SAN DIEGO2018

APMP BID & PROPOSAL CON

MAY 15-18

APMP.org/BPC#APMP2018

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PRE-CONFERENCE

TUESDAY, MAY 15

8:00 a.m. – 4:30 p.m. Practitioner-level Certification “Completion” Workshop, Nautilus 4 8:00 a.m. – 6:00 p.m. Foundation-level Certification Workshop and Exam, Nautilus 1-312:00 p.m. – 3:30 p.m. Chapter Leaders Workshop, Harbor Island 1-212:00 p.m. – 7:00 p.m. Registration, Bayview Foyer12:30 p.m. – 5:00 p.m. Practitioner-level Certification “Quick Start” Workshop, Nautilus 52:00 p.m. – 3:00 p.m. Professional-level Certification Primer, Harbor Island 32:00 p.m. – 4:30 p.m. Education Sessions, See pp. 14-206:00 p.m. – 7:00 p.m. First-Time Attendees Workshop, Grande Ballroom C7:00 p.m. – 9:00 p.m. APMP Bid & Proposal Con San Diego Welcome Reception, Pavilion

DAY ONE

WEDNESDAY, MAY 16

7:00 a.m. – 5:00 p.m. Registration, Bayview Foyer7:00 a.m. – 8:00 a.m. Attendee Breakfast & Exhibits, Pavilion8:00 a.m. – 9:30 a.m. Conference Kick-o� & Opening Keynote, Pavilion9:30 a.m. – 10:00 a.m. Networking Break & Exhibits, Pavilion10:00 a.m. – 11:30 a.m. Education Sessions, See pp. 14-2011:30 a.m. – 1:00 p.m. Networking Lunch, Pavilion1:00 p.m. – 3:20 p.m. Education Sessions, See pp. 14-203:20 p.m. – 3:50 p.m. Networking Break & Exhibits, Pavilion3:50 p.m. – 4:50 p.m. Education Sessions, See pp. 14-207:00 p.m. – 10:00 p.m. APMP Celebration of the Industry, Pavilion

DAY TWO

THURSDAY, MAY 17

7:00 a.m. – 4:00 p.m. Registration, Bayview Foyer7:00 a.m. – 8:15 a.m. Attendee Breakfast & Exhibits, Pavilion8:15 a.m. – 9:30 a.m. Morning Welcome & Keynote, Pavilion9:30 a.m. – 10:00 a.m. Networking Break & Exhibits, Pavilion10:00 a.m. – 11:30 a.m. Education Sessions, See pp. 14-2011:30 a.m. – 1:00 p.m. Networking Lunch, Pavilion1:00 p.m. – 3:20 p.m. Education Sessions, See pp. 14-203:20 p.m. – 3:50 p.m. Networking Break & Exhibits, Pavilion3:50 p.m. – 4:50 p.m. Education Sessions, See pp. 14-20

DAY THREE

FRIDAY, MAY 18

7:00 a.m. – 12:30 p.m. Registration, Bayview Foyer7:00 a.m. – 8:15 a.m. Attendee Breakfast & Exhibits, Pavilion8:15 a.m. – 9:30 a.m. Morning Welcome & Ignite Talks, Pavilion9:40 a.m. – 11:50 a.m. Education Sessions, See pp. 14-2012:00 p.m. – 12:30 p.m. Closing Ceremony & Drawing for Cash Prizes, Pavilion

SCHEDULE AT A GLANCE

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Session, speaker and event evaluations

NETWORK: APMP

PASSWORD: apmp2018

WELCOME

TABLE OF CONTENTS

From the Chair

From the Executive Director

Hotel Maps

Exhibitor Directory

Keynote Speakers

Board of Directors

Fellows & Chapters

Program Overview

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FROM THE CHAIR

I WOULD LIKE TO PERSONALLY WELCOME EACH OF YOU TO SAN DIEGO – home to white sand beaches and the 29th annual Bid & Proposal Con.

This year’s conference is again sold-out and continues to build on

the great momentum of the association and its members.  With over 70% of the sessions promoting interaction with attendees, and numerous chapter and networking events, the next few days will be a great opportunity to hear from peers, share industry best practices, and network.

Just as you look to your industry to innovate and evolve, we also look to APMP to do the same. With that I’d like to thank you for your feedback and recommendations. APMP asked the membership to

speak up, and the outcome has been exciting. For the first time, this year’s Education Session topics were driven entirely by the membership via surveys and direct feedback – an approach that APMP will continue to embrace as it designs future content.

Please join me in thanking the APMP sta� and all our association’s volunteers for their tireless e�ort and professionalism in putting on this year’s conference.

I’d also like to thank each of you for attending and bringing your expertise to our industry. I am honored to be among such passionate and creative individuals.

