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Carolinas Chapter

of the Association of Proposal Management Professionals

Events

Upcoming Events

Connecting the Entire Business Development Lifecycle through the Lens of PMBOK 6th Edition, ISO 9001:2015, and Lean Principles

A Georgia Chattahoochee / Carolinas APMP Chapter co-presented Virtual Meeting

— Thursday, November 2, 2017 - 12:00 noon ET

Presenter:
   Dr. Robert S. Frey, APMP Fellow, PMP®, TOGAF V9.1-certified
   Co-Owner/Principal, Successful Proposal Strategies, LLC
   Oakton, Virginia

Tangible connections are illustrated among the elements of the Business Development lifecycle, PMBOK 6th Edition, the ISO 9001:2015 Standard, and Lean Principles. In helpful ways, PMBOK links the Business Development, Capture Management, Proposal Development, and Knowledge Management arenas with project management. The Critical Path Method is applied to pivotal milestones in the Business Development process, as is Progressive Elaboration. Each major activity is interpreted through the lens of PMBOK's framework. Promoted by the ISO 9001:2015 Standard, W. Edwards Deming's Plan-Do-Check-Act (P-D-C-A) cycle is demonstrated to be relevant to conducting Business Development functions, along with the value creation process associated with Lean Principles. Connecting Business Development staff and practicing Project Management Professionals in operational roles contributes to an organization's capacity to win business in the Federal and Commercial marketspaces.

Top Takeaways/Learning Objectives
Visualizing the close connections across Business Development, Capture Management, Proposal Development, proposal reviews, Knowledge Management (KM), and program and project management to optimize organizational performance and drive up the probability of winning proposals (Pwin).

Presenter Bio
With more than 30 years of professional proposal development and Knowledge Management experience, Dr. Robert S. Frey has supported organizations of all sizes, as an integral part of proposal teams, to win $6.350 billion in funded contract awards in the last 10 years alone since he launched his own consultancy. He is the author of six editions of the book, Successful Proposal Strategies for Small Businesses (Boston and London, Artech House, Inc.). Dr. Frey has conducted proposal training for nearly 4,000 private-sector and Government staff.

Registration

Attendees must register in advance.

After registering, you will receive a confirmation email containing information about joining the webinar.

We look forward to your joining us for this informative webinar.

Recent Events

August 2017

APMP Carolinas and Georgia Chapter Joint Webinar: Proposal Writing and the Eight-Second Attention Span

During the Lunch and Learn Webinar August 1, more than 75 APMP members learned from Lisa Pafe from Lohfeld Consulting Group about how to modernize our proposal writing to win in the digital age. Lisa shared how to use persuasive, attention-grabbing techniques such as calls to action to provide clearly relevant writing for customers. Lisa has kindly provided her presentation slides (see link, below), to be accessed by both participants of the Webinar and for those who were unable to attend.

June 2017

Slides from June Seminar on Infographics Now Available!

During the Lunch and Learn Webinar in June, more than 50 APMP members learned about the Rise of the Infographic from Colleen Jolly. Colleen's presentation covered the definition of infographics, components that make up infographics, and solicited opinions from participants on various sample infographics. Ultimately, this Webinar communicated the importance and powerful message that infographics can convey when used within proposal responses. Colleen has kindly supplied the link below, which contains a link to the presentation to be accessed by both participants of the Webinar and for those who were unable to attend, but would like to learn more from her slides:


My largest and most expensive hard copy submission — This picture is from a "War Story" shared at the breakfast by co-chair Andy Turner. This picture doesn't depict even half of the production job. Next time you see Andy, ask her about her story!

February 2017

Carolina's Chapter Breakfast "Bring Your Best War Story" at the Frontier

On Thursday, February 23, 2017, more than a dozen APMP Carolina Members joined together to enjoy a free bagel breakfast while sharing their best "War Story". There were some real doozies! Most of the stories centered around the challenges of on-time delivery, hard copy submissions, and maintaining schedules. Everyone had something to share and some of the solutions shared were innovative. As proposal managers, we have learned to be ready with Plan B and even Plan C. If you missed this breakfast, we hope you will be able to join us next time.

APMP Carolinas SWOT Breakfast at The Frontier a Success!

Thursday, November 10, 2016: More than a dozen APMP Carolinas members in the RTP area attended a mini workshop, while networking and enjoying a delicious breakfast and coffee. Andy Turner, Carolinas Chapter co-chair, facilitated a mini strengths, weaknesses, opportunities, threats (SWOT) and win theme workshop.

