SPAC 2007 Presenters
"AND THE WINNER IS..."
—Pamela Jaye Smith - Keynote
|
Presentation Abstract: The world of proposal writing, preparing, and presenting is much like the world of story-telling. It requires sparkling inspiration, scintillating ideas, and solid implementation. Pamela Jaye Smith's keynote presentation introduces you to classic tools of story-telling easily adaptable to creating vivid, engaging, and winning proposals.
|
Enjoy film clips about good and not-so-good proposals.
Walk away with a handful of golden ideas to help you bring home the big awards.
Biography: Pamela has been a film industry professional since 1974 and has created many proposals for feature films and documentaries that included concepts, story points, budgets, time-lines, personnel, market analysis, projected returns-on-investment, and media.
In her work as a free-lance producer-director for Hughes Aircraft, Boeing, GM, the US Army, and others, Pamela helped create marketing films to promote new technologies, products, and services.
In addition to the media industry, she has presented to NASA-JPL, Smithsonian Air & Space Museum, the Office of Vice President George H.W. Bush, the Chinese Embassy in Washington D.C., the American Embassies in Bangkok & Chiang Mai Thailand, the U. S. Air Force, Pan American Airlines, McDonald Douglas, the Louisiana Film Commission, Texaco, ARCO Oil, and the government of Myanmar.
Pamela was a member of the Advanced Warfighting Working Group at Fort Knox during the 1990s, founded by Lt. General Lon E. Maggart [U.S. Army Ret.]; and, is a member of the Boeing Workforce Development Think Tank.
She is currently producing a documentary on Car Clubs in LA and co-writing a book for Child Actors under the auspices of Birth2Work. Her books INNER DRIVES and POWER OF THE DARK SIDE are published by Michael Wiese Productions, the pre-eminent film book source.
For more about MYTHWORKS and Pamela Jaye Smith, visit the website: www.mythworks.net
The Producers
—John Elder
Presentation Abstract: The Production Department supports the proposal process from pre-RFP release through review teams and post-submittal tasks (like archiving) by providing graphic design/page layout, writing/editing, and document control and reproducing the final submitted document. This case study offers processes, templates, and checklists used within CACI's Proposal Support Group to manage production and techniques to avoid or mitigate the inevitable 11th-hour pitfalls!
Biography: John Elder, an APMP Fellow, joined CACI International Inc in 1998 and is the Presentations and Proposal Production Manager. John is the Managing Editor of the Journal of the Association of Proposal Management Professionals. He can be contacted at jelder@caci.com.
Million Dollar Baby
—Gillian Dionne and Christine Galante, General Dynamics Information Technology
Presentation Abstract: Just as professional athletes stretch and warm up before a game, your proposal team professionals need the same mental and physical preparations. Basic and advanced stress management techniques suitable for the office environment (including stretches, yoga, and breathing exercises) are applied to the proposal process in a fun, low-key approach. Your proposal team will benefit from relieving muscle tension and relaxing the nervous system when you incorporate these activities into your standard process. Demonstrated benefits of stress management activities include improved concentration and productivity levels, as well as reduced physical symptoms of stiffness, soreness, headaches, and eye strain.
Fun and easy breathing exercises and yoga stretches suitable for performing in an office environment will be demonstrated and the audience is invited to participate. Attendees will receive a quick reference guide on incorporating these activities into their daily "to do" list.
This presentation premiered at the 2005 National APMP Conference, and was expanded and re-presented at the 2006 National APMP Conference to rave reviews as "Keeping the Team Healthy." This presentation has been selected for inclusion in the BD-Knowledgebase by APMP.
Biographies:
Christine Galante manages proposals for the Simulation & Training Division of General Dynamics Information Technology, located in Orlando, FL. With more than 16 years' proposal experience, she has been involved in all aspects of office management, and also assists in the capture process, business development, and trade show organization. She holds a BA in Business Management and is APMP Certified at the Foundation level. Christine presented at the 2006 APMP Conference.
Gillian Dionne directs task order proposal management and company-wide proposal and business development collaborative tools at General Dynamics Information Technology's Fairfax, VA HQ office. Her 20 years' experience includes proposal management, corporate communications, technical writing, training, business development, and project/customer management. Gillian earned a MS in Information Systems from Strayer University and a BA in Journalism from the University of Rhode Island, and is APMP Certified at the Foundation level. She presented at the 2006, 2005, 2003, and 2002 APMP Conferences.
Dances with Wolves—Managing Proposal Teams without Real Authority
—Jaine Place
Presentation Abstract: Principal investigators for research grants rarely have the time, organization skills, or staff support qualified and experienced enough to manage the production of proposals. Professional proposal developers in NC State University's Proposal Development Unit manage multidisciplinary research proposal teams deriving their only real authority from experience, writing and budgeting skills, facilitative flair self-confidence, organization, shared trust, shared reality, and humor.
