Scribble Talk Podcast

Scribble Talk Ethos

Great achievements are usually born of great sacrifices and are never the result of selfishness. There is no grey area: You're either with that ethos, willing to go out of your way to help people or you aren't.

The Why?

If we know where we came from, we may better know where to go. If we know who we came from, we may better understand who we are. The more you know your history, the more liberated you are. We want to inspire future generation to choose to sacrifice over greed. We dedicate Scribble Talk to these selfless patriots. Listen in and get to know them personally…

Hosted by Ashley Kayes
and Baskar Sundaram

Listen While You Work

At Baachu Scribble, our goal is to produce the best free bid and proposal content in the known universe. One way we’re accomplishing this goal is through our Podcasts… They're one of our greatest avenues for sharing bidding strategies that are WORKING RIGHT NOW with bidders from all over the world. From Opportunity Identification  —> Capture Planning —> Proposal Planning, Development and Submission —> Post Submittal Activities.

Baachu Scribble Talk podcasts are here to help you become the next great “full-stack“ bidder.
Scroll down to learn all about the NEW Baachu Scribble Talk podcast.

Scribble Talk is a weekly show produced by Baachu Scribble and hosted by Ashley Kayes and Baskar Sundaram. The duo will take you on a journey with APMP veterans and the brightest bid & proposal minds, diving deep into the topics that bid &  proposal professionals, like you, can use to help grow your skills and your business success.

Host Stories by Samantha Enslen

Baskar Sundaram


Ashley Kayes

Scribble Talk Exclusive - Rick Harris, Chief Executive, APMP
(recorded 18.06 2020)

Part 1

Part 2

1000+ bid and proposal professionals from 31 countries successfully attained their APMP certifications. Through combination of live training, recorded lectures, study guides, pass cards, mentoring and community support we have assisted ALL our colleagues to successfully pass APMP Foundation, Practitioner and Capture Practitioner certifications. Let's start stacking the odds in your favour.

Earn the APMP Foundation level certification today!​

What You’ll Learn

We mean it when we say that everything we do at Baachu Scribble is to help you become a “full-stack“bidder. So, how are we doing it with our podcasts? By sitting down with the industry veterans and the brightest bid & proposal minds on the planet, inviting them to share how our industry has evolved and what’s working right now in all facets of bid & proposals. Listen today and discover the history of our industry and the new tactics that can be implemented to win more tenders, grow your business and increase your bidding skill set!

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



Jody Alves is a 26-year proposal veteran, having worked since 1995 as a contractor and full-timer for International Game Technology (IGT, formerly GTECH), based in Providence, Rhode Island. Jody was born, raised, and educated in Rhode Island. Her path from the University of Rhode Island (URI) to today was a long and winding one – from working on a research program at a local psychiatric hospital, to account executive at a public relations firm (where she wrote her very first proposal!), to managing public relations and advertising for a local bank, to 19 years of freelance marketing communications to…Proposals! Beyond her day job, Jody teaches proposal writing at URI. For 8 years, she has introduced students to the profession, creatively taught the requisite skills for various proposal types, and created a feeder system for local businesses, including IGT. Currently, Jody works as a Senior Proposal Writing Specialist for International Game Technology. In December, Jody will complete her two-year term as a member of APMP’s International Board of Directors. She joined APMP in 2008, attended her first conference in 2011, and hasn’t missed one since. She presented at six BPC’s and at several chapter symposiums. Her APMP focus has long been on bringing more young people into the profession and developing content for commercial and public sector practitioners. She is working on bringing industry-specific programming to APMP members.

It's hard to list out every single passion Jody is after. To name a few, Jody is highly passionate about knitting since she was 6years old and has an Owl collection which started when she was 14. Being an avid reader, Jody only has 13 novels to go to complete the Top 100 novels of the 20th century. Apart from these, backyard birding, watching sports and working on New York Times crosswords and jigsaws fill her spare time.


A passionate mother, leader, entrepreneur with an Italian blueblood twist. Ros Pollio is currently Global Functional Lead of Bid & Proposal Management at Equinix. Ros has over two decades of commercial bid leadership experience in the discipline of winning business internationally with Equinix, Avanade, Verizon Business, EMC from Leading global teams through the sales development lifecycle in pursuit of business.
Following her studies in Languages and Literature in Italy, Ros began her career in the UK in the technology sector until motherhood where she spent a decade back in her hometown Italy to build a national family business – working for the Ministry of Infrastructure. Leading on her career back in the UK as a diverse and inclusive leader helping organisations adapt to diverse customers, markets, ideas, and talents.
Ros openly discuss the mental health issue in society, helping to break down the stigma surrounding mental illness close to her heart – attachment theory, abandonment, anxiety, complex PTSD, Trauma CBT Therapy. A good Italian cook makes the best Lasagna according to her brother who is a Michelin Chef!
Sky and Sea – Ros mirrors the same passion for food to the sea, motorboats are what she was exposed to since childhood – a family business that led to several Offshore XCat World Championship.
Her life purpose is her family, single mother of a beautiful daughter, Emanuela. Lover to her baby Maltese Henry and two cats Coco & Luna.


Kathryn Bennett, CPSM, is a proposal management expert and lean six sigma green belt with more than 12 years of sales and communications experience. As the Director of RFP Excellence at Loopio, she promotes best practices, advocates for the use of marketing automation, and spreads the good word about process improvement. Kathryn believes that every proposal manager deserves a 40-hour workweek. In her free time, Kathryn is a world-record-holding strength athlete and competes on the national level in the sport of strongman.


Morgan Anderson, CF APMP is a bids and proposal specialist with more than 8 years’ experience across multiple industries. Most recently, Morgan has consulted for private firms across the DC-metropolitan area to help standup proposal teams and produce quality, winning proposals. Morgan’s colleagues applaud her attention-to-detail, promptness, and willingness to get the job done. Finding value in helping small and emerging business to succeed, Morgan has made it her personal and professional mission to provide counsel to small businesses on how to navigate the federal procurement processes. She offers pro-bono consulting to small and minority businesses through webinars and partnerships with local non-profits. Morgan holds her M.S. in Marketing, is APMP certified at the Foundation Level, and was recently recognized as APMP’s 2021 Class 40 Under 40. She presently serves on the APMP National Capital Area Board of Directors. Morgan lives just outside D.C. where she enjoys cooking and watercolour painting– it is her goal to one day preserve her family’s recipes and design her own cookbook. Morgan is also an avid gamer and enjoys playing Dungeons and Dragon and strategy board games.


Jennifer is an accomplished senior proposal coordinator at Avtex Solutions, LLC a TTEC Digital Company, who is well versed in writing and editing responses. She’s been working on technical proposals for 5+ years. She achieved Foundation Certification from APMP in 2021 and recently received the 2020 Top Sales Enabler Award for her work in helping to generate sales through RFPs at Avtex. Got her B.A. from Indiana University, Bloomington with a major in journalism and a minor in business.


Jessica Rodriguez-Privett has over 10+ years experience in Proposals. She is currently Proposal Coordinator with Akima. Jess is APMP Foundation Certified.
Jessica has been active with APMP’s NCA chapter since 2017, volunteered at 2019’s Mid-Atlantic Conference, then joined the NCA Board in 2020, initially as the Annual Conference Chair in 2020, up until COVID-19 effectively shut down the 2020 MAC. She then transitioned to Marketing Co-Chair. She lives in the lovely mountains of VA with her husband, daughter and too many pampered pets.


Heather Finch first encountered the acronym “RFP” when seeking ways to diversify funding sources for a human services company in 2012 and hasn’t looked back since. Since then, she has moved on to lead proposal teams in both the commercial and government sectors, refining processes and developing efficiencies along the way. The hobbies and interests Heather pursue are pretty diverse. She enjoys running, practicing yoga, crafting, starting home improvement projects and, occasionally completing home improvement projects. She attempts to try her hand in everything from reading, hiking, camping and exploring new places to most things ending with “ing”.


LJ Turner is the Sales Operations Director for Jigsaw24, based in Nottingham, where she leads the Bids and Tender Teams, drawing on all of the knowledge she has gained in her 20+ years career. After completing her Management and Technology BSc (Hons) degree at Brunel University, LJ moved into IT Sales with a Telco, which established her love of all things technology based. She moved into Bid Management in 1998 when she got so exasperated with poor sales contract, she decided to move down the chain and ensure quality tenders would result in quality contracts! Since then, she has supported over £4bn of bids and worked in industries from Oil and Gas, to Rail, to Business Processes, to IT – introducing Governance and Process to many of her roles. She is a passionate mentor, encouraging and supporting internal colleagues and supporting women from all walks of life. Her leadership and expertise were critical in winning a key Public Sector Covid project that saw Jigsaw24 rolling out 7,500 devices a week to the NHS. Her mentorship extends to the Military Spouse Network which supports other military spouses into work or self-employment, and the Warrior Programme which teaches resilience skills in the face of adversity. She’s a part of the #1-of-a-million, a campaign for women in STEM, and the Women's Salesforce Trailblazers in Newcastle to support more access and progression in STEM. Being proud advocate of gender diversity, she was named one of the Top Women in Tech in 2018 and has been a PCR Role Model of the Year. She is also a TVTA Women of the Year finalist, and a Highly Commended Exec Mentor in the CRN awards in 2020.  In her personal life, Turner enjoys motor sports, holidays, science fiction, and spending time with her family. With her husband being in the military, the family holds a love for military history and constantly engages in the social side of military life!


Chris currently directs the operational and strategic proposal center at Clarivate, a global provider of Scientific and Intellectual Property solutions. The team works within the commercial operations division to manage hundreds of complex proposals each year across all geographies, as well as maintaining opportunity pipeline and proposal automation/content curation processes.


Angie Wolfe, CP APMP, is a creative and analytical proposal professional and business owner with 18 years of experience at large Fortune 500 companies in business development and marketing. Based in Denver, she started her consulting firm, Ideas at Dawn Marketing Consultants, in 2019. Ideas at Dawn brings large civil engineering and construction firms a competitive advantage with their proposals to win more work without adding more payroll. These services include proposal management, writing, editing, graphic design support, and training to meet the increased demands on the proposal staff.


With 10 years of experience, Katherine Becchina brings a unique background in event planning and strategic proposal, and marketing management in the A/E/C industry. She collaborates with sales teams to preposition for multi-million dollar business opportunities, develop compliant and responsive proposals, and create compelling content for shortlist interviews.


Hayley Watkins, CP APMP, CCMP, is a pursuit and marketing professional with a passion for fostering business growth. For more than a decade, she has helped critical infrastructure organizations in a variety of industries win more work by developing forward-thinking marketing and proposal processes and teams. Hayley is experienced throughout the sales and marketing lifecycle, including partnering with business developers to identify target markets and clients, developing marketing campaigns to promote thought leadership, leading capture planning and strategy development to win new business, and managing all aspects of proposal development.


Tara Kowalke is the Manager of Global Sales Proposals for BlackLine, a publicly traded SaaS company, where she leads a team of proposal professionals to execute highly technical responses for ITQs, RFPs, RFIs, etc. The vast majority of their work falls in the B2B space but Tara lived in the SLED world for years in previous roles, so she is well-versed in the nuances of all different types of companies, industries and understanding the challenges that arise as technology advances. She prides herself on leading a team of individuals with a “can do” attitude, who ensure all deadlines are met, all internal clients around the world are happy, and that they are utilizing all resources at their disposal to get the job done.


Elisabeth Megli helps businesses respond to Requests for Proposals (RFPs) and other solicitations to win work and grow their businesses. In 2017, she founded Theme Strategic Proposals to help clients navigate through the information needed to prepare compliant, responsive and persuasive proposals. Elisabeth writes and edits every proposal to be customer-driven and enjoys coaching others on proposal best practices. Elisabeth has managed and prepared proposals submitted to 30 Fortune Top 100 companies throughout her career and to dozens of local, state and federal government entities. She is a certified proposal manager by the Association of Proposal Management Professionals (APMP) and is the former APMP Greater Midwest Chapter Communications Chair.


Marie Rounsavell began her career in proposals in 2007 as a technical writer and quickly moved on to positions in capture management and proposal leadership. At present, she is working as the assistant team leader at FCM Travel Solutions where, in addition to managing proposals, provides leadership to a team devoted to strategic sales support, content creation, and library management. As part of a global team, Marie gets to pretend to be an all-knowing oracle when it comes to selling from behind the screen. She has been active in the California Chapter's mentorship program since 2018 and at present, sits on the board of directors. Marie Rounsavell is a writer, proposal manager, and maker based in Los Angeles. Prior to pursuing career as a writer, Marie used to work in a museum where she glued dried plants to large sheets of beautiful thick paper and taught kids about primates in a zoo and answered questions like whether the cheetahs were married or when the animatronic dinosaurs were fed. She also sold gorgeous plants once. Marie used to work for an art publisher who sent her to China while her work in a staffing company sent her everywhere around the globe. After graduating with a degree in English and World Literature from Pitzer College, Marie worked in a fancy bookstore where people were surprised about the fact that she had read many of the books. In the travel company, where she currently works, Marie gets to travel to amazing places, although she does her best work at home. Marie has been always interested in what life has to do with work and what work has to do with how one lives. She says, if balance is a hobby, investigating that balance is her passion. Marie allows people to call her an artist based on what she read once that said art is a behaviour—a thing people do to make their worlds more interesting, rather than the thing that is made or talked about. Marie is also a natural dyer and knitter. Along with making clothes, she tries to be a compulsive writer and always paints to amuse herself.


