SPAC 2020

APMP Southern Proposal Accents Conference

SPAC 2020 — Wednesday, March 25 and Thursday, March 26, 2020 — Cobb Energy Performance Arts Center (CEPAC), Atlanta

Presenters


BJ Lownie

SPAC 2020 Keynote Speaker...

BJ Lownie

Proposal Development: A Passion for the Profession

Proposal Development can be treated as merely a job or as a profession. In the latter case, the proposal professional will have a passion for the work they do and the contribution they make to the overall success of the company. In this presentation, a 30+ year veteran of proposal development, having started as an 'army of one' and having gone on to become a world-renowned consultant and recognized thought-leader on proposal development, shares his experience and passion for the profession. Participants will leave with a greater understanding of, and passion for, the profession of proposal development. Problem or issue addressed: Fosters a sense of professionalism in proposal development and provides guidance for advancing within the profession.

BJ Lownie is truly "Passionate about Proposals". He has 30+ years' experience, has worked on 100's of proposals and has had 1000's of people attend one of his presentations or workshops. He is a founding member, an accredited Professional and elected Fellow of APMP. He is a recognized thought-leader on proposal development. BJ is the co-author (with Jon Williams) of the recently published Proposal Essentials: Win More Win More Easily (available on Amazon). B.J. Lownie and the Strategic Proposal team are credited by numerous individuals and organizations for significantly improving their proposal quality and capabilities.


Betsy Blakney

Betsy Blakney

Recession-proofing Your Career: The Skill Set, the Mindset, and the Vision to Achieve Success

In a world of shutdowns, showdowns, and take-overs, to stay employed or even get ahead you must take your career into your own hands. To stay relevant and/or use your current job as a stepping stone to advance, you need to upskill, reskill, or change jobs. Loaded with practical tips, lessons learned, and actionable strategies, you'll leave this session with a different mindset — the ability to realize your own potential, how to maximize and grow your career, and understand what recruiters and leadership looks for and needs.

Betsy Blakney, CPP APMP Fellow, CKM, Director, Proposal Operations Support, CACI, INC-FEDERAL. With over 20 years' proposal management, development, and training experience, Betsy oversees the business development training curriculum, facilitates proposal writing, capture and recompete courses, and manages the corporate business development portal. Past 2011 APMP CEO, 2010 COO, 2009 Board Secretary, 2006-2008 Eastern Regional Representative, and 2003 APMP-NCA President, she is a frequent APMP international and regional conference presenter.


LaBrita Cash-Baskett

LaBrita Cash-Baskett

C.L.E.A.R. Communication Under Pressure

Leaders and managers often experience fuzzy communication when they need clarity most to build sharp teams quickly when emotions are high and the pressure is on. Teams lose energy, inspiration and momentum to inefficient communication practices under pressure. Dealing with difficult situations or people and delivering bad news can be challenging. Learn why interpersonal communication is a critical factor for success and how to use positive communication behaviors to enhance team effectiveness when under pressure. This interpersonal skills workshop integrates theory, best practices and real-world situations to provide guidelines and strategies for effective communication when teams need it most.

Dr. LaBrita Cash-Baskett is President of Fundamental Focus, a company that provides related services, allied health and performance consulting services and collaborates in a multidisciplinary private practice clinic focused on improving human communication. Enabling others to harness the power of communication to achieve quality of life is one of her highest goals. Cash-Baskett is a major contributor to her community. Her vision and leadership have propelled people and organizations forward to win in business and life. She is recognized as a woman who has demonstrated sustained excellence, exemplary achievement and leadership in her profession and in the community


Lori Coffae

Lori Coffae

How are you feeling? Sharpen your focus on feelings, and turn that writing frown upside down!

In this interactive presentation, we will relieve our writing pains by recalibrating and sharpening our attention on emotions. We'll learn to create rhetorically savvy, winning content by focusing on feelings, exploring rhetorical appeals (ethos, logos, and pathos) with a primary focus on using pathos to add power to your content. We'll discuss (and witness!) how pathos engages readers by appealing to their sense of emotion, imagination, values, and interests. Takeaways include feeling fabulous and inspired.

