Meetings: Webinar

Every month, APMP offers live webinars that address key industry topics and best practices. In addition to the live event, webinars are recorded and available for viewing at your convenience, providing you with an invaluable resource. All webinars (live and recorded) are free to members. For non-members, the cost is $75. All registrants receive a link to a recorded version of the webinar, regardless of attendance.

What You’ll Learn

During 2018, BD-Institute conducted a series of studies with several APMP chapters to gage the state-of-the-art for 15 proposal best practices. This webinar will highlight findings on five of these practices that can help proposal professionals take a much more proactive approach to managing their proposal processes and be far more successful as proposal professionals. These practices imply organizational imperatives, resource strategies, and performance indicators – altogether a roadmap to more successful proposals and better control along the way. The presentation will also show how these practices can form a powerful set of metrics to support best-in-class proposal operations. Webinar attendees should take away peer data and strategies for the five practices highlighted during the presentation, as well as findings from the overall study to better enable their use of state-of-the-art proposal practices.

Key takeaways

• Real data from an industry survey on importance versus usage of key proposal best practices
• Five practical ways to implement best practice at critical points in the proposal process
• Supporting checklists and other resources to use to improve results during subsequent proposals

Presenter

Howard Nutt
Executive Director
Business Development Institute International

The webinar is led by Howard Nutt, Executive Director of Business Development Institute International (BD-Institute), an international non-profit organization dedicated to extending BD/Sales best practices world-wide. Howard has managed the Capability Maturity Model® for Business Development (BD-CMM) since its creation in 2001 (with support from an APMP steering committee) and has extensive experience in assessing BD/Sales capabilities and assisting organizations achieve high performance. Prior to establishing the BD-Institute, Howard originated the Proposal Operations function at Allied-Signal Aerospace (now Honeywell) and was Senior VP of Consulting and an owner of Shipley Associates. In addition, Howard was one of APMP’s 28 founding members, developed its original strategic plan, has been recognized with APMP Founders and Vision Awards, and continues his involvement as an APMP Fellow.

Every month, APMP offers live webinars that address key industry topics and best practices. In addition to the live event, webinars are recorded and available for viewing at your convenience, providing you with an invaluable resource. All webinars (live and recorded) are free to members. For non-members, the cost is $75. All registrants receive a link to a recorded version of the webinar, regardless of attendance.

What You’ll Learn

Simply having a compliant solution is not enough. To maximize our chance of winning, we need to demonstrate compelling value to the buyer. Unfortunately, creating value propositions that work is one of the most difficult tasks in proposal writing and sales management. In this webinar, we will discuss:

1. What is a value proposition (as opposed to a win theme, marketing tag line, mission statement, etc.)?
2. The foundation of value–identifying the customer’s area of poor performance, the gap in capabilities, or other issue that is driving the opportunity.
3. Articulating and quantifying the impact of solving the customer’s problem in the three domains of value–strategic value, tactical value, and sociopolitical.
4. Three methods of quantifying value–using the Rule of 5; case studies; and proof of concept data.
5. Linking your value to your differentiators and evidence.

Key takeaways

• What is a value proposition and how does it differ from a win theme, unique selling proposition, or marketing slogan.
• The four domains of value and how to identify the area where the customer seeks improvement.
• How to establish a baseline of current performance and quantify the gain your solution will deliver.
• How to bulletproof your value proposition by building it on your differentiators and proof.

Presenters

Chris Sant
President
Christopher Sant Consulting

Chris Sant, the John Elder APMP award winner for “outstanding educational value and clarity,” has successfully trained clients with a combined market cap of over $350 billion on increasing revenue and winning more business. Chris has taught evidence-based persuasion and proposal techniques to engineering, IT and professional services firms in over 20 countries. Participants describe Chris’ workshops as “incredible,” “extremely informative and eye opening,” “hilarious,” “so useful and so much fun,” and “one of the best trainings I have ever attended.” If you want a free, fair analysis of your current proposals, content library text or presentation materials, contact Chris’s team at Info@ChrisSant.com or visit ChrisSant.com to get started.

Every month, APMP offers live webinars that address key industry topics and best practices. In addition to the live event, webinars are recorded and available for viewing at your convenience, providing you with an invaluable resource. All webinars (live and recorded) are free to members. For non-members, the cost is $75. All registrants receive a link to a recorded version of the webinar, regardless of attendance.

What You’ll Learn

Are you looking for easy-to-follow guidelines for writing truly compelling executive summaries? Then, this webinar is just for you. This webinar is for all those who regularly write executive summaries. It provides you with all the know-how for writing well-structured, easy-to-read and finally convincing management summaries. Get your customer’s YES in the most read section of your proposal document!

Key takeaways

• Understanding the readers and their needs and how they actually look at your summary
• Applying the 5-box structure for compelling summaries
• Using the right language
• Systematically checking quality
• Tips and Tricks

Target audience

All those involved in writing executive summaries:

• Bid/Proposal/Tender Managers
• Sales Representatives, Key Account Managers
• Pre-Sales Representatives

Presenter

Christopher S. Kälin, CPP APMP Fellow
Managing Partner of CSK Management
Author of ‘The Ultimate Bid and Proposal Compendium‘

Christopher S. Kälin is a global authority on bid and proposal management and author of “The Ultimate Bid and Proposal Compendium’.

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 was co-founder and chairman of the German-speaking APMP chapter 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 is also a well-received speaker at business development conferences and sales conventions around the globe.