2010 SPAC Presenters

The SPAC 2010 Agenda (pdf).

The 2010 SPAC will feature the following great speakers:

If I Could Save Time in a Bottle... Jim Croce (pdf)

Marlene Slusser, APM.APMP

Abstract: Stop wishing. Instead, make the most out of proposal timelines with tantalizing tips from this presentation. Sometimes, proposal groups move too quickly and lose sight of the big picture. Learn about a variety of timelines and the pro and cons of several options. Master the timeline and save the bottle for something more refreshing. Attend this session for tips and tricks to:

• Create realistic timelines
• Manage the timeline
• Juggle multiple timelines.

Time-tested, these tips will teach you how to do more than just meet the deadline, but also track the resources required to do so and justify available labor (or lack thereof).

Bio: Marlene Slusser has over 10 years of proposal management experience within commercial and state government healthcare markets. She currently serves as proposal manager for a fast-growing, medium-size company. She specializes in opportunity assessment, strategy development, development of customized solutions, project management, and document management. Marlene is a member of the Greater Midwest Chapter of APMP and is a strong advocate of APMP.

The Song Is in the Story (pdf)

Julie Wickert

Abstract: Are your proposals compliant but not compelling? Do they tell "just the facts?" If your proposal doesn't sing, you may need those lyrics to tell a story! Learn how to use your organization's stories - customer success stories, testimonials, the internal tales that express who you are as an organization - to get your proposal up and moving to the beat. During this interactive session, we'll discuss:

• How humans are hard-wired to respond to stories, and why that's important in differentiating your proposals
• What constitutes a compelling story
• Resources for learning more about stories and their use in proposals.

Bio: Julie Wickert is a long-time communications professional with more than 18 years' experience conveying complex concepts as a proposal specialist, marketing/technical writer, trainer, and draftsman. Julie founded her company, True Story Communication, to help organizations tell their stories - the stories that differentiate them from competitors. Having started her communications career as a face-to-face trainer (teaching drafting at a community college), she is exceptionally sensitive to focusing on "what's in it for me" for a given audience. Julie is a charter member of APMP's Central Texas chapter and serves as the chapter's Communications Co-chair.

"Yes I'm Ready (to Learn)" - Using Knowledge of Learning Styles in Writing Proposals (pdf)

John R. Robbins, AM.APMP

Abstract: The purpose of a proposal is to persuade or "teach" the prospect or evaluators that our product or service is a better value than that of our competitors. People have different learning styles or preferences. We are not likely to know the learning styles of those who will read our proposal so we cannot tailor it to a specific style. Instead, as this interactive presentation demonstrates, we can use knowledge of different learning styles and modern teaching techniques to structure proposals that will reach all learning styles. The presentation is structured using these same teaching techniques.

Bio: John R. Robbins is a proposal consultant (currently with 4 Your Money's Worth) with over 30 years experience as a government contractor managing programs and managing and writing proposals for both small and large businesses. He was a part-time lecturer and assistant professor at the University of Alabama in Huntsville, where he taught computer programming and electronics courses. He holds a B.S. from the U.S. Naval Academy and an M.S. in aerospace engineering from North Carolina State University. He has formal training in Lean principles and looks for ways to improve proposal processes.

"Message in a Bottle" - What Proposal Writers Can Learn from Songwriters (pdf)

Robin Davis, AM.APMP

Abstract: A songwriter has about 3.5 minutes to get a message across. A song must be succinct. It must flow and tell a story. It must get your attention; and keep it. It should evoke an emotion or an action. That is the same thing we need to do as proposal writers. In this session, we'll explore writing styles, techniques and structures that will ensure your proposal is a hit with the reader. We'll get back to the heart of every proposal - the message.

Bio: Robin Davis (www.robindavisconsulting.com) is an APMP-accredited proposal professional and a-not-so-professional singer/songwriter. Robin is a strategic consultant with over 20 years of experience in sales operations. She specializes in proposal and knowledge management, and process development and implementation for healthcare organizations. Robin has been an APMP member for 9 years, affiliated with the Georgia Chattahoochee Chapter, is a frequent presenter on proposal best practices, and is a member of the Nashville Songwriters Association International.

"ABC, Easy As 1, 2, 3…" - Defining and Describing Elements of the Capture and Proposal Life Cycle (pdf)

Alyssa Feliho, AM.APMP

Abstract: The Jackson 5 made it sound so simple when Michael sang about love. Learn how to make it easy as ABC and 1-2-3 for your proposal team to define and describe elements in the capture/proposal life cycle so you're all singing the same tune. You'll get cheat sheets and templates for capture planning, bid review, color team reviews, and proposal debrief. This session is specifically designed for those who are new to the capture/proposal life cycle or who need a starting point to develop a working glossary of terms that are relevant to the process in their organization.

Bio: Alyssa Simpson Feliho received Foundational Level certification from APMP in 2006 and has spent the past 13 years in proposal management and business development/capture management. Her background spans commercial and city/state/local and Federal government. She currently works as corporate proposal manager for Management Concepts in Vienna, VA. She serves on the Government-Industry Taskforce for APMP and has presented as part of their panel at the last four annual conferences. She got her start in the proposal industry in Atlanta, GA, where she lived for 10 years before moving to Arlington, VA, where she has lived for the past 8 years.