Danielle Torley has more than 14 years’ experience in business development and proposals management. In her professional roles, Danielle works closely with the team to plan, develop, and produce proposals for single award and IDIQ opportunities ranging from $100k to $700M. She enjoys connecting with people in her work, as a fire performer, and in the communities she serves. Her experience traveling and living in the United States and worldwide has offered her the opportunity to collaborate with individuals from varied backgrounds and inspired her to further develop her personal and professional hobbies.

Danielle is certified at the Foundation Level of the Association of Proposal Management Professionals (APMP) and has volunteered on the board of the Florida APMP Chapter in various roles since 2015. She is also a certified Project Management Professional (PMP) and served as Chapter President of the Project Management Institute (PMI) Emerald Coast Chapter from 2019 through 2020. As part of a TED Institute partnership between TED and PMI, Danielle was selected as a TED@PMI speaker in 2020. Her TED Talk focused on her personal experience with grief and the ability to transform childhood trauma into an outlet for transformation and recovery.



Carrie Jordan lives in Virginia in the U.S. with her family: her husband, Chad, and their three children (Audrey 13, Luke 4, Adeline 2). She also has two step-children: Kirsten 17 who lives in Kansas city with her mom, and Connor, 21 who attends Virginia Tech and is a goalie on the VT soccer team. Carrie and her family are currently building their forever home on 10 acres in the country. For hobbies, Carrie enjoys exercising, bible study, reading personal development, interior design, and ballet.
Professionally, as Strategy & Operations Lead for Microsoft's Proposal Center of Excellence (PCoE), Carrie Jordan is passionately creating the best proposal organization to work for in the world. PCoE's mission for Microsoft is to increase deal quality so we show up in the best way possible for our customers, to increase probability of win, and to save the Microsoft field time. While we pursue customer-centric proposal excellence, we also strive for a healthy, collaborative, and balanced environment for our proposal professionals.

Prior to her role as Strategy and Operations Lead for Microsoft's PCoE, she served as PCoE Program Manager, and earlier as Senior Proposal Manager. Carrie draws from over 13 years of experience in proposal management, coordination, writing, editing, content curation, and desktop publishing. The majority of her experience is in large, public sector cloud deals. She previously served as the Director of Consulting Services for Shipley Associates, the industry-leading authority on government and commercial proposal standards and processes. She’s supported over $150 billion in proposal wins.

Carrie is also a successful small business owner in multiple non-competing industries.


Jen Mosier is currently a Senior Proposal Manager leading a team of proposal managers and writers for Ad Hoc LLC. She is an APMP published and award-winning business development professional with nearly 20 years of experience writing, contributing, and responding to business development efforts. She has significantly contributed to wins in government (state, local and Federal Government) operations/business development support, small to very large businesses, and commercial sales/business development in the US and internationally. Jen's expertise includes the full (cradle-grave) capture and proposal life-cycle development process, managing a team of proposal management professionals, and the management and establishment of a winning business development proposal process and lifecycle.

Professional Highlights include: Jen is an Active member of APMP since 2004 and is a part of the Board of Directors of APMP Florida Sunshine Chapter (Publicity Chair) for the last ten years. She was awarded APMP's “40 Under 40”, in the 2017 inaugural class of award winners, and “The Keller Award”, APMP Florida Chapter’s highest award, in 2017. Jen was certified through the APMP at the Foundation level since 2011. On November 2016, Jen published an article, titled “The Not-So-Small Job of the Small-Business Proposal Professional”.

-Training with Shipley, OCI, OST, and PMI and sales methodologies including “Target Account Selling” and “The Counselor Salesperson”. Hobbies and interests include: In her spare time, Jen dabbles in drawing and wood projects including refinishing old wood furniture and creating home decor from antique wood (her favorite one so far are the shelves made from post-Vietnam war era ammo crate boxes). She also spends lots of time with her family of five and the whole bunch are on the baseball field every weekend. Jen has a son who plays competitive baseball and she can be seen cheering on her daughter’s cheer squad as “team mom” and occasional cheer coach while the whole family is always chasing after their toddler. They also live very close to a lake and enjoy time on the water.



Heidi Romero, CP APMP after a 9 year career in retail optical sales, Heidi Romero joined BMO Harris Bank (then M&I Bank) in 2004 as a Treasury Management Sales Associate for Business customers and Inside Sales. From there she was promoted to a Sales Associate for the Commercial and Mid-Market client base. In 2010 she was promoted to Officer and moved into a Senior Implementation and Portfolio Management role during the M&I/Harris Bank acquisition working with large corporate customers through the merger. In April 2014, Heidi joined the Proposal/RFP Team as a US Proposal Manager for the bank. She was then promoted to Assistant Vice President in January 2016. She has been an active member of APMP since 2014 and achieved her Foundation level accreditation in June 2015, as well as her Practitioner certification in September 2018.

Heidi works diligently to instill APMP’s best practices and her proposal passion in every opportunity which resonates through her team and the sales process. Heidi is based in Milwaukee, WI.
Heidi assisted on the Greater Midwest Chapter (GMC) Events Committee for 3 years, the GMC Marketing Committee for 1 year and as Events Chair most recently in 2020 and 2021.

Heidi received her Bachelor of Science in Business Administration with an emphasis in Marketing Management from Carroll College (Waukesha, WI) in 2002 and her Master of Business Administration from Cardinal Stritch University in 2008.

Heidi is a Moyamoya (a rare brain artery disease, occurring in less than 1 in 100,000) survivor/warrior since diagnosed in 2014, having had 2 brain artery bypasses in 2014 and 2015 after suffering a stroke on Christmas Eve 2013. She advocates for Moyamoya awareness as often as possible, buddies up with newly diagnosed people in her area and contributed to Faces of Moyamoya Disease, a book launch completed the end of 2020. Additionally, she enjoys reading, writing, shooting darts with her husband of almost 10 years, and instilling a brave warrior, can-do attitude in her daughter Grace (almost 5) and stepson Jeremy (almost 14). More recently, her and her daughter have become interested in geocaching and try to venture out to do that together as frequently as possible.




Kelly Thomas leads a team of Global Commercial Managers at GE Digital working across teams to deliver outcomes for customers on their Digital Industrial Journey. The team does that by driving deals forward from business development through pricing, proposal and contracting. Day to day, the team applies APMP and Lean best practices to improve results for internal and external customers. She has been in the proposal industry for 10 years, and an APMP member since the very start. She was luck enough to have a mentor that was an avid supporter of the organization and helped drive a long lasting commitment to the organization. When she started, she was a member of the APMP Maple Leaf Chapter and eventually served on the Board in Canada for a time. After moving to the US, a spell in Oregon and now in Texas, she has remained an advocate of the organization – bringing the GE Digital on as a corporate member. After settling in Texas, she started working with the Lone Star Chapter Board on the regional conference. Although the conference was postponed due to COVID last year, involvement in the Chapter stuck. She served as Secretary for a year before becoming Co-Chair of the Chapter in Jan 2021 along with Jaclyn Anderson. (And she still thanks/blames Sonya Wooley for that) In 2020, she was a member of the 40 under 40 APMP Class and also serves as Co-chair of the GE Digital Women's Network. From a personal perspective, Kelly is an enthusiastic convert and practitioner of Lean. She is passionate about driving outcomes with a commitment to candor, inclusion and diversity. And finally, the favorite part of her role, whether it is at APMP, the GE Digital Women’s Network, or Deal Desk is being a mentor and coach to team members and using lessons learned to improve our business. Interests & hobbies: hiking (although I don’t get much of that in Dallas), travelling (when I can), reading (anything and everything), playing with my dogs and going for a great meal with good friends (usually involving some queso – good thing I live in Texas!)


Marissa A. Martinez currently serves as Director of Proposal Management for Wood’s Resilient Environments (RE) Corporate Proposal Center, where she brings more than 20 years of proposal management, capture and business development experience. Marissa is highly experienced in leading high performing teams in the submission of high priority, competitive proposal responses for Federal Government and International customers. She coaches and mentors staff in capture and proposal management execution including the development of value propositions, win strategies, capture plans, teaming, past performance, and pricing strategy. She began her career working in various International Business Development roles in the satellite communications (SATCOM) industry. Marissa holds a Bachelor of Arts in International Marketing from DePaul University and a Master of Science in Global Leadership from the University of San Diego. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and holds the Association of Proposal Management Professionals Practitioner-level (CP APMP) certification. When she is not working proposals, Marissa enjoys spending time with her family, yoga, outdoor activities around San Diego, and traveling. She has a passion for learning, design, innovation and mindful leadership.


Kim Ruff is an Air Force Veteran with more than six years of experience in proposal management. Recognized by customers, peers, and the Association of Proposal Management Professionals (APMP) for accomplishments to date and aspirations for future contributions to the proposal management profession. Recipient of the Charlie Divine APMP Certification Scholarship and APMP’s 40 Under 40 award. I am a Proposal Manager at Mythics, Inc. and serve as Vice President and Membership Chair for APMP Liberty Chapter.
Gathering with friends and driving her kids to their sports games or to hang with their friends or to go shopping. Also, beach season is quickly approaching and she is looking forward to many weekends “down the shore,” digging my toes into the sand at Sea Isle City, NJ – that is my family’s happy place.
Photography, music (everything from Jazz to Classic Rock to Spanish to Doo Whop to 90s Alternative to Pop – I also learn a lot about artists I might have never known from my kids, such as Lil’ Peep and XXXTentacion), tattoos, teaching/mentoring, nonfiction writing, Dr. Pimple Popper


For 23 years Caryn Kent Dean has worked as a proposal writer and manager for corporate and government bid opportunities. She has been a proud member of the APMP for six years and supports the APMP Greater Midwest Chapter as a chair for the Consultants Virtual Networking Group.

Caryn took her first job as a proposal writer with a young library management system software company after finishing her Masters of Library and Information Science in 1997. The proposal management industry is always throwing new challenges Caryn’s way, and this remains one of the most fulfilling aspects of the job. The combination of writing, project management and working with a variety of professionals keeps each project interesting and invites new ways to grow and learn. As a business owner, she is passionate about creating opportunity for her clients and other proposal professionals.
When she’s not in the office, Caryn loves to unwind by reading, watching movies, cooking, and creating custom quilts for friends and family. Her favorite movies include just about anything with Judy Dench, Helen Mirren, Emma Thompson, or Maggie Smith and when she needs a little inspiration, Caryn turns to podcasts by or with Dr. Brené Brown.

In becoming a consultant and starting her own business, she has been able to spend more time with family, including her husband of 18 years, three kids and rescue pup, Scout. One of her family’s favorite pastimes includes heading to their 55 acre property in NW Illinois to unplug and enjoy hiking and exploring the nearby creek.

Creating a virtual working space has also allowed Caryn and her family to take advantage of their acreage as the ultimate social-distancing retreat. While her kids can spread out and spend time in nature, Caryn can work and enjoy a gorgeous view of rolling fields – with a few cows instead of cubicles.
Aside from her talents in the proposal industry, Caryn has played the violin since she was eight years old, lived in Italy during her sophomore year at Loyola University of Chicago’s Rome Center and is an advanced Open Water and Nitrox Certified Scuba Diver.
In 2001 she travelled with her husband and a group of friends to Truk Lagoon in Micronesia, staying on Truk Odyssey liveaboard for a week. While on their trip they explored WWII history, diving the shipwrecks of Operation Hailstone, and enjoyed front row viewing of the local sea life.
In both her professional and personal life, Caryn takes much inspiration from her father. His motto “if it is to be, it is up to me” reminds her of the power of her will and the importance of seeking validation from oneself in difficult times



In the ITes industry for approx. 18 years now, Shashi Kukar started her career as a lecturer teaching English Literature, but soon steered into the corporate world.  An accomplished Content Leader with diverse experience across the entire gamut of B2B Content – Research, marketing, Knowledge management, and sales support, she has extensive experience in building content organizations, executing strategic initiatives, incubating and scaling content operations in B2B organizations. In her recent avatar as Content Leader for the  Genpact deal team at Genpact,  she has successfully steered the team on a transformation journey. The team was awarded  the Bid & Proposal Team of the Year  at the inaugural edition of  APMP India’s Conference on Bid & Proposal Management (CBPM), with its theme ‘Moving the Needle held in Mumbai, India. The award honors a cohesive, effective proposal team that demonstrates industry best practices, thought leadership, and a commitment to the professional development of its members.

Driven by an insatiable desire for excellence and making meaningful connections, her journey has been fuelled with an unrelenting passion for empowering people and helping others maximize their potential.

She is an avid reader, and has a keen interest in Literature, Poetry, Music and spirituality. Women and their unique place in society have always intrigued her. Starting with her MPhil thesis on “Women in Patriarchal Structures”, she continues to show her unrelentless passion in her writings, exploring the many facets of women, their identity, its evolution through the interplay of human emotions.




Nicole Gorman is  a proposal professional with 5+ years experience working with teams to think and act strategically to win more business. She is motivated by overcoming pursuit challenges through close collaboration with others. She works hard to establish trust within her teams that together they’ll tell the right story that results in favorable business outcomes for their business. Nicole is APMP Foundation certified, 2020 APMP 40 UNDER 40 award winner and communications chair for the APMP Liberty Chapter. She loves a good story! Whether it’s in a proposal, a documentary, a professional development book, or a conversation with a stranger- She is always interested in expanding her mindset by listening to the stories that others have to tell. She's also a faithful member of the Orange Theory Fitness community (“where are my 5 AM gym goers at?!”) and a huge fan of monthly subscription boxes.