Enjoy San Diego and have a great conference,

Jamie Ninneman, CF APMP 2018 Chair APMP International

For complete session abstracts and presenter bios, as well as up-to-the-minute updates to the schedule and other information,

PLEASE VISIT APMP.org/bpc

OR USE OUR mobile app

6

BID & PROPOSAL CON 2018FROM THE EXECUTIVE DIRECTOR

DEAR APMP BID & PROPOSAL CON 2018 ATTENDEE,

We have the pleasure of welcoming you to APMP’s 2018 Bid & Proposal Con in San Diego. Once again, this event sold out weeks ahead of time and we couldn’t be more thrilled to log another

record-breaking conference with proposal and bid management professionals from around the world.

It’s our goal to keep APMP’s Bid & Proposal Con fresh for you, so we continue to create and innovate with new speakers, new content, and an overall shift in our approach to education this year. We designed this conference to have you walk away feeling inspired, connected, and armed to make lasting impacts on your organizations. The best part is that you helped us put it all together by telling us what you wanted to see, hear, and learn – so thank you!

Some highlights in store during your stay in San Diego:

1 THE CITY – It’s hard not to feel refreshed and relaxed in beautiful San Diego. Embrace the Southern California energy and find your creative, innovative streak. You’re getting inspiring content in a gorgeous setting. It has all the makings of a memorable, career-changing conference.

2 APMP’S CELEBRATION OF THE INDUSTRY EVENT – We are literally rolling out the red carpet. Get dolled up and take the time to celebrate all that we have accomplished in the past year. In the spotlight for a second year, we’re recognizing the future of our industry

with our 40 Under 40 awards. The festive celebration features food with local flair, great company, some industry awards, and we’ll still have you out in plenty of time to hit the downtown Gaslamp District.

2 MORE CHANCES TO COLLABORATE AND LEARN WITH BRAND NEW CONTENT – You’ll notice that we have dramatically scaled back the lecture-style presentations. When we polled you last year after the event, you said you wanted to participate more. We listened. This year, even more of our content is interactive and/or panel discussions that promote your questions. Our goal is to make industry education content more participatory for you.

4 INCENTIVES TO STAY – We’re doing it again. There are big cash drawings for the taking at the Closing Ceremony, but you must be present to win.

5 MEET APMP – Drop by our Registration desk if you have any questions or if the APMP team can make your experience more comfortable while you’re in San Diego. The APMP International team is set up at the registration desk, and the local California Chapter of APMP is also nearby to answer any questions you may have about the local scene.

We wish you a productive and uplifting conference. Thanks for coming to APMP’s Bid & Proposal Con 2018.

Sincerely,

Rick Harris Executive Director

Save the date

Save the date

BID & PROPOSAL CON

JUNE 3-6, 2019

An Executive Business Services, Inc. Product Suite

PROPRICER.COM/WORLDCONGRESS18

PROPRICER forGovernmentContractors

PROPRICER forFederalAgencies

COSTPROPOSALSOFTWARE SOLUTIONFROM RFP TO CONTRACT AWARD

FUTURE DATES & LOCATIONSBID & PROPOSAL CON

2019JUNE 3-6 • ORLANDO

2020MAY 17-20 • NASHVILLE

2021MAY 23-26 • DENVER

2022MAY 22-25 • DALLAS

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COFFEE & SNACKS

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COFFEE & SNACKS

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CHRISTINE CASHENKEYNOTEWednesday, May 168:00 a.m.Pavilion

Christine Cashen delivers a fast-paced program with useful content that makes her a sought after speaker worldwide.

For more than 20 years, she has presented to a variety of audiences throughout the United States, Canada, South Africa and Australia. Christine is an authority on sparking innovative ideas, handling conflict, reducing stress, and energizing attendees.

CHRISTOPH MLINARCHIKKEYNOTEThursday, May 178:15 a.m.Pavilion

Christoph is an attorney, expert witness, professional instructor, consultant, and author of 50+ publications on government contracts and acquisitions. He teaches courses and advises on contracting, source selections, bid protests, and Government contract law

to federal, military, and private industry professionals nationwide—from novices to C-level executives. As a former senior contracting o«cer, Christoph has diverse and extensive government contracts experience across the Air Force, Navy, Pentagon, and O«ce of the Secretary of Defense. He also previously served special details as an Air Force JAG acquisitions attorney and a procurement analyst for Air Force Space Command.

IGNITE TALKSFriday, May 188:15 a.m.Pavilion

Back for another year, the Ignite Talks feature APMP members giving fast and furious five-minute presentations about the profession and their lives.The format is simple: speakers execute rapid-fire, passionate presentations about industry topics they love – with 20 slides advancing every 15 seconds.