Lori Coffae: I've been a professional writer and an award-winning writing teacher for over 25 years. With each new year of writing, I achieve a sharper focus — the result of endless curiosity and an ever-stronger eyeglass prescription. As an expert rhetorician and writer, with a PhD in Rhetoric and Professional Communication, one of my greatest strengths is knowing how to use rhetorical appeals to engage and persuade an audience. And pathos is, indubitably, my superpower! In 2019, I presented at BPC and facilitated several writing webinars and workshops for distinct audiences. My greatest professional passion is helping others achieve writing success.


Kedren Dillard

Kedren Dillard

Your Career. Your Future. Your Brand.

This presentation will bring clarity to critical competencies that help us advance our career and improve our performance as proposal professionals. Survey data from hundreds of experienced proposal professionals will show what knowledge, skills, and tools should be mastered to succeed. We will discuss these competencies and ways to improve our value to our organization. We will cover the importance of building and maintaining your personal brand and how to network and market yourself with ease — whether you're actively looking for your next job or not.

Kedren Dillard is Vice President of Talent Acquisition for Shipley Associates. Before Shipley, Ms. Dillard worked at Bloomberg LP in Global Talent Acquisition and Federal Sales. Ms. Dillard also worked in Sales and Public Sector Proposals for Experian North America. Here she was awarded Executive Vice President's Award for Sales and New Business Development, President's Award for Startup Venture Success, Chairman's Winner and a World Class Customer Experience Award. Ms. Dillard holds an MBA from Northern Arizona University and an undergraduate degree in English from the University of California at Davis, where she was a proud member of the Women's Rowing Team.


Dick Eassom

Dick Eassom

No Content Management System? No Problem! Using Word's Quick Parts & Content Controls to add prewritten content to proposals

We all store and keep valuable content that we may want to retrieve and reuse in our proposals, such as standard product descriptions, or company history. If you have a content management system (CMS), this content is probably readily available to retrieve at the click of a button. But If you don't have a CMS, you'll probably need to search for the document that contains the content you need and worry if it's up to date. This presentation shows you how to use Microsoft Word's Building Blocks (aka "Quick Parts") and Content Control features to be able to easily insert prewritten, preformatted content into your proposals with just a few mouse clicks. It will also show you how to easily maintain this content, and to distribute it to other proposal team members, organized all in one simple document. These easy-to-use Word features, proven across multiple proposal teams for many years, will save you time and money!

Dick Eassom, aka Wordman, is a Vice President of Corporate Support at SMA, Inc., and presenter at 16 APMP Annual International Conferences on using Microsoft Word for proposal development. Dick authored over 40 articles for the APMP Journal and "Wordman's Production Corner" in the APMP Perspective, and has over 25 years' experience developing and leading proposals of all shapes and sizes to a wide variety of market sectors in the USA, UK, Canada, Australia, and Germany. He is a certified APMP Fellow, past APMP Chief Executive Officer, recipient of the APMP Founders' Award, Past Chair of the APMP California chapter, and proud member of the chapter's Mentor program.


Ted Koval

Ted Koval

No other office in the world challenges the best of leaders in managing teams, documents, messaging and communications than the White House Chief of Staff. From overseeing the unpredictability of the White House team, the larger-than-life personalities, and desires of a US President, the White House Chief of Staff, much like the Proposal Manager (PM), must be grounded in solid proposal management and leadership skills. Both roles require an unrelenting passion to bring order and predictability amidst the challenges. Failing to do so in both roles, could have global consequences.

This presentation will explore and compare the similarities in skillsets both the PM and the White House Chief of Staff must employ to steer the toughest of proposals — and presidents — to success.