Rupesh Singh as Head BD – India in APMP has been instrumental in driving the lesser known APMP Brand India to a level where it is now recognised as leading industry body, drove 4x growth in Membership & certification numbers while strengthening India Bid & Proposal Management community with help of India Governing Board. With MBA Marketing academic background and 11 yrs. of experience , he has worked for Numeric Power Systems Ltd, Autometer Alliance Ltd, Confederation of Indian Industry. He has been in marketing profession by choice because challenges excite him to dish out new ideas to finish the job with elan. He has been awarded Gold medal from then Vice-President Shri Bhairon Singh Shekhawat for excellence in class 10th. He got 3rd rank in National Children Science Congress for developing a prototype of fridge to be used in rural areas with no electricity (which currently being used at his home as bookshelves!!!!). Apart from watching and observing people, he is an avid reader (can finish 600 pages of book in a day)


Mark Whitley would love to pretend he is some sort of polymath but most likely he prefers to dabble or has a curious mind. With degrees in Physics and Optical Electronics he embarked on a first career in lasers and optics, including manufacturing, purchasing and sales & marketing. With a desire to explore other areas he used Business School to bounce into telecommunications and broadcasting solutions for a variety of sectors and there discovered the joy of Bidding, Proposal and Capture. He is now intrigued by innovation funding and how work is won in that environment, as well as rediscovering how integral this profession is to business success.

A bit of a serial volunteer Mark has had stints with the Institute of Engineering of Technology (IET), Warwick Business School as an Alumni Board Member and more recently as a Mentor, his kids Primary School as Chair of the Governing Body and as Rugby Coach at his son’s club. He has arranged a few Chapter events for APMP over the years and also Mentors for them.



Kathryn Potter is originally from South Africa and started working in bids and proposals in the business travel industry in 2004 when she moved to the UK after a year as an English Foreign Language teacher in Germany. Most of her career has been freelancing and contracting and as a result of this she became an advocate for up-to-date content and centralised content libraries.

When she is not working on content and/or thinking about new ways to organise her favourite thing to do is spend time with her husband and two young daughters. She likes cooking as a family, going on cycling and camping adventures and watching movies. Kathryn also enjoys being creative and has written, illustrated and published a children's picture book and has a second book waiting to be completed. Kathryn is also interested in gardening and that she is hoping to to produce all salad leaves for the summer and autumn garden veggie patch. She enjoys reading but don't make enough time for it these days, her mom keeps telling me that life works in cycles and I'll get back to it.

Kathyrn is a regular speaker at APMP events and was also sponsor to APMP UK 2020 awards.



David Warley CPP APMP Fellow is founder of Bid to Win Ltd and one of APMP’s first Approved Trainers. After sixteen years’ experience in telecommunications and IT, David’s first bid was in 1986. After eight more years climbing the greasy pole of corporate employment, David struck out as an independent consultant. His specialism was the implementation of global networks and he has led several major bids and IT infrastructure projects. With the lessons learned from his first bid still fresh “we need to get better at this” has been his operating mantra. In 2006 he became one of the first APMP Certified Professionals and approved trainers. In 2007 he founded Bid to Win Ltd and has provided certification training in UK, Europe, India and the US. He has been a frequent presenter at APMP UK and International conferences. His focus has been on helping organisations improve their capability and maturity and on promoting good practice from the world of project management. He is a volunteer in the APM Contracts and Procurement Specific Interest Group where he continues to pursue his interest making sure that projects “do what they promise” and users get the benefits that taxpayers and/or shareholders paid for.



Whether helping a Texas-based firm win a major P3 highway project or helping a consulting firm win a sole-source contract with Chrysler, Jeanette Waldie loves writing client-centric proposals! She excels at connecting the dots between your solutions and the client's needs and wants, as demonstrated by the 80% success rate she has achieved on the proposals she has written for clients for the past five years. She is very passionate about proposals; She's made it her career for the past 25 years.  Her experience gives her the ability to work with staff and clients to develop content that communicates and wins the project. She is a Certified Proposal Professional, Member, and Fellow of the Association for Proposal Management (APMP). She is passionate about sharing her skills in the art of communication, whether it is through presentations, webinars, or training. For over 30 years, She has been the wordsmith for companies big and small; starting with business communication, financial plans, and business processes to technical and proposal writing. Whatever your business, she works effectively with you and your experts to create communication that enhances your bottom line


Prior to joining the industry ten years ago, Rebecca Link  completed her Master’s degree in Public Administration and has since fast-tracked her growth to become Director of Proposals Operations at ActioNet. She has served on the Board for the NCA Chapter for over five years and she has played an integral role in leading the chapter’s functions and improving member benefits and board processes. In 2017, she received the award for “Up and Coming Board Member” and was named one of APMP’s Top 40 Under 40. A member of APMP for nine years, Rebecca has her Practitioner Level Certification. She is a mother to two amazing children, an avid gardener, and lover of all things chocolate.


Accomplished and results- Neil Philipson has driven proposal professional with 25 plus years' experience in bid management and business development across engineering, construction, automotive, manufacturing and financial sector. Proven track record of success in devising new business strategies, identifying new business opportunities, creating capture plans, making business proposals, and leading multi-functional teams. Delivered winning bids in the Public, Private and Donor Funded Sectors. Lead and managed major pre-qualification and tender responses for engineering procurement and construction management (EPCM) and full EPC projects. Managed virtual bids across 3 time zones.

“Married with two sons, enjoy travelling, unfortunately not much at the moment, besides to the shops and back – what an adventure.”




Jennifer Namvar is a proven Capture Director with 18 years of experience in all phases of the GovCon growth life cycle including: marketing, business development, capture, and proposal management for both new business and re-competes. She built her reputation in the GovCon industry by bidding and winning large, strategic opportunities with a focus on emerging and next generation technologies and solutions. She has held Capture positions at leading Federal Government Contractors where she successfully closed $2B in new and re-compete business. She holds a Federal CIO certification, an MS in Technology Management from George Mason University, and a BA in Journalism from the University of Maryland College Park. She cherishes her time with her family. She is a wife, mother of 2 young kiddos, lover of travel, reading, and fashion, and a fitness enthusiast.




As Managing Director at Bid for Success, Adrian Corcoran and her team focus on championing Small and Medium Enterprises (SMEs) to help them win more work in the public sector, recognizing the important part they play in the UK and global economy.  Formed from a management buy-out by Adrian and her co-founder, Gareth Morgan, Bid for Success was established in 2019 to offer a different approach to bidding that both supported SMEs, but created win:win solutions for bidding professionals who wanted to put their family and priorities first. In the decade prior to forming Bid for Success, Adrian led major bid teams for a leading UK consultancy and FSTE listed 250 companies, including British Gas and Kier Group, having fallen in love with bidding through her work in property services within the public sector working client side on procurement and service delivery.  When not bidding her interests include art and business, having earned her MA from Sotheby’s and an art history degree from Tulane University.  Outside of a work context, Adrian spends time raising her two children and enjoying life with family and close friends, with spare time spent writing an painting in her down time.


Anatalia Macik, CP APMP, has 17+ years of experience as a writer and editor and 12+ years in proposal development. A member of APMP's International 40 Under 40 Class of 2020, she was recognized for the impact she has made through her promotion of repeatable and realistic proposal processes. She is excited to join the APMP International Board of Directors and will bring lessons learned from over a decade of impact on the processes, quality, and efficiency of bid and proposal responses.

Currently as the Proposal and Bid Director for the Security Detection and Automation organization within Leidos, she is working to establish processes, templates, and procedures that align with the corporate standards and expectations established by Leidos. Previously as a Director at Pyramid Systems, she built the processes, templates, and proposal team all while leading proposal responses for the company. While at eGlobalTech, she refined existing processes, improved templates for repeatable use, and managed a team of proposal managers while responding to 50-80 proposals annually. Through her 12+ years as a proposal professional, Anatalia has believed in and shared her enthusiasm for the rigor of process, continual improvement, and effective flexibility.




Bette Sturino, CP APMP joined BMO Financial Group in 2006 and serves as Assistant Vice President and Senior Proposal Manager within the North American Treasury & Payment Solutions line of business.  She has more than 15 years of proposal management experience and supports the Sales organization with their commercial, local government, and non-profit RFPs.  She wears many hats on the team from proposal management to graphics to writing & editing, as well as content development and mentorship. Bette is happy to work on a team of seven other proposal managers after spending many years as an army of one.  Prior, Bette spent two years managing a proposal team at FIS, which is where her passion for APMP started.

Bette earned her APMP Foundation Certification in 2012 and Practitioner level in 2016. She has been actively involved in the APMP Greater Midwest Chapter since 2012 and served on their board of directors in varying roles since 2013, including Events Committee, Professional Development Chair, Vice Chair, 2018 Chapter Chair, and 2019-2021 Communications Chair.  Bette was recently selected to serve the 2021-2022 term on the APMP International Board of Directors.

Bette has her Bachelor of Business Administration (BBA) degree with majors in Marketing and Real Estate from the University of Wisconsin – Milwaukee.  She resides in Hot Springs, Arkansas with her husband and two Goldendoodles.




Leigh Ann Newman works as a Senior Program Manager of Proposal Operations for Public Consulting Group, Inc. in their human services practice area where she is bringing industry best practices to the art of proposal development for the entire PCG Human Service team.  This includes company-wide quarterly trainings, reporting on proposal submission activities and providing support to all Human Service staff in proposal development. Leigh Ann is Practitioner Level certified by the Association of Proposal Management Professionals (APMP) and has her master’s degree in Business Administration from Clark University as well as a Bachelor of Science in Communication/English from the University of Idaho. She is the past Marketing Director for the Pacific Northwest chapter of APMP serving on the board of directors from 2015-2020, where she supported new member engagement and chapter level outreach via multiple social media accounts and through website management. She is also a newly elected member of APMP’s International Board of Directors for the 2021-2022 term. She recently wrote an article for Winning the Business titled, “Making a Fashion Statement During Proposal Reviews.” Leigh Ann is from Cavendish, Idaho where she helps her husband and their 19 year old son run their 600 acre wheat and barley farm and raise registered Morgan horses.


Andrew Fraser leads the Strategic Bids Team at WSP in the UK.  As one of the world’s leading professional services firms, WSP provides engineering and design services to clients in the Transportation & Infrastructure, Property & Buildings, Environment, Power & Energy, Resources and Industry sectors, as well as offering strategic advisory services. WSP's global experts include engineers, advisors, technicians, scientists, architects, planners, environmental specialists and surveyors, in addition to other design, program and construction management professionals. He leads a team of work winning professionals focused on securing our most important projects serviced from the UK.  His 18 year career in bidding started with the environmental consultants ADAS.  As with many in this profession, this wasn’t as deliberate choice of career path. He started out as a business consultant, ‘cutting his teeth’ on writing business plans, funding applications and market reports. He then moved to Parsons Brinckerhoff in 2006, taking the opportunity to focus on bidding and the chance to work on much larger bids. He became part of WSP when Parsons Brinckerhoff was acquired by them in 2014. Throughout that time he has grown and developed the bidding function within the firm to what it is today – one of the best places to work.


Kathryn Morgan is a Bid Director with over 14 years’ experience in bidding, starting my career as a bid coordinator in 2006. She is worked in different sectors including hard FM, private security, professional services and soft FM for companies include Just Ask Estate services, Mitie, EY, G4S. Kathryn completed her APMP Professional accreditation last year (2019).  Recipient of APMP 40 Under 40 Award – 2017, Winner of the APMP UK Writing Award – 2016 and also nominated in the 2020, APMP UK 2020 leadership category.


Krishna kumar (KK) comes with 28+ years of deep IT experience across India, USA, Australia and Singapore. He has worked with world class organizations like IBM, PriceWaterhouse Coopers, Siemens and Mastek. KK has performed in a wide spectrum of roles from large Client Account Management, Consulting, Technology Lead, Pre Sales and Organization Process Head. KK has led many large ERP and Outsourcing deals. KK was a past member of the Board with Association of Proposal Management Professionals (  KK is Certified at Practitioner level and is also a contributing author to APMP’s Body of Knowledge (BOK) and the APMP Journal.




Diana Parker leads Microsoft’s newly formed, Proposal Center of Excellence, based in Redmond, Washington.  The team of around 40 proposal professionals serves all sectors of Microsoft’s business globally and provides best practice approaches to proposals for the Microsoft sales team.

Originally from the UK, Diana moved to Microsoft headquarters in August 2019 following 6 ½ years in field sales and sales leadership at Microsoft UK.  In her last role in the UK she led the sales team focused on the Retail & CPG sector.  Prior to Microsoft Diana spent many years at IBM in sales roles.




Sanjay Singh has 23 yrs. of experience in building and leading teams to support sales and consulting functions at global MNCs such as Oracle, McKinsey & Co. and IDC. He is skilled at business research, sales enablement and knowledge management. Sanjay currently leads the Bids & Proposals Management team at Genpact. Genpact (NYSE: G) is a global professional services firm that makes business transformation real for Fortune 500 companies. Over the last couple of years, Sanjay has redesigned and built a bid management center of excellence at Genpact. This transformation project led to significant improvement on all bid management performance metrics and won Genpact the APMP’s Best Bid & Proposal Team award in 2019.Sanjay earlier set up a sales intelligence center of excellence at Genpact doing industry & company research, content creation, lead generation through CXO-connections and competition intelligence.

