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Annual Conference 2009

Winning – a roadmap to success

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2 | | Winning - a road map to success

About UKAPMP. ContentsWelcome. About UKAPMP’s vision

October 2009 | | 3

CEO Welcome

As Chief Executive Officer of the UK Association of Proposal Management Professionals, I am delighted to welcome you all to this ninth annual conference of our professional association.

What a tumultuous year we have all experienced since last year’s conference at the Radisson Hotel, Stansted. A year of unprecedented pressure on almost ever sector and organisation, which has served to highlight even more acutely, the importance of winning and retaining good

business in order to stay in business.Which serves as an easy link to the theme of this year’s conference: Winning – a roadmap for

success.The UKAPMP board has assembled an impressive line up of practitioners, trainers, thought

leaders and technology experts in their respective fields to support the theme. Whatever your contribution is to winning business within your organisation, there is an

abundance of new ideas, techniques, tactics and tools to help develop your sales proposals and presentations. There will be some difficult decisions to make in working out your roadmap across the two day programme.

I am delighted to welcome two notable keynote speakers this year. Lord Karan Bilimoria of Chelsea and Sahar Hashemi have outstanding personal stories

of business success to share with us and a wealth of premier advice for us to import to our businesses.

The industry awards dinner and presentation ceremony will again be a highlight of the conference. We tend to be very reserved about celebrating the success, hard work and innovation within the bidding world. This is the night to recognise those colleagues who have achieved some great things during the past twelve months.

May I wish you all a great conference and much success when you head back to your respective businesses armed with a wealth of new knowledge and ideas to increase your bidding success.

Richard JenkinsChief Executive OfficerUKAPMP2009

This is the night to recognise those

colleagues who have achieved

some great things during the past twelve months.

Contents04 Keynote speakers

06 About awards and sponsors

10 About conference exhibitors

14 Conference schedule

16 Conference layout

18 About the speakers

Today, individuals and businesses need a competitive edge to survive, to grow, and to remain profitable.

The Association of Proposal Management Professional (APMP) provides opportunities through membership to gain valuable knowledge about business development and industry best practices to help you and your enterprise achieve high growth goals.

Through association and education, we provide our members with access to:monthly and annual events•innovative tools & techniques•methods & processes•thought leaders & specialist expertise.•

Who can benefit from an association with APMP?Business managers who are leading proposal quality initiatives in their •organisation Proposal managers looking for the latest tools, tips, techniques, and other career •enhancements Business development and marketing professionals who prepare proposals to win •new contracts Corporations and agencies who are responsible for the development, production, •and evaluation of proposals Anyone who wants access to the best state-of-the-art proposal knowledge available •in the world and to meet the individuals who are developing it.

APMP allows you to get a jump start on your competition by learning the latest trends and issues in the world of proposal development and building skills that can lead your organization to conquer new frontiers in proposal development.

APMP is a learning environment for both novice and seasoned proposal professionals run on a local chapter basis throughout the world. The worldwide conference is held each year in the USA. The 2010 conference is being held at Disney, Orlando in June.

Professional accreditationAPMP members enjoy valuable opportunities for professional performance growth.

We provide the only accredited certification programme for proposal management professionals.

The APMP certification distinguishes members as certified proposal professionals when applying for more responsible positions, or when looking for proposal and business development growth opportunities.

MembersOur membership is growing rapidly into an internationally recognized association with membership and corporate sponsors from a diverse range of disciplines and industries.

How to joinMembership of APMP is $125.00 (USD) per year, renewable on the anniversary date of joining the Association via www.apmp.org.

About APMP

APMP is a learning environment for both novice and seasoned proposal professionals run on a local chapter basis throughout the world.

After the conference all presentations, speaker profiles, exhibitor and sponsor information will be available from the UKAPMP website www.ukapmp.co.uk, kindly hosted by conference exhibitor Concurrence.

October 2009 | | 5

Keynote speakersKeynote speakers

Lord Karan Bilimoria of Chelsea, Founder of Cobra Beer

Having qualified as a Chartered Accountant, Karan Bilimoria developed a less gassy, premium lager brewed to perfectly appeal to both ale drinkers and lager drinkers alike and to complement

food. Little more than fifteen years later, Cobra Beer is one of the fastest growing beer brands in the UK and one of the most innovative young companies in the country.

Karan Bilimoria started Cobra in 1990 when he was £20,000 in debt and up against all odds. Since that time, Cobra has grown into an operation with offices on four continents and exports to over 45 countries, with brewing operations in five countries.

Karan is widely respected for his entrepreneurial spirit. He is one of the first two Visiting Entrepreneurs ever appointed at Cambridge University and serves as National Champion of the National Council for Graduate Entrepreneurship.

He sits on the Government’s National Employment Panel (NEP), and from 2001 to 2005 was Chairman of the NEP’s SME Board. He lectures extensively in the UK and abroad on entrepreneurship, business, education, and the Indo-British relationship.

Karan was named Entrepreneur of the Year 2003 and 2005 and Business Person of the Year 2004 by the London Business Awards and in June 2006, Karan was appointed Lord Bilimoria, of Chelsea.

Sahar Hashemi, Founder of Coffee Republic

Sahar Hashemi founded Coffee Republic, the UK’s first US style coffee bar chain, with her brother and built it into one of the UK’s most recognised high street brands with a turnover of £30m. Giving

up her career as a lawyer in London, she staked everything on a dream – and made Coffee Republic one of the main players in the ‘coffee revolution’ that transformed a nation of tea drinkers into one obsessed with ‘triple decaf half-caf lattes.

Sahar left the day to day management of Coffee Republic in 2001 and published a book called ‘Anyone Can Do It’ which tackles some of the fears and answers some of the elusive questions about what it really takes to become an entrepreneur. It is ‘suggested reading’ for the London Business School entrepreneurship course.

Sahar has been named one of the 100 Most Influential Women in Britain and has made the cover of Management Today, Director and Business 550 magazines.

In 2005 Sahar Hashemi launched Skinny Candy, a high profile brand of sugar free sweets. In 2007 she announced the formation of a joint venture between Skinny Candy and Glisten plc.

She recently became Director of Corporates for Crisis, which offers a new innovative and sustainable approach to corporate responsibility by making step changes in the world of community development and humanitarian aid.

“Sahar is totally inspirational, has laser sharp focus and provides real life strategies for success. She is a top speaker and audiences just adore her” - Pricewaterhouse Coopers.

Sahar has been named one of the 100 Most Influential Women in Britain.

Karan was named Entrepreneur of the Year 2003 and 2005 and Business Person of the Year 2004 by the London Business Awards.


Keynote speakers Keynote speakers

October 2009 | | 7

About awards and sponsorsAbout awards and sponsors

UKAPMP 2009 awards UKAPMP 2009 awards


Every year, the UKAPMP recognises the organisations, teams and individuals that have shone in the last 12 months – the best newcomer, the most outstanding innovation, the organisation that has done most to develop its people, the vendor of the year – and of

course, the bid excellence award for outstanding achievement. The awards will be presented at the black tie dinner on 21st October 2009.

