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Scribble Talk

Showcasing stories of APMP veterans and the brightest bid & proposal minds in planet earth 

Today's Guest Is Matt Dale

Scribble Talk Episode 169 with Matt Dale

Matt Dale‘s capture and proposal leadership efforts in pursuit of U.S. federal government contracts have resulted in over $2.3 billion worth of awarded value over the course of his career. He has contributed to the win strategy and writing of proposals that have secured over $35 billion worth of awards. He specializes in U.S. Department of Defense and U.S. Federal Law Enforcement Agency procurements.

After completing reserve training as part of the U.S. Naval Reserve Officer Training Corps (NROTC) program and graduating from the Virginia Military Institute, Matt went to work as a non-profit executive for the Boy Scouts of America. There he put his writing skills to use to secure grants to support youth programs. He also learned how to effectively lead teams of people, in this case all volunteer, and accomplish professional goals using leadership techniques that relied wholly on influence – his role had no authority. Transitioning from a non-profit executive role to that of a bid and proposal professional, he quickly grew from a proposal coordinator to a proposal manager to a department head, where he was responsible for securing long term contract awards for his company by leading and managing the capture, proposal development, and competitive intelligence functions.

Today as an Executive Consultant with Shipley Associates, Matt has over 10 years of project management, team building, and leadership experience. He holds a master’s degree in organizational leadership, certifications as a Bid and Proposal Management Practitioner and Capture Practitoner from APMP, and a Certified Federal Contract Manager (CFCM) designation from the National Contract Management Association (NCMA). He serves as an Adjunct Professor at James Madison University’s College of Business where he has taught courses in Interpersonal Skills and Management & Organizational Behavior to undergraduate business majors. He is also the faculty advisor to the Nu Psi chapter of the Alpha Kappa Psi business fraternity at James Madison University and sits on the Board of Advisors for the University of Richmond’s School of Professional and Continuing Studies’ Customer Experience Certificate Program.

In this episode we will discuss Sakina

  • Life and Career
  • Childhood in South Africa and discriminating education system.
  • Fateful entry into Proposal Field and becoming a master in it with innovations and perseverence.
  • Encounter  with APMP South Africa and her roles and contributions.
  • Awards received as well as her entrepreneurial spirit which started with simple barter systems in school.
  • People influential in her life and career.
  • Advice to bid and proposal professionals with a dream of balancing passion and work.
  • Next Steps and 

Few fun Qs…. 

Get to know the human side of your proposal professional, Sakina Basha

If you're ready to sacrifice who you are, for what you will become, then you will be invited to our show…


0.57: Baskar Sundaram – Hi! You are listening to Scribble Talk, a podcast for bid and proposal professionals. My name is Baskar Sundaram and with my co-host, Ashley Kayes, we will be sitting down with our industry veterans to share their stories, discuss their career, and learn how to make an impact in the industry.
01.25: Baskar Sundaram – Today’s Guest is Sakina Basha 
Sakina has become a fundamentalist in the Bid and Proposal Management field over the last 18 years. Starting from inception, with a pilot team of just 4 people, developed what is still very much existing today, the first bid office in one of SAs biggest revolutionary ICT companies back in 2003.
Sakina has earned several accolades from CEO Professional Excellence Awards to a few Long Service Awards.  She won the Top Achiever Innovation award whilst successfully leading her team during a Management Leadership and Development Programme in 2016 through GIBS.  
She also represents women in leadership forums to increase business awareness & transformational thought leadership. 
Sakina is a leader of change, adopting process enhancements, digital systems, software and tools used to engage teams and individuals to develop a fully functional and practical bid and proposal management system in matrixed organisations, all whilst managing complex, large scale projects in excess of USD75m. She’s an avid entrepreneur, managing her 1st business/side hustle for over 10 years whilst working & further co-owns 2 other non-profit businesses. 
Welcome to Scribble Talk, Sakina.

03.07: Baskar Sundaram – Let’s go back to the very beginning. Where were you born and let’s talk about your early education.
10.50: Bakar Sundaram – From 17 all the way into entering proposal career. Talk  us through your early career.
14.40: Bakar Sundaram – You not only enjoyed work, you also went on to get lot more awards. Talk us through the awards  you received and how those awards motivated you to do more and more in your proposal career.
20.39: Baskar Sundaram – ​So, 18 years. I am sure you had a lot of memorable projects. You already shared few, Sakina. In addition to that, looking into APMP South Africa, at what point did you come across APMP as an industry body. Talk us through about APMP South Africa and your contributions.
22.15: Baskar Sundaram – Sakina, in addition to working in your proposal field, as you rightly said, you have also been an entrepreneur for a long time since your school days. Talk us through about the charities that you co-founded and also your entrepreneurial ventures.
26.11: Bakar Sundaram – So, we’ve talked a lot about your early life, career, proposals, graphics, entrepreneurial, charities and others. So, let’s wind down little bit. Tell us three things not many people know about you.
29.15: Baskar Sundaram – I know you also have hobbies. You already mentioned drawing, illustrating. Talk us through what else are your hobbies and interests.

30.28: Baskar Sundaram – Let’s officially enter the Surprise Random Rapid Fire Question Round. In honour of Howard Nutt, we call it Nutter’s Round. There’s no right or wrong answers. Don’t think too much and jusr go with the flow.
43.11: Baskar Sundaram – So, who are the people who have been the most influential people in your life and career?
43.59: Baskar Sundaram – So, what’s one personal trait you like most about yourself?
44.28: Baskar Sundaram – Who haven’t you seen or talked to in a long time and hope that they are doing okay?
45.00: Baskar Sundaram – So, what advice would you give to your fellow bid and proposal professionals?
51.05: Baskar Sundaram – Is there any part of your life or career or is there anything else you would like to share to the listeners before we close the episode? 
51.38: Baskar Sundaram – Thank you so much for sharing, Sakina. It has been an absolute privilege to have you with us here with at Scribble Talk.  Wish you, your family, your loved ones, your colleagues, everybody, friends, all the good health. Continue to stay healthy, stay happy and inspire us and everybody around you. 
Scribble Talk Outro Music

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Scribble Talk Episode 169 with Matt Dale
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