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of the APMP


Georgia Chattahoochee Chapter

of the Association of Proposal Management Professionals

Chapter Member

Frank Candido

Scientific Games

How long have you been a proposal manager/specialist/ writer?

I have been directly involved in proposal management for 10 years (as of 2007).

How did you become involved with proposals?

In my previous role as senior account director, I became exposed to the proposal process bidding for my accounts and this lead in developing a deep interest in proposal management profession in 2007.

Do you work in a "corporate office" or "home office" environment?

I work in a corporate office setting with 17 other members of my team.

What do you like best about working in your current environment?

We have some of the prime offices in our Corporate complex – windows and natural light! Great work area with multiple meeting rooms, conference facilities and our own snack area – good for those rare War Room late night work events!

What do you like least about working in your current environment?

Wish we had more space for informal collaboration areas but we are working on it!

What do you feel is the most challenging aspect of your job?

I like being part of driven proposal team that focuses on new business acquisition and retention of current customers. Working with talented team members, developing new proposal processes/technologies and grooming team members for new roles in organization are all part of my daily tasks. Being able to combine industry knowledge, APMP best practices and tactical business acquisition methods is exciting and rewarding.

What shortcuts or helpful best practices about working with proposal teams could you share?

Best practices that have made the most impact for me were defining our proposal process / QC process / training and putting these into practice. Always listening / learning from my co-workers on how to improve our interactions with SMEs/Business leads is always a key focus. Also always look to hire great people – absolutely best way to raise your team performance and capabilities.

Why/when did you join APMP?

Joined APMP in 2008 – Georgia Chattahoochee Chapter – to better equip myself with needed best practices / skills for success in proposal world.

What is your method for successfully working with your proposal teams?

Driving for clarity in win themes, process / project dates / focusing business/technology teams on what customer needs and how best to deliver in proposal. Being respectful but driving process and SME expectations is critical in proposal success.

Which type of proposals do you do most? Commercial, government or other?

We are focused on responding to state/national governmental proposals but they are really hybrid efforts of typical governmental /commercial styles as we commonly have features of both in our projects. Our proposal responses are highly detailed/specification based technical submissions with some ability to combine best of commercial / business characteristics as well. Best of both proposal worlds is our deliverable.

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