In their own words, speakers will cover all stages from boardrooms to classrooms, spurring audiences to build on others’ enthusiasm and find new energy and motivation.And trust us – you’ll recognize more than a few of these presenters!Do not miss out on the fun Friday morning, and “ignite” the conversation about your profession and the industry you love.

MORNING KEYNOTES

LAUNCHING SOONThe APMP Journal hasa new name, a new platform,and a new goal:

To be yourGO-TO HUB of INDUSTRY NEWS and TRENDS…

WINNINGTHE BUSINESS

from APMP

WinningTheBusinessAd_D3.pdf 1 4/20/18 3:45 PM

BODY OF KNOWLEDGE• Best Practices for multiple

disciplines • Universal terms that are

vendor neutral• Tools, templates, trends,

and data

WEBINARS• Free to all current

APMP members• A minimum of 10 webinars

per year

APMP SALARY SURVEY• U.S., UK, South Africa, and

Australia/New Zealand Salary Surveys free to APMP members

MEMBER BENEFITS

CHAPTER MEMBERSHIP IS FREE WITH AN INTERNATIONAL MEMBERSHIP!

LAUNCHING SOONThe APMP Journal hasa new name, a new platform,and a new goal:

To be yourGO-TO HUB of INDUSTRY NEWS and TRENDS…

WINNINGTHE BUSINESS

from APMP

LAUNCHING SOONThe APMP Journal hasa new name, a new platform,and a new goal:

To be yourGO-TO HUB ofINDUSTRY NEWSand TRENDS…

WINNINGTHE BUSINESS

from

WinningTheBusinessAd_D3.pdf 1 4/20/18 3:45 PM

APMP.org12

APMP BOARD OF DIRECTORS

PAST APMP CHAIRS

EXECUTIVE COMMITTEE

CHAIRJamie Ninneman, CF APMPSAP

VICE-CHAIRGinny Carson, CPP APMPLife Cycle Engineering

PAST CHAIR Kristin Dufrene, CPP APMP FellowVencore

TREASURERGregg Kulichik, CP APMPAmerican Institutes for Research

DIRECTORS, 2017 - 2018 TERM

Tamara Buckman, CF APMPShipley Associates

Steven Coles, CPP APMPUpland Qvidian

Krishnakumar Iyer, CP APMPMindIT Learning Pvt. Ltd.

Mike Walsh, CF APMPErnst & Young

DIRECTORS, 2018 - 2019 TERM

Graham OllisQinetiq Group PLC

Karen Shaw, CF APMP FellowBAE Systems

Stephanie Spears, CPP APMPEF Johnson Technologies

David Taylor, CPP APMPRockwell Collins

Cynthia Weinmann, CF APMPStrategy Horizons Consulting PLC

Beth Wingate, CF APMP FellowLohfeld Consulting

2017 – Kristin Dufrene, Vencore

2016 – Nic Adams, Teradata UK Ltd.

2015 – Suzanne Jones, Northrop Grumman Information Systems

2014 – Colleen Jolly, 24 Hour Company

2013 – Beth Wingate, Lohfeld Consulting Company

2012 – Amy McGeady, The Proposal Doctor

2011 – Betsy Blakney, CACI

2010 – Kirste Webb, Proposal Consultant

2009 – David Bol, Shipley Associates

2008 – Dick Eassom, SM&A

2007 – Paul Taylor, BT Group plc

2006 – Tony Birch, Shipley Ltd.

2005 – Kelli Stephenson, Experian

2004 – Mary Mills, The Boeing Company

2003 – Kirste Webb, Tetra Tech

2002 – Karen Shaw, BAE Systems

2001 – Eric Gregory, CACI

2000 – Karen Shaw, BAE Systems

1999 – Eric Gregory, CACI

1998 – Marianne Gouveia, Allied Engineering

1997 – Marianne Gouveia, Allied Engineering

1996 – Vicki Greisinger, Boeing

1995 – Vicki Greisinger, Boeing

1994 – Steve Shipley, Shipley Associates

1993 – Ron Richerson, BDM

1992 – David Winton, McDonnell Douglas

1991 – Jack Dean

1990 – Judd Kramer

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APMP FELLOWS

APMP CHAPTERS• ANZ • California• Carolinas• Chesapeake• Colorado• DACH• Florida Sunshine

• Georgia Chattahoochee

• APMP Japan• APMP Korea• Greater Midwest• APMP India • Ireland

• Liberty • Lone Star• Maple Leaf• Rhythm & Harmony• National Capital Area• Netherlands• Nordic

• Nor’easters• Pacific Northwest• South Africa• Tidewater• APMP UK• Valley of the Sun

Class of 2017Hélène CourardKlaus PohlmannSuzanne JonesClass of 2016Joanne GillenSteven A. KogerJeannette K. WaldieClass of 2015Nigel DennisLisa PafeKathryn WyonClass of 2014Melissa DeMaioVicki GriesingerJohn SeamanClass of 2013Chris KaelinChris SimmonsClass of 2012Robert LohfeldOlessia Smotrova-TaylorDarvid WarleyRuth TurmanClass of 2011Brenda CristFrances Campbell