Sanjay is on the Association of Proposal Management Professionals (APMP) India Governing Board since January 2020. He is co-leading the Marcomm committee and helping drive APMP India’s growth strategy.

Sanjay loves to listen to podcasts and regularly plays badminton & cricket. He has bit of a green thumb and doing community farming for organic vegetables. He is based in Gurgaon since 1998 and has seen it evolve from a sleepy little town into a buzzing millennium city.




Abhijit is APMP Professional level certified (with three decades of experience in the Information Technology industry working for global IT organizations. He is one of the members of the Governing Board of APMP India. Abhijit is a passionate and engaging trainer in Bid and Proposal management best practices and has trained over 487 participants from the industry since last 8 years. He has conducted international workshops in Singapore and Kenya, apart from different cities in India. His live online training programs today include participants from India and different countries. Participants of his training programs have a track record of 100% success in the APMP Foundation Level examination in their first attempt. Abhijit champions the adoption of new technologies and practices to create value-differentiators for businesses. This focus led him to his role as a technology evangelist for DraftSpark, a Xerox PARC company, which he believes has the potential to change the way people are working to respond to RFPs, creating more value for their organizations. Abhijit has spent a large part of his career winning strategic IT deals around the globe through his innovative and customer-centric approach and solutions. His last corporate stint was with Zensar Technologies until October 2016 when he left to pursue his entrepreneurial vision. His company Optimizory Technologies, which he co- founded, develops software products for systems engineering. Indglory Technologies is his personal consulting company where he trains and mentors Bid and Proposal management professionals to excel in their role and organisation.


In 2004 Isabel Moritz had one of those ‘Ahah’ moments, when she recognised that putting together responses to tenders was what she should have been doing, instead of her current job. She did, however, stayed there to practise her bid skills until three years later, when the company was sold.  Ever since then Isabel has been a freelance bid writer, mainly supporting technical and engineering bids. For this she has drawn on her family engineering background and her years of experience in technical sales. Isabel feels she is very at home with engineers and technicians, even if they are busy and overstretched, when she help them by doing as much as possible of the work before sending it to them for review.
Charitable funding bids are some of the types of pro bono work she get involved with, as well as other voluntary organisations.
APMP has figured enormously in her bid career and she spent from 2010 to 2016 organising and initiating training events around the country, helped by a small but able team. APMP still occupies some of her spare time, as for so many others. According to Isabel, it is the voluntary aspect of people’s contributions that is so inspiring.
Over the past five years she has focussed on the inclusion of APMP modules and best practices into university business degrees.Isabel is also part of APMP Intentional Career Path committee and am serving on the APMP CIC committee.



Karin Mellow began her proposal career in 1997.Starting her career in IT, she has also worked in the Financial services field and Medical billing. She has experience in most proposal positions, including proposal writing, business engagement, database creation and management, and proposal management. Her focus is Government (State, Local, Fed, Ed), but also excels in large, commercial opportunities. Karin enjoys reading and gardening and spends a lot of time on her fixer upper house in Atlanta. She has a 16 year old son and a dog named Cujo. Karin completed her studies in Texas; BA in Psychology and an MBA in International Business. She is a certified APMP Foundation level.



Karen Althen is Senior Bid Manager and has been involved in bid production and bid management for around 15 years. Throughout her career she has been excited by change and growth in the company. Karen enjoys working on and winning complex bids, particularly under the Competitive Dialogue procedure where she has been involved in managing significant wins. Karen is qualified to APMP Professional level. Karen is Events Director for APMP UK and she organises member events throughout the country and enjoys meeting people and mentoring members through the certification process.She has been previously presented at APMP UK national conference and the International Conference in the USA in addition to presenting at local events throughout the UK.




Sandy Luttrell has over 30+ experience in the bid and proposal industry and has worked for three great companies in her career. Her involvement with the Association of Proposal Management Professionals (APMP) started more than 15 years ago initially as a member attending her local Georgia Chattahoochee APMP Chapter meetings then she took bigger role by joining the chapter board.  Sandy was the Membership Chair for 6 years and the Promotions Chair for almost two years.  She has also given presentations at the National APMP conference in Savanna, GA.  Also, for more than eight years, she was heavily involved with the annual Southern Proposal Accent Conference (SPAC) conference that was sponsored by the Georgia, Florida, and Carolinas chapters. Sandy is APMP Foundation certified.
Sandy recently moved to Washington DC and is exploring the possibility of getting back into the proposal management world. Sandy attended the University of South Florida and received her BA degree in Art Education.


Heather Kirkpatrick, CP APMP is currently serving as Business Development Analyst at PRIDE Industries. She has been with the firm for 14 years taking various roles from Research Analyst, Proposal Development Coordinator and Business Development Coordinator. Heather is an APMP 40 under 40 award winner and also serves in the APMP California Chapter as Chapter Chair. She joined the California board in 2015 as Membership Director. Heather is APMP Practitioner and Foundation certified and has an educational background in Political Science and Government at the University of California, Sacramento.


Edith Lopez is a Venezuelan and Canadian passionate Proposal Manager with + 14 years of experience, in the Telecom sector, and always in the Bid & Proposals Management field, filling roles as a Bid Manager and Team Leader; in Latin-American and North America markets; mainly for Private Customers and complex proposals, some of them raising billionaire sizes. She is Chemical Engineer, with a specialization, and master’s degree in Project Management; in 2014 she obtained the CF and CP APMP Certificate (Certified Practitioner, APMP Member), in 2015 a Certification in Business Communications (Mount Royal University), and in 2018 the CPP Certificate that she just renewed it.

Additionally, to her full-time job in Nokia as a seasoned Bid Manager, Edith is an active member of the APMP “Maple Leaf” Chapter, in the past, she was Communications Chair and Western Region Chair, mentor for the mentorship program; besides, within Nokia, she is member of a group that promotes Women inclusion in her company.

Edith is preparing herself for Teaching at University level and i keen to learning and support the growth of others on the Proposal Management fields, with special attention to the Tech sector, as well as keep creating winning proposals!



Lauren Daitz, CF APMP has been a proposal manager since 2005, after starting her career in marketing. She discovered the APMP in about 2007 and has been an active member since then, serving as Communications Chair of the NY Metro Chapter (now the Liberty Chapter) from 2009 to 2015. Lauren has spent her entire proposal management career in the business / commercial sector, in health care and the recognition industry, leading the proposal efforts for some of the largest pieces of business for the companies she has worked for. She specialized in managing small teams, wearing multiple hats throughout the sales cycle. In addition to proposal management, Lauren oversees the sales administration team and is the primary liaison for our division’s contracts.

Outside of work, Lauren enjoys spending time with family and friends, reading, and spending time outdoors in fresh air, from the beach to the forest including Hiking. Since her involvement with yoga, Lauren started a regular meditation practice, and she recently achieved Reiki level II (a type of energy healing).




Mitch Boretz has been managing proposals for engineering research and education at the University of California, Riverside (UCR) since 1996. He helps faculty and researchers identify funding opportunities, develop pursuit plans, and write and submit winning proposals. He joined APMP in 1998 and became a Fellow, one of only a handful from the non-profit sector, in 2008. He has served on the APMP California board (and its predecessor Southern California chapter board)in many capacities over the years, and in 2010 he led an APMP task force on “rich media,” which sought to set standards for video and interactivity in proposals. Mitch’s group manages approximately 600 proposals per year to government agencies, industry, and foundations, producing about $50 million per year in grant and contract awards. Mitch has a bachelor’s degree in journalism from the University of Missouri and worked for about 12 years in newspapers before the transition to proposals. He is aiming to retire at the beginning of 2021 and is looking forward to working as a volunteer with small non-profit organizations on their grant needs.


Since 2012, Sarah Hinchliffe  has been helping clients win more business by improving the quality and professionalism of their sales and bidding skills. She works with large, medium and small businesses with a big focus on Public Sector tenders.

Sarah's  work today is built on a successful thirty-year career selling in the technology industry where she worked her way up from a rookie to a director. During that time, she was formally trained in key sales methodologies, including SPIN, Miller Heiman, Strategic Selling and Solution Selling. She developed an affinity with bidding – it plays to her strengths as a storyteller, an organiser and a timekeeper. Attending the Shipley bid management course in 2009 ignited her determination to switch careers and she has been a certified Shipley trainer and consultant since 2012.

Sarah regularly writes articles for professional sales and bid publications including APMP presentations.

In her spare time, she works hard on her home and garden – all forms of design being a big passion. She stays fit and enjoys own home-cooked food and good wine in the company of her super husband and her handsome lurcher.



Keith Propst retired in 2018 with 30 years of experience in proposal management. He held proposal-related positions with two high tech companies for most of this time, with a 3-year period of independent proposal contracting between companies. Like most proposal professionals, Keith was drafted into proposal work unintentionally. He worked as a hands-on proposal manager as well as a director of a proposal organization. Before making the leap into proposal work, Keith worked for several Georgia-based manufacturing companies in a variety of roles.

APMP was a major factor in Keith’s success. APMP contacts helped him get started as an independent contractor and led directly to his second proposal position, which lasted 13 years. For more than 20 years, Keith filled a variety of leadership roles with the Georgia Chattahoochee APMP chapter, starting as program co-chair, then chapter chair for several years, and finally treasurer. He also served as co-chair for the Southern Proposal Accents Conference (SPAC) for more than a decade, working closely with peers in the Carolinas and Florida Sunshine APMP chapters. Keith is an APMP Fellow and was named Chapter Chair of the Year.

An Atlanta native, Keith grew up in Savannah, Georgia and graduated from Georgia Tech in 1973 with a BS in Applied Math. He credits his favorite high school English teacher with instilling good writing and editing habits and strongly believes that the ability to write clearly helped open doors throughout his career.​



Bobbie O’Brien, CF APMP Fellow, continues her attempt to retire. Having been lured from that idyllic state three years ago; another attempt will begin again in soon and also will probably only a few months! With almost 30 years’ experience in the Federal sector, she provides leadership to diverse proposal teams with direct accountability for leading strategic opportunities as well as development and continuous improvement of processes. Bobbie served on APMP’s international board (regional and strategic initiatives director); and was founding co-chair of the Liberty Chapter formerly known as NY Metro.


David Gray is Managing Director of AM Bid, a leading bidding and proposals specialist working with clients in a broad range of sectors across the UK, Ireland and Europe. David has over 14 years’ experience in bids and proposals, leading high-performance bid teams to success on high-value contracts, including those with national government departments, health agencies and commercial organisations across Europe. David is an accomplished trainer and has delivered bespoke in-house capture and bid training to organisations ranging from start-ups to multinational organisations. His contribution to the bidding and proposal industry was recognised in 2019, when he was included in the APMP’s global 40 Under 40 award recipients. David also speaks regularly at international conferences and events and is a regular contributor to APMP. David is based in Edinburgh, where he lives an active and busy life with his wife and two young children.


Rita Mascia is Global Bid Manager at Altro Rail and has been leading bids in APAC, EMEA and North America. Since 2000,  Rita has been involved in Business Development & Capture activities, Bid Writing, Bid Management and Training & Development. An active APMP member from 2012, Rita has presented at both the APMP UK and APMP Bid Con. She was a finalist in the 2019 APMP Individual Impact Award having been nominated for her impact setting up a Bid Management programme for Altro Rail.

Rita was a Board Member of APMP UK in the role of Certification Director (2015-16).  Since 2013 Rita has been volunteering as a coach and mentor to a number of fundraising professionals through the Small Charity Coalition and also informally through personal contacts.

In addition to being a Certified Professional (CPP APMP) Rita is also a certified Prince2 Project Management Practitioner and holds a level 7 Executive Diploma in Strategic Management & Leadership (MCMI) from the Chartered Management Institute.  She holds a BA (Honours) in French and Linguistics and a Master in Applied Linguistics.  Rita is a Master Practitioner of Neurolinguistic Programming (NLP) and a Toastmasters International Competent Leader (CC) and Competent Communicator (CL).

When she is not managing bids, Rita loves cooking, travelling, politics, and watching independent films.



Ken Erskine highly experienced professional with over thirty years of bidding experience in major building and infrastructure programmes across the UK. Having successfully won in excess of £25bn of bids over his career, Ken is a keen advocate of the APMP and is a champion of promoting industry best practise. He previously served on the APMP UK Board for ten years and on the International Board for two years. His roles included six tenures as UK Conference Director and two tenures as Chapter Chair (2010 and 2014).



Pippa Birch has worked in bidding for almost 20 years, the last eight as a freelancer. Her specialism is highways; however, she works with a diverse range of clients across many sectors. Pipster Solutions has become a successful, sustainable business with over 40 clients, providing bid writing, editing, management, coaching, and ongoing support. Pippa is a fan of keeping things simple, a champion of small companies and a supporter of creating and maintaining healthy connections with other bidding professionals. She wants young people to have easy access to information about amazing careers in bidding. Pippa is CPP APMP, APMP UK Rapport Mentor, Member of the Intentional Career Path Committee and is on APMP UK Awards 2020 Committee. Pippa also hosts #ThursdayThrong and #BidBites host and is part of the Bidding Quarterly award-winning team and a coach for APMP Professional submissions!


