APMP Bid & Proposal Con New Orleans Welcome Reception
Mon., June 12, 2017 | 7:00 – 9:00 p.m.
Kick off your conference experience on Monday, June 12 from 7:00–9:00 p.m. at the Welcome Reception sponsored by Lohfeld Consulting Group. Visit with old friends, meet new colleagues, and network the night away!
Be sure to stop by our booth to check out our latest book—10 Steps to creating high-scoring proposals—and enter to win our Kindle Voyage grand prize (AppMaven’s ereader of choice)!
Here’s to a great conference! We can’t wait to see you in New Orleans!
Add our team’s presentations to your “must see” schedule!
Proposal Manager: From Good to Great!
Tues., June 13, 2017 | 10:00 – 11:30 a.m. | Lisa Pafe, CPP APMP Fellow; Liz Skarlatos
We all know what a Proposal Manager is supposed to do—or do we? The role of Proposal Manager varies widely from company to company, but what should all Proposal Managers do? What are the attributes that take proposal management from good to great? In this interactive session, we’ll first describe the as-is—what is the role of the Proposal Manager in their companies? How does this compare to the role and responsibilities as defined in the APMP Body of Knowledge (BoK)? Next, we will brainstorm on the ideal—what makes for a great Proposal Manager? Finally, together we will draw a roadmap from the as-is to this to-be vision, to include a Proposal Manager maturity model. What can we do to ensure we are great Proposal Managers? What can our companies and APMP do to support us? We will forward our recommendations to APMP for consideration.
Lisa Pafe, CPP APMP Fellow, Vice President, Lohfeld Consulting Group
Lisa Pafe, CPP APMP Fellow and PMI PMP, has 25+ years of capture and proposal experience. She is President of APMP-NCA, and was VP and Speaker Series Chair for 2 years each. Experience includes: VP of Corporate Development, Ace Info Solutions, Inc.; President of Vision Consulting, Inc.; VP of Business Development, GovConnect; and Director of Marketing, MAXIMUS. She holds a BA from Yale University, MPP from Harvard University, and MIS from GWU.
Liz Skarlatos, Managing Director, Lohfeld Consulting Group
Liz Skarlatos, BJ, University of Missouri-Columbia, has 30+ years of business development (BD), capture management, and proposal management experience. Prior to joining Lohfeld, for 14 years, she served as BD Manager, Capture Manager, and Proposal Manager at Booz Allen Hamilton, primarily focused on National Security customers. She also was a senior proposal expert with TRW’s Proposal Operations for 18 years.
Re-writing Bad Writing
Wed., June 15, 2017 | 2:20 – 3:20 p.m. | Brenda Crist, CPP APMP Fellow; Maryann Lesnick, CP APMP; Julia Quigley, CF APMP
Are you spending too much time re-writing poorly written proposals? The Lohfeld Consulting Group team presents an interactive session to help attendees diagnose examples of bad writing and develop plans for improving the writing quickly. The team will share how we triage proposal sections using our strengths-based solutioning techniques to capture the evaluators’ attention. Attendees will have a chance to evaluate poorly written proposal text, apply our proposal re-writing guidelines, and score their re-written text to verify it will earn the highest ranking.
Brenda Crist, CPP APMP Fellow, Vice President, Lohfeld Consulting Group
Brenda Crist, CPP APMP Fellow, has 25+ years of capture and proposal management experience. As a Lohfeld Consulting staff member for the past 8 years, she has helped customers develop high-scoring proposals that win contracts. She is an APMP Fellow, APMP Foundation Certification Trainer, Former Chapter Chair of the Year, and currently an APMP Chesapeake Chapter Board Member.
