIR Nicolas Adams, CF APMP, Teradata UK Ltd.

TREASURER Gregg Kulichik, CP APMP, American Institutes for Research

DIRECTORS, 2016 - 2017 TERMConstance Dyson, CF APMP, Leidos, Inc.

Laura Higgins, CP APMP, Consultant

Samantha Jewett, CP APMP, HRG North America

Maryann Lesnick, CP APMP, Lohfeld Consulting Group, Inc.

Amy Mills, CP APMP, ICON Clinical Research

Amy Stourac, CF APMP, iGov

Anita Wright, CP APMP, Northrop Grumman

DIRECTORS, 2017 - 2018 TERMTamara Buckman, Shipley Associates

Krishnakumar Iyer, CP APMP, MindIT Learning Pvt. Ltd.

Kae Kronthaler-Williams, Qvidian

Mike Walsh, CF APMP, Ernst & Young

2016 – Nic Adams, Teradata UK Ltd.2015 – Suzanne Jones, Northrop Grumman

Information Systems 2014 – Colleen Jolly, 24 Hour Company2013 – Beth Wingate, Lohfeld Consulting

Company2012 – Amy McGeady, The Proposal Doctor2011 – Betsy Blakney, CACI2010 – Kirste Webb, Proposal Consultant2009 – David Bol, Shipley Associates2008 – Dick Eassom, SM&A2007 – Paul Taylor, BT Group plc2006 – Tony Birch, Shipley Ltd.2005 – Kelli Stephenson, Experian2004 – Mary Mills, The Boeing Company

2003 – Kirste Webb, Tetra Tech2002 – Karen Shaw, BAE Systems2001 – Eric Gregory, CACI2000 – Karen Shaw, BAE Systems1999 – Eric Gregory, CACI1998 – Marianne Gouveia, Allied Engineering1997 – Marianne Gouveia, Allied Engineering1996 – Vicki Greisinger, Boeing1995 – Vicki Greisinger, Boeing1994 – Steve Shipley, Shipley Associates1993 – Ron Richerson, BDM1992 – David Winton, McDonnell Douglas1991 – Jack Dean1990 – Judd Kramer

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APMP FELLOWS

APMP CHAPTERS

• Edward G. Alexander, CPP APMP Fellow

• Thomas Amrhein, APMP Fellow• Holly T. Andrews, CPP APMP Fellow• Arthur Bass, APMP Fellow• Ruth Belanger, CF APMP Fellow• Tony Birch, CPP APMP Fellow• Elizabeth Blakney, CPP APMP Fellow• David G. Bol, CPP APMP Fellow• Thomas C. Boren, APMP Fellow• Mitch Boretz, APMP Fellow• Richard Buijs, CPP APMP Fellow• Frances Campbell, CF APMP Fellow• Mark Ciamarra, CF APMP Fellow• Neil Cobb, APMP Fellow• Nancy L. Cottle, APMP Fellow• Brenda Crist, CPP APMP Fellow• Robin Davis, CF APMP Fellow• Catherine Day, CPP APMP Fellow• Melissa R. DeMaio, CF APMP Fellow• Nigel Dennis, CPP APMP Fellow• Charlie Divine, CPP APMP Fellow• Kristin Dufrene, CPP APMP Fellow• Richard Eassom, CF APMP Fellow• John Elder, CF APMP Fellow• Josh Fellow, APMP Fellow• Barry N. Fields, APMP Fellow• Robert Frey, APMP Fellow• Wendy Frieman, CPP APMP Fellow• Daniel Fulmer, APMP Fellow• Joanne Gillen, APMP Fellow• Alan Goldberg, APMP Fellow

• Robert Goldstein, APMP Fellow• Marianne Gouveia, APMP Fellow• R. Dennis Green, APMP Fellow• Eric W. Gregory, CPP APMP Fellow• Vicki L. Griesinger, CP APMP Fellow• Margaret L. Helsabeck, APMP Fellow• Lee Hendrickson, CPP APMP Fellow• Jay G. Herther, CPP APMP Fellow• Michael Humm, CPP APMP Fellow• Michael J. Ianelli, APMP Fellow• Richard Jenkins, CPP APMP Fellow• Steve Jensen, CF APMP Fellow• Colleen Jolly, CPP APMP Fellow• Christopher Kaelin, CPP APMP