Neil Cobb, APMP Fellow, is the former executive director of the AT&T Proposal and Knowledge Management Center. He is now retired after a 35-year career in telecommunications, 25+ years in proposal development and leadership, content management and repurposing, and marketing communication. Neil was also a college lecturer at the University of North Texas in Technical Communication for 3 years. Neil authored – Writing Business Bids and Proposals for Dummies (Wylie & Sons, 2016) with Charlie Devine, which presents the collected body of knowledge from the Association of Proposal Management Professionals (APMP) for newcomers to the proposal profession.
Neil holds six U.S. patents for his content authoring and repurposing methods and systems. Neil also led the Intentional Career Path (ICP) workshops at recent APMP Winning Business Virtual Experience (WBVE).


Karina Ames is experienced in winning work for engineering consultancies and currently leads Arup’s Infrastructure pursuit and bidding team in Australasia. She previously worked as a private investigator and with the Victorian Government. Karina holds a Bachelor of Arts from the University of Melbourne, APMP Foundation Certification and was a 2019 APMP 40 under 40 winner. She has been an APMP ANZ committee member since 2016 and the Chapter Chair since 2019. This year, the chapter won the 2020 Stephen P. Shipley Chapter of the Year award.



Shubhada is APMP certified at the Practitioner level and this year’s APMP’s 40 under 40 awardee. She has recently debuted at the APMP WBVE, sharing her experiences and learning about Proposal Management in IT industry. Currently, she working as a proposal quality reviewer with Fujitsu Consulting India. She has over 14 years of experience into Presales and Business Development. Through her career span, she has served various roles such as project engineer, system design engineer, technical writer, manual tester and proposal manager. While working on her first proposal for an intelligent traffic management system, she caught the proposal bug and she never looked back. The ability to bridge the gap between Sales and Solution Delivery is what intrigues her about the Presales function. She is a budding grammar stickler and in her current role, she provides feedback on improving the compelling nature of the proposals.
Shubhada holds a Bachelor degree in Instrumentation and Control from Savitribai Phule Pune University and a post-graduate Diploma in Operations Management. Shubhada has received appreciation for her creativity and commitment to the role at multiple instances. She has also received APMP’s inaugural
Charlie Divine Scholarship for certification in 2019. Shubhada enjoys travelling, music and photography. She is an avid reader and finds Haruki Murakami’s storytelling style quite interesting. She is also learning violin and recently picked up the K-Pop fever too.


Sunil has over 18 years of experience in Defence, IT & Telecom and Facilities Management sectors and has worked with MNCs like Thales Group, Ericsson and ISS A/S. Sunil is currently, the Head of Commercial Excellence (APAC) at ISS A/S, a facility management company headquartered in Denmark. At ISS A/S, Sunil established the Commercial Excellence function which encompasses of Bid Management, Price Management, CRM Administration, Graphics Designing and Knowledge Management. As a member of the ISS Asia Pacific Commercial Leadership Team, he supports the development and execution of the regional commercial strategy and governance, associated reporting and commercial model sign-offs.

Prior to his Corporate stint, Sunil has served as an officer in the elite Indian Air Force for 10 years. Sunil is the Chair of APMP India and a member of the Intentional Career Path Committee of APMP International. He is part of APMP 40 Under 40-Class of 2020 and was a Blue Ribbon Panel member for the APMP-BoK. Sunil holds Bachelors’ degree in Electronics Engineering, a post-graduate diploma in Business Administration along with professional accreditations in Aeronautical Engineering and Strategic Management. Sunil likes to travel and spend time with his family, when he finds time from his work or studies.



Neal Levene, CPP APMP is the Director of Proposal Management, Siemens Government Technologies. He has 30 years of sustained, progressive, and successful proposal development experience. He was previously the President and CEO of two small businesses, a 20-person, Data Warehouse company and a sole practitioner Proposal Management consultancy. He first caught the proposal bug shortly after graduating college when he was first asked to help out on resume preparation, and he never looked back. He is serving his third year on the Board of the National Capital Area Chapter of APMP, currently as the Technology Chair. He appreciates the opportunity to give back to the industry that has given him so much. Neal has been an active member of APMP since 2010, and he recently presented at the 2017, 2018, and 2019 Bid & Proposal Conference. In addition to APMP’s Professional Level Certification, Neal also holds a Project Management Professional (PMP) Certification from the Project Management Institution (PMI). Neal lives in Ashburn, Virginia with his wife Diane. He has two grown daughters, one pursuing a history Ph.D at the University of Wisconsin, the other a Junior at Carnegie Mellon studying Engineering.


Mairi Morrison originally started her working life as a graphic designer, moving into bid and proposal management 18 years ago. She’s an all-rounder in the profession, with an excellent track record of proposal management – winning complex multi-million global bids for corporate companies; bid writing – helping clients focus their words on the customer, as well as successfully hitting the dreaded word and character count, and bid strategy. She’s worked across most sectors, in the UK and the US, and worked on specific deals in Greece, Kuwait, Norway and South Africa. Having worked her way up the ranks from small company to corporate life, she now works for Strategic Proposals.

Mairi’s been a member of the APMP since 2014 and won the Bid Excellence award in 2015. Holding APMP Professional certification, Mairi now also sits on the APMP UK Board as Marketing & Communications Director. She’s also actively engaged in thought leadership, publishing her research paper on “Mental health and wellbeing in the bid and proposal profession” in May 2020. As well as being an advocate for nurturing good mental health in our profession, she is also a crisis volunteer outside of work, to help those in need. Mairi has also presented at the APMP UK annual conference, and the US Nor’easters conference in 2017.




Jeremy Glover is a TS cleared, certified Project Management
Professional (PMP) with 10 years of proposal and project management
experience with a track record of multiple billion-dollar proposal
wins. Jeremy graduated with a bachelors of arts degree from the
University of Virginia and currently works as a proposal manager lead
for Lockheed Martin. Jeremy is also a 2020 APMP 40 under 40 award winner



Maria Flikkema directs proposal development for IBI Group. With a primary focus on the Canada East region, she has managed large scale proposals across the firm globally and provides strategic direction to proposal teams outside of the Toronto headquarters. Overseeing all aspects of proposal activities, including management of proposal deadlines and progress, and directing the Canada East proposal team, Maria is also responsible for developing a wide variety of customized marketing materials for new pursuits and contract renewals. Having been with the firm for more than 12 years, Maria has a proven track record delivering winning, multi-million to -billion dollar proposals under challenging deadlines for both public- and private-sector clients.



Sonya Wooley is the President of Mammoth Technologies, LLC, a small boutique proposal firm specializing in proposal management for small business federal contractors. She has over fifteen years of experience in business development, proposal preparation and management, and pricing for federal government opportunities. She has generated proposals valued from $25 thousand to over $1 billion, acting as both Proposal Manager and Capture Manager for small to mid-sized government contracting firms. Sonya has a MA in Behavioral Science from University of Houston-Clear Lake, and received her BA in History from Southwestern University in Georgetown, Texas. She has served as the Chapter Chair for the Lone Star Chapter of APMP for seven years, served on the international board of APMP from 2015 to 2016, and currently serves on multiple APMP committees



Christopher S. Kälin, CPP APMP Fellow  is a global authority on bid and proposal management. He is the Founder and Managing Partner of CSK Management. He has worked with companies around the world to improve success rates, generating over 50 billion dollars in business across many industries, including IT, telecoms, defence, transportation, financial industries, event organisation, gambling and business outsourcing. He developed the BidMaster™ Framework and the Storyline Method™ for developing compelling proposals. Chris regularly presents at business development conferences and sales conventions around the globe and conducts live and virtual training programmes on Winning business with convincing proposals and bid management best practices. Chris was co-founder and chairman of the German-speaking APMP chapter (Association of Proposal Management Professionals) and regional director for Europe/Africa. He is APMP-certified at Professional Level (CPP APMP) and is an APMP Approved Trainer. In 2013, he received the prestigious Fellows Award. He graduated with a degree in Business Administration and Information Technology from Zurich University.


Mark Taylor  is Managing Director and a Founder Member of Shipley UK. Having studied Electronic Engineering with Medical Electronics, Mark embarked on a generalist journey spanning 15 years in medical equipment manufacturing, aerospace and defence. He held roles in production engineering, design engineering, engineering consultancy and business winning. Mark pursued his practical enthusiasm for lifelong learning at Nottingham Trent University where he was Course Leader for an Executive MBA Course and subsequently as Head of Training for Linklaters, an international Law Firm. During his 19 years with Shipley, Mark has been lucky to work with inspiring clients for whom he has designed multinational business winning curriculum’s and delivered over 500 workshops. Always, Mark’s aim is to enthuse specialists from all disciplines to become involved in business winning and to help them develop the skills to do so. Mark is from Bermondsey and now lives in Worcester with his super wife, sceptical children and a supercilious cat.


Gareth Earle has been in bid and proposal management pretty much throughout the whole of his career, with nearly 15 years’ experience in managing the submission of winning bids and leading the delivery of projects and programmes to achieve customer and business objectives. He made the conscious decision to specialise in the profession 7 years ago.

Gareth has been on the other side of the table, evaluating proposals and commissioning work for a major technical and social change programme on behalf of the BBC. For the past 5 years, Gareth has worked for TP Group, a specialist engineering and consultancy company, where he has developed and implemented TP Group’s Bidding Process and is the bid and project management office function owner across the Group globally.

Gareth has been a member of APMP since 2015. Ever since joining, Gareth has been a great supporter of APMP, encouraging other bid professionals to join and pursue certification, as well as attending best practice sharing events. This included Gareth being a speaker at the UK’s 2017 conference; only his second conference attendance. Gareth holds Practitioner certification and was awarded recognition for his influence and achievements in the profession under the 2019 40 Under 40 class.

Gareth has been a member of the UK chapter Board since April 2018, and having held the positions of Membership Director, Conference Director and Vice-Chair, Gareth is the current UK Chapter Chair and is a member of the APMP Chapter Liaison Committee.



After 23 years in the DC metro area working for various federal contractors including The MITRE Corporation, General Dynamics IT and several 8(a) companies, Gillian Dionne is now a one-woman proposal shop based on the Space Coast of Florida.  Eau Gallie by the Sea Proposal Consulting focuses on helping small businesses win federal and state contracts. An APMP member since 2001, Gillian has presented at numerous international and regional APMP conferences and professional days, served as a certification mentor, served on the APMP International Board of Directors, and is currently the Venue/Hotel Coordinator for the Southern Proposal Accent Conference (SPAC).  She is certified at the practitioner level (CP APMP).


Mike Walsh, CF APMP is the current Chair of APMP. Concurrently, he leads the Alumni and Strategic Business Development efforts for EY’s Financial Services Organization. Mike has spent his entire time at EY in Business Development, starting more than 8 years ago as a Communications and Pursuit Strategist then leading the Service Line Enablement team prior to taking his current role. He was first introduced to proposal management while at Odyssey Systems Consulting Group, a midsized defense contractor. His professional career began 24 years ago as an officer in the US Coast Guard, and since then has taken a few twists and turns on its way to Business Development including stints as a Fire Training Captain for the State of New Hampshire, a middle and high school English and History teacher.

Mike received a B.S. in Government from the US Coast Guard Academy and M.S. in Organizational Leadership from Gonzaga University. He has been on the Nor’easters board of directors since 2012 and served as the Chair of the Nor’easters Chapter from 2014-2019. Mike began APMP International board service in 2016, serving a 2-year term as Director and is currently in the middle of his 3-year term as Vice Chair, Chair and Past Chair.



Ginny is the Director of the Business Development Resource Center (BDRC) at Life Cycle
Engineering. BDRC functions include BD Process Development and Support, Competitive
and Market Intelligence Research, Opportunity Identification and Development, Account
Management, Capture Planning and Proposal Support. Life Cycle Engineering provides
engineering solutions that deliver lasting results for private industry, public entities,
government organizations and the military.


As the only named Federal Proposal Manager at Michael Baker International, Valerie leads the proposal team through complex federal and state proposal pursuits as well as facilitating capture planning and strategy meetings on company must-win architecture / engineering / construction efforts worth millions of dollars. Valerie has diverse marketing and communications experience in developing, implementing, and managing large-scale, complex, and multi-million-dollar submittals for federal, state and local, education, aviation, commercial, and defense markets. Valerie developed “Cover Letter/Executive Summary” manual within the Proposal Development (PD) group at Michael Baker. The manual is shared to new hires during their on-board training, as well as to current hires to be used as a refresher in developing strategic narrative content. Additionally, Valerie provides six to eight weeks mentoring and training to new hires, and refresher training to PD staff. Valerie is Winner of APMP® 40 Under 40 2020 Award and earned her CF APMP and CP APMP certification in 2018 and 2019 respectively, and the Shipley Business Development certification, which she received in 2018. Valerie also hopes to pursue her Professional Certification (CPP APMP) in 2021, and to also serve on the board of her local APMP chapter. Valerie has Bachelor of Arts degree from Lawrence University and Executive MBA from Sullivan University. Starting in January 2020, Valerie began a Master of Science (MSc.) degree in Project Management to enhance her project management and leadership abilities on corporate/companywide must-win pursuits at Michael Baker.