Bid/Proposal Management Excellence (individual or team). Sponsored by Knowledge Navigators – to recognise outstanding achievements. Shortlisted nominations:Central Bidding Unit - Amey plcThe Central Bidding Unit has helped Amey double its tender success rate. In 2009, the CBU assisted Amey in achieving c£4bn of forward order-book.The Tenders Team - Dundas & Wilson LLPThis team of 3 has consistently demonstrated extraordinary project management, multi-tasking ability and staying power! Andy Howard – LogicalisClients say that their tender experience with Logicalis UK has “always been positive, with the organisation communicating professionally and in a timely manner, managed successfully by their bid management team.”

Outstanding Newcomer (individual). Sponsored by Strategic Proposals – to recognise a new recruit to the profession within the past 18 months who has made a significant contribution or impact to their organisation. Shortlisted nominations:Laura Dawson, CMS Cameron McKennaLaura has made a tangible difference to the success of the firm, working on and winning high profile, high value proposals in a saturated, highly competitive market place providing and driving differentiators. Ros Pollio, RSA, The Security Division of EMCRos has transformed relationships in the UK offices with her drive, communication capabilities, perseverance and dedication. Chris Pyle, ArcoChris has secured a number of high profile wins; with the submission being described by the customer as “the most professional submission” she had ever seen.

Innovation Award (individual, team or organisation). Sponsored by RogenSI – to recognise a new way of making a positive impact to successful bid and proposal management.Shortlisted nominations: Fiona Flower, DellFiona is responsible for establishing Dell’s knowledge base and creation of proposal automation tools which are considered world-leading. Laurence Greenhow, IKON Office SolutionsIKON have revolutionised the way their sales team proposes business. Rather than send out simple price quotes or generic proposals, they are now generating highly personalised, very persuasive and extremely professional sales proposals.Ricoh UKInnovation is the investment in software, for both tender completion (by the Bid Team) and proposals (by the Sales Team). Through adopting the software, the success rate has grown to 35%.

People Development Award (organisation). Sponsored by Bid Solutions – to recognise an organisation that has furthered the capability and/or impact of their bid teams to the success of the business. Shortlisted nominations: BAE SystemsBAE has developed a competency based, outcome driven development toolset called ‘Business Winning Developing You’ (BWDY). Over 90% of the BAE Systems Business Winners now have profiles and focussed development plans in place following the launch of BWDY.Colt Telecom“Masterclasses”, held by an APMP Approved trainer have been rolled out across COLT. Whilst, management summary workshops held with all UK Sales and Bid personnel have increased the quality of the output and re-energised the bid process with sales. Ricoh UKThe Team of nine have budget approval for APMP membership and training expenditure. Team members who previously completed Foundation level will complete Practitioner; the remainder of the Team will complete Foundation in the next three months.

Vendor Award for Excellence (vendor organisation) – to recognise a bid or proposal vendor organisation which has delivered a product or service that has contributed to significant bid or proposal success to a client.Shortlisted nominations: Bid PerfectBid Perfect is a bids and tenders training consultancy that has been delivering tender skills workshops for nearly two years in the Bradford and Yorkshire region. Proposal GENieThis product/service has reduced the time taken to produce a proposal from 3 working days to just a few hours. It has raised the professional profile of the company and allows for a consistency within the sales operation hitherto unable to be achieved. The Sant CorporationConsistently the Sant Team deliver what they agree within the timescales set out, on a software product which has increased clients’ win rates.

New AwardThis year we are delighted to announce that the UKAPMP is introducing a new award, kindly sponsored by Kindred Agency. Full details of this award will be given at the awards ceremony.

8 | | Winning - a road map to success October 2009 | | 9

About conference exhibitorsAbout conference exhibitors

Bid Alliance: the only network that gives you total support throughout the business development cycle, anywhere in the world. This is provided by established companies in Business Development, Bid and Project Management, with offices in NA, Europe and Asia:

24 Hour Company •Bid to Win Ltd •Brogan Business Development Services Ltd •CSK Management Ltd •Maisacom •Metanoia Partners •Outperform •Zenesys. •

This unique network gives you the breadth and depth needed for total business development support.

www.bid-alliance.com

Successful organisations around the world use our software to win more business in competitive and complex sales processes. Concurrence helps you focus on the needs of your clients, drive the team by the requirements, articulate your messages in a persuasive manner, and deliver content that will really command attention from each of your readers. Our software range addresses key stages of the process from initial planning to submission and delivery.

www.concurrence.com

Kindred is one of the UK’s leading communications agencies with an integrated offering covering PR, advertising, design, digital and editorial. Our specialist bid support team has a track record in helping clients secure multi-million (and in some cases multi-billion) pound contracts in health, transport, construction, telecoms and facilities management.

Kindred’s teams of writers, editors and designers work in-situ with clients to produce proposals, which really stand out from the competition. We specialise in providing both the content and the look and feel of a document – making sure client’s messages are delivered clearly, crisply and consistently.


m62 visualcommunications is a world leader in presentation development and the undisputed experts for sales people and senior managers who need to get their point across.

After developing nearly 10,000 presentations and securing billions of dollars worth of contract wins for clients, m62 has developed Intellectual Property that can help you make your presentations:

Impressive (Objective Quality) •Engaging (Visual Cognitive Dissonance) •Memorable (Passive Mnemonic Processes) •More Effective (Effective Presentations).•

www.m62.net

Bid Solutions is Europe’s leading recruiter of proposal professionals. With over 10,000 specialists in our network, we can rapidly deploy resources on either a contract or permanent basis. Key roles covered include:

Bid Managers/ Directors•Commercial / Pricing Managers •Proposal Managers •Document Managers •Proposal Writers / Tech Authors •Copy Writers•OJEU Specialists •Knowledgebase Specialists•Pitch Specialists•Solutions Architects•Project / Programme Managers. •

www.bidsolutions.co.uk

Huthwaite International Writing a persuasive proposal is critical, but it is the overall approach to sales and account management that wins the deal. At Huthwaite, we have successfully transformed the sales performance of some of the world’s biggest companies – delivering globally consistent solutions across more than 40 countries in 30 languages.

Current clients include: BP, Ciba, Fujitsu, IBM, RSA, SKF and Bayer.

Contact us to explore how we can increase the effectiveness of your organisation. Huthwaite International+44 (0) 1709 710 [email protected] www.huthwaite.co.uk

Knowledge Navigators provides full service solutions that enable our clients to improve quality, productivity and effectiveness in the following areas:

Bid & Proposal Management•Sales Enablement •Knowledge Management.•

Knowledge Navigators is an independent company. Our independence allows us to select the best solutions available in the market. We are a Certified Partner to Kadient Inc. Our active clients, over 300 organisations in Europe and Asia Pacific, include many of the worlds most respected companies from the financial, technology and services industries.

www.knowledge-navigators.com [email protected]

PCD is a marketing and design agency with a specialist bids and tenders division. Working with big name clients including Aviva, CPP, TD Waterhouse, Siemens, Bank of Scotland and Engage Mutual, it offers a full bids and tenders service in design and production, from current collateral reviews, development of standard materials through to fully bespoke bids and beyond.

www.pcdagency.com

ExhibitorsExhibitors


About conference exhibitorsAbout conference exhibitors

RogenSi is the global performance consultancy for exceptional performance helping companies deliver results in the areas of leadership, sales growth and inspiring change.

We help businesses across a wide range of industries succeed by focusing on the performance required to turn their strategy into winning results. Exceptional Performance (“EP”) comes from a combination of superior business knowledge, in all its forms; high level skills; and effective, applicable processes - all leveraged, exponentially, by the creation of a mindset that gives you the will to succeed.