Making Your Proposal Graphics a Hit with Dynamite Action Captions (pdf)

Sandy Luttrell

Abstract: How many times have you received great graphics from the team for your proposal, but there's something very important missing? Where are the graphic captions? Or did your contributor only provide "horse" captions? You know - captions that just give a basic one or two word description, but there's no real substance! How hard can it be to create compelling action captions for your graphics? Not as hard as you might think. This presentation and fun hands-on exercises will provide steps and helpful hints so you can learn how simple it is to turn a basic graphic caption into a robust action caption that will interpret, inform, and persuade your reader. Turn your "blah" action captions into HITS.

Bio: Sandy Luttrell, a proposal manager in the Hewlett-Packard North America Strategic Proposal Center (SPC), has more than 20 years proposal management experience with Unisys, Digital, Compaq, and HP in the commercial and public sector arenas. In her role as a senior proposal manager, Sandy supports product-led and services-led proposal teams in a 100% virtual environment. She also leads a team of peers that presents a multi-session graphics workshop to fellow proposal managers and she champions the creation and use of persuasive graphics in SPC proposals. She serves as the Membership Chair of the Georgia Chattahoochee APMP Chapter. Sandy has also presented at 2007 APMP national conference in Savannah, GA.

Picture Perfect Proposals! (pdf)

Mike Parkinson

Abstract: Graphics are a critical part of most proposals. Sadly, the majority use bad graphics and pay the ultimate price. In this interactive session, see how to turn your words, ideas, and solutions into clear, compelling graphics. Learn the proven conceptualization process that has helped other organizations win billions of dollars (literally) while lowering production time and cost. Next, apply what you learn and help conceptualize actual proposal graphics - real-time.

Bio: Mike Parkinson is an internationally recognized visual communications expert and APMP Fellow. He is a partner at 24 Hour Company (24hrco.com) specializing in bid-winning proposal graphics. His Billion Dollar Graphics web site (BillionDollarGraphics.com), BizGraphics On Demand web site (BizGraphicsOnDemand.com), and Billion Dollar Business Graphics book share best practices and helpful tools with proposal professionals. Contact Mike at mike@24hrco.com or call 703-533-7209.

The Beatles and Proposals (pdf)

Larry Tracy

Abstract: Paul McCartney and John Lennon wrote many of the great hits of the Beatles. The band then performed this music flawlessly. Would these songs have been hits if performed by musicians who could neither play in harmony nor sing in tune? That is what happens when an RFP-responsive proposal is delivered by a poorly prepared sales or orals team. In this presentation, writers will learn a four-step process enabling them to protect their investment of time, writing, and intellectual creativity by blending their talents with those of the presenting team, so all are singing in tune to achieve contract-winning synergy.

Bio: Larry Tracy has been cited in several books as one of the country's best presentation skills coaches. A retired Army colonel, he headed the Pentagon's top briefing team, responsible for intelligence presentations to the Chairman, Joint Chiefs of Staff. He was later detailed by the White House to the State Department to debate controversial issues before hundreds of demanding audiences. President Reagan called him an "extraordinarily effective speaker." Larry is author of The Shortcut to Persuasive Presentations, and spoke at the APMP conference in Orlando, as well as conference of the Nor'easters Chapter, and the APMP-UK Chapter in England.

High Fidelity Proposals: Separating Your Message from the Background Noise to Maximize Its Effect (pdf)

Roxanne Karnick

Abstract: In communications, more isn't necessarily better. The more information thrown at a reader, the less able they are to discern the key message. Message is critical. A carefully crafted message can trigger the thoughts and emotions that underlie the buying decision. I'll show you how to turn down the "noise" in your communications to help focus your audience on the message. Using editing, layout, white space, and graphics can help you transform your communications into a form the reader can understand, respond to, and remember.

Bio: Roxanne Karnick is a communications and pursuit strategist with Ernst & Young LLP. She joined the firm in 2007 and previously worked as a business development consultant. Roxanne holds a B.S. in industrial design from the Georgia Institute of Technology. Industrial design combines marketing and manufacturing to develop products that consumers can quickly learn, understand and enjoy. Roxanne worked for several years as VP of production at Intelligent Enclosures, a semiconductor industry startup. In this role she developed the ability to see a client in the context of its growth stage and market and understand the psychology of buying decisions.

Rockin' the "Top 40" Proposal Tools (pdf)

Beth Wingate, AF.APMP

Abstract: Spin your way through proposal gurus' "Top 40" time and effort-reducing COTS tools! Swing through daily tasks more efficiently/effectively - with hints you can rock today! Attend this rockin' demo of cost-effective/free COTS tricks, tips, and templates surveyed from proposal professionals worldwide. Lots of Q&A - with a chance to win tools.

Take home a complete list of software so you can play them again and again! Stop singing the blues, and see how to refine your proposal development/management/capabilities using these tools. These tools provide the pop for 1-person to large corporate proposal organizations.