Fellow• Chuck Keller, CPP APMP Fellow• Suzanne Kelman, CF APMP Fellow• Nancy Kessler, CPP APMP Fellow• Steve Koger, APMP Fellow• Robert Lohfeld, CF APMP Fellow• BJ Lownie, CPP APMP Fellow• George A. McCulley, APMP Fellow• Amy McGeady, CPP APMP Fellow• Marilyn Moldovan, CPP APMP

Fellow• Jessica Morgenstern, CP APMP

Fellow• Bruce Morton, APMP Fellow• Steven S. Myers, APMP Fellow• Sherrill Necessary, APMP Fellow• Larry Newman, CPP APMP Fellow• Michelle Norman, CP APMP Fellow

• Patricia A. Nunn, APMP Fellow• Howard Nutt, CF APMP Fellow• Bobbie O’Brien, CF APMP Fellow• Joe O’Neill, CPP APMP Fellow• Lisa Pafe, CPP APMP Fellow• William E. Painter, APMP Fellow• Mike Parkinson, CP APMP Fellow• Ali Paskun, CF APMP Fellow• Keith Propst, CF APMP Fellow• David Pugh, APMP Fellow• Thomas Sant, CF APMP Fellow• John Seaman, APMP Fellow• Karen Shaw, APMP Fellow• Stephen P. Shipley, APMP Fellow• Chris A. Simmons, CF APMP Fellow• Olessia Smotrova-Taylor,

CF APMP Fellow• Jayme A. Sokolow, APMP Fellow• David M. Sotolongo, CPP APMP

Fellow• Dana Spears, APMP Fellow• Kelli Stephenson, CF APMP Fellow• Ruth Turman, CF APMP Fellow• Jeannette Waldie, APMP Fellow• David Warley, CPP APMP Fellow• Kirste Webb, CF APMP Fellow• Jon Williams, CPP APMP Fellow• Beth Wingate, CF APMP Fellow• David L. Winton, CPP APMP Fellow• Kathryn Wyon, CPP APMP Fellow

• ANZ• California• Carolinas• Chesapeake• Colorado• DACH• Florida Sunshine

• Georgia Chattahoochee• Greater Midwest• India• Ireland• Japan• Korea• Liberty

• Lone Star• Maple Leaf• Mid-South• National Capital Area• Netherlands• Nor’easters• Nordic

• Pacific Northwest• South Africa• Tidewater• UK• Valley of the Sun

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PROGRAMOVERVIEW

PRE-CONFERENCEMONDAY, JUNE 12TIME SESSION & PRESENTER

8 a.m. - 4:30 p.m. Practitioner-level Completion WorkshopBalcony M, 4th floor

8 a.m. - 6 p.m. Foundation-level Workshop and Exam Balcony I-K, 4th floor

12 p.m. - 3:30 p.m. Chapter Leaders WorkshopSalon F, 3rd floor

12 p.m. - 7 p.m. RegistrationAcadia Foyer, 3rd floor

12:30 p.m. - 5 p.m. Practitioner-level Quick Start WorkshopBalcony N, 4th floor

2 p.m. - 3 p.m. Professional-level PrimerBalcony L, 4th floor

2 p.m. - 3 p.m. How Building A Great Team Saved New OrleansSalon E, 3rd floor Michael McComas, Proposal Manager, BAE Systems

3:30 p.m. - 4:30 p.m. Understanding and Communicating the Science of Good Page DesignSalon E, 3rd floorBruce Farrell, Proposal Manager, Plante Moran

6 p.m. - 7 p.m. First-Time Attendees WorkshopBalcony L, 4th floor

7 p.m. - 9 p.m. APMP Bid & Proposal Con New Orleans Welcome ReceptionGrand Ballroom, 3rd floorSponsored by Lohfeld Consulting Group

