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Chapters: Chesapeake Chapter
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Please join us On Wednesday, May 9 for lunch and a presentation on developing key metrics for proposals and proposal professionals.
 
Not Everything That Can Be Counted Really Counts:
Measuring Success One Metric at a Time
 
Wednesday, May 9, 2018
11:30 am - 1:30 pm ET
Hosted by Leidos, Inc.
6841 Benjamin Franklin Dr., Columbia, MD 21046

Everyone is familiar with the terms "win rate" (based on proposals submitted) or "capture rate" (based on revenue bid), but it can be difficult to quantify these numbers as they relate to proposal processes and proposal professionals. Win and capture rates are indicators of an organization's bidding success, but can't be attributed to any one area of the overall process. What metrics can be applied directly to proposals and proposal professionals to gauge the quality of the product and the effectiveness of the processes? How can these metrics then be used as a baseline to develop key performance indicators for proposal staff members, such as proposal managers, writers, and desktop publishers? This presentation will discuss various metrics that can be implemented and analyzed for any proposal organization to track performance, identify and address areas for process improvement, report meaningful data, and set performance goals for employees.


Presenters:
Ali Paskun is small business consultant and advisor, trainer, writer and founder of  ABIL Solutions, LLC. Kristin Baron Dufrene is a CPP APMP Fellow and Vice President, Proposal Development for Vencore, Inc.
 
All attendees will be given the opportunity to win a free one-day training class provided by Lohfeld Consulting

 

The event fee is $15 for APMP members; $20 for non-members. Please bring cash or a check only; we cannot take credit cards. Lunch will be provided. Attendees must check in at the Leidos reception desk and show a photo ID.


Free Webinar hosted by Florida Sunshine Chapter!

Florida Sunshine Chapter is hosting a virtual chapter meeting / webinar on
June 7, 2018, 12-1 PM ET.

Defensive Tactics: Art & Science of Winning Re-competes
Presenter Marina Goren

Being an incumbent used to give you an immediate advantage over the rest of the competition. After all, no one knows this work as well as you do and no one has the same level of customer relationships and trust. However, in today's world of tremendous budget pressures, more and more government clients opt for a lower price solution over what the incumbent has to offer. This required companies to step up their game to win their own work back. Smart BD Consulting has been instrumental in helping our clients with strategies such as: providing independent customer surveys, assessment and recommendations of how to improve the contract performance prior to the re-compete; solutions for innovative and believable cost savings measures; and effective proposal design and development methodology based on a Subject Matter Expert(s) interview model. Mrs. Goren will share these and other techniques with the audience during this informative presentation to help fight "incumbinitis" and attain 100% of re-compete capture.

To register, click here!


News You Can Use

When it comes to bid protests, Section 809 panel should follow data

"The Section 809 Panel released its first of three reports in January aimed at improving and streamlining Defense Department acquisition across the government. The initial report was well-received for good reason. Through a careful analysis, it recommended bold and much-needed reform to the regulations underpinning everything DoD buys."
...

"Among other things, the RAND Report found that protests are not at all prevalent when viewed against the backdrop of overall DoD procurement activity. The report found just 0.3 percent of DoD contract actions were protested, and most GAO protests are resolved in just over a month–hardly indicative of a system that causes governmentwide disruption."

For more on this story from Federal News Radio, click here.

Join Us for a Lunchtime Presentation & Networking

On Wednesday, May 9, 2018, APMP Chesapeake Chapter will present a program on measuring the success of the proposal process. Starting at 11:30 am, the 2-hour event will include the presentation, lunch, and an opportunity for networking. Leidos is hosting this event at their offices at 6841 Benjamin Franklin Drive, Columbia, MD 21046. The cost is $15 for APMP members and $20 for non-members.

Not Everything That Can Be Counted Really Counts:
Measuring Success One Metric at a Time
Everyone is familiar with the terms “win rate” (based on proposals submitted) or “capture rate” (based on revenue bid), but it can be difficult to quantify these numbers as they relate to proposal processes and proposal professionals. Win and capture rates are indicators of an organization’s bidding success, but can’t be attributed to any one area of the overall process. What metrics can be applied directly to proposals and proposal professionals to gauge the quality of the product and the effectiveness of the processes? How can these metrics then be used as a baseline to develop key performance indicators for proposal staff members, such as proposal managers, writers, and desktop publishers? This presentation will discuss various metrics that can be implemented and analyzed for any proposal organization to track performance, identify and address areas for process improvement, report meaningful data, and set performance goals for employees.