(Knowledge + Skill + Process) x Mindset = EPwww.rogensi.com

Shipley is one of very few training and consultancy companies in the world that specialises in helping its clients in all aspects of business winning.

With over 35 years of experience developing best practices in capture and bid processes, we provide organisations with Training Workshops, Benchmarking and Proposal Consulting. We have over 900 consultants worldwide, supporting over 180 major proposal efforts per year, with a client win rate of 82%.

Find out more at www.shipleywins.co.uk

Strategic Proposals is truly ‘Passionate About Proposals’. Our goal is to help clients to produce world-class, winning proposals that meet the real needs of their customers’ and differentiate them from their competition.

Based on extensive experience of managing proposals and insights in to the world of purchasing, our team of proposal professionals offer a range of truly innovative services: proposal benchmarking, capability and process development, training and live proposal support.

www.strategicproposals.com

Xait is the company behind XaitPorter. XaitPorter lets several people work on the same

document – all at the same time, no check-in or check-out. Give management full control of workflow and deadlines. No more late nights battling with the formatting of your documents, XaitPorter automatically takes care of formatting, layout and numbering according to your corporate guidelines. Our clients reports of up to 70% time saving on proposals.

www.xait.no

The Sant Corporation is a provider of proven software and expertise that improves sales effectiveness.

We help companies who provide value-based solutions win more business by accelerating the production of persuasive proposals, RFP responses, presentations, and related documents. Businesses choose Sant to improve productivity, increase sales, and develop accurate, consistent sales documents for their customers.

www.santcorp.com

Screaming Colour is nationally recognised for exceeding clients’ expectations when it comes to producing response to tender and presentation material.

Millions of pounds have been invested in state of the art machinery and highly skilled staff, in order to collaborate with their clients and win some of the biggest tenders made today across a wide variety of industry sectors. Flexibility and desire to innovate have been key factors in getting Screaming Colour to where they are today.

www.screamingcolour.com

Exhibitors Exhibitors

Proposal Software is the world’s leading proposal technology company, offering support to the proposal professional with responsibility for managing RFP/RFI/RFQ responses and sales proposals with ‘best in class’ tools that reflect ‘best industry practices’.

The driving force behind our organisation is helping proposal professionals achieve superior work group productivity. The underlying architecture and search engine technologies of our solutions mirror today’s most advance database techniques, while Microsoft Office compatibility interfaces ensure immediate user orientation and acceptance.

www.proposalsoftware.com

QinetiQ Commerce Decisions delivers the AWARD software tool, best practice knowledge and expert services to procurement projects through the entire life-cycle.

QCDL also assists bidders and contractors by making sure their proposals can be evaluated smoothly and effectively in AWARD. In addition to services around the AWARD software QCDL provides services to improve general bid management processes and techniques within our industry customer base. QCDL is a wholly owned subsidiary of QinetiQ PLC.

www.cd.qinetiq.com

October 2009 | | 13

Procurement. COI Sessions

Several Writers — One Proposal

When several people work on the same proposal

www.xait.no

Produce your proposals up to 70% faster

The Result

The Work Space

The Software

Procurement Director Insights Panel – Discussion and Questions

UKAPMP Communities of Interest Sessions

3pm – 5pm 21st October: Main Room 1Although organisations are trying to adapt to the new procurement dominated environment, there are very few public stories of what successful suppliers are doing differently and there is no consensus on how to act.

The Procurement Insights Panel will help proposal and bid managers increase their understanding of the changing procurement environment. A panel of five procurement leaders give their views on a range of procurement issues such as:

How is the world of procurement changing? How •are suppliers adapting or changing?Is it always price? What metrics are important to •procurement? What makes a proposal document really •persuasive? How should bid managers behave when access •is blocked to key client stakeholders?When suppliers go over and above expectations, •is it valued, assessed or considered a freebie?Formal scoring and evaluation tools - are they •used or is it a gut feeling.

During the second half of the session, the delegates will be able to offer up their own questions to the panel.

The panel

Guy Bruce, Interim Procurement at Turner & Townsend also working as an independent consultant working with retail, utility and infrastructure clients.

Andrea Reynolds, ex. Head of Corporate Banking at Barclays, managing a spend of £400 million.

Charles Findlay, ex-Accenture Supply Chain partner where he managed a spend of $4billion; now independent consultant.

Nathan Ayres, Procurement UK & Ireland, Merck Sharp & Dohme Global Procurement, responsible for both direct and indirect sourcing in all UK and Ireland facilities.

Steve Wallis, Head of Procurement Development at buyingTeam, leading buyingTeam’s thirty strong team of category specialists, delivering indirect procurement expertise to

clients across multiple business sectors.

This session is an open invitation to meet like-minded delegates around the current four communities of interest:

Risk CoI•Proposal Content CoI•UKAPMP regional groups•UKAPMP ideas forum•

Each CoI will have an appointed lead and delegates will be able to roam between the four and contribute to the discussions and initiate new ideas for later development by the emerging community.

Delegates may find themselves setting up a new community of interest - by topic or geography - this is your opportunity to drive the UKAPMP agenda forward!

Ken Newland will be leading the Risk CoI.


Conference scheduleConference schedule

Conference schedule

Wednesday 21 October - Day One Conference Schedule

Time Practitioner Training 1 Technology Training 2Commonwealth West Commonwealth East Belvedere Connaught

0900 - 0910 UKAPMP CEO Opening - Richard Jenkins

0910 - 0930 RogenSi - Ice breaking warm up

0930 - 1100 Keynote 1 - Lord Karan Bilimoria - Founder Cobra Beer

1100 - 1130 Morning tea & Vendor Exhibition

1130 - 1230 Plenary 1Mark Taylor & Martin Wicks - Project Quest: Selex Systems Integration case study

David Kean - Bidding to win: how not to come second

David Blume & Fiona Flower - Bridging the gap: making proposal & sales teams more effective

Paul Ogden - Presenting your bid with confidence - best practice voice techniques

1230 - 1330 Lunch & Vendor Exhibition

1330 - 1430 Plenary 2 Virginia Ainscough - Successful capture management

Nick Oulton - Effective Bid Rehearsal

Ian Thompson - Gaining control of the capture process

Heather Beeby - Developing winning people

1430 - 1500 Afternoon tea & Vendor Exhibition

1500 - 1600 Plenary 3

Community of Interest sessions

Procurement Director Insights - Panel Questions & Discussion

Chris Milburn - Producing customer focused sales document in a fraction of the usual time

Richard Newman - Can you walk the talk?