Win theme development can be one of the most challenging efforts to facilitate on a capture or proposal project. Through practice, it can be a lot less daunting and can make a world of difference on the quality of your bid. Based on a successful exercise Andy had used as part of a team-building effort within her organization, she led attendees through a brainstorming discussion on a familiar topic—the value of proposal managers. Participants discussed how to strengthen win themes by quantifying and qualifying and how to mitigate risks. Attendees enjoyed coffee, biscuits and donuts while doing a bit of networking. Feedback on the event has been very positive and we look forward to hosting more breakfast events in 2017!

If you would like to present at future events or if you have suggestions on topics you would like to see, please contact us at apmpcarolinas@gmail.com.

September 2016

Incumbent vs. Challenger Program a Great Success!

Tuesday September 13, 2016: APMP Carolinas hosted a networking dinner and presentation for members at Brio Restaurant in Raleigh, NC. Robin Ritchey led participants in a lively discussion on "Incumbents vs. Challengers: Who Has the Edge?" Over 20 APMP Carolinas members attended and early feedback has been very positive. Using a game show format, Robin highlighted key strategies for both incumbents and challengers competing on large bids. Discussion focused on deciding whether to bid, avoiding complacency, demonstrating innovation, capitalizing on past performance and winning deals! The venue, a new spot for the Carolinas Chapter, provided a cozy space for networking and good food.

We're currently planning our next event, breakfast at The Frontier in Raleigh, where we'll focus on improving SWOT analyses and creating better win themes.We'll provide donuts, biscuits, coffee, an opportunity to network and a focused program. Save the date — November 10 from 9-10 AM — and watch for an invite in early October.

June 2016

AppMaven Webinar

Lunch and Learn Webinar, presented by Beth Wingate


David Sotolongo, Amy Shende Mills, Meg Dwyer

May 2016

Carolina's Chapter Proud!

David M. Sotolongo, CPP APMP Fellow, Vice President, Business and Proposal Development, RTI International and Amy Shende Mills, CP APMP, ICON Clinical Research presented at the 2016 Bid and Proposal Con in Boston. Their program was a spoof on The Walking Dead television show and they called it The Walking Capture. One of the opening highlights were MIT students made up like zombies chasing David and Amy into the room. David's daughter Marisa was one of the MIT students. She and her friends came to support her dad's presentation. The presentation used clips from the television series to show different roles on the capture team. Their presentation was creative in message delivery and included pitfalls and ways to best utilize time and tools depending on if you were an incumbent or a challenger. The idea of defending and taking are key themes to The Walking Dead show, along with daily survival dilemmas. Not everyone in the audience watched the television series, but I bet a few will check it out after watching David and Amy's presentation.

Meg Dwyer, CF APMP, SAS, was one of the Ignite keynote speakers. Meg's topic was on The Value of Curiosity: Why The Right Questions Can Be More Important than the Answers. Virtually everyone has heard the adage, "There are no stupid questions." Why then, do we think we need to enter most situations having all the answers? What do we miss in life when we're not open to new ideas? How many wonderful stories do we never hear because we don't give people a chance to tell them? Meg discussed how curiosity is innate but the 437 questions a day that 4 year olds ask can sometimes put a damper on that curiosity. Approaching life with a curious mindset opens up all kinds of creative possibilities. It helps you look at the world without the heavy burden of judgment. It allows for a freer exchange of ideas. She invited everyone to live a curious life!

Neither David, Amy, or Meg are new to APMP. David founded our Carolina's chapter back in 1996 and served as the Chapter Chair for 6 years. Amy served as the Chapter Chair for 8 years and currently serves as an International Board Member. Meg has been Chapter Chair for 6 years, International Board Member during the 2013-2015 term, and on the SPAC Committee 100 years. They continue to represent our profession and our chapter with dedication, passion, and professionalism.

The But, First Coffee Talk

This event, held on February 18th, brought 15 members together (shown above) to discuss current important proposal management topics that members would like to hear more about through upcoming programs—among them, bid qualification and metrics best practices, better win themes, and improved use of competitive intelligence. We look forward to hosting similar morning events and having even more members participate in the future!

Competitive Intelligence

Lunch and Learn Webinar, presented by Randy Richter

April 2016

Yoga Basics for Proposal Professionals!

Wednesday, November 18, 2015

Do you sit at your desk working on a computer for hours at a time? Do you work long hours trying to meet a deadline? Is your job stressful? Do the impending holidays fill you with stress?