Robin DavisKristin DufreneWendy FriemanAmy McGeadyLee HendricksonBruce MortonMichelle NormanClass of 2010Richard BuijsRichard JenkinsColleen JollyGeorge A. McCulleyBobbie O’BrienJoseph C. O’NeillBeth WingateClass of 2009Ed AlexanderRuth BelangerBetsy BlakneyMargaret HelsabeckMarilyn MoldovanAli PaskunKeith PropstKirste WebbClass of 2008Mitch BoretzCathy Day

Dan FulmerJay HertherSuzanne KelmanMike ParkinsonDavid SotolongoClass of 2007Holly AndrewsDr. Bob GoldsteinBJ LownieJessica MorgensternLarry NewmanKelli StephensonDavid WintonClass of 2006Tony BirchNeil CobbJohn ElderBob FreyAlan GoldbergJon WilliamsClass of 2005Mark CiamarraDana SpearsClass of 2004Art BassDick EassomMichael HummNancy Kessler

Class of 2003Charlie DivineBarry FieldsDennis GreenSteve JensenJayme SokolowClass of 2002Tom Amrhein*David BolTom BorenMike IanelliChuck KellerSherrill NecessaryHoward NuttKaren ShawClass of 2001Nancy CottleMarianne GouveiaEric GregorySteve MyersPatricia NunnBill PainterDavid PughDr. Tom SantSteve Shipley

APMP.org14

PROGRAMOVERVIEW

PRE-CONFERENCE

TUESDAY, MAY 15TIME SESSION & PRESENTER

8:00 a.m. - 4:30 p.m. APMP Certification Practitioner-level Completion WorkshopNautilus 4

8:00 a.m. - 6:00 p.m. APMP Certification Foundation-level Workshop and Exam Nautilus 1-3

12:00 p.m. - 3:30 p.m. Chapter Leaders WorkshopHarbor Island 1-2

12:00 p.m. - 7:00 p.m. RegistrationBayview Foyer

SPONSORED BY

12:30 p.m. - 5:00 p.m. APMP Certification Practitioner-level Quick Start WorkshopNautilus 5

2:00 p.m. - 3:00 p.m. APMP Certification Professional-level Certification PrimerHarbor Island 3

2:00 p.m. - 3:00 p.m. Growing Seasoned Veterans From Young Professionals (preconference), panelGrande Ballroom AJustin Greene, Proposal Development Manager, Accenture Federal ServicesLeslie Hodges, Director, Business Winning (Intelligence & Security Sector), BAE SystemsSteven Skeldon, Proposal Development Manager, Vencore, IncNicole Wilson, Bid Manager, International Game Technology (IGT)Moderator: Rebecca Link, Senior Proposal Manager, American Systems

3:30 p.m. - 4:30 p.m. The Art of “Bid or No Bid” (preconference), panelGrande Ballroom ADouglas Barth, President/Owner, Victory Corner Consulting; Chair, APMP Chesapeake ChapterJoshua Ellars, Founder, PatriChris Sant, Founder & President, Christopher Sant ConsultingSander Wilson, Vice President, LVW ElectronicsModerator: James Farley, Senior Director, Octo Consulting Group

6:00 p.m. - 7:00 p.m. First-Time Attendees WorkshopGrande Ballroom C

7:00 p.m. - 9:00 p.m. APMP Bid & Proposal Con San Diego Welcome ReceptionPavilion SPONSORED BY

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

#APMP2018 15

DAY ONE

WEDNESDAY, MAY 167:00 a.m. - 5:00 p.m. Registration

Bayview Foyer SPONSORED BY

7:00 a.m. - 8:00 a.m. Attendee Breakfast & ExhibitsPavilion

8:00 a.m. - 9:30 a.m. Conference Kick-o¤ & Opening KeynotePavilion

SPONSORED BY

9:30 a.m. - 10:00 a.m. Networking Break & ExhibitsPavilion

10:00 a.m. - 11:30 a.m.