David Sotolongo is a proposal development consultant working from his home in Durham, NC. Previously, he served as vice president of RTI International’s Multimedia Communications Services. In this capacity, he led a staff of 85 communications and publishing services professionals who provide full-service support in publications, graphic design, editing and writing, and product development, as well as multimedia design, conference and meeting support, and media and audience outreach. Mr. Sotolongo is also vice president of business and proposal development at RTI, comprising more than 2,000 staff and $750M in annual revenue. Previously he started and led RTI’s proposal development group, that is responsible for managing and submitting more than 1,000 proposals annually at a bid value in excess of $1B. David, is APMP professional accredited, was the conference Co-Chair for APMP Bid & Proposal Con 2013, former APMP Board member and Carolinas Chapter co-founder. David also co-chaired the Southern Proposal Accents Conference (SPAC) for many years. He is veteran APMP conference speaker and has also led APMP's Government Industry Task Force. David holds a BA from Duke University and completed graduated course work in Journalism and Mass Communication at the University of North Carolina at Chapel Hill.


Nigel Dennis is a proposal pioneer in Australia and has arguably done more to shape the landscape of bidding professionalism in Australia than any other person in the region. He started the APMP Australia New Zealand Chapter, was the first Australian to achieve APMP Professional certification and is the only Australian APMP Fellow. Nigel now runs BidWrite, a company he co-founded in 2008 and which is now Australia’s largest (by staff numbers) specialist bid consultancy. With degrees in engineering and business, and with bidding experience of 26 years, he is a strong advocate for development of the proposal profession. In his spare time, Nigel has been a serial volunteer for local community and association committees. He has pared that activity down of late and so has more time to pursue his other interests of gardening, music, sport, and tinkering in his shed. He plays trombone in an 18-piece swing band (The Oz Big Band), still plays the odd game of cricket in summer and is a father to four boys.


Wolfram Seyring has more than 26 years of experience in business development, sales and sales support with national and international clients. Wolfram owns Shipley GmbH, Shipley Associates, SEYRING GmbH and co-founder of BidBox GmbH, registered in Düsseldorf, Germany, in 2011. Previously. Wolfram was Global Head of Sales – VimpelCom at NSN, Head of CMO Restructuring –Global at NSN, VP/Head of Global Sales Support – Global at NSN/Nokia, Account Director – France Telecom Germany at Nokia, Global Account Executive – Deutsche Telekom at Ericsson.Wolfram also led diverse workshops on capture and bid management as well as on writing winning proposals and implementing successfully processes in defence, aerospace, telecommunications and transport sectors.Wolfram was co-founder of APMP DACH in 2007. He is also an APMP certified proposal manager. Wolfram Seyring holds a degree in Electrical Engineering (Applied Science, Düsseldorf) and has had considerable additional business education.


Sarah Jones is an APMP-qualified bid consultant with over two decades of experience, she has delivered large-scale proposals and advised businesses on capture, bid and proposal processes. She is adept at coaching and mentoring people at all levels, with standout success helping emerging talent to pass APMP exams and develop exceptional bid management careers. Previously Global Head of Bid Process, Bombardier Transportation, a multinational leader in the rail industry, Sarah head up its global bid function, motivating a team of 300 and optimising a £100M+ bid budget. As UK Head of Bids, General Dynamics, she built a new proposal management department. Between 2008 – 2013 she supported Shipley Middle East delivering Shipley methodologies to major customers across that region and beyond. In 2006 Sarah moved to Dubai to build the bid function from the ground up for The Olive Group LLC, a security company. This resulted in a major increase in bid win rate, from 8.5% to 48%, delivering combined sales of $400M, and the company’s biggest ever deal, an $88M contract with the US DoD. As a bid manager and coach at Qinetiq Group PLC, leading defence company, she generated major successes, including the £250M European Space Agency contract. Sarah has a BSc Anthropology at University College London.


Roshinee Naidoo is an intrinsically motivated, highly accomplished professional with around two decades of experience in preparing detailed deals for multiple projects and composing & presenting winning proposals. She is an expert in strategizing the different disciplines and departments and implementing bid governance models and best-practice methodologies. Roshinee has successfully delivered 250+ professionally produced, compliant proposalsis and has worked on tenders ranging from €150K to €20M. She won strategic bids accumulating revenues AED 50M (australian dollars) for her company. Also Roshinee is the first ever and only person of colour with the highest proposal professional accreditation in Africa.


As a Director of Strategic Proposals UKs and with nearly twenty years’ experience in proposals, Graham Ablett helps clients to win business in a number of different ways including:
  • Winning specific projects and contracts for clients by providing ‘hands-on’ strategic proposal and presentation support in formal procurement and informal / proactive sales scenarios
  • Delivering interim management and consultancy services to help organisations to improve their win rates whilst increasing the efficiency of their bid and proposal operations
  • Delivering proposal skills development, coaching and APMP accreditation training
Graham has supported clients across a wide range of industries including IT services, professional services, travel, logistics, oil and gas, insurance, roadside services, catering, healthcare, facilities management, real estate, office supplies, telecommunications and defence markets. Graham holds the highest level of proposal certification – Professional.


Currently a Pursuit Strategist at EY, Ceri Mescall has 14 years of bids and proposals experience in progressively senior positions. Over her career, she’s played an instrumental role in $250m of new business acquisition and $500m of successful business campaigns. Her key strengths are in win strategy development, executive summary writing, and oral presentation coaching.Ceri is a British expat in Canada. She previously served as Western Regional Chair and Communications Chair for the APMP Canada Maple Leaf chapter.Ceri is passionate about self-development. She holds APMP Professional certification, is part of the APMP 40 Under 40 Class of 2019, and is a recent recipient of the APMP Fellows award. She also holds a bachelor’s degree in English Literature, a post-graduate certificate in Project Management, and has professional qualifications in communications and leadership.


Constance D. Reid, PMP, CF APMP  is a senior-level business development professional with over 12 years of providing leading capture and proposal strategy. She has led bid efforts for up to $25B global public sector and commercial deals for Leidos, IBM, and currently, Amazon Web Services. She is skilled in marketing to a variety of government and commercial customers, including Dept. of Energy, Dept. of State, DoD, DVA, and many commercial medical providers, payers, and researchers. Constance has been active in APMP for many years, sat on the 2015-2017 Board of Directors and on the 2015-2017 NCA Board of Directors as Secretary. She was the  Inaugural APMP Future Leader awardee and a part of the Inaugural APMP 40 under 40 class. She has participated as a speaker at the 2018 Bid and Proposal Con in San Diego, CA, presenting on “Building Efficient and Effective Bid Processes” She is particularly proud of having developed the ongoing Mentorship Program for Association of Proposal Management Professionals' (APMP) DC Metro Area Chapter, which was architected and implemented in 2014, and continues in perpetuity and having been adopted by other chapters domestically and internationally and similar associations. When she's not leading and developing winning proposals, Constance spends time with her husband, son, and 14-year-old Pekingese-poodle. During quarantine, she's finding ways to channel her in-home energy into re-decorating, trying new recipes and finding new ways to incorporate learning for her 9-month-old in day-to-day activities.​​


Dr. Idara Umoh, CP. APMP has worked in several Proposals and Sales roles within multinational Oil and Gas and Construction companies for the past 17 years. Her career has spanned between the UK and the UAE where she has been involved in worldwide bid management, leading several winning multi-million dollar contract wins. She has been responsible for leading commercial operations covering commercial bid preparation and technical teams both in a centralised and country localised proposals management setting. She has also travelled vastly facilitating staff training on proposals best practice. Idara is the author of “How to Create and Maintain a Bid Content Library” and the French language Textbook “La Vie de Marie”. She is fluent in both English and French. Idara holds a PhD in Business/Corporate Communications from the Robert Gordon University, Aberdeen, Scotland. She is Shipley trained and APMP certified, having been one of the recipients of the inaugural APMP 40 under 40 awards. She was also a finalist for the Middle East Energy Awards – Woman of the Year 2019. During her spare time, Idara who is passionate about business communications runs a free 5 day challenge focused on proposals writing to help business owners write better proposals submissions. She also manages a Facebook group called ‘The Grammar Bloc’ where she shares tips on how to communicate effectively.  


Christoph Mlinarchik, JD, CFCM, PMP is an expert in government contracts, former federal contracting officer, attorney, expert witness, professional instructor, frequent public speaker, and the author of the best-selling book, Government Contracts in Plain English. He is the founder and owner of which provides expert advice in government contracts to a wide range of clients, including business owners, bid and proposal managers, industry trade groups, federal contractors, and subcontractors. Christoph was honored with the “Top Professionals Under 40” award by National Contract Management Association (NCMA). Christoph is an experienced expert witness in federal contracts who has provided expert opinions and reports, research concerning damages, key findings, and case strategy for complex government contracts litigation. As an instructor, Christoph has taught or trained 1000+ federal, military, and contractor professionals nationwide—from novices to C-level executives. As a former director of policy & acquisition for a defense contractor, Christoph understands the business side of government contracts and how to work with your CEO, general counsel, and other corporate leadership. As a former senior contracting officer for the Department of Defense, Christoph has diverse and extensive federal contracting experience across the Air Force, Navy, Pentagon, and Office of the Secretary of Defense. Christoph has negotiated, reviewed, or managed BILLIONS of dollars of government contracts over the course of his career.  This real-world, government experience as the contracting officer who prepares solicitations, evaluates proposals, and selects winning proposals provides an invaluable perspective for clients.  


Stacey Duwe, CP APMP runs her own consulting business, Write Fit Solutions, helping her clients with all the things she loves about proposals, for clients that range from small, tech based start-ups to non-profits to fortune 100 companies in commercial and government sectors and across a range of industries. Stacey earned her BA in English and women’s studies from Cleveland State University in Cleveland, OH, is APMP certified (Foundation and Practitioner), and was recognized in the inaugural class of APMP 40 Under 40. She is also an active APMP member and has served on the Greater Midwest Chapter Board of Directors since 2017 as the Publications Chair, then Secretary, Vice Chair, and currently as Chapter President.


Janneke Orriëns CPP, APMP is recognised for her passion for proposals, championing proposal management best practice as she and her team help bidders to capture ‘must win’ deals and to bring about radical increases in win rates. She has completed proposal assignments with clients in sectors such as IT, telecoms, accounting, facility management, staffing and logistics.

Janneke served as the first Chief Executive of the Netherlands chapter of APMP in 2004-2006. Today, the Netherlands Chapter is one of the largest APMP chapters. Additionally, since 2007, she has been part of the Board of Directors of NEVI, the Dutch association for procurement professionals. Over 6,000 procurement professionals are NEVI members.

Prior to joining Strategic Proposals, Janneke worked at KPMG International, one of the largest professional services firms in the world and one of the Big Four auditors. As a buyer, she successfully ran Global RFPs and negotiations, such as a Global RFP for PC hardware and services.

Respected as a thought leader in the proposal profession, Janneke has a track record of outstandingly successful achievement – consistently attracting excellent feedback from senior executives, course participants, evaluators and proposal professionals alike.



Olessia Smotrova, CF.APMP Fellow, the president of OST Global Solutions, Inc. has more than 20 years of experience in business development. She led winning bids for four out of the five top government contractors, winning more than $22 billion over the course of her career. She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie, and seven other books. She has taught a graduate course for the Stevens Institute of Technology, and provided training to Treasury and NASA. She has served for 2 years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter, and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals – the highest honor in the business development profession. Her skills span every aspect of business development, sales, and marketing. Prior to supporting hundreds of Fortune 500 companies and small businesses as a proposal consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin, and wrote for the Financial Times of London.




Krystn Macomber has more than 17 years of experience in various marketing and pursuit roles within the architecture/engineering/construction (AEC) industry. Her career has been dedicated to developing and implementing holistic marketing, sales, and pursuit processes that align with best practices and win work. She regularly serves as a trainer and workshop leader in her roles at work and throughout the industry, including for the Association of Proposal Management Professionals (APMP).  She also regularly presents on marketing and pursuit best practices to small and diverse-owned businesses throughout California. Krystn serves as the marketing manager for Burns & McDonnell’s California regional operations where she is responsible for strategic marketing and pursuit efforts across the state. Krystn is currently serving a three-year term for the APMP International executive committee as vice chair, chair, and past chair. She previously served in various board of director roles, including chapter chair, for APMP California, APMP Greater Midwest, and APMP National Capital Area chapters. In 2018, Krystn was selected as the APMP Bid & Proposal Industry Executive of the Year and recognized as an APMP Fellow, the organization’s highest honor.


Carl Dickson is the founder of and PropLIBRARY. Carl is a proposal manager, writer, trainer, and coach. A career spanning 30 years, Carl has published over a thousand articles, whitepapers, books, and training materials. The articles he publishes reach over 100,000 professionals every week and over 7 million professionals have visited his websites. As a speaker, Carl has presented at conferences and events sponsored by (APMP); Society for Marketing Professional Services; Marketing Research Association; Armed Forces Communications and Electronics Assoc. (AFCEA); FOSE; Deltek; Fairfax County Community Business Partnership; Government Contracting Institute; and the Washington DC Office of Contracting and Procurement.