DAY ONETUESDAY, JUNE 137 a.m. - 8 a.m. Attendee Breakfast & Exhibits

Acadia, 3rd floor

#APMP2017 APMP Certification Capture & Business Development Commercial/B2B/B2C

Federal Software, Graphics and Technology Professional Development

7 a.m. - 5 p.m. RegistrationAcadia Foyer, 3rd floor

8 a.m. - 9:30 a.m. Conference Kick-off & Keynote AddressGrand Ballroom, 3rd floor

9:30 a.m. - 10 a.m. Networking Break & ExhibitsAcadia, 3rd floor

10 a.m. - 11:30 a.m. How Culture Impacts Proposals: Winning in an International EnvironmentBalcony I-K, 4th floor Felix Becker, CP APMP, Head of Bid and Proposal Management ANZ, SAP Australia Larry Newman, CPP APMP Fellow, Vice President and Partner, Shipley Associates

Get in Shape - a Personality Workout for Proposal TeamsBalcony L-N, 4th floor Nigel Dennis, CPP APMP Fellow, Proposal Consultant, BidWrite Betsy Cummings, CP APMP, Proposal Manager, Genesys Gillian Dionne, CP APMP, Director of Proposals, General Dynamics Information Technology

Positive Impact! Transforming Feedback into Continuous ImprovementSalon B-C, 3rd floor Sarah Lamberti, CF APMP, Senior Manager, Bid Management, International Game Technology (IGT) Jody Alves, Senior Proposal Writer Specialist, IGT Nicole Wilson, CF APMP, Business Proposals Analyst, IGT

Exploring Results from NAVAIR-Industry SummitSalon D, 3rd floor Alan Goldberg, APMP Fellow, Director of Source Selection, Naval Air Systems Command Headquarters Jay Herther, CPP APMP, VP of Business Winning, BAE Systems Jim Stanford, Deputy Director, Source Selection Office, NAVAIR

Taking on a Titan: A Commercial Proposal TaleSalon E, 3rd floor Robin Davis, CF APMP Fellow, CEO, Metre BJ Lownie, CPP APMP Fellow, Strategic Proposals Cyrus Walker, Sales/Account Management, BCBCTX

Proposal Manager: From Good to Great!Salon F, 3rd floor Lisa Pafe, CPP APMP Fellow, Vice President, Lohfeld Consulting Group Liz Skarlatos, Managing Director, Lohfeld Consulting Group

11:30 a.m. - 1 p.m. LunchGrand Ballroom, 3rd floor

1 p.m. - 2 p.m. The Challenges (and Solutions) for Young Proposal ProfessionalsBalcony I-K, 4th floor Felix Becker, CP APMP, Head of Bid and Proposal Management ANZ, SAP Australia Peter Frank, CF APMP, Membership Marketing Manager, APMP

Oh, You Write Grants?Salon B-C, 3rd floorMitch Boretz, APMP Fellow, Technical Communication Specialist, University of California, Riverside

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PowerPoint Master ClassSalon D, 3rd floorMike Parkinson, CPP APMP Fellow, Prinicipal, 24 Hour Company Colleen Jolly, CPP APMP Fellow, Principal, 24 Hour Company

Growing Valuable Proposal Support without Adding Headcount: A Case Study on Building a Positive Culture around Proposal ManagementSalon E, 3rd floorBriana Coleman, CPP APMP, Senior Manager, BD Operations and Proposals, CapTech Ventures, Inc.

1 p.m. - 3:30 p.m. Wordman’s Microsoft Word Q&A WorkshopBalcony L-N, 4th floor Dick Eassom, CF APMP Fellow, Vice President, SM&A

2:20 p.m. - 3:20 p.m. Hiring Proposal Consultants - Views From The Buyer And The SellersSalon F: 260, 4th floorJoe O’Neill, CPP APMP Fellow, Proposal Consultant, Joe O’Neill, LLC Jim Helsper, Managing Partner, CORTAC Group, Inc. Bruce Morton, CF APMP Fellow, President, 2 OceansConsulting John Steckel, CP APMP, Sr VP of Business Development, Vencore Jay Herther, CPP APMP, VP of Business Winning, BAE Systems

Secure Data = Secure CustomerSalon B-C, 3rd floor Tracy Warren, Director, Proposal Development, McKesson Health Solutions

