Georgia Chattachoochee Chapter APMP Dinner Meeting Wednesday September 27, 2017
The Proposal Manager as a Force Multiplier
How can proposal managers apply their professional skills and industry best practices to become a force multiplier and maximize a proposal team's productivity?
It all comes down to demonstrating the value of your understanding of the information business development managers need. Your understanding of your company's product and services is practical, based on the experience of developing proposals. Your experience will prepare the capture team to help the customer understand and develop requirements that not only meet their needs, but also shape the RFP requirements in a way that increases the chances of your company's solution to win.
Under the best organizational circumstances, this is a difficult assignment. Many companies do not engage the proposal manager in the early phases of the business acquisition processbefore the RFP is issued. Come join us for an interactive presentation and group activity to explore best practices for equipping the proposal manager to be a central structural point, a "Force Multiplier" who successfully and strategically leads the team throughout the entire proposal process.
Completing difficult efforts is easier when you have and employ the right tools at the right time.
Virtual Meeting August 1: Co-hosted by the Georgia Chattahoochee and Carolinas APMP Chapters
Lisa Pafe, Lohfeld Consulting: "Proposal Writing and the Eight-Second Attention Span"
Tuesday, August 1, 2017 at 12:00 noon EDT
Lisa Pafe will reprise her SPAC 2017 presentation, which was highly rated in the SPAC feedback survey and is relevant for all proposal managers and writers. A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span, less than a goldfish! A 2016 Harvard Business Review article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. This presentation will discuss how to modernize our proposal writing to win in the digital age, using persuasive, attention-grabbing techniques such as calls to action, exceeding expectations, and clearly relevant writing.
Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow, and PMP, has 25+ years capture and proposal experience. She is the chair of the APMP-National Capital Area (NCA) Chapter, and was VP and Speaker Series Chair for 2 years each. She holds a BA from Yale University, MPP from Harvard University, and MIS from The George Washington University. She is a frequent speaker, guest writer for Washington Technology, and a LinkedIn publisher.
Please register for APMP Carolinas and Georgia Chapter Joint Webinar: Proposal Writing and the Eight-Second Attention Span on August 1, 2017 at 12:00 noon EDT:
Chapter Dinner/Meeting Agenda
6:00 PM Networking and Socializing
6:30 PM Buffet Dinner
7:00 PM Chapter Meeting
7:45 PM Break
8:00-8:45 PM Presentation, Discussion, or Round Table
Bring your business card to the meetings!
Be sure to bring your business cards to share at the next Chapter Dinner Meeting. The business cards will be used for door prize drawings at the end of the evening.
The Wyndham Atlanta Galleria
Our dinner meetings will be held at the The Wyndham Atlanta Galleria (Formerly known as Crowne Plaza Perimeter NW Hotel).
Meeting Sponsorship Information
Our Meeting Sponsorship Program provides attendees with information about successful companies that offer products and services that can help make their jobs, as proposal professionals, easier. Read more.
2017 Chapter Dinner Meeting Schedule:
- July 26, 2017
- September 27, 2017
Previous Dinner Presentations
July 26, 2017 Meeting Recap
The Long and Winding RFP Road: A Case Study
Keith Propst presented a case study that examined the convoluted history of an RFP he recently worked on. The RFP raised issues that many of us deal with repeatedly. Participants to assumed the role of proposal manager and as a group decided how to proceed at critical points in the bid process. This exercise was a very informative and provided new perspectives that applicable to our everyday RFP environment.
February 8, 2017 Meeting Recap
Assertive Techniques For being a Persuasive Proposal Manager
| Presentation |
Michelle Norman and Sandy Luttrell shared practical tips on how to determine when it is best to be flexible and when it is best to be firm with your teams.
Questions addressed: Do you want to improve your proposal management skills? Do you want to become more persuasive in your verbal and written communications with your teams? Do you want to improve your powers of persuasion, increase your influence, prestige, and ability to get things done? It takes a good leader and one that is confident in their skills.
Past Meeting Topics
- July 26, 2017 The Long and Winding RFP Road: A Case Study
- February 8, 2017 Assertive Techniques For being a Persuasive Proposal Manager
- September 14, 2016 Georgia Chattahoochee Chapter of the APMP Year-end Roundtable
- July 20, 2016 The Right Tools, Right Size Process. Bringing Technology to the Proposal Department (Part 2)
Image Disclosure: The APMP Georgia Chattahoochee Chapter reserves the right to use photos (images) of attendees in chapter promotional materials, website listings, electronic publications, etc., without payment or attribution. If you have a concern about the use of your image, please contact Michelle Norman, the Chapter Chair directly.