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.
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
Scribble Talk Exclusive - Baachu Scribble Scholarship 2020 Challenge Detailed
Scribble Talk Exclusive - Rick Harris, Chief Executive, APMP
(recorded 18.06 2020)
500+ 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!
WOW2K - SUPPORTING APMP’S MEMBERSHIP GROWTH
Sign up for our APMP Foundation certification training, and we’ll enter you into our monthly draw, where we’ll pick one random entry each calendar month to WIN free APMP Foundation certification training (refund your training fee), a $300 value, and one random entry each calendar month to WIN an APMP Foundation certification examination fee from SMA, a $400 value! You must have joined APMP after 21 September 2020 to be eligible.
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…
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.
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.
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).
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.
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.
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!
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.
Suzanne Jones, CP APMP Fellow, has made her career as a capture/proposal professional. She is a Proposal Director and Business Winning Leader for one of the top U.S. defense contractors. Her winning record includes many billions in new and hyper-competitive wins in three top-ranked companies.
In 18 years, Suzanne has proven to be a capable leader in a complex industry. While gaining valuable experience, Suzanne has given back to the profession by volunteering her time to the APMP. She served on the Board of Directors (BOD) of the Nor’easters chapter for 4 years (1 as Secretary, 3 as President). During that time, she was instrumental in growing their membership and event attendance, and leading their award-winning annual symposia. In 2013, Suzanne won Chapter President of the Year.
Suzanne also served on the APMP International BOD for 5 years, 3 of those as an Officer [COO (2014); CEO (2015); and Past CEO (2016)] during a major time of transition. Under her leadership in 2015, APMP membership increased by 19%, one of the highest years to-date. That same year, she introduced the popular Ignite Talks as part of the annual Bid & Proposal Conference (BPC) agenda, which was a fresh, new idea that received rave reviews. The Writing Bids & Proposals for Dummies book was also another significant project during that year.
Suzanne remains an active APMP member and certified Practitioner. In addition to her corporate and APMP awards, in 2017, Suzanne earned a seat in the first ever 40-under-40 class, and that same year earned the designation of APMP Fellow, the association’s highest honour. Just a few months ago, in May 2020, she was presented the APMP Proposal Executive of the Year award.
Suzanne holds a Bachelor’s degree from Liberty University. She cherishes time with family and friends, and enjoys travel, sports, and exercise.
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
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.
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.
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.
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.
- 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
EPISODE 42Christoph 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 www.ChristophLLC.com 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.
EPISODE 39Olessia 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.
EPISODE 38Krystn Macomber has more than 17 years of experience in various marketing and pursuit roles within the architecture/engineering/
EPISODE 37Carl Dickson is the founder of CapturePlanning.com 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.
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.
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.
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.
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.
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.
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.
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
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 (www.apmp.org). KK is Certified at Practitioner level and is also a contributing author to APMP’s Body of Knowledge (BOK) and the APMP Journal.
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.
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.
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.
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.
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.
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.