Beyond Herding the Cats: Characteristics of Effective Proposal Leaders/ChampionsSalon D, 3rd floor Steve Koger, CPP APMP Fellow, Sr. Manager, Proposal Development, Aerojet Rocketdyne Ruth Turman, CP APMP Fellow, Sr Proposal Developer, Companion Data Services, LLC Mike Walsh, CF APMP, Business Development - Assurance Service Line Enablement Manager, Ernst & Young

A World of Difference: Differentiate Yourself from Competitors to Double Your Profit MarginSalon E, 3rd floor Chris Sant, President, Christopher Sant Consulting

Proposal Writing: Getting from Good to GreatBalcony I-K: 300, 3rd floorBrad Douglas, CF APMP, President & CEO, Shipley Associates David Foster, CF APMP, Senior Vice President, Proposal Development, Cushman & Wakefield Anita Lee Wright, CP APMP, Manager, Proposal Support Operations, Northrop Grumman Diane Wurzer, CP APMP, Vice President-Proposal Operations, MAXIMUS, Inc. Darren Savoye, Vice President of Business Development and Engineering, Bollinger Shipyards

3:30 p.m. - 3:50 p.m. Networking Break & ExhibitsAcadia, 3rd floor

3:30 p.m. - 4:50 p.m. APMP Situation RoomBonaparte, 4th floor

3:50 p.m. - 4:50 p.m. The Story of How Two Competing Firms Became a Family, or, Everything I Learned About Building a Proposal Team, I Learned from the Brady BunchBalcony I-K, 4th floor Susan Quinn, CF APMP, Senior Marketing Manager, Myers and Stauffer LC Amy Schuman, Director of Marketing, Myers and Stauffer LC

KISS: A Better, Simpler, More Actionable Proposal Lessons Learned ApproachBalcony L-N, 4th floor Neal Levene, CF APMP, Director of Proposals, SENTEL Corporation

Tempted by Templates? The Dos and Don’ts of Creating Templates in Microsoft WordSalon D, 3rd floor Zoe Wright, PleaseTech Ltd

Business/Commercial Proposal Sector Town Hall Meeting reception to followSalon E, 3rd floor Jamie Ninneman, CF APMP, Sr. Director - Proposal Management, SAP

Get a Clue! How to Win At Least 8-10% More Deals with Intelligence on Your Competition and ClientsSalon F, 3rd floor Chris Richter, VIce President, Operations, Richter & Company Brandon Conroy, Executive Consultant, Richter & Company Chris Sant, President, Christopher Sant Consulting

DAY TWOWEDNESDAY, JUNE 147 a.m. - 8:15 a.m. Attendee Breakfast & Exhibits

Acadia, 3rd floor

7 a.m. - 4 p.m. RegistrationAcadia Foyer, 3rd floor

8:15 a.m. - 9:30 a.m. Morning Welcome & Keynote AddressGrand Ballroom, 3rd floor

9:30 a.m. - 10 a.m. Networking Break & ExhibitsAcadia, 3rd floor

9:30 a.m. - 11 a.m. APMP Situation RoomBonaparte, 4th floor

10 a.m. - 11:30 a.m. Intrapreneurship for Proposal Teams: Understanding, Cultivating, and Sustaining Creativity for Your Group and Your OrganizationBalcony I-K, 4th floor Michele Rochon, Senior Marketing Coordinator, Stantec

So You Think You Can Pitch? Using Industry Insights from Marketing and Advertising to Help Secure Your Win at OralsBalcony L-N, 4th floor Hillary Fredrick, Associate Director, Proposal Management and Business Development, CHIEF Dave Rinaldo, Chief Operating Officer, CHIEF

Become a Better Leader: Helping Bid & Proposal Managers Take the Next Step Into ManagementSalon A-C:185, 3rd floor Tim Snell, CPP APMP, Capture & Bid Director, ICF

Pitch Perfect: How to Make Successful Sales PresentationsSalon D, 3rd floor Mike Parkinson, CPP APMP Fellow, Principal, 24 Hour Company Colleen Jolly, CPP APMP Fellow, Principal, 24 Hour Company

APMP Certification Capture & Business Development Commercial/B2B/B2C

Federal Software, Graphics and Technology Professional Development

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Incumbent vs. Challenger: Who Has the Edge?Salon E, 3rd floor Robin Ritchey, Independent Consultant David Sotolongo, CPP APMP Fellow, VP, Business Development, RTI International Amy Mills, CP APMP, Director of Proposals for Government Services, ICON Clinical Research Kristin Dufrene, CPP APMP Fellow, Vice President, Proposal Development, Vencore Meg Dwyer, CF APMP, Director, Proposal Center, SAS Institute, Inc.