Biography: Jaine Place is a member of the senior research development staff for North Carolina State University and serves as Director of Research Proposal Development. As a proposal developer, Jaine has worked on successful proposals totaling over $200 million in the past 15 years. She and her colleagues in the NC State Proposal Development Unit, created in 2004, work with faculty teams in developing large-scale proposals, primarily to federal agencies.
In the 1990s, Jaine was the lead partnership development specialist for Centennial Campus, the University's research park. In this position, she was responsible for overall marketing strategy for the 1350-acre park, as well as the customized partnership strategies and proposals that served as the basis for recruitment of the 70+ industry and government tenants located on the campus. These partnerships include collaborative research, shared facilities and equipment, student internships and career recruiting, small business incubation, technology transfer and venture capital.
The Exorcist: Exorcise Your Proposal Demons
—Chuck Keller
Presentation Abstract: Exorcise the demons that can possess your proposal and proposal team! Serving as the "unofficial" SPAC Exorcist, Chuck will identify demons that can terrorize the outlining and writing of your proposal. More importantly, he will minister to the SPAC congregation about how to attack and purge these demons. Ironically, one way of doing this is reflected in the saying: "The devil is in the details." (By the way, unlike the Linda Blair character who was possessed in "The Exorcist" movie, Chuck will not be tied in a bed or swivel his head 360 degrees.)
Biography: Chuck Keller is the owner of Keller Proposal Development & Training, a proposal consulting business based in Pensacola, FL. He has been in the proposal profession for 24 years. Since forming his consulting business in 1990, Chuck has served more than 330 proposal and technical communication clients. He is the co-author of the proposal textbook Proposal Writing: The Art of Friendly and Winning Persuasion (www.prenhall.com/proposalwriting). Chuck is an APMP charter member, APMP Fellow, and co-founder of the Georgia APMP Chapter and SPAC.
Field of Dreams: Making the Pitch in the Executive Summary
—R. Dennis Green
Presentation Abstract: If ours is a genre where Executive Summaries are the movie-making equivalent of a 'pitch', does it follow that the rules of storytelling—with their focus on a 'star' (your customer) overcoming obstacles to change in some fundamental way—might also apply?
The presenter argues there are storytelling corollaries you can use to inform your ES writing. But as corn farmer Ray Kinsella discovered in his own quixotic journey, there can be devils in the details. But, if handled deftly, the dream can transcend the fantasy: "If you build it, [wins] will come."
Biography: R. Dennis Green is an independent proposal consultant and APMP Fellow with 25+ years experience. He was founder and first president of APMP's National Capital Area chapter; also, founder and first managing editor of the Proposal Management journal (through 2003).
Beauty and the Beast—I'll Know What I Like When I See It
—Carl Dickson
Presentation Abstract: Do you have a written definition for proposal quality? The quick answer, "Anything that wins," won't cut it. If you can't define it, then you can't measure it. And if you can't measure it, you can't manage it. Discover how to start your process with an objective definition of proposal quality so that you can measure your progress towards achieving it and greatly improve your proposal results.
Biography: Carl Dickson, Editor and Publisher of CapturePlanning.com Carl Dickson is the founder of CapturePlanning.com, the largest and most popular web site for learning about proposal writing and business development. Carl has helped companies submit hundreds of proposals to government and industry clients since 1989. He has served two terms as President of the National Capital Area Chapter of APMP, been Vice President of a major proposal consulting firm, and developed Web-based software for proposal management. Carl is a prolific author and has written hundreds of articles to help people learn how to develop business and write proposals. He is a frequent speaker and presenter on related topics. His presentation style is very pragmatic and task oriented.
Transformers: Turning Your Ideas Into Winning Graphics That Are More Than Meets the Eye
—Mike Parkinson and/or Colleen Jolly
Presentation Abstract: Visuals increase success rates up to 43%, communicate 60,000 times faster than text, and give ideas 22 times more impact than text alone—so why are there so few pictures in proposals? Learn how to visually design your proposal to maximize audience perception AND get an introduction to the conceptualization process that shows you how to turn your ideas clear, communicative, compelling visuals. Using the new tools you learn from the presentation 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!
Biography: Mike Parkinson and Colleen Jolly, both owners of 24 Hour Company—the premier proposal graphics company in Falls Church, VA—are frequent speakers at APMP Conferences around the world (Mike has presented to the National Conference in 2004, 2005 and 2006, SOCAL in 2005 and 2005, SPAC in 2005 and to the North Carolina Chapter in 2006; Colleen has presented to the National Conference in 2006, UK APMP in 2006 and SPAC in 2006) and frequent contributors to the APMP Professional Journal on proposal graphic and general management topics.
Combined they have more than 15 years of proposal experience and have helped their clients win more than $20 Billion in business.
Both have extensive knowledge in art/graphic design and their translation into proposals. Mike has recently published two books on the topic of conceptualizing graphics: www.billiondollargraphics.com. Colleen is a docent at the Corcoran Gallery of Art, Washington, DC.