Maryann Lesnick, CP APMP, Managing Director, Lohfeld Consulting Group
Maryann Lesnick, CP APMP, has 30+ years’ business development, writing, editing, capture, proposal, project, and quality management experience. For APMP-NCA she served as Membership Chair (2016), Chapter President (2014-15), Vice President (2012-13), Logistics Chair (2011), and Boot Camp Chair (2010). She is a Practitioner Level APMP certification mentor, ACT-IAC Fellow, certified Microsoft Office specialist, certified scrum master, and has a BS in Mathematics and a Master’s Degree in Interdisciplinary Studies.
Julia Quigley, CF APMP, Operations Coordinator, Lohfeld Consulting Group
With a Master’s in Rhetoric and Composition, Julia has created proposal writing strategies and conducted training to help subject matter experts understand how to respond clearly and compellingly to solicitation requirements. Prior to joining Lohfeld Consulting Group, Julia managed proposals for federal contractors and taught persuasive writing classes at Texas State University. She applies the lessons she taught as well as lessons learned to all her proposal and training projects.
Solve all your problems in 90 minutes: Strategic Career Planning, Professional Development, Lessons Learned, and Health and Well-being
Wed., June 15, 2017 | 3:50 – 4:50 p.m. | Tiffany Strange, CP APMP, Oneida Technical Solutions; Bobbie O’Brien, CF APMP Fellow, Assured Information Security, Inc.; Betsy Blakney, CPP APMP Fellow, CACI; Beth Wingate, CF APMP Fellow, Lohfeld Consulting Group
This combination panel introduces four topics that breaks out into four 30-minute mini-workshops where participants discuss trouble areas and how people tackle and resolve:
- Strategic Career Planning – viewing your career path through the same lens as your BD pipeline
- Professional Development Potpourri – career advice, certification through the levels, upward mobility, the future
- Lessons Learned – identifying the essential elements of the process, data collection techniques used to capture the feedback, and methods used to categorize and disseminate the findings
- Personal Health and Well-being – tactics/ways to identify problem areas and opportunities for improvement regarding exercise and movement/exercise tracking, diet, sleep, and sitting. Keep yourself in top condition!
The session ends with a plenary out-brief.
Beth Wingate, CF APMP Fellow, President, Lohfeld Consulting Group
Beth Wingate, aka AppMaven, CF APMP Fellow, has 25+ years’ proposal development, management, training, and communications/social media experience, managing proposal centers for Lockheed Martin and MSD. She served as APMP 2014 Past CEO, 2013 CEO, and 2012 COO. Beth has spent her career finding ways to use technology to enhance teams’ processes and customer deliverables. Her inaugural APMP Ignite Talk, Turnabout from Burnout, inspired her part of this workshop.
Tiffany Strange, CP APMP, Government Contracting Specialist, Oneida Technical Solutions, LLC
Tiffany Strange has 10+ years’ government contracting experience, spanning all phases of the business lifecycle. She developed processes for proposal and capture management as well as a corporate handbook for business development. Tiffany now manages corporate operations for a tribally owned 8(a) SDB, overseeing all phases of the lifecycle including contract administration and program management.
Bobbie O’Brien, CF APMP Fellow, Proposal Manager, Assured Information Security, Inc.
Bobbie O’Brien, CF APMP Fellow, lured out of semi-retirement and independent consultancy, has joined AIS, Inc. as their proposal manager. With 25+ years’ federal experience, she provides leadership to a diversity of matrixed proposal teams with direct accountability for leading strategic opportunities as well as development and continuous improvement of processes. Bobbie served on APMP’s international board as a regional and strategic initiatives director and is founding co-chair of the APMP Liberty Chapter.
Betsy Blakney, CPP APMP Fellow, Director of Proposal Management, CACI
Betsy Blakney, CPP APMP Fellow, CKM, has 20+ years’ proposal management, development, and training experience, Betsy oversees the business development training curriculum, facilitates proposal writing, capture and recompete courses, and manages content for the corporate business development portal. She is the 2011 Past APMP CEO, 2010 COO, and 2009 Board Secretary. Betsy is a certification mentor and lead facilitator for the APMP Quick Start Practitioner Workshop.