2024 Western Region Conference
Our third annual 1½-day event was held at Disney's Grand Californian Hotel in Anaheim, California, with presentations on Thursday afternoon 17 October 2024, a reception at the Napoli Ristorante e Bar in Downtown Disney on Thursday evening, and continuing with a full day of presentations on Friday, 18 October. 100 attendees registered.
Mastering the Art of Post-RFP Oral Presentations
Delve into the essential skills needed to turn a well-crafted proposal into an engaging and persuasive live pitch. With the rise of AI, securing contracts will demand a compelling oral presentation that can set you apart from the competition. Learn how to effectively adapt written content for verbal delivery, create impactful visual aids, and anticipate client questions. This session will also cover the importance of highlighting key differentiators in person, employing techniques to engage the audience, and prepare a cohesive presentation team.
Lauren Antonian, CF APMP
Lauren is an APMP-certified proposal expert with over 20 years of experience in healthcare proposals for Fortune 50 health plans, a seasoned public speaker, and a guest lecturer in Employment Strategies and Public Speaking at Los Angeles community colleges.Real Artificial Intelligence (AI) Use Cases Panel
AI is revolutionizing proposal management by streamlining processes, enhancing efficiency, and improving decision-making. This panel explores real-world use cases of AI in proposal management, highlighting both its transformative potential and the challenges organizations face during implementation. Explore real-life case studies and gain expert advice on how to effectively navigate AI implementation complexities. The session will also provide strategies for overcoming obstacles and maximizing AI’s benefits in proposal management. Learn practical knowledge to leverage AI effectively, whether you’re just beginning to consider AI solutions or looking to enhance your current systems.
Melle Amade Melkumian, CP APMP (Moderator)
Melle has spent more than 20 years managing the proposal process within prestigious organizations such as NASA, Northrop Grumman, and Hewlett Packard. An AI advocate she provides training and leadership in the adoption of artificial intelligence.
David Mansi, CF APMP
David is the co-founder and CEO of ProcureSpark.ai, a generative AI platform for proposal response, with extensive experience in managing international bids and optimizing proposal processes from his previous role at Accenture.
Chip Schaller, CF APMP
Chip is the Proposal & Capture Subject Matter Expert for AutogenAI Americas, with over thirty years of experience in federal and enterprise proposal management, including senior leadership roles at Maximus and DynCorp, where he managed multi-billion-dollar proposals and led global teams.
Larry Pitts
Larry is the Director of Customer Success at Procurement Sciences AI, where he focuses on building trusting relationships and tailoring business opportunity plans to help government and commercial contractors leverage AI-powered applications to win more government business.
Drew Hartley
Drew is VP of Solution Engineering at pWin.ai, with a strong background in leading engineering teams and driving technology solutions, previously serving as Director of Generative AI at Applied Information Sciences and holding key roles in insurance and AI consulting.Effective Strategies for Rewarding Proposal Teams
Proposal managers play a crucial role in driving business growth, yet their efforts often go unnoticed. Dive into best practices for acknowledging and rewarding proposal teams, drawn from real-world examples and proven strategies. Explore a range of reward mechanisms, from monetary incentives and career advancement opportunities to innovative recognition programs. Obtain insights into aligning rewards with both individual contributions and team achievements, ensuring that all members feel valued and motivated.
Joseph Ayala, CF APMP
Joseph is the Proposal Development Center Director at Teradata, with expertise in building centralized proposal teams and a unique background in both sales and proposal management, as well as serving as a communications lecturer at California State University, Northridge.Embodying Excellence in Mentorship
Being a mentor involves more than just offering advice—it’s about being a thought-partner, a listener, and a source of encouragement. Explore the distinct characteristics that make an exemplary mentor. Learn how your head, ears, heart, and more all contribute to becoming a confident mentor who empowers and develops their mentees. Obtain actionable steps and best practices to help you embody these qualities. Whether you're a mentor looking to enhance your skills or a mentee seeking guidance, this session will provide you with the tools to foster successful mentorship relationships.
Kailey Fascitelli, CF APMP
Kailey and Irene are Technical Business Development Specialists at Sandia, where they collaborate with leadership on strategic planning, proposal management, and customer relationship development, having submitted over 1,300 proposals together.