1600 - 1700 Plenary 4 Mark Thurman – Exploring the latest web applications for effective collaborative working

John Higgs - Legal traps in bidding and tendering – reducing and controlling bidding risks

1900 - 2400 Black tie Awards Dinner

Thursday 22 October - Day Two Conference Schedule

Time Practitioner Training 1 Technology Training 2Commonwealth West Commonwealth East Belvedere Connaught

0900 - 0915 UKAPMP COO Opening - Ken Erskine

0915 - 1030 Keynote 2 - Sahar Hashemi - Founder Coffee Republic

1030 - 1115 Morning tea & Vendor Exhibition

1115 - 1215 Plenary 5 Tony Hughes & Andrew Moorhouse - Improve your win rates when dealing with procurement consultants

Andy Bounds - Winning Presentations

Graeme Robson - Distinguishing your offer in the next generation of procurement

Graham Ablett - Best practice Executive Summaries

1215 - 1330 Lunch & Vendor Exhibition

1330 - 1430 Plenary 6 John de Forte - Too many cooks? Successfully managing multi-author bid submissions

Andy Haigh – The eight key strategies for responding to the PQQ

Phil Peace - Seeing the big picture - DVD documentaries as part of your differentiated pitch

Colleen Jolly - This old proposal: A DIY guide to proposal graphics

1430 - 1500 Afternoon tea & Vendor Exhibition

1500 - 1600 Plenary 7 David Warley - Managing successful bids with PRINCE2 2009

Gavin Dobbing & John Abulifa – Refreshing the parts of pursuits that process can’t reach

Christopher Kälin - Proposal Survey Results

Dr. John Hawthorne - Getting value for money from your bid consultants

1600 - 1645 Plenary 8 Christopher Kälin - The Great Proposal Management Quiz

Ken Newland - Risk management in bids - the dilemma

1645-1700hrs

Closing Ceremony


Conference layout Conference layout

Stand Day One Day Two

P1 Knowledge Navigators Screaming Colour

P2 Bid Solutions Bid Solutions

P3 Kindred Agency Kindred Agency

P4 Concurrence Concurrence

P5 Huthwaite Huthwaite

P6 Bid Alliance Bid Alliance

P7 Qinetiq Commerce Qinetiq Commerce

P8 Strategic Proposals Strategic Proposals

P9 Shipley Limited Shipley Limited

P10 Sant Corporation Sant Corporation

S1 PCD Agency Proposal Software

S2 m62 visualcommunications m62 visualcommunications

S3 RogenSi RogenSi

S4 Xait Xait

Conference layout

The UKAPMP Conference is a fantastic opportunity for you to meet a large variety of companies who provide essential services and products to the bid and business

development community. The exhibition area is the hub of the conference, where most of the conference networking is taking place. Our exhibitors include companies offering consultancy, bid resourcing, training, software, print and production, desktop publishing, design, graphics and presentations.

Some companies are only exhibiting on one day, whilst others have a stand on both days. Please refer to the table below for details. The stands will be staffed from 8am through to 5pm. Please feel free to chat to exhibitors at any point during the conference, but you also might like to make use of the extended breaks and meal times to visit the exhibition area.

Belvedere

Water Water

Connaught

Businesscentre

Commonwealthwest foyer

Commonwealth West Commonwealth East

Atrium

CommonwealthEast lobby

Bar

Royal suite foyer

Conference Plan

P10 P9

S2S3S4 S1

P8

P1

P2P3P4

P6

P7

P5


About the speakersAbout the speakers

Speaker overviews & biographiesSpeaker overviews & biographiesDavid Kean‘Bidding to win – how not to come second’

Practitioner • 60 minutes

Richard Newman‘Can you Walk the Talk’?

Training • 60 minutes

Heather Beeby‘Developing Winning People – The Return on Investment’

Practitioner • 40 minutes plus question time

Andy Bounds‘Winning presentations: a road map to creating and delivering presentations that work’


Persuading people of our point of view and getting them to back our judgement with their money is

what makes the business world go round. And the sharpest end of the persuasion business is the pitch: that intense and brief period when we get to make our case to

the potential client, or investor, or M&A target, or customer - or any potential business partner. How to make the most out of that opportunity is the subject of David Kean’s highly practical presentation. Whether you are a sole trader or a multinational conglomerate, if you have to compete for business, this talk will turbo-charge your business pitch performance.

ProfileDavid Kean has over twenty years experience running large multinational client relationships and specialises in business development. He has a track record of working with some of the world’s best organisations on their marketing, communications, sales and growth strategies - organisations such as BDO Stoy

Hayward, BT, Reuters, McDonald’s, British Airways, Canon, General Motors, FIFA, P&G and Sony.

From 2000 to 2007, David spearheaded the European business development function of the biggest commercial unit within the communications giant Omnicom. He oversaw a 154% increase in revenue growth derived from new projects won on existing client business, a 160% increase in cross referral activity and an average pitch conversion rate of 67% between 2001 and 2006.

In 2007, David co-founded The Caffeine Partnership, a business consultancy dedicated to helping companies grow faster. Caffeine provides a short, sharp and rapid injection of energy, ideas and stimulation to help clients produce better results more quickly around the areas of new business, brand and people development.

David also lectures throughout the world at both commercial and academic conferences. He is the author of the international best seller Pitching To Win (2006) and co-author of How to win friends and influence profits – the art of winning more business from your clients (2008).

[email protected]

Do you want to have more presence, authority and charisma, to make sure you stand out in the key

moments of business? If you want to sell more, present with confidence or simply be more persuasive this session is a must.

Discover skills that have helped a training company achieve 50% growth, and a 70% increase in profits, during the down-turn, when training is usually the first cut-back made in a recession.

Learn the skills that helped a UK engineering company win a £50 million contract with a new client.

This session is especially useful for getting better results from presenting proposals, networking, sales & negotiations. These skills ensure you will excel when you need to.

This session will deliver practical skills that include:Advanced body language skills for successful business, •giving you more charisma and confidence for networkingThe 6 key elements of personal presence that will give you •extra authority and influence in business negotiationsHow to make anything you say more desirable and •compelling

Increasing your natural presence, persuasiveness, personal •impact and effectiveness to give outstanding presentations Interactive exercises that give you lots of practical techniques you can use at work everyday.

ProfileRichard Newman has been teaching communication skills since 1995. He has trained more than 10,000 people, from 45 countries across Europe, America and the Middle East, showing them how to excel in every sales-pitch, negotiation and presentation.

He enjoyed 5 years working with the McLaren Formula 1 team, delivering around 1000 presentations & hosting client meetings with VIPs from global companies all over the world. This year his team have delivered training to clients in, Prague, Vienna, Dubai, Chicago, Munich, Atlanta, Orlando and across the UK. His expertise has been featured in the prestigious American edition of Forbes Magazine. He has also been featured as a body language expert on SKY TV, on radio in Washington DC and Dublin, as well as BBC Radio and in many national newspapers and magazines.

[email protected]

Having a deployable, highly trained capability to undertake business winning activities in numerous

countries, is central to the growth strategy of our business unit. This presentation will share the learning and experiences of the leadership team in the following key areas:

Obtaining Board approval to invest in creating a capability•What is a business winning capability in our organisation•What activities comprised our approach•The challenge of developing indigenous capability (our •operations are primarily in KSA)What is the return on investment?•What did we learn?•

ProfileHeather Beeby has over 15 years experience in the Business Development field, from undertaking bid management activities, through to leading and delivering strategic business development programmes.

Heather is currently Head of Transformation for Customer Solutions and Support International in BAE Systems, in her previous role she was instrumental in the creation and establishment of a customer focused business winning capability. Heather and her team won the APMP Award for Innovation in 2007.

[email protected]

The ability to present successfully is one of the most critical skills we - and our customers - must master.

