WRC26 Agenda
Thursday, November 5
How AI Expands the Role and Value of Proposal Professionals
AI can do more than make proposal teams faster; it can help proposal professionals become more strategic and influential. This session introduces a practical three-part model: Reclaim, Reinvest, and Influence. Using real pursuit examples, participants will learn how to reclaim time and cognitive capacity from repetitive drafting, production, and fragmented information; reinvest that capacity in higher-value activities such as evaluator analysis, strategy, differentiation, solution development, and reviews; and influence critical pursuit decisions earlier in the lifecycle. The session will also explore where AI can accelerate work, where human judgment and accountability must remain, and how to translate proposal insights into business terms leaders can act on. Participants will leave with a repeatable approach for turning AI-enabled efficiency into stronger pursuits and greater influence on win probability.
Takeaways:
- Identify proposal activities AI can accelerate and decisions that require human judgment and accountability.
- Apply the Reclaim, Reinvest, and Influence model to redirect capacity toward higher-value pursuit activities.
- Frame proposal insights in business terms that help leaders make better pursuit decisions earlier.
Chip Schaller
Chip Schaller is Senior Vice President, Go-to-Market Strategy & Execution, Americas, at AutogenAI. With more than 30 years of capture and proposal leadership experience, his teams have contributed to over $14 billion in contract wins, and he has led global proposal organizations of more than 60 professionals. Previously, Chip held senior leadership roles at Maximus and DynCorp International. He is APMP certified and a Black Hat Award recipient whose work connects evaluator insight, strategy, solution, evidence, and technology to make opportunities more winnable.AI Agents Are Evaluating Your Proposals. Are You Ready?
AI isn’t just changing how proposals are written; it’s beginning to influence how they’re evaluated. Federal agencies are exploring AI tools to support activities such as compliance reviews, content analysis, and source selection. This session examines what that shift means for proposal professionals and how teams can prepare for an evaluation environment increasingly supported by AI. Participants will explore how AI may affect compliance, differentiation, and risk identification; why generic content and boilerplate become even more problematic when proposals are analyzed by machines as well as people; and how to develop proposals that remain clear, compliant, differentiated, and persuasive regardless of who—or what—is reviewing them.
Takeaways
- Describe how federal agencies are exploring AI to support proposal evaluation and source selection.
- Identify risks and opportunities when proposals are evaluated using AI-assisted tools.
- Apply strategies for developing compliant, differentiated, and compelling proposals for both human and AI-assisted evaluation."
Christian Ferriera
Christian Ferreira is the Founder and CEO of Procurement Sciences, an AI-powered platform transforming how government contractors find, win, and deliver work. A former U.S. Marine Corps Sergeant, Christian combines experience as a Full Stack Software Engineer, Senior Solutions Architect, and Director of Business Strategy with decisive, high-pressure leadership. He holds degrees in innovation and entrepreneurship, management, and computer science and is a two-time 40 Under 40 honoree, recognized by both APMP and AFCEA for leadership and innovation in the GovCon industry.From Reactive to Ready: Upstream Teaming for Proactive Proposal Development
Federal funding timelines are getting shorter, but proposal teams don’t have to wait for an opportunity to begin preparing. This session shares Arizona State University’s evolving approach to supporting a $1B research enterprise by shifting proposal development upstream: from reactive response to organizational readiness. Participants will learn how ASU integrates capture management, research development, proposal management, and project management to identify priorities, connect experts and partners, capture institutional knowledge, and build capabilities before opportunities are announced. Through real-world examples and lessons learned, the session introduces a transferable five-step model for creating cross-functional readiness that can improve proposal quality, reduce pressure on teams, and enable faster, more strategic responses when opportunities emerge.
Takeaways:
- Explain how moving proposal development upstream can reduce pressure and improve quality under compressed timelines.
- Identify opportunities for collaboration across capture, research development, proposal management, and project management.
- Apply ASU’s five-step readiness model: Strategic Prioritization → Stakeholder Mapping → Knowledge Capture → Capability Development → Rapid Activation.
Panel
Megan Blease, MBA, CF APMP, is Senior Project Manager for ASU’s Research Success Hub, specializing in federal proposals, project management, and organizational readiness. Erica O’Neil, PhD, leads Faculty Research Development at ASU, helping researchers build collaborations and compete for funding. J. Quyen Wickham, MA, CP APMP, CAPM, is ASU’s enterprise Capture Manager, leading strategic positioning and partnership development for major research opportunities. David Winkel, PMP, directs ASU’s Research Project Management Office, supporting complex research initiatives. Tobin Spratte, CP APMP, is a proposal and business development strategist at Haley & Aldrich, APMP 40 Under 40 honoree, and Chair of the APMP Western Chapter.Friday, November 6
The Power of Effective Change Management
Change is constant in today’s proposal environment. New technologies, AI capabilities, processes, organizational structures, and customer expectations are reshaping how teams work, but introducing change is not the same as making it stick. This session explores the human side of transformation and why even the best ideas can fail without effective change management. Participants will learn practical strategies for building buy-in, communicating the “why,” identifying and addressing resistance, engaging the right champions, and reinforcing new behaviors until they become part of how the organization works. Whether implementing a new tool, redesigning a proposal process, or leading a broader transformation, attendees will leave with a practical approach for moving teams from awareness and resistance to adoption and sustained change.
Takeaways
- Identify the human factors that accelerate or derail organizational change.
- Apply practical strategies to build buy-in, address resistance, and increase adoption.
- Reinforce new behaviors and ways of working to create lasting, sustainable change.
