APMP Foundation Introduction

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Provides an introduction to the Bid to Win Distance Learning programme. The programme prepares candidates to take the APMP Foundation examination.

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Get your ideas organised

APMP Accreditation Programme

APMP 2005 and Bid to Win Ltd 2010Attaining Foundation Level AccreditationVersion: 0v7

Welcome to the first in the series of the APMP Foundation Training webinars.

My name is XXX I am Bid to Wins managing consultant

With me is YYY

We are both APMP Professionals. And together wed like to introduce you to the APMP accreditation programme.

The webinars have been designed to take you step by step through the APMP Foundation Syllabus and get you to a position where you feel confident in taking the exam.

During the introductory webinar, we will describe:

how we are going to cover the syllabus what support materials will be required and how to get them when the live webinars and eTorials will be scheduled who is involved in the webinars where the exam can be taken why the AMPM Foundation qualification is a good credential

The webinar will include a preliminary training session covering part of Choosing the Right Opportunities module.

1Get yourself readyinfo@bid-to-win.euTo get the most out of this course we want you to be in a safe, comfortable environment and placing no stresses and strains on yourself.

Although you can stop and restart the course modules at any point, it is best if you can pay attention so try and find a time and place where you can engage without interruption.

If you have a question during the course, email it to instructor@bid-to-win.euOr post it on the forumMake a note of it in your workbook and we will discuss it at the eTorial

There are several items youll need to successfully complete this course. Lets take a look.

2Proposal GuidePre-Course Reading InstructionsSticky notes for markingsignificant pagesCase Study NotesWorkbookRefereeAPMPMembership NumberCheck that youve got everything you need:

But before we start, lets make were ready. Have you got your:

The Proposal Guide Workbook Glossary of Terms Something to write with Some Post-it labels will be useful too. Have you all got a referee? Just someone that knows you have a basic knowledge of best practice. For example, it could be Bid Administrative Support person or a Sales Executive. You will also need to have your APMP Membership Number available for when you take the exam.

3Learning objectives:The course will prepare you and help you understand the subject matter in order that youll get through the exam.

We will cover principles, procedures and the terminology of bid and proposal management in accordance with APMP recognised best practice.

It is impossible to cover everything on this course, so youll be referred to The Proposal Guide for additional material.

The exam tests basic knowledge of best practice through 75 multiple choice questions.

As a result of what you will learn on the course we hope to make you better bid managers as well.

So youre going to attain a qualification AND practical tips to help improve your proposals.4What were going to cover on this course:

Training in specific syllabus subject areasIdentification of areas for future Development

The Foundation syllabus comprises 5 key competency areas.

These are the syllabus areas you will be examined on.

Refer to your workbook for the detailed coverage for each syllabus area.

By the way, this course takes us up to proposal delivery. Presentation and negotiation skills is covered in Practitioner and Professional events.

5Information Research and Management6Information Research and ManagementPlanning7Information Research and ManagementPlanningDevelopment8Information Research and ManagementPlanningDevelopmentManagement9Information Research and ManagementPlanningDevelopmentManagementSales OrientationThe Foundation syllabus comprises these 5 key competency areas. 10Well now take a deeper like into the topics that will be covered on the course.

If you come across unfamiliar words or phrases, you can pause the presentation and make a note of them and look them up in the proposal guide.

11KCAKey Competency AreaRemember this is what the APMP calls a key competency areas or KCA.12In the KCA covering Planning the learning explains how to develop a proposal schedule.

13The next KCA is covers overall Proposal Development and the learning explains about how to develop a strategy for developing a proposal and how to write to solve a customers specific business need.