Without it, we will all lose business we should win. Andy’s presentation will show you how to present more effectively, by mastering the four elements of a best-in-

class presentation: content, delivery, visuals and certainty.You will then learn how to teach your customers how to master

all four, so they deliver excellent pitches, maximising the chance of them winning. You will discover:

The fastest, best way to create a compelling presentation•Six simple steps to transforming slides from verbose speaker •prompts to visually impactful audience aidsHow to present with charisma, persuasiveness, pace and •certaintyHow to train others to present in best-practice ways, such •that they buy into, engage with and adopt your advice.

Biography

Profile“Andy Bounds taught me more about effective presenting than a lady who’d previously taught two US Presidents”. Marketing Legend, Drayton Bird

Andy is well known to us at APMP. He has delivered keynotes at both our UK and US conferences, significantly improving the way many of our members present.

Winner of the prestigious award Britain’s Sales Trainer of the Year 2009, Andy’s unique slant on presentations stems from the fact his mother is blind, giving him a lifetime of explaining things from someone else’s point of view… a critical skill when presenting.

His insights led AstraZeneca’s Global Communications Director, to say “I’ve spent 15 years in senior PR and Communications roles with blue chip companies and can honestly say, what Andy Bounds doesn’t know about communications, isn’t worth knowing!! He’s a true genius and his advice is indispensable.”

[email protected] or [email protected]



Speaker overviews & biographiesSpeaker overviews & biographiesVirginia Ainscough Successful capture planning


Ian ThompsonSuccessful capture planning

Technology • 60 minutes

Mark Taylor and Martin WicksProject Quest: A case study of a radical road map to winning new business at Selex Systems Integration


David Blume and Fiona FlowerBridging the gap – making proposal & sales teams more effective

Technology stream • 40 minutes

How many companies really apply capture planning in a way that adds value to their business?

Many do too little, too late with no follow through. To be really effective you need to start the process early (well before any RFP shows up), identify gaps in your knowledge

and action individuals to find out the missing information. Once the RFP arrives it is vital that you don’t waste this valuable research. Where the process often falls down is a lack of follow through; there must be regular re-evaluation of the original strategy.

This presentation will provide practical advice on the application of capture planning including training on how to run a successful capture planning session. I shall demonstrate how you can forge and maintain the links between sales and proposition development teams.

Real life examples will be used to show how early application

of capture planning can turn an opportunity from an aspiration to a winning proposition.

Profile Virginia Ainscough has over 15 years experience in sales and business development. For the last five years she has run her own company specialising in sales and marketing; in particular strategic bid and sales advice, capture planning and bid management to companies wanting to improve their win rate.

Her clients include blue chip international companies operating across a wide range of market sectors. Recently she has managed a number of large public sector outsource bids in a variety of areas – ICT, regeneration, housing, property, construction, highways and customer service/contact centre. These have ranged in value from £10m to over £500m.

[email protected]

This paper explores the importance of pre-proposal activity and proposal production in the bidding

for and winning of European public sector contracts.

In this white paper we discuss two substantive topics.

The first describes the business capture elements and techniques deployed by European prime contractors in creating proposals worthy of securing large public sector contracts.

The second discusses the relative importance of the key stages within the Capture Cycle to the successful winning of new business.

ProfileIan Thompson, Account Director, QinetiQ Commerce Decisions, is one of the original employees of QinetiQ Commerce Decisions Limited and has been instrumental in driving growth and profitability within the business over the last six years.

Ian has spent the last five years working with the UK’s largest contractors to the public sector, and manages a team responsible for supporting contractors’ bid activity. He has amassed a great deal of knowledge and understanding of capture processes while engaging with more than 200 bid and capture teams.

Ian also holds responsibilities in servicing several of QinetiQ Commerce Decisions’ major public sector customers and has strong knowledge and experience of behaviours and relationships between public sector buyers and contractors.

Via [email protected]

In 2004, ATMAS UK was a business with major challenges; it lacked significant orders, projects or products and was

reliant upon its parent for funding. A decision was taken to introduce two new senior managers. Once in post, Mike Clayforth-Carr and Alan Cox engaged with

Shipley and Harmonic to help them transform the business.By 2007, ATMAS UK (now Selex Systems Integration) had

achieved an impressive turn around, developing an order book of £100M and sales revenue of £30M. Transformation was achieved through realignment of strategy and capability to the market and the introduction of a solutions approach to winning business. This method was implemented through a recovery plan called ‘Project Quest’ which included:

Adopting a ‘solutions’ approach with customers •Creating a unique Business Capture Team which blended •Selex SI experts with outside consultants Training and coaching in best practice capture skills in-line •with pursuing real opportunities

This case study will describe the radical nature of Project Quest, the controversies it raised (and still raises) and the lessons learnt.

ProfilesMartin Wicks is a Director of Harmonic Limited. Originally from an electronics and engineering background, Martin spent more than 20 years working in systems and software engineering businesses.

Martin was a co-founder of Harmonic in 2003. Harmonic provide support for major multinational businesses in across a wide range of disciplines. Support to business winning activities includes capture and bid management, subject matter and domain experts and a wide range of delivery related skills.

Mark Taylor is Deputy Managing Director and Training Director of Shipley Limited. A recovering engineer, Mark spent 15 years in systems engineering in the medical and aerospace industries in a range of technical, project management and business development roles.

In today’s economic climate, proposal teams are being asked to do more with fewer resources. Therefore increasing

productivity is vital to improving capacity to support the spectrum of business opportunities. And where control and responsibility need to be transferred to the sales team, proposal quality can vary tremendously, ultimately affecting deal closure.

This presentation will illustrate how automation contributes to addressing these challenges by: a) Improving proposal team efficiency by eliminating many of the manually intensive

tasks associated with developing RFP responses. b) Providing a self-service capability to enable the sales team to find appropriate content and generate accurate, up-to-date and compelling proposals.

We will include a presentation from Dell outlining their innovative approach to building a compelling business case for a complex global deployment.

ProfilesAs VP European Operations at Sant Corporation UK, David Blume is responsible for sales and service delivery to Sant’s customers in the UK and mainland Europe. David brings over 20 years of international sales and operational management experience to Sant. For the past 5 years David has specialised in proposal automation and sales effectiveness.

Fiona Flower is Content Manager for Dell’s multi-language proposal knowledgebase. She is responsible for sourcing, managing and maintaining proposal-ready content for 24 countries, in 15 languages, to meet the requirements of the company’s Sales, Proposal Management and Solutions communities.



Speaker overviews & biographiesSpeaker overviews & biographiesJohn de Forte

Too many cooks? Successfully managing multi-author bid submissions


John HawthorneGetting value for money from your bid consultants


David WarleyManaging successful bids with PRINCE2 2009

Training & Practitioner • 100 minutes

Paul OgdenPresenting your bid with confidence - using voice techniques to get an edge in the presentation phase


When responding to a major tender opportunity, a number of people are usually needed

to research and draft the various parts of the submission. However, this can create challenges. Authors have their own ideas, habits and idiosyncrasies when it comes

to approaching the response and the way in which it is to be written. Some will have better writing skills than others. The result can be a mishmash of writing styles which, at the least, will be time consuming to eradicate.

If still evident in the final draft, they will create the impression of a bidder whose solutions lack consistency and whose organisation lacks cohesiveness.

Drawing on his experience of drafting, editing and co-ordinating major bids submissions, John de Forte will suggest ways in which the drafting process can be streamlined and how the pitfalls associated with multiple authors can be avoided.