Improve the Readability of Your Proposals in Four Easy StepsSalon F: 260, 3rd floorSamantha Enslen, CF APMP, President, Dragonfly Editorial

11:30 a.m. - 1 p.m. LunchGrand Ballroom, 3rd floor

1 p.m. - 2 p.m. The Proposal Lone Ranger - Managing Life as a Proposal Team of OneBalcony I-K, 4th floor Jeannette Waldie, CPP APMP Fellow, J. K. Waldie & Associates

Knowledge Management: That’s Not How We Do It Here!Balcony L-N, 4th floor Gillian Dionne, CP APMP, Director of Proposals, General Dynamics Information Technology Robin Beieler, Knowledge Manager, CACI Betsy Blakney, CPP APMP Fellow, Director of Proposal Management, CACI

If It’s Broke...Fix ItSalon B-C, 3rd floorTina Scogin, CF APMP, Sr. Capture Manager, GovPlace

To Your Heart’s Content: Develop Content Libraries that Cut the Time Required for Proposals 30% While Improving Win Rates 35%Salon D, 3rd floor Chris Sant, President, Christopher Sant Consulting

Proposals are Fun...and Other Strange Facts About Our UniverseSalon F, 3rd floor Diane Wurzer, CP APMP, Vice President-Proposal Operations, MAXIMUS, Inc. Erin Green, CF APMP, Proposal Manager, MAXIMUS, Inc.

1 p.m. - 3:30 p.m. Writing Business Bids and Proposals for Dummies in a Nutshell limited to first 60 peopleSalon E, 3rd floor Charlie Divine, CPP APMP Fellow, Director of Certification, APMP Neil Cobb, APMP Fellow, Continuing Lecturer, University of North Texas

2:20 p.m. - 3:20 p.m. Developing High-Performing Proposal Professionals from Diverse Educational BackgroundsBalcony I-K, 4th floorKevin Switaj, CF APMP, Director of Proposal Development, Buchanan & Edwards, Inc. Leslie Harris, Founder/CEO, Meridian SB Proposal Solutions Jeff Leitner, Senior Consultant, Red Team Consulting Rachel Timmerman, CF APMP, Director of Strategic Capture, ManTech

Quick Start Interview Preparation: Getting from Proposal to Presentation in 72 Hours Balcony L-N, 4th floor Julie Irvin, CF APMP, President & Founder, Keystone Resources

How to Create Better PresentationsSalon B-C, 3rd floor Bruce Farrell, Proposal Manager, Plante Moran Krystn Gull, CP APMP, Pursuit Strategy Manager, Burns & McDonnell Richard Goring, Director, BrightCarbon

Sometimes You Gotta Do What You Gotta Do to Get the WinSalon D, 3rd floor Eric Gregory, CPP APMP Fellow, Senior Vice President, Business Winning Services, Shipley Associates

Re-writing Bad WritingSalon F, 3rd floor Brenda Crist, CPP APMP Fellow, Managing Director, Lohfeld Consulting Group Maryann Lesnick, CP APMP, Managing Director, Lohfeld Consulting Group Julia Quigley, CF APMP, Operations & Training Manager, Lohfeld Consulting Group

3:30 p.m. - 3:50 p.m. Networking Break & ExhibitsAcadia, 3rd floor

3:30 p.m. - 4:50 p.m. APMP Situation RoomBonaparte, 4th floor

3:50 p.m. - 4:50 p.m. Pricing, Pricing, PRICING!Balcony I-K, 4th floor Randy Richter, President, Richter & Company Michael O’Guin, Partner, Knowledge Link Bruce Morton, CF APMP Fellow, President, 2 Oceans Consulting

