Training Day IV
Proposal Tricks & TreatsTips and Tricks for Successful Virtual Teams
While our community of knowledge considers collocating a best practice, the reality is that we are slowly being co-opted by our own employers! As companies include telecommuting, distance teaming, and online training as business and personnel retention strategies, the reality is that some or all of the people working our proposals will be “virtual” teammates. Where is our virtual team? How can we effectively manage them? Pack some virtual teaming tips and tricks into your toolbox at the APMP Training Day.
Ruth Belanger, AM.APMP
Ruth Belanger has been a Proposal Process Manager with Northrop Grumman Space Technology for six years. She has 10 years additional experience as a manager of technical publications, document control, and research services with a Federal contract to license the Yucca Mountain as a nuclear waste repository. She is a graduate student of library and information sciences at San Jose State University. Ms. Belanger is accredited at the Foundation Level.Proposal Pictionary
Visuals increase success rates up to 43%, communicate 60,000 times faster, and give ideas 22 times more impact—so why are there so few pictures in proposals? Learn how to turn your ideas into clear, communicative, compelling visuals. We will break into teams and play Proposal Pictionary!—literally practicing our new skills to communicate common proposal ideas through graphics to win prizes. No previous graphics skills necessary—just a sense of fun!
Colleen Jolly
Colleen Jolly, Principal at 24 Hour Company, has been instrumental in winning more than $15B in business for her clients. A frequent contributor to the APMP Journal, she is also responsible for its book composition/cover design. Colleen frequently speaks on proposal design topics and holds a BA from Georgetown University.Learn From the Losers: Avoid the Mistakes and Misfortunes of Proposals Which Lose Awards and Cause Protests
All proposal specialists know the requirements of Section C, Section L, and Section M, but why do I get so much work? Based on over 30 years of Government Contract Attorney Experience, Mr. Sovie will present lessons learned the hard way and techniques for success in proposal preparation for the future:- The top 10 mistakes in proposal preparation
- The best way to handle solicitation ambiguity
- What to do with knowledge of an unfavorable agency interpretation
- Are you feeling lucky today, counting on an opportunity for discussions
- Why not take exception, put conditions on your proposal
- So, you know what is best for the Government, regardless of the solicitation requirements
- How to take advantage of a “Best Value” proposition.
Donald E. Sovie
Donald E. Sovie is a partner in the law firm of Crowell & Moring, leading the Government Contracting and International Practice Team in its California Office. Mr. Sovie has over 30 years of specialized experience in government contracting and compliance with related U.S. laws and regulations, claims, and dispute resolution arising out of contracting with and for the U.S. Government, including international and commercial items sold to the U.S. Government agencies, preparation of transactional documents for joint ventures, asset purchase and sale agreements for entering and expanding U.S. Government business.The Care and Feeding of Proposal Consultants
Demographic analysis of Government and defense industry staff levels in critical areas indicate that approximately 50% of the current workforce will retire over the next three years. Nowhere is this trend more evident than in the field of proposal professionals. As federal procurement regulations become more complex and procurements become more competitive, replacement of the skilled proposal personnel needed to respond is an increasingly significant challenge, and the prospects do not look good. This panel will examine the prospect that more consultants will be used in the future, including cost effective methods for hiring, managing, and instilling loyalty in employees that are now retired. In other words, how will the Care and Feeding of Consultants be done effectively without breaking the bank?"Alan Snodgrass (Moderator)
The Changing Face of the Government Customer
Mr. Netzer will present a lively discussion about the internal challenges facing Federal Government procurement organizations. How do these issues affect capture and proposal activity? Do we need to adjust how we interface with Government customers? How do we become a better partner to the Government customer? Tough challenges facing most Government organizations include:- The aging workforce at the program level
- Early retirement opportunities
- Source selection challenges
- Lack of succession planning in procurement organizations
- Changing acquisition legislation
Al Netzer
Alan Netzer, recently retired USAF and Senior Consultant with Logistic Specialties Inc. (LSI), will lead this discussion and provide valuable insight into current Government procurement and source selection challenges and trends.Get Surefire Results from Your Oral Presentations
Do you get surefire results from your oral presentations? Let’s find out with simulated, exciting roleplaying situations where you may be the Key player. Learn some of the secrets of presenting to win. Mary Kis established her San Diego, California-based consultancy, KIS Enterprises, Inc. to provide orals presentation coaching and proposal training workshops to businesses, nonprofits, and individuals.