ProfileJohn de Forte is principal of de Forte Associates, a consultancy which has specialised in advising on bid management over 20 years. His involvement includes training in-house bid teams, carrying out strategic reviews and conducting workshops to improve tenders performance.

He frequently advises on live bid opportunities in the UK and across Europe, helping to develop bid strategy and key messages, drafting the response and coaching presentation teams. He wrote the summary documentation for Connect Plus’s successful bid for the recent £4.5bn M25 contract, one of the largest bids of its kind. He is author of Proposals, Pitches & Beauty Parades, published by FT/Pitman.

[email protected]

PRINCE2 is the world’s most widely used project management method. Re-issued in June 2009, the new

manual is an international bestseller. It provides a set of guiding principles that can be applied to create a roadmap for project success. These same principles are equally

valid for business development.Through a series of real-world examples and practical illustrations

the presenter will show how PRINCE2 principles support sound qualification, good governance and proposal team design. He will then demonstrate how Product Based Planning can be used to plan proposal content and to establish the controls for the proposal manager to monitor delivery and quality of the proposal itself.

Well established proposal management methods will be re-examined through the prism of PRINCE2. The presenter will show how the principles of Management by Stages and Tailoring might be applied to create a scalable approach that provides the

right degree of ‘light touch’ control appropriate to the size and importance of each opportunity.

In active discussions and practical exercises participants will apply PRINCE2 approaches to their own situations and take away practical examples that will help them in their daily work.

ProfileDavid Warley is a telecommunications professional and owner of Bid to Win Ltd. David is a frequent presenter at APMP conferences and an accredited Professional of the APMP. A certified PRINCE2 Practitioner; he has introduced and applied formal methods in a wide range of business environments. Educated at Newcastle University he joined British Telecommunications in 1970. At ICL he authored the Hitch Hiker’s Guide to Bid Management and has had a long and successful career in international business development.

[email protected]

Most bid professionals know exactly what they want their audience to hear. They have been schooled

in content and presentation skills. They probably understand how they would like to communicate and the impression they would like to make. But do they know how

their voice sounds and what difference this makes?Most people don’t know how to build on their existing vocal

abilities to inspire confidence in their audience and to get a competitive edge. In this short session delegates will be shown some simple ideas, tips, techniques and exercises that give them greater control over the way they communicate with others and the impact they make.

Paul Ogden knows how to make a real and sustainable difference to the results of a bid team faced with this decisive stage of the bid process. His session accepts that these professionals will have had expert presentation skills training and builds on that. Once put into practice, delegates will be able to:

Develop vocal and non-verbal communication skills into an •incisive business toolDeal with the mental and physical responses of ‘stage nerves’ •

and still get their message across effectivelyPresent themselves and their business with increased impact •and presenceEnjoy speaking in public and to a team of senior client decision •makers.

Profile Paul is one of the country’s leading voice and performance coaches specialising in personal communications in business. He works with individuals and teams helping them to present their business with impact and presence. His clients include Swiss Re, KPMG, Deloittes, Fujitsu, Atos Origin, Tyco Healthcare and HMRC. He is also a mediator accredited with Regents College School of Psychotherapy and Counselling.

Paul leads the presentation effectiveness side of the Sixfold business and is an expert in effective communications and talent management. Paul heads up the development of specialist business-focused programmes which Sixfold creates to meet the needs of its clients who must win!

[email protected]

Bid consultants can be expensive. Perhaps because of this, the APMP’s Spring/Summer 2009

journal shows that many firms shy away from using consultants. Yet these firms admit they struggle with the earlier stages of bid preparation and say they really

would like some help. So would using consultants help these firms increase their

competitiveness and are they actually value for money?BAE Systems Platform Solutions offers our view. We recently

invited some bid consultants to take us through bid preparation and positioning ― the way they do it ― to benchmark our processes and see if it would help us land a significant contract that had strategic importance to the business.

In this presentation we’ll lay out the lessons we’ve learned from this to help you judge whether consultants might help you. We’ll look at the difficulties, the practicalities, the positives and, ultimately, whether we think consultants are worth the money. And whether they helped us win that bid…

ProfileDr John Hawthorne is a bid manager with BAE Systems, specialising in major international bids in the aerospace sector. He is a widely published author and has ten years’ experience working on both sides of the bid/procurement divide. He has led bids of all sizes in industries as diverse as defence, healthcare, IT and even gambling.

[email protected]



Speaker overviews & biographiesSpeaker overviews & biographiesAndy HaighEight key strategies for responding to the PQQ


John HiggsLegal traps in bidding and tendering – reducing and controlling bidding risks


The response to the Pre Qualification Questionnaire (PQQ) is very often a knee jerk response to the

questionnaire arriving on the desk. However, if the opportunity is not eventually bid for and won, any effort expended against the PQQ is wasted. On the other hand, if the PQQ is

not completed, you cannot bid for the contract – even though you are the best organisation on the planet to supply what is wanted!

So how does an organisation with limited resources get the balance right and what needs to be done to maximise the chances of getting through to the bid stage? We have pulled upon 20 years of tackling these problems and have eight simple strategies for optimising bid effort against getting a return.

This session will explore the most common PQQ problems and illustrate with real examples where a pragmatic approach exists to helping resolution. It will cover the strategies to:

Make Senior Management part of the team•

Qualifytheopportunity •Getthescoringmatrix•Primeyourreferences • Storeallthereusableinformation•Articulatethebenefits •Nailthecompliancyissues•Check the Market Intelligence.•

ProfileAndy is a business expert specialising in Public Sector procurement, business process change, training, coaching and facilitation in a diverse range of organisations. He has extensive experience building companies and profit centres in large multinational corporations.

Andy supports bid teams wanting to win formal Public Sector bidding competitions of all sizes including T-Systems £1bn e-Borders bid, The Guardian News and Media £10m bid for the British Council website. Andy is accredited as an APMP “Professional”.

[email protected]

Having a Winning Presentation won’t get the deal if you blow the rest of the interview. This seminar is about

how to ensure that the bid team perform well on the day. What to do to prepare them and how to ensure that they deliver a credible performance.

Winning isn’t everything, but losing when you know you could have done better is unacceptable.

The biggest problem for the presenters during the rehearsal is the “Friendly Assassin”, the colleague who is trying to help but actually undermining performance. On the day it’s the “Enemy Plant” the client with an agenda.

During this seminar you will learn:

A proven process for bid rehearsal•An approach to nullifying Friendly Assassins•Strategies for blocking the Plants.•

This seminar will better equip you to run a Bid Rehearsal or take part in one in a constructive manner. It won’t guarantee

success but it will guarantee peace of mind that you did your best.

ProfileNicholas Oulton is the founder of m62 visualcommunications, the global leader in presentation effectiveness. m62’s core business is developing sales presentations and Nicholas’s role as Principal Consultant means he has spent the last 12 years coaching and rehearsing bid teams. He has coached nearly 100 major bid presentations with a success rate of 85% winning over $10 billion.

In Asia Nicholas helped HSBC and team to win one of the largest Public Private Finance Initiative contracts in the world, the $2.6 billion Singapore National Stadium contract and recently helped close a £1 Billion IT outsourcing deal in the UK and a $1 Billion Water Treatment plant in Florida. His work is global and cross industry with major clients in Pharmaceuticals, Construction, IT and Finance.

Nicholas’ is a Chartered Marketer and his book ‘Killer Presentations’ has sold over 15,000 copies.