Presentation Background: APMP Best Practices and BOK: 75%
Leadership: 25%

Ted holds an MPA, is PMP certified and is an experienced Proposal, Communications and Change Manager in Atlanta, GA. He is pursuing his Certification of Proposal Management with APMP. Ted has over 20 years' experience in Internal Communications, Change and Proposal Management in both the private and public sectors, including Fortune 50 and 100 companies. Ted also spent time running political campaigns, as well as being a candidate himself and will share his experience (in a politically neutral approach) in this space as it relates to his topic.


Jeff Leitner

Jeff Leitner

Focus Your Pipeline to Grow Your Business

(Almost) everyone wants to grow their business. As proposal and business development professionals it's our main professional purpose. The key to growth success is having: a growth strategy, a bid decision approach, and a "gate review" process to vet opportunities throughout the growth cycle. Yet companies of all sizes fail to implement these smart growth techniques—and we're the ones who suffer. We'll discuss some tips to help your organization make informed bid decisions to support your growth (and your sanity).

Jeff Leitner is Vice President of Consulting for Red Team Consulting. He leads the company's proposal, capture, and growth strategy consulting support, working with Red Team's clients and consultants. He also leads the company's proposal best practices and develops and delivers proposal training. He has worked in proposals, capture, and business development for over 30 years across the public sector. Hes wanted to be in proposal consulting since he was a wee lad; when his friends were playing with trucks in the dirt, a 5-year old Jeff was reviewing solicitations and developing win themes. (Really?!?)


Jay McConville

Jay McConville

Peeling the Proposal Message Onion

You’ve identified the win themes and the discriminators. You’ve scoped a winning solution and assembled an expert team. From a business development perspective, you’re capture strategy is a slam dunk. The problem is customers don’t read capture strategies. Customers read proposals. Join us for an interactive session on peeling the proposal message onion; how to translate your capture strategy into a proposal writing win strategy that favors your solution and convinces customers to choose your organization.

Jay McConville: A 30-year veteran of strategic business development, Mr. Jay McConville has managed large capture and proposal management for some of the industry's leading government contractors, including Lockheed Martin, General Dynamics and ManTech International. Today he is President and CEO of Privia, helping organizations build a cohesive team, work together, and deliver on time and on budget through effective collaboration.


Lisa Pafe

Lisa Pafe

Focus Your Proposal Writing

The new decade demands a modern approach to proposal writing. Evaluator attention spans have decreased, so proposals must grab and hold the reader's attention. Sharpened focus means creating less dense text and more targeted sound bites. Goodbye to old-fashioned boring proposals, and hello to page-limited electronic submissions, supplemented or replaced with orals, videos and team challenges. How will you deliver a sharpened message that communicates value? How will your writing change in 2020 and beyond? Prepare for the future with new ideas to help you exceed customer expectations and win. Participate in a quick-fire activity showcasing techniques to apply immediately.

Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture and proposal consulting firm that helps companies win government and commercial business. Her professional background includes 30 years of experience in project and proposal management, marketing, business development, capture, training and public speaking. She has served as President, Vice President, and Speaker Series Chair of the APMP National Capital Area (NCA) Chapter. Lisa holds a BA from Yale University, MPP from Harvard University, and MIS from The George Washington University.


Mike Parkinson

Mike Parkinson

No Money, No Design Skills, No Problem

Get the latest tools and techniques to make professional proposal graphics quickly with little to no money. No design skill needed. All attendees get free graphics and Mike's list of the top free and low-cost websites and tools. You are encouraged to ask for solutions to your most difficult proposal graphic challenges. Don't miss this high-energy session that will help you make it easier to win more.

Mike Parkinson: @Mike_Parkinson is a geek. He is a CPP APMP Fellow, 1 of 36 Microsoft PowerPoint MVPs in the world, is an internationally recognized communication and proposal expert, best-selling author, and professional trainer. He is a partner at 24 Hour Company (www.24hrco.com), the premier proposal creative services firm. Mike has spearheaded multi-billion dollar projects and helped his clients win billions of dollars. Mike's keynotes, training, books, and tools (www.BillionDollarGraphics.com and www.Build-a-Graphic.com) help companies succeed while saving money and time.