Writing to Get Past the Newbie EvaluatorBalcony L-N, 4th floor Gerald Jones, Founding Partner, La Puerta Consulting

B.O.S. (Bid Operating System) - A Framework for Elite Bid Managers in “Selling Yourself First”Salon B-C, 3rd floorBaskar Sundaram, CF APMP, Baachu

Solve Your Problems in 90 Minutes – Strategic Career Planning, Professional Development, Lessons Learned, and Health and Well-BeingSalon D, 3rd floor Tiffany Strange, CP APMP, Government Contracting Specialist, Oneida Technical Solutions, LLC Bobbie O’Brien, CF APMP Fellow, Proposal Manager, Assured Information Security, Inc. Beth Wingate, CF APMP Fellow, President, Lohfeld Consulting Group Betsy Blakney, CPP APMP Fellow, Director of Proposal Management, CACI

U.S. Federal Proposals Town Hall MeetingSalon E, 3rd floorKristin Dufrene, CPP APMP Fellow, Vice President, Proposal Development, VencoreDavid Sotolongo, CPP APMP Fellow, Vice President of Business Development, RTI International

Yes, And: Three Improv Concepts that Inspire Thought-LeadershipSalon F, 3rd floor Jennifer Giralo, Marketing Coordinator, Archer Western Will Hightower, Educator and Artist, Verve Studios

7 p.m. - 9 p.m. APMP Future of the Industry CelebrationGrand Ballroom, 3rd floorSponsored by Shipley Associates

APMP Certification Capture & Business Development Commercial/B2B/B2C

Federal Software, Graphics and Technology Professional Development

19

APMP.org20

DAY THREETHURSDAY, JUNE 157 a.m. - 8:15 a.m. Attendee Breakfast & Exhibits

Acadia, 3rd floor

7 a.m. - 12:30 p.m. RegistrationAcadia Foyer, 3rd floor

8:15 a.m. - 9:30 a.m. Morning Welcome & Ignite TalksGrand Ballroom, 3rd floor

9:40 a.m. - 10:40 a.m. Reimagining the Proposal Process: Software Automation Tips for the Proposal ProfessionalSalon B-C, 3rd floor Diane Loudenback, CF APMP, VP, Client Services, Expedience Software Krystal Cruz, Proposal Manager, SchoolMessenger Alice Deluca, CF APMP, Director of Proposal Development, ClearBallot Tonja Owens, Sales Resource Writer, Wilmington Trust Jason Stoltenburg, RFP Team Lead - Presales, Ultimate Software

Are You Kidding Me...That Was a Proposal Kick-off Meeting?Salon D, 3rd floor Steve Hennessy, President, Hennessy Defense LLC

Becoming Your Own Best Orienteer: Charting Your Personal DevelopmentSalon E, 3rd floor Melanie White, CP APMP, Capture and Proposal Expert, Trident Proposal Management

Tell Me a StorySalon F, 3rd floor Brandi Steckel, Manager, Capture and Business Development, CDW Larissa Newman, Capture Manager, CDW

10:50 a.m. - 11:50 a.m. InDesign: Setting Up a Proposal EfficientlySalon B-C, 3rd floor Karren Lovelady, Project Manager, Keystone Resources

Don’t Put Your Proposals in Jeopardy!Salon D, 3rd floor Kristin Henry, BerryDunn Gail Winslow, Associate Director, Strategic Growth & Business Development, UMass Medical School

Lessons from the Newsroom, or, The Daily Planet-Front Page NewsSalon E, 3rd floor Jennifer Roberts, CF APMP, Proposal Manager, ManTech

Rapid Responses to RFPs - Turning Around Proposals in Two Weeks or LessSalon F, 3rd floor Dave Rinaldo, Chief Operating Officer, CHIEF Hillary Fredrick, Associate Business Development, CHIEF

12 p.m. - 12:30 p.m. Closing Ceremony & Prize GiveawaysGrand Ballroom, 3rd floor

© 2017 Business Development Institute International. All Rights Reserved

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