Find Your Voice, workshopHarbor Island Ballroom 3Regina Antonio, Senior Proposal Manager, HGS

Qualities of a Successful Career Path (from Those Who’ve Walked Them), panelGrande Ballroom ABetsy Blakney, Director of Proposal Management, CACI, Inc.Peggy Dufour, Proposal Center Manager (Retired), Bechtel National, Inc.Steve Koger, Sr. Manager, Proposal Operations, Aerojet RocketdyneMelanie White, Director of Proposal Management, Allegheny Science & Technology CorporationModerator: Je¤ Leitner, Vice President, Business Development Operations, Vectrus Systems Corporation

Be E¥cient – and E¤ective – with Repeatable Processes, panelGrande Ballroom BErin Andersen, Director, Strategic Proposals and Design, BGRSSteven Coles, Manager, Customer Success, Upland QvidianConstance D. Reid, PMP CF APMP, Capture Manager, IBM Watson HealthKevin Switaj, President and CEO, BZ Opportunity ManagementModerator: Krissy Chaney, Proposal Manager, Marketing-Proposal Management, ttec

Latest Gadgets, Tools, and Tech for Proposals, panelGrande Ballroom CChet Hayes, CTO, VertosoftWilliam Rogers, Vice President and Chief Workplace Architect, R3 Business Solutions LLCBeth Wingate, President, Lohfeld Consulting Group, Inc.

Rico Clusters vs. Mind Mapping Smackdown, workshopHarbor Island Ballroom 1-2Steve Anderson, Managing Partner, ClientView Consulting, LLCKristin Dufrene, Vice President, Proposal Development, Vencore, Inc

11:30 a.m. - 1:00 p.m. LunchPavilion

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

WEDNESDAY, MAY 16 DAY ONE

APMP.org16

Growing Seasoned Veterans From Young Professionals, panelGrande Ballroom AJody Alves, Senior Proposal Writing Specialist, International Game Technology (IGT)Felix Becker, Head of Bid and Proposal Management ANZ/Japan, SAPRebecca Link, Senior Proposal Manager, American SystemsBrian Murray, Manager, Proposals & Sales Operations, CapTech ConsultingModerator: Steve Koger, Sr. Manager, Proposal Development, Aerojet Rocketdyne

1:00 p.m. - 2:00 p.m. Everything You Need To Know About Evaluators (But Were Afraid To Ask), panelGrande Ballroom BEd Harrington, Managing Partner, ClientView Consulting, LLCStephen Yuter, Senior Manager/Chief Contracts Strategist, DeloitteModerator: Beth Wingate, President, Lohfeld Consulting Group, Inc.

InDesign vs. Word Isn’t Really Even a Competition, workshopHarbor Island Ballroom 1-2Hayley Flamm, Proposal Manager, Burns & McDonnellKrystn Gull, Marketing Manager, Burns & McDonnell

Metrics That Actually Mean Something, panelGrande Ballroom CErin Andersen, Director, Strategic Proposals and Design, BGRSNigel Dennis, Principal, Bid Write Pty LtdBJ Lownie, Director, Strategic ProposalsHoward Nutt, Executive Director, Business Development Institute InternationalModerator: Hélène Courard, Director | Global Enablement - Global Proposal Center, Unisys

Digital Innovation in the Pre-Sales Process, workshopHarbor Island Ballroom 3Aashish Sharma, AppsTwo Top Line Center

2:20 p.m. - 3:20 p.m.

The Power of Women In the Industry (Day One), panelGrande Ballroom BKristin Dufrene, Vice President, Proposal Development, Vencore, IncKaren Shaw, Vice President, Business Winning, BAE SystemsKirste Webb, Vice President of Business Development, Information International AssociatesAnita Wright, Manager Business Development & Proposal Operations, Northrop GrummanModerator: Robin Davis, Principal Consultant, Metre

Map Your Process, Map Your Success, workshopHarbor Island Ballroom 1-2Lesli Froeschner, Senior Proposal Manager, Major Projects, SNC-Lavalin

Model-Based Approach to Managing Source Selections, lectureHarbor Island Ballroom 3Alan Goldberg, Source Selection O�ce Director, NAVAIRRichard Price, Multi-discipline System Engineer, Johns Hopkins University/Applied LaboratoryRichard Yates, Technical Lead & Lead Architect, Johns Hopkins University/Applied Laboratory

Five-Star Executive Summaries, panelGrande Ballroom ABetsy Blakney, Director of Proposal Management, CACI, Inc.Jay Herther, Vice President, Business Winning, BAE SystemsMike Parkinson, Principal, 24 Hour CompanyJon Williams, Managing Director, Strategic ProposalsModerator: Bobbie O’Brien, Proposal Manager, Assured Information Security, Inc.

Increase Your Chance to Win Before the RFP Hits, panelGrande Ballroom CMark Beha, Vice President, Hinz Consulting, LLCMitch Reed, Director Sales Operations, Envistacom, LLCDavid Sotolongo, Vice President, Business Development, RTI InternationalChristina Wooldridge, Manager, Business Planning and Proposals, Louis BergerModerator: Jean Toler, Proposal Manager, Mott MacDonald

DAY ONE WEDNESDAY, MAY 16

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

#APMP2018 17

3:20 p.m. - 3:50 p.m. Networking Break & ExhibitsPavilion

3:50 p.m. - 4:50 p.m.