Chris Whyatt has spent the last 25 years of his career working in the adjacent disciplines of sales and bidding.  After winning major £10m pa deals with British Gas, Barclays Bank and the Halifax Building Society in the late 90’s, Chris established Practical Bid Solutions Limited (PBSL) as an independent bid consultancy.  This work led to more involvement with sales improvement programmes, and as a result, PBSL was rebranded as Get to Great in 2008 and he supported 100+ small and big organisations such as VMware, McAfee, NICE Systems, Camelot , HP, Glory, LivePerson, Virtual Clarity, G2Speech, Cyient, NetApp, Fujitsu, Babcock, NTT, SIMS and Babcock. Chris has been delivering training programmes for TechUK for 15 years and has supported clients on ~50 major deals, co-created 25 business winning frameworks, trained ~1,000 people in sales and bid aspects of business. Chris co-founded the UK chapter of the Association of Proposal Management Professionals (APMP) in 2001 with Jon Williams and served on the Board as COO for the first 3 years.  He was a Fellow of the Sales Leadership Alliance, which rebranded as the Association of Sales Professionals. Chris has conducted extensive research into improving the working relationship between sales and bid, publishing his second paper on this subject in January 2020.


Jamie Ninneman ​is an industry expert with more than 21 years working in customer-facing roles across the information technology spectrum, focusing on enterprise software and related services. In his current leadership role at SAP, he is both the global lead for Bid & Proposal Management as well as head of multiple global shared-service organizations. Previously his experience includes leading services organizations, defining and executing enterprise transformation strategies, and managing key customer relationships. Jamie is a past Chair of APMP International’s Board of Directors (Association of Bid and Proposal Management Professionals) as well as a member of APMP’s Business Sector Committee.


Larissa Cornelius owns nFold, a South African proposal consultancy that inspires success through words that win. She is the current chair of the Association of Proposal Management Professionals (APMP) SA chapter. She has over 17 years’ business development and operational experience. She is a certified APMP Professional and was voted as one of the 40-under-40 APMP professionals in 2018. By combining proposal best practice with her operational and sales background, she actively promotes the proposal profession and helps businesses to win more. She is passionate about proposals and following best practices; as winning proposals ethically – improves lives, by creating and retaining jobs.





Bruce Farrell is proposal director for Plante Moran’s consulting group. He leads a multi-national team who provide proposal, presentation, and other practice development related support. He is also a design geek who specializes in bringing strong design principles to brands, proposals, presentations, and other business documents. He particularly enjoys using thoughtful design to help people create documents that can make an impact. Bruce is a frequent presenter at Association of Proposal Management Professional (APMP) events, primarily focusing on presentation or proposal design. He is a member of APMP’s International Board of Directors.



Mel Smith is a Senior Business Winning Consultant with Harmonic with a track record of winning bids in the commercial and public sectors worth up to £1.4bn. Mel has a varied career background spanning Graphics, Marketing and Communications for International Investment Banks, Asset Management Companies and Hedge Funds as well as having owned her own Florist business before returning to the corporate life and the world of bidding.

Mel has been a member of APMP since 2012. Mel is current past UK APMP chair and is 2020 conference director. She is member of the APMP UK Chapter Board since 2018 where she held Marketing & Communications Director and Vice Chair positions. Mel led the delivery of chapter’s strategic goals, building on its current comms and engagement activity and developing the way chapter engage effectively with its members. Mel is also an International APMP Board Member since Jan 2020.



Brenda Crist has 25 years of experience providing capture, proposal, and program management support for information technology companies serving the Federal market. She is currently the Vice President at the Lohfeld Consulting Group. Prior to becoming a full-time proposal professional, Ms. Crist served as a Group Manager for OAO Corporation and Project Manager for Harris Corporation. She has provided onsite system, application, and network management solutions for civilian and military clients.  She holds a Master’s Degree in Public Administration from American University. She is certified at the Professional Level from the Association of Proposal Management Proposals and has delivered APMP certification training to hundreds of students since 2011. She is a Fellow of the Association of Proposal Management Professionals (APMP) and former Chapter Chairperson of the Year.


Jim K. McCarthy career spans over 37 years of marketing and proposal strategy creation, proposal development, and oral presentation coaching in support of contractors seeking to expand their market shares or to enter the government contracts market sector. As a founder of AOC Key Solutions, he built an organization that, since its inception, has played a part in winning more than $184 billion in federal contract awards for its clients.

Jim frequently serves as a conference guest speaker or panel moderator on topics ranging from leadership to winning government contracts through every legitimate means available. He has served in an advisory role with the George Washington University, Virginia Science and Technology Campus, Technology Accelerator and has been a frequent speaker with the George Mason University Procurement and Technical Assistance Center. Jim has also served on the board of the Veterans Institute for Procurement GovCon Council. In February 2016, Jim was named to Executive Mosaic’s Washington 100 as one of the top–100 most influential leaders in the government contracting arena. He currently serves on advisory boards for the USO-Metro and the National Contract Management Association.

Since 2016, Jim has served at the Chairman of the Board of Rekor Systems, Inc., a publicly traded technology and AI company traded on NASDAQ: REKR.


Jon Williams is the UK managing director of Strategic Proposals. He holds the unique status of being a Fellow of each of APMP, the Institute of Sales Management and the Royal Society of Arts. In over twenty years in proposals, he’s worked with sales organisations in more than thirty countries, helping them to radically improve their win rates. Jon’s published numerous research white papers, and is a regular keynote speaker at conferences around the world. He’s the co-author, with BJ Lownie, of bestselling book “Proposal Essentials”, and is recognised for his passionate for all things proposals!


Chris Simmons has 30+ years business development consulting experience including Deloitte Consulting and CGI/AMS. Chris is Founder & Principal at Rainmakerz Consulting LLC (served 200 customers and has won tens of billions in new business for his clients). An APMP Fellow and Certified Practitioner, Chris is former APMP National Capital Area Chapter (NCA) Vice President and Membership Chair and was also APMP NCA Mentor of the Year. Chris won the first ever John Elder APMP Journal Award for the topic  (How to Create Winning Proposal Themes). Chris has presented at numerous APMP International, NCA, other APMP chapters events. Chris was also voted as Consulting Magazine’s Top 25 Consultant. ​


Steve Skeldon is APMP Certified at the Practitioner level and currently works as a Senior Proposal Manager for Vectrus. He has more than 8 years of proposal experience across the Federal services industry, managing and supporting bids for a variety of customers across civilian and defense sectors of Government, with heavy support to Navy and Army clients. He is heavily involved in APMP at the local and international levels, receiving the distinction of being named a 40 under 40 in 2018 at the APMP International Conference in San Diego. Steve currently serves as the Vice President for the APMP National Capital Area Chapter and previously served as the Conference Co-Chair for the APMP NCA MAC 2019 conference. He holds a Bachelor degree from Roanoke College and a Master of Professional Studies from The George Washington University.


Jeff Leitner has 30 years of experience supporting proposals, capture, and business development across the public sector. Currently Vice President of Consulting for Red Team Consulting, he leads the company’s proposal, capture, and growth strategy consulting practice, working with Red Team’s clients and consultants. He also leads the company’s proposal best practices and develops and delivers proposal training. Jeff earned his Bachelor of Science in Aerospace Engineering from the University of Michigan, so he is literally a rocket scientist. He is active in the Colorado Chapter of APMP and regularly presents at APMP conferences and delivers webinars to APMP members. Jeff is known for his dry, witty humour. In his spare time, he enjoys spending time with his two teenage children and passionately protesting environmental destruction, civil rights injustices, animal cruelty, and gun culture.


Ajay Patel leads SMA, Inc. as President and CEO. SMA, Inc. is the world’s largest advisory firm dedicated to improving its client’s competitiveness across their entire program lifecycle from market and competitive strategy to capture strategy and bid/proposal development to profitable program execution for public sector markets.

Mr. Patel has over 35 years of consulting, business development, operations, program management and systems engineering experience. Prior to coming to SMA, Ajay was a Director at Deloitte consulting in the Aerospace and Defense practice. He was a Senior Partner at the Monitor Group for twelve years, and created and led it’s global National Security practice. During the 1990s, Ajay served in various roles at SMA including Vice President of Business Development, Executive Vice President of SMA’s Proposal Management group and as the firm’s Chief Operating Officer. Previously, Ajay was at TRW serving in technology development, systems engineering, program management and business development roles.

Ajay enjoys travelling and is an avid reader. His has a particular fascination with typography—the latest fun addition to his library is Simon Garfield’s book “Just My Type: A Book About Fonts.” His favorite bookstore on the planet is Daunt Books in London, United Kingdom.


Robin Davis has more than 20 years of commercial and state and local proposal experience. In 2009, Robin established Metre, a successful proposal and sales operations consulting firm that helps healthcare clients win business. Working with start-ups to some of the largest health plans in the country, Robin and her team have helped secure billions of dollars for her clients. She’s proud that over 80% of her work comes from repeat business—a testament to the trusting relationships her and her team build with clients. Prior to founding Metre, Robin fell into proposals at Healthways and then built the company’s first knowledge management and proposal’s department over the next nine years. Robin is an APMP Fellow, former member of the International Board of Directors, and Chapter Chair of the Rhythm & Harmony chapter, which includes members from Alabama, Louisiana, Mississippi, and Tennessee. Robin describes herself as a brave, passionate, life-long learner. She is driven by the desire to make a positive impact in the lives of the people around her, whether that is helping a client win business through proposals or creating a warm and inviting neighborhood bar and restaurant in her community.



Kevin Switaj is the President and Chief Executive Officer of BZ Opportunity Management. An experienced proposal professional, he has led bids of diverse sizes and requirements for a wide range of Government clients. He has developed, implemented, and refined life cycle processes at firms, resulting in a minimum of a 50% improvement in win rate year-over-year. He is a former member of the APMP National Capital Area Board of Directors and served as a mentor in the chapter’s mentor-protege program for multiple years. He is a well-recognized thought leader in the field who speaks regularly at regional and international conferences. Kevin has won multiple awards for his writing on opportunity management and regularly blogs on the BZ Opportunity Management site. He is also involved in his community, volunteering for his community swim association and his son’s Cub Scout pack.


Marina  Goren  is the President/CEO of Smart BD Consulting – a successful MD/DC/NVA area Capture and Proposal Development firm. Over the past 7 years she has successfully grown her company to over 150 consultants serving over 50 Federal Government contracting clients. She teaches numerous Proposal Development and Capture courses and was an APMP speaker since 2014. Ms. Goren continues to personally support her clients in pioneering new frontiers and winning large strategic bids, while running her company. Ms. Goren has been instrumental at Billions of Dollars in wins for her clients (including a recent single award $1.2B win). Prior to starting her own company, Ms. Goren was a Vice President of Business Development at ASRC Primus and helped grow the company from 2 to over 1,600 FTEs in just a little over 5 years. Ms. Goren had a progressive career in IT, Operations and Business Development for the past 23 years.


A former college professor, stand-up comic, and founder of two successful firms, one of the first-ever Fellows of the APMP, Dr. Tom Sant was named the world’s foremost authority on winning sales proposals by the American Management Association and one of the top ten sales trainers in the world by Selling Power Magazine.  

Tom is the author of the best-selling Persuasive Business Proposals, and the highly acclaimed The Giants of Sales and The Language of Success.  

As a consultant, Tom has written over $30 billion in winning proposals for clients in every industry sector.  In addition, he invented the world’s first proposal automation tools, ProposalMaster, RFPMaster and PresentationBuilder, used by thousands of sales and proposal professionals worldwide as the Upland Qvidian system.  


Larry Newman is a partner and board member, Shipley Associates. Larry started at Shipley Associates in 1986, so that’s 36 years of consulting and training clients in 5 continents (North America, Europe, South America, Australia, and Asia), 30 countries, and more than 100 organizations.
Larry authored the Shipley Proposal Guide, Capture Guide, and Business Development Lifecycle Guide. He is a Fellow of the Association of Proposal Management Professionals, accredited at the APMP Professional Level. Larry has MS and BS Industrial Engineering from University of Iowa.


Randy Richter is Chairman and Price to Win Director at Richter & Company, Competitive analysis and market research firm focused on the Federal market.  Previously, Randy was a Senior Consultant at CAI/SISCo, served as Vice President, Strategic Business Development for Integrated Communication Solutions, responsible for the capture and operation of long-term programs within the Federal government.

Randy received a B.S. from Cornell University and M.S. from the State University of New York at Cortland.  He has completed sales and technical certifications from Cisco, Nortel Networks, 3Com, and Unisphere Networks (now Juniper Networks).  Randy has been a featured speaker at federal conferences, telecommunications industry association events and is an active member of SCIP and APMP. Randy is also founder and president at Western Maryland Lacrosse Officials Association


Alan Howard , a 40+ years proposal industry veteran is a Certified Professional of the Association of Proposal Management Professionals (APMP®). Alan joined APMP in 2009 and was appointed to the APMP UK Board in 2016 as the Certification and Apprenticeship development director where he was heavily involved with the mentoring programme and the conference training days. ​

In his 40+ years’ working on proposals, Alan has worked on 100’s of proposals, has trained and mentored 150+ proposal professionals


As Sr. Vice President of Consulting at Shipley Associates, David Bol has over 30 years as a Senior Proposal Manager helping client’s win over $220 billion dollars of revenue. He has co-authored three books for APMP that still influence winning business development practices today. Mr. Bol is APMP certified at the Professional level, is an APMP Fellow and co-founded the Rocky Mountain APMP Chapter. He earned the Visionary award guiding the APMP group through the 90’s. He has held every international APMP Board position including being CEO of the Board of Directors in 2009.