[email protected]

Many of us are guilty of rushing into the latest bid opportunity and hoping that the legal issues will

be sorted out at the end (or just ignored). We do this at our peril! In a smaller bid, if something goes wrong we end up in court or with a hugely unprofitable deal. For the

larger bids, we engage a heavyweight legal team who arrive late, reject large swathes of our solution and then create a crisis in getting the bid released.

The Sixfold approach is different. We arrange an “overview” of the tender documents at the beginning and then work with the challenges identified to create a robust and risk-minimized solution. We don’t want the heavyweight and detailed (and costly) advice at this stage; just pragmatic pointers, based upon experience of real bids.

The session, will highlight this approach and give specific examples of where problems could have been eradicated by a simple check at the beginning. The session will look at some specific, frequently encountered (and non-intuitive) problems covering the following areas:

CompetitionLaw • BuyingandSellingTerms•TUPE • TheSmallPrint-TransferofRisk•FreedomofInformation • LossofData•Breach of Confidentiality.•

ProfileJohn is an experienced commercial lawyer who works ‘hands on’ with SME management teams, mainly focussing upon winning profitable business contracts. John’s background includes private practice in the City with Norton Rose as well as high level responsibility in corporate management teams, notably as Head of Legal and Company Secretary at Stena Line UK.

In recent years he has been extensively involved in Public Sector bidding for Home Office contracts as well as private sector bidding and tendering. He coordinates insurance management with contractual risk and aims to make sure that a successful bid translates into a profitable long-term relationship. A leading member of the Sixfold team, John adds practical legal and insurance expertise to the Company’s range of services.

[email protected]

Nicholas OultonEffective Bid Rehearsal

Training & Practitioner • 60 minutes

Ray Brown & Graeme RobsonDistinguishing your offer in the next generation of procurement


The last few years have been extremely volatile for bid professionals requiring new thinking and approaches. This

presentation will review the areas of most significant change both in terms of internal governance and of external demands from customers and evaluators. Examples will be given of how sound processes supported by technology can help restore a level of sanity and repeatability!

The presenters will discuss competitive dialogue, the proliferation of electronic submissions, qualification and reporting. The importance of an integrated end-to-end approach across the bid cycle will

be highlighted along with the role of shared information and process automation in supporting such an approach.

ProfilesFor almost 20 years, Graeme and Ray have been helping companies to win new business in competitive or complex sales processes in sectors as varied as Defence, IT Services, Construction, Finance and Telecoms. They founded Concurrence in 2002 with the objective of delivering software products that provide customers with a significant advantage in their ability to deliver winning bids and proposals.

The first product, Concurrence Catalyst, provides the ability to clearly differentiate a submission from competitors through its quality and accessibility, whilst clearly evidencing sales claims. The newest product, Concurrence Chrysalis, drives the capture and initial bid management process and ensures that strategy and information are shared across the bid team. The result is a solution that accurately and demonstrably meets the customer requirements.

[email protected]@concurrence.com



Speaker overviews & biographiesSpeaker overviews & biographiesTony Hughes & Andrew MoorhouseImprove your win rates when dealing with external procurement consultants


Ken NewlandRisk Management in bids – the dilemma


The rise and spread of external procurement consultants poses a real challenge for many proposal

managers. The consultants bring a very restrictive bidding process; they block access to key decision makers and threaten to disqualify anybody that goes around the rules.

Within this rigid bidding process, competitive differentiation is stifled and proposal managers are unable to demonstrate their added value. Worse still, the proposal managers are rarely able to influence the specification, as they are typically involved only after the RFP is written.

Due to this frustrating situation, many proposal managers understandably adopt an adversarial position, and believe that procurement consultants are the enemy.

So how can you succeeded and win through this rigid, inflexible bidding process?

This session shares the real-world strategies used by over 120 successful proposal managers and presents a best practice approach for dealing with external procurement consultants.

ProfilesTony Hughes is the Managing Director of Huthwaite International, an international sales and negotiation consultancy, which provides sales and negotiation skills training in more than 30 languages across the globe.

Tony is a regularly requested conference speaker, having presented at the UKAPMP 2008 annual conference.

Andy Moorhouse is the Research Manager at Huthwaite International. Andy’s research and consultancy interests lie in identifying the evolving role of procurement and determining a best practice approach for dealing with this [email protected] (for both speakers)

Risk Management - always a challenge, always important - but even more critical during the bid

phase. This briefing will address risk from the two main bid viewpoints: Customer focus (what influences customers, how we might satisfy their needs) and business

or governance focus (the importance of sound planning for successful contracts). It will then consider the implications of shifting the balance between ‘more business exposure - increased win probability’, to ‘more cautious governance - reduced win probability’, reflecting on the challenges of gaining competitive advantage through increasing risk exposure.

ProfileKen has been engaged in winning new business for 35 years working on both sides of the commercial divide, providing bid support to industry and tender evaluation management to customers. He has worked in bid teams in Continental Europe, USA, Australia and the UK. As MD of Quintec Associates he went on to grow a successful systems engineering and bid support consultancy, joining Thales when the consultancy was acquired.

Ken is qualified as an APMP Practitioner and is a Chartered Engineer. He is also a Fellow of the Association of Project Management (APM) where he chaired the APM Specific Interest Group (SIG) on Risk Management. He aims to bring this APM experience to the UKAPMP in his new role sponsoring Communities of Interest, a principle to which he is deeply committed.

Gaining access to client executives is critical to success, but very few proactively engage with

procurement before they are forced to do so.

But how can proposal managers effectively influence procurement if they

do not make time to identify and align with its priorities?Tony will facilitate with a panel of procurement directors

discussing how sellers can deliver real ‘added value’ that can be measured and make a real difference to their chances of bidding success.

Delegates will learn:Real world insights into how procurement measures value•How to effectively build a strategic relationship with •procurementInsights into how procurement make strategic supplier •selection decisions.

ProfileTony is the Managing Director of Huthwaite International, an international sales and negotiation consultancy, which provides sales and negotiation skills training in more than 30 languages across the globe.

Tony is a regularly requested conference speaker, having presented at the UKAPMP 2008 annual conference and most recently at the 2009 global conference for the Strategic Account Management Association (SAMA).

Via [email protected]

The Executive Summary is the most important section of your proposal. It is not merely a summary of

every following section or a long winded overview of your organisation. Written well the Executive Summary will demonstrate the “essence” of your offer to a prospective

customer. It will clearly articulate three or four reasons why they should buy from you and not the competition – or indeed not buy at all.

This session will share with you the secret to writing highly effective Executive Summaries quickly and painlessly. Gone will be the underwhelming start to your proposals. And kiss goodnight to the late nights and cold pizza.

ProfileGraham is passionate about proposals. He is a Consulting Director at Strategic Proposals in the UK.

He has over 14 years of bid and proposal management experience across a range of industry sectors including IT, telecommunications, utilities, finance, insurance, law, logistics and travel management. His extensive experience has included managing live proposals, training teams, benchmarking and developing an organisation’s proposal capability.

Graham has presented at the UK and worldwide APMP annual conferences. He holds APMP Professional accreditation.