Understanding and Communicating the Science of Presentation Design, lectureHarbor Island Ballroom 3Bruce Farrell, Proposal Manager, Plante Moran

Video/Virtual Proposals - Are You Ready? (Day One), panelGrande Ballroom AKevin Aires, CEO, Aires Media Ltd.Hillary Fredrick, Associate Director, CHIEFModerator: Mitch Boretz, Technical Communication Spec, University of California Riverside

The Price is Right, So What is Wrong with Your Proposal?, panelGrande Ballroom BJeremy Arensdorf, Senior Vice President, Je�erson SolutionsMike Gallo, Partner/Principal Consultant, Federal Pricing GroupMarsha Lindquist, President, Granite Leadership Strategies, Inc.

Business/Commercial Town HallGrande Ballroom CJamie Ninneman, Sr. Director, Customer Service and Advocacy, SAP America, Inc.Jody Alves, Senior Proposal Writing Specialist, International Game Technology (IGT)

7:00 p.m. - 10:00 p.m. APMP Celebration of the IndustryPavilion SPONSORED BY

WEDNESDAY, MAY 16 DAY ONE

APMP.org18

DAY TWOTHURSDAY, MAY 177:00 a.m. - 4:00 p.m. Registration

Bayview Foyer SPONSORED BY

7:00 a.m. - 8:15 a.m. Attendee Breakfast & Exhibits

Pavilion8:15 a.m. - 9:30 a.m. Morning Welcome & Keynote

Pavilion9:30 a.m. - 10:00 a.m. Networking Break & Exhibits

Pavilion

10:00 a.m. - 11:30 a.m.

Qualities of a Team-First Culture, panelGrande Ballroom CWilliam Allen, Vice President, Business Intelligence & Marketing, Yorktown Systems GroupBetsy Blakney, Director of Proposal Management, CACI, Inc.Steven Coles, Director, Strategic Vertical Consulting, Upland QvidianJustin Greene, Proposal Manager, Accenture Federal ServicesModerator: Brad Douglas, President & CEO, Shipley Associates

Agile Proposal Development Methods – Let’s Get Agile!, lectureHarbor Island Ballroom 3Neal Levene, Director of Proposal Management, Siemens Government Technologies

No Money, No Design Skills, No Problem, workshopHarbor Island Ballroom 1-2Mike Parkinson, Principal, 24 Hour Company

Communicating Tangible Business Value Propositions, panelGrande Ballroom BDavid Blume, Senior Director of Sales, RFPIO, Inc.Marsha Lindquist, President, Granite Leadership Strategies, Inc.Chris Sant, President, Christopher Sant ConsultingMark Wigginton, Regional Vice President, Shipley AssociatesModerator: James Farley, Senior Director, Octo Consulting Group

NAVAIR-Industry Summit Actions and Results, panelGrande Ballroom AAlan Goldberg, Source Selection O�ce Director, NAVAIRJay Herther, VP of Business Winning, BAE SystemsJim Stanford, Source Selection O�ce Deputy, NAVAIR

11:30 a.m. - 1:00 p.m. Networking Lunch Pavilion

1:00 p.m. - 2:00 p.m.

The Tricky (and Essential) Relationship between Capture Pros and Proposal Managers, panelGrande Ballroom CPhyllis Giardina, Proposal Manager, CSRS, Inc.Leonard Miller, Senior Vice-President, Hinz Consulting, LLCBruce Morton, President, 2 Oceans ConsultingChristina Wooldridge, Senior BD Specialist - Strategic Initiatives, Louis BergerModerator: Jeremy Arensdorf, Senior Vice President, Je�erson Consulting Group

Veteran Techniques in Proposal Management, panelGrande Ballroom BRobin Beck, Manager of North America Proposal Solution Center, ManpowerGroup, Inc.Rich McLaughlin, Senior Proposal Manager, Cubic Global DefenseKirste Webb, Vice President of Business Development, Information International AssociatesModerator: Chris Sant, Founder & President, Christopher Sant Consulting

Rich Graphics with an Economy Budget, panelGrande Ballroom ABruce Farrell, Proposal Manager, Plante MoranRichard Goring, Director, BrightCarbonShari Lambert, Creative Services Manager, Graphic Design, RTI InternationalLarissa Newman, Capture Manager, CDW Government, LLCModerator: Lisa Rehurek, Founder & CEO, RFP Success Company

How The Best Win, lectureHarbor Island Ballroom 3Jon Williams, Managing Director, Strategic Proposals

DAY TWO THURSDAY, MAY 17

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

#APMP2018 19

1:00 p.m. - 3:30 p.m. WORDMAN: The Ultimate Word Q&A, extended workshopHarbor Island Ballroom 1-2Dick Eassom, Vice President, Corporate Support, SMA

2:20 p.m. - 3:20 p.m.