Samantha Enslen runs Dragonfly Editorial, an agency that helps companies around the world write, edit, and design great content — including proposals. Sam is an APMP member and a frequent speaker at Bid & Proposal Con. She's on the board of ACES: The Society for Editing, and she's a writer for the Grammar Girl podcast. In short, she's a book lover, word nerd, and grammar geek all in one.


Nicholas Adams is an industry veteran with 30+ years IT and bid and proposal experience having recently worked for Teradata as Lead for EMEA proposal management and RFX process previously leading their UK & Ireland Opportunity Management function. Before Teradata, Nic also worked at Liberata, Atos/Siemens IT Solutions, Dell, HP and Fujitsu.

Nic has served on the APMP UK Chapter Board of Directors since 2007. Nick was also 2017 and 2018 UK Conference director. At an international level, Nic has served as APMP International chair, past chair and was also first ever Treasurer for the Association. Nic is APMP Practitioner certified and has a business management degree from university of south Africa. Nic also served in the board of AFSM International, Rotary, Lions International and various education institutes.


Dick Eassom, aka Wordman, a Certified Fellow of the Association of Proposal Management Professionals (APMP®), past APMP Chief Executive Officer, recipient of the APMP William C. McRae Founders' Award, past Chair of the APMP California Chapter and a proud member of the chapter’s Mentor program. Dick has presented at 15+ APMP Annual International Conferences on using Microsoft Word for proposal development.

Dick has authored over forty articles for “Wordman's Production Corner” in the APMP Perspective. In his 40+ years of experience, Dick has led or contributed to numerous proposals in the USA, UK, Canada, Germany and Australia. Dick has a BSc in Electrical and Electronic Engineering from the University of Leeds in England.


BJ Lownie was one of the 28 founding members of APMP, true “Proposal Patriot, an accredited Professional and elected Fellow of APMP and started Strategic Proposals in the US in 1987.  He is a truly “Passionate about Proposals”, an outstanding presenter and trainer and is recognised as one of the gurus of the proposal world. In his 35+ years’ working on proposals, BJ has worked on 1000’s of proposals, has trained 10000 proposal professionals and has presented at countless conferences.


Over the last 30 years Margaret Helsabeck has focused on leading proposal management, learning and communications across large business winning organisations in UK and USA. Margaret was the second UK APMP CEO and became an APMP Fellow in 2009. Margaret officially retired in 2015 and now runs Mags Arts Space travelling, drawing and painting.



Tim Snell has 20+ years’ experience in helping companies create solutions to win business. He has worked in some of the most remote, austere and dangerous places in the world including Afghanistan, Iraq, Liberia, Mali and Sudan in support of military, United Nations, NATO and commercial organisations. Tim is an executive & Personal Coach, Business Winning consultant and Trainer. Tim is APMP Deputy Chief examiner and a regular speaker and contributor to APMP.



Ali Paskun CF.APMP is the founder of AbiL Solutions LLC and RFPtrainer. Ali is a veteran in the world of Federal Government contracting having worked for a number of government contractors to develop and refine successful approaches to winning Federal Government contracts. She has spent 35 years developing win strategies with expertise throughout the entire phase of proposal development cycle, primarily for small and mid-sized companies. Ali has an impressive track record of collaborating with and managing capture teams to identify best possible solutions for proposals. She used to manage the Journal of the Association of Proposal Management and has lectured nationally. She is an APMP Fellow and has earned APMP certification.



Kristin (Baron) Dufrene, CPP APMP Fellow, has twenty-six years of experience in Federal sector business development, including capture management and proposal development. Kristin has been a member of APMP since 1995 and served as the 2017 Chair of the International Board of Directors. She has led many joint Industry-Federal initiatives, including the Procurement Improvement Committee (PIC), the Federal Procurement Community, and the Government-Industry Acquisition Task Force. Kristin is currently Strategic Capture Executive Director for CACI and holds a Bachelor’s degree in Journalism from LSU.



Betsy Blakney, ​CPP APMP, is an APMP Fellow, past APMP International CEO, COO, Board Secretary, and Eastern Regional Representative, and a former APMP National Capital Area (NCA) President. With 25 years of proposal management experience, Betsy is currentlyDirector of Proposal Operations Support for CACI. Betsy was previously the Director of Proposal Services for UNITECH (acquired by Lockheed Martin), served in the Washington Federal Practice of PricewaterhouseCoopers as a Federal Proposal Manager, and began her proposal management career at Datatrac Information Services, Inc. (acquired by CSC). An APMP member since 1996, she actively served as an APMP certification mentor, co-authored the APMP Industry Glossary of Terms, and is a frequent conference speaker/panelist.


Colleen Jolly has 20 years' experience in visual communications, training, marketing (event management and sales (B2G, B2B, and B2C) across several industries and countries including deep expertise in the US, UK, and Australia. She is the youngest person to win the APMP Fellow Award in 2010; she won the APMP Insight Award in 2012 for her article on international business; was featured in Northern Virginia magazine's “Top 10 Entrepreneurs Under 30” in 2010; and was a finalist for the Stevie Awards Creative Professional of the Year, 2009. She just won the inaugural “40 Under 40” honor from APMP in 2017.

She is a former Southeast of England Women's Business Ambassador (2008-2010); docent at the Corcoran Gallery of Art (2004-2014); board member at the Capitol Hill Arts Workshop (2007-2014); served as Secretary of APMP NCA chapter 2010-2012; and on the International Board of APMP 2012-2015 as Secretary, COO, the youngest CEO in the organization's history, and Past CEO.



Mike Parkinson (Microsoft MVP and APMP Fellow) is an internationally recognized Visual Communication and Presentation Expert and award-winning author of (“Billion Dollar Graphics” and “A Trainer's Guide to PowerPoint: Best Practices for Master Presenters.”). He owns Billion Dollar Graphics and is a partner at 24 Hour Company, a premier creative services firm. Mike has spearheaded multi-billion-dollar projects and helped Fortune 500 companies and international learning institutions win billions of dollars.


Kirste Webb is APMP Fellow with 30+ years’ experience in all facets of business development and marketing services. Kirste is Senior Vice President Business Development at ARS Aleut Remediation. Kirste has twice been the volunteer Chair of APMP and was also instrumental in APMP’s certification program by pushing for an APMP Body of Knowledge (BoK).  Kirste also serves as a counselor with the East Tennessee Procurement Technical Assistance Center. She achieved APMP Certification – Foundation Level, and holds Bachelor’s degree and MBA from the University of Phoenix.



Eric Gregory has 42 years experience in business development, capture and proposal operations.
Eric has been honoured with APMP’s highest service award, the William C. McCrae Memorial Award, he also received CACI’s top honor for service excellence, the Admiral Thomas H. Moorer Award.
Eric is APMP-certified proposal professional (APMP CPP) and an APMP Fellow, Twice ex. CEO of APMP



Cathy Day has over 35 years’ experience directing, delivering, and training capture and bid teams. Cathy designed and developed the Association Proposal Management Professionals (APMP) Accreditation Programme. Cathy is APMP Fellow, APMP Accreditation Director and Chief Examiner since 2004.



Tony Birch is Chairman of Shipley Limited. An industry veteran with 40+ years’ experience who has trained over 10,000 people, helped win over $30bn in new business. Elected a APMP Fellow in 2006, Tony served on the main board of the APMP for 4 years; during that time he oversaw the development and launch of the APMP's Certification Program. As one of the founders of APMP UK, Tony’s mission is to ensure that the role of a bid or proposal manager is recognised throughout the world as a profession – and not just a job.



Howard Nutt is Executive Director of the Business Development Institute International (BD-Institute). An industry veteran with 45 years experience.
Howard was one of APMP's 28 founding members, developed its original strategic plan, is the recipient of APMP Founders and Vision awards and continues as an APMP Fellow. He leads development of the Capability Maturity Model® for Business Development and was a former Senior VP of Consulting for Shipley Associates.



Sampada Abhyankar is an executive with solid experience in IT enterprise sales and business development having worked with customers across 5 major continents. During the past 22 years, he has established many firsts in the organizations in different roles. Her expertise spans in the areas of Project and Program Management, Cross-Functional Collaboration and Problem Solver, Value Added Sales Support, Customer and Partner Interactions.

As an individual, she is a change-promoter, idea generator, path-maker and cross-functional collaborator. She has sharp comprehension and analytical abilities, an eye for detail, quality conscious to ensure customer delight. She enjoys taking the road less travelled, influencing, challenging teams for efficiency, innovation and relevance. She aspires to be constructive irritant and make the team believe in SAP’s products and capabilities.

She is extremely proud of her following achievements below:

  • Selected as Chair and Governing Board Member of APMP India (not-for-profit industry association of bid and proposal management professionals) for 2021-2022
  • Certified Project Management Professional for 13 yrs and 2 months and Certified Practitioner of APMP since 2017


Len Miller joined Hinz Consulting in October 2016 and is a General Manager and Account Lead. He is responsible for supporting existing clients by providing the resources to support bid pursuits and provides value-add consulting via pipeline analyses, RFI/Sources Sought development/review, RFP analyses, bid/no-bid and bid team composition recommendations, and proposal reviews. He also pursues/wins new client accounts. He works special projects as assigned. He has over 38 years of experience in Federal/DOD and commercial business development, capture management, proposal management, product support, systems engineering, software engineering, software quality assurance, and program management. He has helped win over $37B since 1990 and has supported 17 $B+ proposals and multiple projects worth $100M+.

Prior to joining Hinz Consulting, Len joined Siemens Government Technologies (SGT) in September 2013, as the Director, Proposal Management. As SGT’s Director, Proposal Management, he built a proposal group and led these proposal professionals in planning, developing, producing, reviewing, and delivering Federal/DOD proposals either led by SGT or SGT-supporting other Siemens business units in winning Federal business. He was also a Senior Proposal Manager and selectively managed key/critical SGT-led proposals.

Prior to working for SGT, Len worked at CACI International, Inc., for 11 years where he served in the roles of Vice-President, Intelligence and Classified Proposals Group and later, Vice-President, Proposal Strategy and Operations Group where he led a group of 82 proposal professionals. He oversaw proposal operations ensuring that all CACI proposals were submitted on time, within budget and with the highest level of quality and competitiveness. He provided guidance on win strategies and solutions. He also conducted and participated in various Capture and Proposal reviews. He oversaw proposal infrastructure and facilities, proposal production operations, proposal knowledge management and writing, and proposal coordination. He also taught CACI's capture and proposal writing courses. He also participated as a senior executive sponsor for CACI's BD Fellows program.

Prior to CACI, Len was the Proposal Operations Manager at Ernst & Young Technologies; BD director at Bit by Bit; New Business Representative/Proposal Manager at SIMTEC, Inc., Software Quality Assurance Manager/Capture Manager, and Project Manager at DynCorp I&ET; and held senior operations, business development and technical positions at Delex Systems supporting the development and delivery of training systems/support to the U.S. Military, foreign military sales countries, and prime DOD contractors. He is a former member of the U.S. Air Force.

Len holds a BS degree in Physics from Virginia Commonwealth University, Richmond, VA. He is a member of the Association of Proposal Management Professionals (APMP) and is APMP Foundation level certified in proposal management. He has developed numerous articles and procedures on proposal and capture operations; has spoken at events on the topics of proposals, captures, BD, software quality assurance, and career planning; and has provided formal training to students about proposal development/writing and capture planning/execution.


Candace Jenkins has more than 20 years of leadership experience in personnel management, team development, documentation management, and proposal production. She is APMP certified at the Practitioner level. She has successfully built and managed proposal and documentation teams at Northrop Grumman and Hewlett-Packard, helping to improve deliverable quality and acceptance and productivity in those organizations. She has successfully trained teams in skills from proposal management and coordination to editing to production, and she has created detailed process documentation as guides for the team and other internal groups. Candace is well-versed in managing both in-person and remote teams, successfully scheduling and planning resources in various locations and time zones. As an APMP-certified proposal manager, she has led multiple pursuit teams simultaneously, with a win rate of more than 85% and totaling more than $1.5B in TCV in 2020 alone, completing all opportunities within budget and on the original schedule. Candace works closely with executive leadership to support and drive strategic thinking and implements change across her organization to support current industry best practices to better support the sales organization. She has led and supported several global initiatives, including streamlining and developing processes and providing training. With a B.A. and graduate course work in English, Candace has excellent oral and written communication skills and is an effective leader and motivator. Candace has been an active APMP member for several years and has served on the NCA Chapter Board of Directors in multiple roles.


Erin Green has 15 years’ experience in international government procurement, marketing, and management across several industries and countries including deep expertise in the US, UK, Singapore, and Japan. She was an inaugural winner of the APMP-NCA Scholarship for rising stars, served on the APMP-NCA chapter board in both the professional development and events committees, and won article of the year in 2017 for “Changing Scope of View”. She also won the “40 Under 40” honor from APMP in 2019. She has served as a mentor twice in the APMP-NCA chapter Mentor-Protegee program, and was part of the inaugural class of Protegees. She is currently the Vice President of Global Proposals at Maximus.

Outside of Proposals, she is active in philanthropic work, doing service projects, food drives, and actively participating in the Maximus Foundation events. She's a continuous learner, always taking classes at colleges, seminars, trainings, and lectures and is involved as a cultural exchanger by going to and organizing cultural events around Northern Virginia. She links her love for travel with this passion and is an avid brewery and winery visitor. Erin is a cat lover and owns an orange cat named ginger and is a huge fan of classical music and traditional folk music and try to see it live whenever possible.

And more….