This event provided an opportunity to network with proposal peers, while learning some healthy tips. In 5 minutes, 10 minutes, or 30 minutes a day, you can learn some stretches to keep yourself healthier and better prepared for work and holiday stress. Our yogi for the evening, Courtney Pinheiro, shared the different types of yoga and their benefits. She led us through basic yoga stretching exercises, taught us to focus on breathing, and informed us about some of the yoga tools people use.

SPAC 2015: Performing to New Heights

The highly successful 19th Annual Southern Proposal Accents Conference (SPAC): "Performing to New Heights" was co-sponsored by the Georgia Chattahoochee, Carolinas, and Florida Sunshine Chapters of the Association of Proposal Management Professionals (APMP).

Over 100 attendees heard from various exceptional commercial and government proposal professionals as they shared their knowledge, techniques, and best practices. Our sponsors and exhibitors shared their latest proposal processes, tools, techniques, and applications for improving teams' performances. SPAC proved once again it was a great time to network with others from our profession, make new friends, share experiences, and have fun.

Thanks to all that attended the 19th Annual SPAC "Performing to New Heights!"

APMP Carolinas Round Table: Solutioning Before the RFP Drops

Friday, April 24, 2015 — 3:00 PM to 5:00 PM

Hosted by Elizabeth Place

This event will be a roundtable discussion regarding the effectiveness of solutioning efforts during the capture phase, prior to RFP, to build a better understanding of client needs and issues and build stronger, better solutions and services. Participants will share past experiences, future plans and ideas for effective solutioning on subjects including outcomes, proposal team involvement, tools and accreditation...

Event will be held in Charleston, SC. If you have not received an invitation and would like one, please contact Meg Dwyer

2015 APMP Bid & Proposal Con

Tuesday, May 26 - Friday, May 29, Seattle, WA

Get ready to boost your professional development, personal contacts, and industry knowledge. APMP Bid & Proposal Con 2015 conference registration is live.

APMP Bid & Proposal Con 2015, May 26 - 29, 2015 in Seattle, WA, USA is the annual event that brings hundreds of your industry visionaries, peers and competitors to one place, to learn, meet and revitalize their business processes with fresh ideas.

Get ready to gain new insight. APMP Bid & Proposal Con 2015 conference sessions are tailored to match the goals of the C-level, mid-level and entry-level professionals, with a focus on building strategic connections and opportunities for the next steps in your career path. You'll hear new presenters, offering innovative ideas. You'll meet new attendees, who understand the value of being at the heart of what ignites industry excitement.

Kick it up a notch, with APMP Certification opportunities. Whether you're starting at the Foundation Level or have advanced to Practitioner or Professional, APMP Certification Day, Tuesday, May 26, 2015, makes it easy to move forward. You'll have access to the one-on-one guidance you need to navigate your personal next steps—and motivation from others with the same goals.

Find your home in the APMP Communities. Professionals focused on Capture and Business Development, Commercial, Federal, Procurement, Professional Development, Software, Graphics and Technology have already registered, knowing that they could meet their next big client, strategic partner or even new mentor at APMP Bid & Proposal Con 2015.

Register now! Reserve the date on your calendar, and save more than $200 US. Early bird registration rates end Friday, March 27, 2015. Take advantage of the discounted APMP hotel room rates before they sell out!

If you need assistance with your registration, let us know. Please contact Lauren Williams (lauren.williams@apmp.org), APMP Director of Membership.

Breakfast and Workshop: Maximizing LinkedIn Performance for Business Development and Lead Generation (free event)

On March 11, 2015 JD Gershbein presented APMP Carolinas members on Maximizing LinkedIn Performance for Business Development and Lead Generation. JD Gershbein is considered one of the world's top thought leaders on LinkedIn. During the workshop, he provided clear insights about the value of LinkedIn, how to create a meaningful profile and developing and vetting contacts. Thanks everyone for the event's success!

Networking, Appetizers and Presentation: The Pursuit of Happiness — Reflections from Buddha, Science, and the Proposal Hombre (free event)

Tuesday, February 3, 2015 — RTI International Campus

APMP Carolinas had a great time snacking, mingling, and learning about the cause and effect of Happiness. David Sotolongo had the attendees dancing and learning about the current research on the brain as it relates to happiness. We learned tips for increasing true happiness, lowering stress, eliminating anger and discovering how better work/life balance can help lead to more productive, creative, innovative and happy employees and team members. The event was hosted at RTI International and included attendees from several organizations including SAS, CISCO, and SciQuest. If you were not able to attend, don't worry, be "happy"; David is presenting at APMP Bid and Proposal Conference 2015 in Seattle.

© 2017 Carolinas Chapter

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