The Power of Women In the Industry (Day Two), panelGrande Ballroom BMarina Goren, President/CEO, Smart BD ConsultingLeslie Hodges, Director, Business Winning (Intelligence & Security Sector), BAE SystemsChristina Lewellen, VP of Business Development and Operations, Association of Proposal Management ProfessionalsStephanie Spears, Director of Bids & Proposals, EF Johnson Technologies, Inc.Moderator: Hélène Courard, Director | Global Enablement - Global Proposal Center, Unisys

From the Sales Team to the Client’s Hands: How One Person Can Manage It All, lectureHarbor Island Ballroom 3Mike Clair, National Proposal Content Team Leader, BKD CPAs & AdvisorsJason Dingeldein, National Proposal Team Manager, BKD CPAs & Advisors

Video/Virtual Proposals - Are You Ready? (Day Two), panelGrande Ballroom ARichard Goring, Director, BrightCarbonBrooke Savage, Vice President & CFO, Expedience SoftwareMarlize Schwar, Head of Operations and Enablement Tender/RFP Team, Absa BankModerator: Beth Wingate, President, Lohfeld Consulting Group, Inc.

Proposal Management: How It Fits Into The Entire Business Development Lifecycle, panelGrande Ballroom CDavid Bol, Sr. Vice President Business Winning Services, Shipley AssociatesDr. Robert S. Frey, Co-Owner/Principal, Successful Proposal Strategies, LLCSteven Skeldon, Proposal Development Manager, Vencore, IncAnita Wright, Manager Business Development & Proposal Operations, Northrop GrummanModerator: Mike Walsh, Business Development, Ernst & Young

3:20 p.m. - 3:50 p.m. Networking Break & ExhibitsPavilion

3:50 p.m. - 4:50 p.m.

Managing a Virtual Team, panelGrande Ballroom BCarolyn Burns, Director, Proposal Operations (Intelligence & Security Sector), BAE SystemsBetsy Cummings, Proposal Manager, GenesysJean Nicolazzo, Bid Manager, International Game Technology (IGT)Luanne Smulsky, Managing Partner, ClientView Consulting, LLCModerator: Kevin Switaj, President & CEO, BZ Opportunity Management

Proposal Pressure Hacks, panelGrande Ballroom ABruce Farrell, Proposal Manager, Plante MoranYasaman Sadeghipour, Senior Marketing Coordinator, CHIEFChristina Wooldridge, Senior BD Specialist - Strategic Initiatives, Louis BergerModerator: Bette Sturino, U.S. Proposal Manager, Sales Enablement, BMO Financial Group

The Art of “Bid or No Bid” (Day Two), panelGrande Ballroom CDavid Bol, Sr.Vice President Business Winning Services, Shipley AssociatesJe¤ Leitner, Vice President, Business Development Operations, Vectrus Systems CorporationRandy Richter, Chairman, Richter & CompanyStephen Yuter, Senior Manager/Chief Contracts Strategist, DeloitteModerator: Douglas Barth, President/Owner, Victory Corner Consulting

U.S. Government Bidding Hot Topics Town HallHarbor Island Ballroom 3Kristin Dufrene, Vice President, Proposal Development, Vencore, IncDavid Sotolongo, Vice President, Business Development, RTI InternationalChristoph Mlinarchik, JD, CFCM, Owner, ChristophLLC.com

5:00 p.m. - 6:30 p.m.

Receptions All receptions are by invitation only ■ APMP Fellows - Shoreline ■ California Chapter - Marina 5 ■ Rhythm & Harmony Chapter - Marina 4

THURSDAY, MAY 17 DAY TWO

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

APMP.org20

DAY THREE

FRIDAY, MAY 187:00 a.m. - 12:30 p.m. Registration

Bayview Foyer SPONSORED BY

7:00 a.m. - 8:15 a.m. Attendee Breakfast & ExhibitsPavilion

8:15 a.m. - 9:30 a.m. Morning Welcome & Ignite TalksPavilion

9:40 a.m. - 10:40 a.m.

Build a Winning Culture (from the Bottom Up), panelGrande Ballroom AHayley Flamm, Proposal Manager, Burns & McDonnellPrecious Patch, Proposal Manager, CollabraLink, Inc.David Rinaldo, Chief Operating O�cer, CHIEFTim Snell, Capture & Bid Director, ICFModerator: Bruce Farrell, Proposal Manager, Plante Moran

Mastering the Work of Managing a Portfolio of Proposals, panelGrande Ballroom BBetsy Blakney, Director of Proposal Management, CACI, Inc.Gillian Dionne, Director of Proposals, General Dynamics Information TechnologyKristin Dufrene, Vice President, Proposal Development, Vencore, IncBeth Wingate, President, Lohfeld Consulting Group, Inc.Moderator: William Rogers, Vice President and Chief Workplace Architect, R3 Business Solutions LLC

Competitive Intelligence and Intelligent Pricing, panelGrande Ballroom CWilliam Allen, Vice President, Business Intelligence & Marketing, Yorktown Systems GroupBethany Burton, Business Development Specialist, Evergreen Fire and SecurityMatthew McKelvey, President, The McKelvey GroupChris Richter, President, Richter & CompanyModerator: Neal Levene, Director of Proposal Management, Siemens Government Technologies

10:50 a.m. - 11:50 a.m.

