Georgia Chattahoochee Chapter

of the Association of Proposal Management Professionals

Chapter Member

Todd Palmer

Lockheed Martin Aeronautics

Questions Todd's Answers
How long have you been a proposal manager/specialist/ writer? 12 years, since 2004
How did you become involved with proposals? While managing a small site in Warner Robins, GA, to expand we needed to win new work. I became engaged in proposals to support that endeavor.
Do you work in a "corporate office" or "home office" environment? Corporate office environment
What do you like best about working in your current environment? I love the comradery of working in proposal teams with common objectives. I enjoy working with the leaders of companies and departments. I like to articulate solutions for leading edge technologies. Finally, I enjoy the sense of accomplishment when we deliver a well written proposal.
What do you like least? When the company underestimates, or refuses to allocate the requisite resources to build a stellar proposal. And, when the company/team is not committed. At times, extensive travel.
What do you feel is the most challenging aspect of your job? Managing personnel at all levels who recommend or execute actions that I know are destructive to the proposal or proposal process.
What shortcuts or helpful best practices about working with proposal teams could you share? First, secure the best team possible prior to RFP release (if feasible). Test personnel early to find the holes in the team. Delegate effectively. Hold the proposal schedule as much as possible. Don’t be afraid to elevate when you know that the team is off track.
Why/when did you join APMP? To connect with proposal personnel in the Atlanta area. I would like to pursue APMP Professional Accreditation (currently accredited at the Practitioner level).
What is your method for successfully working with your proposal teams? Build relationships early, realize that effective relationships are the glue that holds the proposal team together. Build confidence in the team through personal leadership style and mastery of the proposal process. Always meet every commitment you make.
Which type of proposals do you do most? Commercial, government or other? Defense industry proposals with U.S. and international governments. Would like to learn and then execute Non-Profit proposals.

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