How long have you been a proposal manager/specialist/ writer?
I’ve been involved in proposals in various capacities for 25 years. Some roles include direct proposal management, account engineering, competitive pricing intelligence, process development, consulting, etc.
How did you become involved with proposals?
I began as a proposal specialist many moons ago. Not to date myself, but this was the pre-personal computer age, when standalone word processors operated by “secretaries”, desktop calculators, and spell check as a mental skill were vogue. My, how things have progressed. Change is GOOD!
Do you work in a "corporate office" or "home office" environment?
I have a physical workspace in our corporate office and work remotely about 50% of the time. I LOVE that flexibility.
What do you like best about working in your current environment?
I consider my work super rewarding because it supports our Warfighters in the U.S. armed forces to counter existing and emerging threats, and protect military personnel, civilians and critical infrastructure. It’s not just a job—I’m making a difference.
What do you like least about working in your current environment?
While rare, I take exception to business development staff who introduce opportunities into an already busy environment AFTER the RFP drops, without having performed the capture due diligence to ensure a reasonable probability to win.
What do you feel is the most challenging aspect of your job?
Everybody is busy. So, getting essential people engaged and focused on a given pursuit, above their “day job” responsibilities can be challenging.
What shortcuts or helpful best practices about working with proposal teams could you share?
Make people—even difficult or reluctant people your allies.
Why/when did you join APMP?
To share ideas among peers who have the same passion and perhaps help me rationalize why I chose proposal management as a career path.
What is your method for successfully working with your proposal teams?
Collaboration and open communications.
Which type of proposals do you do most? Commercial, government or other?
Currently, I do U.S. Federal government proposals, exclusively. However, during my career, I’ve managed commercial (B2B), international governments, and U.S. city, county, and state proposals.