Interview Skills for Your Next Promotion, panelGrande Ballroom ASteve Koger, Sr. Manager, Proposal Operations, Aerojet RocketdyneBaskar Sundaram, Director, BaachuAnita Wright, Manager Business Development & Proposal Operations, Northrop GrummanModerator: Je¤ Leitner, Vice President, Business Development Operations, Vectrus Systems Corporation

How to Wrangle Your Subject Matter Experts, panelGrande Ballroom BGanesh Shankar, Chief Executive O�cer, RFPIO, Inc.Tobin Spratte, Proposal Manager, Arizona State UniversityModerator: Mitch Boretz, Technical Communication Spec, University of California Riverside

Proposal Strategies from Around the World, panelGrande Ballroom CFelix Becker, Head of Bid and Proposal Management, ANZ/Japan, SAPShannon Smith, Tender Manager, Voltage Power Ltd.David Taylor, Principal Manager; Capture Management, Rockwell CollinsModerator: Maryann Lesnick, Managing Director, Lohfeld Consulting Group

12:00 p.m. - 12:30 p.m. Closing Ceremony & Drawing for Cash PrizesPavilion

DAY THREE FRIDAY, MAY 17

Managing Processes

Tools/Tech

New to the Industry

U.S. Federal Related

Leadership & Professional Development

Win the Business

Beth Wingate, President BWingate@LohfeldConsulting.com 703.638.2433

Julia Quigley, Training Manager JQuigley@LohfeldConsulting.com 571.421.7766

• Proposal writing • Proposal management • Capture management • Strengths-based winning • Proposal reviews for federal contractors • Winning business for project managers • Winning GWACs, IDIQs and task orders • APMP Foundation-level Certification

• Proposal management, writing, and review • Pre-proposal preparation • Capture readiness and management • Capture and proposal process consulting • Go-to-market strategy and execution • Pipeline development • Professional training

• Proposal managers and coordinators • Proposal writers and editors • Color team reviewers • Capture managers • Volume leads • Solution architects/SMEs • Graphic design artists • Desktop publishers • Orals coaches

AD2 of 5

AD3 of 5

1621 N Kent Street, Suite 1100, Rosslyn Va 22209(703) 685-9888

emdstrategies.com

WIN-WINEMD actively markets your skills, capabilities, experience, and availability to companies that are well-positioned to win bids through customer experience and ability to perform. As a result, you work on opportunities that fit your targets and begin with a high probability of win.

EMD provides independent competitive intelligence, capture management, and proposal professionals whose skill level and capability matches your requirements and B&P budget. Our staff and consultants are carefully vetted to ensure that they have demonstrated proven success, increasing your probability of win at final bid.

New ConsultantsWe’re always looking for the best to help lead our clients to success. Email us at info@emdstrategies.com to discuss possible opportunities.

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Since 2010, EMD Strategies has delivered proven business development and capture management methodologies to assist clients in penetrating and diversifying within the Federal Market. We apply those methodologies to assist you in selecting the individuals to fill your resource gaps when it comes time to bid.

1621 N Kent Street, Suite 1100, Rosslyn Va 22209(703) 685-9888

emdstrategies.com

WIN-WINBUSINESS DEVELOPMENT/ CAPTURE SUPPORT FOR BUSINESSES

EMD actively markets your skills, capabilities, experience, and availability to companies that are well-positioned to win bids through customer experience and ability to perform. As a result, you work on opportunities that fit your targets and begin with a high probability of win.

EMD provides independent competitive intelligence, capture management, and proposal professionals whose skill level and capability matches your requirements and B&P budget. Our staff and consultants are carefully vetted to ensure that they have demonstrated proven success, increasing your probability of win at final bid.

New ConsultantsWe’re always looking for the best to help lead our clients to success. Email us at info@emdstrategies.com to discuss possible opportunities.

OPPORTUNITIES FOR BUSINESS DEVELOPMENT/ PROPOSAL PROFESSIONALS

( 7 0 3 ) 6 8 5 - 9 8 8 8 emdstrategies.com

Since 2010, EMD Strategies has delivered proven business development and capture management methodologies to assist clients in penetrating and diversifying within the Federal Market. We apply those methodologies to assist you in selecting the individuals to fill your resource gaps when it comes time to bid.

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