Mike Parkinson

Mike Parkinson

Real Solutions to Unrealistic Schedules

Get real world solutions for unrealistic proposal schedules. As proposal professionals we are often asked to make a winning proposal in less and less time. We set aside obvious fixes (e.g., parsing an RFP, defined roles and schedules, having the right team) and options that have proven ineffective (e.g., "canned" or boilerplate proposals). Instead, we focus on developing solutions, writing, graphics, and desktop publishing. The solutions you get work for large and small proposals — government and commercial. Attend this high-energy, interactive master workshop and make winning proposals in far less time. (This session is intended for more experienced proposal professionals.)

Mike Parkinson: @Mike_Parkinson is a geek. He is a CPP APMP Fellow, 1 of 36 Microsoft PowerPoint MVPs in the world, is an internationally recognized communication and proposal expert, best-selling author, and professional trainer. He is a partner at 24 Hour Company (www.24hrco.com), the premier proposal creative services firm. Mike has spearheaded multi-billion dollar projects and helped his clients win billions of dollars. Mike's keynotes, training, books, and tools (www.BillionDollarGraphics.com and www.Build-a-Graphic.com) help companies succeed while saving money and time.


Kevin Switaj

Kevin Switaj

Using Empathy to Sharpen Proposal Content

"Great proposals appeal to the evaluator's emotions by connecting with their hopes and allaying their fears as much as it focuses on the requirements. To sharpen the focus of our proposals, we need to guide our teams to make that connection. We should look to the Walt Disney Company, which has been successfully making emotional connections to its audience for a century, for guidance and examples. This presentation provides clear, actionable tips and guidance to identify information needed to make our bids empathetic, tips for rethinking our proposal review process, and how we can reimagine the recompete.

Kevin Switaj, PhD CF APMP is President and CEO of BZ Opportunity Management, a consulting firm that provides high-quality bid management, process optimization, contracts, and training support. He possesses over a decade of experience in proposal management and leadership. He has supported and trained a wide range of Government contractors in all stages of proposal development. A multiple award winning writer in the field, he has presented at numerous APMP regional and international conferences.


Christopher Wells

Christopher Wells

Avoiding the Blur: Leading a Virtual Proposal Development Team

Many proposal development efforts are conducted by virtual teams, increasing the importance of effective team communication and workflows. Without a sharp focus on distance, blended, and collocated team dynamics, proposal development team goals begin to blur. How do you regain and maintain clarity? In this session, we will address the challenges of virtual teaming and how those can impact team dynamics. We will also explore different tools and resources to improve distance team communication, build common purpose, and implement strong practices for long-term virtual team success.

Dr. Christopher Wells is a distance leadership expert with a background in education and organizational change. He currently develops sales proposals for a large education company, managing a virtual team to create over 290 national and international proposals in the last two years for both grant and sales team opportunities. As an accomplished speaker and author, Dr. Wells has a passion for helping leaders and teams overcome virtual working challenges to become high-performance teams.


Christopher Wells

Christopher Wells

Establishing Expertise Through the Lens of Trust

As a proposal development expert, you have to establish your trustworthiness as an expert from the first interactions with your clients. However, without a clear understanding of what builds or erodes trust, you may not be completely aware of how a few simple strategies can affect between being perceived as a proposal surgeon or (gasp!) as the wrong person for the job. In this session, we will discuss the core tenets of organizational and personal trust, and identify effective strategies that will build trustworthiness. Participants will leave with resources to establish and focus personal credibility and trustworthiness.

Dr. Christopher Wells is a distance leadership expert with a background in education and organizational change. He currently develops sales proposals for a large education company, managing a virtual team to create over 290 national and international proposals in the last two years for both grant and sales team opportunities. As an accomplished speaker and author, Dr. Wells has a passion for helping leaders and teams overcome virtual working challenges to become high-performance teams

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