Siobhan Mondesire
Siobhan Mondesire is Vice President of Marketing at Loopio, where she leads marketing strategy and growth for one of the proposal industry’s leading response management platforms. A versatile B2B and B2C marketing leader, Siobhan is known for combining creative brand strategy, data-driven growth, and people-first leadership. She was named a 2026 Business Elite 40 Under 40 honoree and has been recognized by BPTN as Black Marketer of the Year. A passionate mentor and community advocate, Siobhan brings an engaging perspective on leadership, innovation, and building teams that embrace change and growth.Career Development Strategies for Proposal Management Professionals
Proposal professionals develop a powerful combination of strategic, communication, leadership, and business skills; but navigating what comes next is not always straightforward. This session explores how proposal professionals can take greater ownership of their career development, define what success looks like, and build an actionable plan for advancement. Participants will learn strategies for setting meaningful goals, strengthening their professional brand, identifying development opportunities, and building the support needed to grow. The session will also explore career pathways that can emerge from proposal management, including team leadership and capture management. Through practical guidance and interactive discussion, attendees at any career stage will gain tools for making intentional career choices and positioning themselves for their next opportunity.
Takeaways:
- Create an actionable career development plan aligned with personal and business goals.
- Set meaningful goals and identify development opportunities that support advancement.
- Explore career pathways from proposal management into leadership, capture, and other roles.
Panel
Sandie Wislicenus, CPSM, is a seasoned AEC marketing and business development professional with nearly two decades of experience supporting proposal development and strategic growth initiatives. Lasya Prakash, CP APMP, is an accomplished proposal and capture management professional specializing in U.S. public sector pursuits. Recognized as an APMP 40 Under 40 Award recipient, Lasya is committed to advancing industry best practices and innovation. Myla Ramos is the CEO and Co-Founder of SearchPros, a workforce solutions company she built over 20 years. She personally wrote hundreds of RFPs, then built and led winning proposal and capture teams that grew the company into a government prime contractor. Melle Amade, CPP APMP, is the Senior Director, Proposal Operations at KBR, leading a team of 100 proposal professionals in aerospace/defense.Unlocking Team Potential: Proposal Lessons from 100 Escape Rooms
Your time starts…now.
In both an escape room and a major pursuit, the stakes are remarkably similar: you’re staring at a ticking clock, making sense of cryptic new information, and relying on a newly formed team to pull off a win. After completing nearly 100 escape rooms, the parallels to proposal management became undeniable. Just when you think you’ve seen every trick an RFP can throw at you, you still find yourself stumped.
This interactive session combines the psychology of puzzle-solving with high-stakes proposal management to explore how teams can stay calm under pressure, assign roles based on true strengths, communicate effectively, and read between the lines of complex requirements.
No escape room is complete without one last combination lock. To successfully exit this abstract, enter the final five-character passcode:
Remember to always prioritize Winning RFP Compliance this year.
Code: [ _ _ _ _ _ ]
Takeaways:
- Apply time-management techniques to keep teams focused and productive against the clock.
- Strengthen communication under pressure using a “One Voice” approach.
- Use creative problem-solving techniques to think beyond the obvious and tackle complex proposal challenges.
Jennifer Giralo, CF APMP
Jennifer Giralo is a Marketing Manager with more than 14 years of experience in the architecture, engineering, and construction industry and holds an APMP Foundation Certification. She specializes in transforming complex technical strategies into compelling stories. A seasoned stand-up comedian and improviser, Jennifer has performed at major comedy festivals nationwide and successfully navigated nearly 100 escape rooms. She combines performance, strategic problem-solving, and communication theory to help pursuit teams collaborate, think creatively, and perform under pressure.Advanced Visual Solution Architecture
This high-energy session shows BD and proposal professionals how to design, visualize, and communicate solutions that win. You’ll learn a practical, top-down framework that connects customer problem framing, solution design, visual packaging, and storytelling into one repeatable flow.
Instead of adding another checklist or template, this session helps you solve complex customer challenges faster, shape your solution into a clear visual story, and package it so evaluators understand it at a glance. Advanced practitioners will gain sharper techniques, while newer attendees will leave with a framework they can put to work immediately.
Takeaways
- Apply a top-down framework that connects customer challenges to solution design and storytelling.
- Translate complex solutions into clear, compelling visual narratives.
- Package solution concepts so evaluators can quickly understand the value and differentiators.
Mike Parkinson, CPP APMP Fellow
Mike Parkinson is a geek. He is 1 of 36 Microsoft PowerPoint MVPs in the world, is an internationally recognized communication and presentation expert, best-selling author, and professional trainer. Mike’s keynotes, training, books (“Billion Dollar Graphics” and “A Trainer’s Guide to PowerPoint: Best Practices for Master Presenters.”), and tools (www.Build-a-Graphic.com) help companies succeed while saving money and time.Designing Perfect Proposals & MacGyver Hacks for When Everything Goes Wrong
Every proposal designer dreams of creating a beautiful, compelling submission—and knows how quickly that dream can become a deadline nightmare. This two-part session tackles both sides of proposal design. First, explore practical techniques for visual storytelling, developing themes that help your firm stand out, and building flexible InDesign templates that save time without sacrificing creativity. Then, when something inevitably goes wrong, shift into survival mode. Learn how to channel your inner MacGyver with practical, unconventional hacks for solving last-minute design, space, production, and submission challenges. From creating the proposal of your dreams to rescuing one on the brink of disaster, this session will help you design smarter, work faster, and stay ready for whatever proposal day throws at you.
Takeaways:
- Use visual storytelling and creative themes to make proposals more compelling and memorable.
- Build flexible, automated InDesign templates that save time and expand design options.
- Apply practical problem-solving techniques to overcome last-minute production and submission challenges.