14As a bid manager we will be responsible for managing these areas.15And finally well need to know what part we need to play in the sales process.16Examination Options17

The Foundation ExamLessons Learned AnalysisFoundation Examination ApproachSelf Study / Revision / PreparationLearning from ExperienceOpportunity QualificationProposal Process ManagementReview Management Choosing the right opportunitiesInformation GatheringKnowledge ManagementSales Participation Establishing RequirementsProposal Strategy DevelopmentTeaming IdentificationWinning Price Development Developing StrategyManaging ProgressStoryboard Review Management Final Document Review

Managing Time, Cost and QualitySchedule DevelopmentProposal Risk Management Kick Off Meeting ManagementProduction Management

Communicating your PlanOutline Development Requirements IdentificationCompliance Checklist Development Storyboard Development Executive Summary Development

Planning the Proposal PhaseHow we are going to cover the syllabus?The way we shall ensure coverage of the syllabus is to divide the course into modules.

Each module comprises a number of learning sessions or presentation.

There are seven modules represented by coloured blocks in the picture that follows.The significance of the colours is simply to remind you of which module you are in.The colour sequence is taken from a rainbow

18This is how we will cover the syllabus:

The Foundation ExamLessons Learned AnalysisFoundation Examination ApproachSelf Study / Revision / PreparationLearning from ExperienceOpportunity QualificationProposal Process ManagementReview Management Choosing the right opportunitiesInformation GatheringKnowledge ManagementSales Participation Establishing RequirementsProposal Strategy DevelopmentTeaming IdentificationWinning Price Development Developing StrategyManaging ProgressStoryboard Review Management Final Document Review

Managing Time, Cost and QualitySchedule DevelopmentProposal Risk Management Kick Off Meeting ManagementProduction Management

Communicating your PlanOutline Development Requirements IdentificationCompliance Checklist Development Storyboard Development Executive Summary Development

Planning the Proposal PhaseThe first module is called Choosing the right opportunities and covers syllabus topics taken from the Development and Management Key Competency Areas.

The course designers have ensured that all of the required topic areas are covered throughout this course. As a student you just need to ensure that you have participated in all of the presentations and eTorials.

19This is how we will cover the syllabus:

The Foundation ExamLessons Learned AnalysisFoundation Examination ApproachSelf Study / Revision / PreparationLearning from ExperienceOpportunity QualificationProposal Process ManagementReview Management Choosing the right opportunitiesInformation GatheringKnowledge ManagementSales Participation Establishing RequirementsProposal Strategy DevelopmentTeaming IdentificationWinning Price Development Developing StrategyManaging ProgressStoryboard Review Management Final Document Review

Managing Time, Cost and QualitySchedule DevelopmentProposal Risk Management Kick Off Meeting ManagementProduction Management

Communicating your PlanOutline Development Requirements IdentificationCompliance Checklist Development Storyboard Development Executive Summary Development

Planning the Proposal PhaseThe second module is called Establishing requirements and is all about intelligence gathering, understanding the competition, organising information and engaging in the sales process.

20This is how we will cover the syllabus:

The Foundation ExamLessons Learned AnalysisFoundation Examination ApproachSelf Study / Revision / PreparationLearning from ExperienceOpportunity QualificationProposal Process ManagementReview Management Choosing the right opportunitiesInformation GatheringKnowledge ManagementSales Participation Establishing RequirementsProposal Strategy DevelopmentTeaming IdentificationWinning Price Development Developing StrategyManaging ProgressStoryboard Review Management Final Document Review

Managing Time, Cost and QualitySchedule DevelopmentProposal Risk Management Kick Off Meeting ManagementProduction Management

Communicating your PlanOutline Development Requirements IdentificationCompliance Checklist Development Storyboard Development Executive Summary Development

Planning the Proposal PhaseThe next module Developing a winning strategy covers early strategy and putting the proposals building blocks in place.

21This is how we will cover the syllabus:

The Foundation ExamLessons Learned AnalysisFoundation Examination ApproachSelf Study / Revision / PreparationLearning from ExperienceOpportunity QualificationProposal Process ManagementReview Management Choosing the right opportunitiesInformation GatheringKnowledge ManagementSales Participation Establishing RequirementsProposal Strategy DevelopmentTeaming IdentificationWinning Price Development Developing StrategyManaging ProgressStoryboard Review Management