Bio: Beth Wingate is managing director at Lohfeld Consulting Group. She has 23 years' experience managing, writing, illustrating, and producing winning proposals; she has written and teaches proposal development classes for Lohfeld Consulting Group and FedSources. She has managed the proposal development process from pre-RFP through post-submission for MSD and Lockheed Martin. She has also managed the Proposal Center, trained/mentored proposal and BD staff in industry best practices. 2010-2011 APMP Director of Education. Presented at APMP's 2008, 2009, 2010 conferences and APMP-NCA's 2008 Proposal Basics Boot Camp. APMP Fellow. 2008-2009 APMP-NCA President. Awarded APMP's 2008 Chapter Chair of the Year.

Please Don't Let Me Be Misunderstood' (with credit to the Animals) (pdf)

B.J. Lownie, PPF.APMP

Abstract: Developing a high-impact, high-quality proposal, and doing so in an efficient manner, requires those involved to perform as a team. Performing as a team requires those involved to communicate effectively. In today's information rich world, communicating well - "cutting through the noise level" - can be extremely challenging.

In this highly interactive session, participants will have the opportunity to discuss, explore, and apply ways in which they can quickly bring about highly effective communications between those involved in a proposal effort. Participants will be introduced to a variety of concepts, techniques and proven tips that they can immediately apply.

Bio: BJ Lownie is the founder and principal director of Strategic Proposals LLC. He is a founding member of APMP, is accredited at the highest level by this association, and is the co-author of the popular proposal blog "The Proposal Guys" (www.theproposalguys.com). He is a recognized thought-leader on proposals and has an extensive depth and breadth of experience within the proposal arena. He has worked on 100s of proposals and had more than 5,000 participants attend his workshops, seminars, and presentations.

BJ is truly, as it says on his business card and website, "Passionate about Proposals."

A Panel Discussion... (pdf)

...on a topic near and dear to APMP chapter members — Moderated by David Sotolongo.

The Panel

David Sotolongo

David Sotolongo is one of the SPAC Co-Chairs and will moderate this panel. During his career, he has seen Bruce Springsteen in concert 14 times, as well as classic rockers Neil Young, Bob Dylan, John Hiatt, Steve Earl, and other rock and roll troubadours. With two teen-age daughters, he has broadened his musical horizons by attending concerts by Nickelback, the Black Eyed Peas, and most recently, Lady GaGa. When he's not shaking it up with iconic rock starts, David runs the RTI Proposal Development Office, which coordinates the management, production, and delivery of more than 1,500 proposals per year.

Chuck Keller

Chuck Keller is an APMP Fellow and charter member, and a charter member and former Chapter Chair of the Florida and Georgia APMP Chapters. He now serves as the APMP Accreditation Program Director and the Florida APMP Chapter's Publicity/Promotion Chair. He frequently contributes articles to the APMP "Journal" and "Perspective." His regular "Perspective" articles include the "Accreditation Corner" and "Exorcize Your Proposal Demons!" features. The owner of Keller Proposal Development & Training and president and co-founder of ProposalCafe.com, Chuck has been in the proposal business for 27 years. He is the co-author of the book, Proposal Writing: The Art of Friendly and Winning Persuasion.

Beth Wingate

Beth Wingate, AF.APMP, Aka "App Maven." An APMP member since 1996, Beth is an APMP Fellow and 2010-2011 APMP Director of Education. Beth was the 2008-2009 APMP National Capital Area (NCA) President and selected as APMP's 2008 Chapter Chair of the Year. She was the 2006-2008 NCA Executive Summary newsletter Chairperson.

Now Managing Director at Lohfeld Consulting Group, Beth has 23 years' experience managing, writing, illustrating, and producing winning proposals. She managed the proposal development process (pre-RFP-post-submission) for MSD and Lockheed Martin. Beth managed a proposal center and trained/mentored proposal and BD staff in industry best practices.

Beth presented at APMP's 2008, 2009, and 2010 International Conferences; APMP-NCA's 2008 Proposal Basics Boot Camp; APMP-NCA's 2010 Conference, APMP Pacific Northwest's 2010 Fall Symposium, APMP Nor'easters' 2010 Fall Symposium, and today at the APMP Georgia Chattahoochee/Carolina/Florida Sunshine chapters' 2010 SPAC Conference. Beth wrote and teaches proposal development classes through Lohfeld Consulting Group and FedSources.

Mitch Reed

Mitch Reed PPM.APMP is the President Business Operations with WBDS, Inc. which provides business and proposal development consulting services for both commercial and government businesses. Mitch has been involved in proposal development for over 16 years. Author of the book Developing Successful Internet Request for Proposals, Mitch co-presented "Institutionalizing Proposal Best Practices into ISO and CMM Processes" at the 18th Annual APMP International Conference in Savannah Georgia and presented Managing Inter-Departmental Communications for Proposal Development at the 19th Annual APMP International Conference - Palm Springs, CA. Mitch has served as the APMP Georgia Chattahoochee Chapter President from January 2009 until the present and is Co-Chair of the 2010 SPAC.