Raging Bull—Taming Hot-Heads on Your Proposal Team
—Sharon Bunyard
Presentation Abstract: Behavior is contagious, especially negative behavior. When someone on a proposal team "loses it," observers carry the negativity of the witnessed behavior with them whether they realize it or not. From public explosions in large meetings to venting at the water cooler, hot-heads poison proposal teams. And that's the last thing you can afford. This presentation will help you identify the hot-heads in your team, understand why they are the way they are, diffuse and even prevent their explosions, and ultimately capitalize on their energy and passion.
Biography: Sharon is a proposal management and sales writing consultant in Marietta, Georgia. She has worked on more than 200 clear, creative, and convincing proposals since 1996.
9 To 5—How to Manage Your Manager
(With apologies to the 1980 film starring Jane Fonda, Lily Tomlin, Dolly Parton and Dabney Coleman!)
—Rodney Adams
Presentation Abstract: A recent Gallup Poll of 1 million workers found that the most common reason employees leave a company relates to a stressful or problematic relationship with their immediate supervisors. Its clear that the better the relationship with your boss, the better your chances of success and satisfaction on the job. This presentation will offer strategies for recognizing and improving relationships with managers and other colleagues in our often virtual and matrixed organizations.
Topics include:
- The New Economy and It's Affect on Management
- Identifying Management Types
- Management Development
- Relationship Management Strategies
- Tips and Techniques
Biography: Rodney Adams is currently Proposal Center Manger for En Pointe Technologies, a national Value added Remarketer and services provider. Adams has over 20 years of experience in technology sales, marketing and consulting. As Consulting & Services Marketing Executive for IBM's Education Industry he worked closely with education executives and state officials to develop technology vision, strategy and implementation plans for school districts throughout North America. As Practice Leader and Senior Consultant in IBM's Automotive Industry Group he advised senior executives of automotive, heavy truck and industrial equipment manufacturers to improve their distribution channels service operations. Adams was previously Vice President, Business Development for Monster.com where he managed sales of custom consulting services representing Monster's portfolio of on-line staffing and recruiting solutions.
Adams is a member of the Georgia Chattahoochee chapters of APMP, the Project Management Institute (PMI) and the International Institute of Business Analysts (IIBA). He is vice-chairman of the IT Industry Group, Georgia Minority Suppliers Development Council (GMSDC) and a member of the National Sales Network.
And the win theme is...
—Robin Ritchey
Presentation Abstract: Incorporating win themes is a critical part of the business development process. For most of us, it is also one of the most challenging.
Most people make buy decisions based on emotions, then go back and look for facts to back it up. Award-winning themes lead evaluators to choose you; properly presented, they give evaluators the facts they need to support their decision.
Apply a disciplined, documented process to overcome common barriers, and explore:
- What a win theme is and what it is not.
- Why it is critical to effectively infuse win themes into every part of the proposal.
- When to develop, assess and incorporate win themes, from capture through proposal.
- Who the players are, including the proposal manager's essential supporting cast role.
Biography: Robin has supported business development efforts in commercial and non-profit firms-from AT&T to her own education consulting business—for more than 25 years. As co-proposal leader, she won the largest federal government telecommunications procurement ever, valued at $2.4B. At RTI International, Robin assists hundreds of research scientists in their quest to fund research projects worldwide in education, bioterrorism, health, survey, and the environment.
A veteran presenter, including SPAC and APMP, Robin promises that this hands-on workshop will be fast-paced, highly applicable and FUN.
Rules of Engagement
—John Blackshear
Presentation Abstract: Communication through all levels of an organization is a very important skill for proposal professionals. Whether your name is on the marquis or you are a member of the supporting cast, good communication skills can make you a star. This is an experiential workshop where participants will learn and practice effective communication skills and active listening. Participants will be placed into groups of three. Each group will engage in a rehearsal and coaching exercise where members will be encouraged to use skills learned in the didactic portion of the program.
Biography: Dr. John H. Blackshear, Jr. received his doctorate degree in Clinical Psychology from Georgia State University in December 2001. Dr. Blackshear received his undergraduate and master's degrees from Florida A&M University, where he was a member of the renowned Florida A&M Marching 100 Band.
Currently, Dr. Blackshear is employed at Duke University where he is the Clinical Director of the Academic Resource Center and the University’s Student Ombudsman. He also works as a licensed clinical psychologist at Therapeutic Strategies in Raleigh as well as facilitates group psychotherapy for various groups, including women with eating disorders and students on long-term suspension from the Wake County Public Schools. Dr. Blackshear teaches courses in psychology at Shaw University and serves as an expert witness for Capital Murder cases in North Carolina.
Dr. Blackshear is an avid fan of movies of all genres. His most favorite movie is Purple Rain, starring musical artist, Prince!