[email protected]

Procurement InsightsPanel Questions & Discussion

Training • A 120-minute facilitated discussion

Graham Ablett Executive Summary Masterclass




Speaker overviews & biographiesSpeaker overviews & biographiesColleen JollyThis old proposal: A DIY guide to proposal graphics


Christopher KälinThe Great Proposal Management Quiz Show


Gavin Dobbing & John AbulifaRefreshing the parts of pursuits that process can’t reach


We all know pictures communicate faster and easier than loads and loads of text alone, but who has

the time, resources, and ‘wherewithal’ to actually put them in a proposal?

In the spirit of “Do It Yourself,” we will take actual proposal graphics and show

you how to recreate them using Microsoft PowerPoint 2007 —in real time.

We’ll also look at case samples of other old proposals that have been successfully renovated, and take on any of your graphics that need a facelift.

Turn old proposal graphics into modern marvels•Apply the basics of information design•Learn rendering tips and tricks that anyone can use.•

ProfileColleen Jolly, AM.APMP, is a Principal at 24 Hour Company and Director of 24 Hour Company UK—a global professional proposal graphic and production company. She has won more than £15bnin business for her clients.

Colleen is also an award-winning fine artist and works on the APMP Journal and regularly contributes articles. She is a frequent speaker internationally. She holds a BA from Georgetown University, and is active in leadership roles in many non-profit arts organisations. She is a SEEDA Woman’s Enterprise Ambassador and has been published three times in a US business quotation calendar.

[email protected]

Let’s see what you really know about proposal management! In this thrilling and entertaining quiz show,

several teams will compete against each other.

Each team will have to answer questions and perform tasks related to the business

of proposal management. We will identify the “Proposal Team of the Year” of 2009.

The team will win an XXL 32-inch-159-oz-4.5-kg bar of Swiss Toblerone Chocolate (no kidding!). At the 20th Annual Conference in Phoenix in June, this was one of the most entertaining sessions. Don’t miss it!

ProfileChristopher S. Kälin is the founder of CSK Management, a Swiss consulting boutique for proposal management. His track record shows a profound experience with projects in Europe, Asia and South America.

Chris developed the BidMaster approach to develop winning proposals. Chris provides proposal training, and helps companies to optimize their proposal processes. He also supports companies “side-by-side” to win strategic deals.

Chris is also lecturer at the Zürich University of Applied Sciences. Prior to CSK, he worked with IBM, Arthur D. Little, and SONY. He holds a masters degree in business administration and IT. He speaks German, English, and French. He is APMP’s chairman of the German speaking chapter APMP DACH (Germany, Austria, and Switzerland).

[email protected]

We’ve all seen animated discussions that go on for ages without ever approaching

agreement; people failing to deliver material when they said they would; a single point of view being adopted by the team before other approaches have been properly considered. Lessons-learned reviews are great at naming the symptoms of what went wrong, but the prescription is often a dose of process. Where behaviours are holding the team back, changes of perspective are needed: changes of process can’t stop people being people.

Our 75 minute session will explain and demonstrate, using dramatised real-life experiences, some simple techniques that can help the bidding team to anticipate, consider and respond effectively to the various challenges they are likely to encounter.

ProfilesGavin DobbingGavin Dobbing collaborates across QinetiQ as a bid manager, building teams to shape and define a wide range of solutions to customer problems. QinetiQ expertise includes engineering and human performance test facilities and services, mechanical condition monitoring, robotics and autonomy, training and simulation, security and resilience, and sensors and spectrum.

John AbulifaJohn is a skilled international executive coach who specialises in equipping a wide range of business people with presentation, facilitation and communication skills. He has also created and run courses in Team Building, Leaderships Skills, Impact and Influence. He runs specialised courses for group as well as undertaking individual coaching. John has worked with all levels of management from support staff to Board Level.

[email protected]@QinetiQ.com

Phil PeaceSeeing the big picture - DVD documentaries as part of your differentiated pitch


In 2001, Phil pioneered the introduction of the DVD Video Documentary to accompany and supplement hard copy

sales proposal documentation. Piloted in the Real Estate sector, clients and their Professional Services consultants were able to ‘meet’ the presenters team on DVD

prior to the final presentation and could also review specialist proposals made by key members of the supply chain.

Animated 3D build sequences can be created to take prospective customers through completed schemes and explain visually the rationale behind innovative design management, construction and indeed 4D programme solutions.

Phil has helped clients win in excess of 1 billion of new business using these innovative techniques. Client feedback has been predictably positive – “watching the film was definitely preferable to just reading the book!”

ProfileA Chartered Professional, Marketing and Business Development specialist with over 25 years experience in the identification, pursuit and acquisition of new assignments. He has extensive experience within the Professional Services sector on Bids and Proposals preparation for iconic landmark schemes throughout the UK, working in Consortium Teams, SPVs and Joint Ventures.

Whilst working with Bovis and Multiplex he pioneered and developed the use of DVD technical documentaries to emphasise value propositions associated with the procurement of over £1 billion of new business for PFI schemes, Prime Contracts and major JCT Projects.

[email protected]

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About the speakers

Speaker overviews & biographiesChris Milburn Producing customer focused sales document in a fraction of the usual time


For many in sales the thought of having to complete a proposal response fills them with horror. Often

the last response is dug out, ‘find and replace’ is used to swap customer names, a bit of cut and paste, and voila a new bid has been created. Understandably, this

approach leads to poor quality proposals, a lack of consistency across organisations, wasted time and a poor win rate.

ProposalGENie has been developed to allow sales people to produce professional customer focused selling documents, in a fraction of the time traditionally needed. The system also provides pricing modules, which can range from simplistic, to complex logic driven systems. It also provides management with a whole range of statistics, and can be used to monitor an organisations bidding performance. This workshop will review the experiences of existing customers, and the benefits they have gained using the system.

ProfileChris Milburn is a freelance Business Developer for a number of sales and bidding organisations.

Starting out as a Research Scientist, Chris spent his formative years designing oil exploration systems, and communication systems for the Royal Navy before moving into Business Development, and ultimately the world of bidding.

Chris now predominantly works for Proposal Genie, where he heads up the UK sales team, and for Shipley, where as well as winning them business, he also delivers their training workshops. Chris manages the Jobs page for UKAPMP.

[email protected]

Mark ThurmanExploring the latest web applications for effective collaborative working


Software as a Service (SaaS) and web-applications exist that can radically transform the way in which

we engage, collaborate and manage our day to day workloads.

This presentation on SaaS will take delegates through the latest tools that can

help how sales and bid teams work together on bids and other collaborative projects.

The example at the centre of this presentation is Zoho. Zoho’s suite of products and services have become increasingly used by organisations around the world. We will demonstrate some key features and benefits of interest to bid and proposal teams and the ROI of when investing and using the tools.

ProfileMark runs his own company, Credible Systems with his business partner Sarah Treanor. Prior to that he worked at The Project Network for 9 years and took part in many large bids on behalf of some of their high profile IT focused customers. It is this experience and his involvement in subsequent projects and programmes that have led him to look at the creative ways that IT can be harnessed to increase productivity and enjoyment.

[email protected]

We make things worth talking about.


*Judges comments from

British Association of Communicators in Business awards

This year the Kindred bid support team of writers, editors and designers has helped clients produce bid documents that have secured contracts worth in excess of £1 billion.

If you would like us to work for you please contact Richard Spencer on 0113 306 0000 or at [email protected]

Your work shines out like

a diamond ina dustbin *

Proven tactics, strategies and tools

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