Irene Trujillo, CP APMP
The SMA Way and the Future of Proposal AI
Join us for an in-depth discussion on the collaborative journey between SMA and Rohirrim in creating a Task-Specific Language Model uniquely pre-trained on SMA’s renowned body of knowledge for proposal best practices. This talk will unveil the innovative process of integrating advanced entailment language model theory with SMA’s systems engineering approach to proposal development. By interrogating each step of the proposal process including model specifications, story mapping, and annotated mockup outlines, this breakthrough sets a new benchmark for proposal excellence, revolutionizing the landscape and driving superior outcomes for all stakeholders.
Jacque Keats, CF APMP
Jacque is the Chief Operating Officer at SMA: The Proposal Lifecycle Company, with a career dedicated to creating environments where top talent thrives, and extensive experience across the entire program lifecycle for major government and federal contractor projects.
Steve Aberle
Steven is an Applied AI Engineer specializing in LLMs, transformers, and Generative AI, and the inventor of the first organization-specific generative AI solution, with a background in managing vast unstructured data collections at Los Alamos National Laboratories.The Five Elements of Career Development
In today’s fast-paced professional landscape, effective management and continuous growth are essential for success. This presentation introduces a structured approach to career development using five thematic elements: Earth, Air, Water, Fire, and Spirit. Receive actionable guidance on how to build a strong professional identity, embrace mentorship, pursue continuous learning, set strategic career goals, and define personal success. Each segment provides practical strategies for integrating these aspects into a cohesive career path. End the session equipped to combine these elements into a roadmap for achieving your professional goals and thriving in your career.
Emily Wilcoxson, MA, CF APMP
Emily is a Senior Proposal Manager at Arizona State University and has 6 years of Proposal Management experience in both the private and public sector. In her current role she is responsible for managing proposals for high impact research projects. Emily holds a BS in Geography and Spanish and an MA in Global Management.
Hayley Bohall, MPA, CRA
Hayley is Director of Research Development at Arizona State University, overseeing proposal management, internal funding, research editing, and faculty development to support the growth of ASU’s research enterprise.
Laura York, PhD, PMP, CF APMP
Laura is a newly appointed Proposal Manager at ASU with a background in research administration and project management, previously managing VA healthcare projects and holding a PhD from UCLA and a PMP certification.Baseline Opportunity Assessments
A dynamic pipeline with either too many opportunities, or opportunities added and deleted frequently, has a significant negative impact on resources and distorts business analytics. Dynamic pipelines are often unrealistic and create unnecessary stress for the Business Development professionals managing it. A proper Baseline Opportunity Assessment allows a company to develop a pipeline that is stable, realistic, manageable and resource-matched. Proper Baseline Opportunity Assessments consider two things:
- Organizational Fit: assessing whether an opportunity aligns with a company's competencies, past performance, and strategic goals.
- Addressability: verifying "bid eligibility", considering credentialing, size standard limitations, socio-economic category requirements, and NAICS designations.
Jack Bailey, CF APMP
Jack is Managing Director for The Kyle Group, LLC, a business development analysis, consulting, and executive education firm located in Las Vegas, Nevada. He is the former Vice President of Business Development for Pacific Architects and Engineers (PAE), M&E Technical Services (METS) and DynCorp International where he received the 2015 DynCorp Chairman’s Award. Operationally he has worked as a Strategic Planner, Business Developer, Capture Manager, Color Team Facilitator and Proposal Manager; and is experienced with every facet of business development. He is a Shipley Associates Certified Professional Capture Manager (CPCM) and certified Proposal Management Professional with the Association of Proposal Management Professionals (CF, APMP). He previously held the position of Vice Chairman of the Mid-South Chapter of APMP and presently holds a committee membership at the national level. Jack has presented training previously for the APMP Western Region Chapter (WRC) and the Capture and Business Development Conference (CBDC).AI-Driven Graphics in Proposal Management
AI-driven graphics are revolutionizing proposal management by offering new tools to create visually appealing and data-driven presentations. Explore how AI is transforming graphic design in proposals, enhancing clarity, engagement, and overall impact. Discover practical insights and real-world examples of how AI-powered graphics can elevate proposals to new heights, streamline workflows, and provide a competitive edge for organizations.