Mark your calendar, and check back here for a link to register for this event!

If you prefer to receive an invitation by email when registration opens, please send your request to APMPChesapeakeChapter@gmail.com.

Did you miss the webinar? A recording is now posted!

The Critical Role of Value in Winning Bids

This webinar, presented by business intelligence guru Randy Richter, focuses on how to ask and answer three questions:
  1. What does my customer want?
  2. Why do they want it?
  3. How will they pick the winner?
If you were not able to attend the webinar, you can listen to the recording here.
 To obtain a copy of the slides, email APMPChesapeakeChapter@gmail.com.

News You Can Use

DoD memo starts to cleave its acquisition office in half, reassigns workforce

A Jan. 31 memo obtained by Federal News Radio and signed by Deputy Defense Secretary Patrick Shanahan outlines just how the Pentagon will split its acquisition office into an office of research and engineering and an office of acquisition and sustainment. Congress mandated the split in the 2017 defense authorization act.

For more on this story from Federal News Radio, click here.

Jan. 25 Foundation Training Class a Success!

On Jan. 25th, Brenda Crist of Lohfeld Consulting conducted APMP Foundation Level Training, sponsored by the Chesapeake Chapter. There were 16 registrants and all 16 left that afternoon with their Foundation Certification! Chesapeake Chapter traditionally offers this training in January as a way to help our members and other BD, capture, and proposal professionals obtain professional credentials to kick-start the year. APMP offers the only professional certification program for those working in a bid and proposal environment.

For more on the benefits of APMP Certification, click here.

Capture Management Seminar Draws Local Bid & Proposal Professionals

On Jan. 24, 2018, Chesapeake Chapter offered a one-day Capture Management seminar attended by 18 local professionals. Offered in conjunction with APMP Foundation Certification Training and led by federal BD and capture experts, the seminar described the 10-step capture management process developed by Lohfeld Consulting Group. The process covers the major capture management activities from identifying and qualifying new business opportunities through RFP release. Attendees took away capture management tools and techniques that they can apply to making better decisions and increasing win probability.

To learn more about Lohfeld Consulting's Capture Management process, click here.

 

Recording Now Available for Getting the Most Out of Word for Proposal Development by "Wordman" Dick Eassom

On December 15th, 2017, APMP Chesapeake Chapter held a webinar by "Wordman" Dick Eassom - Getting the Most out of Word for Proposal Development. He discussed Microsoft Word features and optimum ways of using those features to assist in proposal development activities. "If only your authors knew the dangers of cut and paste. What do you mean, use the "styles"? How do you deploy proposal templates? That's not how you make a hanging indent! And other mysteries!" Based on years of having to incorporate author content into winning proposals, this hour of basics (and some not so basics) for proposal production teams unlocks those mysteries and helps define how we can get proposal authors to be a help, not a hindrance, to proposal development.

If you were not able to attend the webinar, you can watch the recording here. To obtain a copy of the slides, email APMPChesapeakeChapter@gmail.com.

Automation Support for Proposal Development: Recording and Slides Available

On May 25th, 2017 APMP Chesapeake Chapter conducted a webinar demonstration of Automation Support for the Proposal Development Process. The panel included Tracy Vitmer (Northrop Grumman), Eric Johnson (GDIT – General Dynamics Information Technology) and Fergal McGovern (VisibleThread).

If you couldn’t join the webinar, you can watch the recording and download the slides here.

Chesapeake Chapter on Facebook and LinkedIn

The Chesapeake Chapter has a Facebook Page! If you have any pictures to share of the Chapter or Chesapeake Bay area or have a post for your colleagues, please use this link: 

Chesapeake Chapter - Facebook

Also view us on LinkedIn at:

Chesapeake Chapter - LinkedIn

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Upcoming Events
Not Everything That Can Be Counted Really Counts: Measuring Success One Metric at a Time
Wednesday, May 9, 2018

Chapter Chair
Douglas Barth CF APMP
Chapter Membership
Carey S. Arun (ignaczak)
Chapter Programs
Brenda Crist CPP APMP Fellow
Chapter Secretary
Martha Swift CF APMP
Chapter Treasurer
Dale Thompson
Chapter Webmaster
Melisa Paye CF APMP
Marketing and Communications Chair
Tracy Witmer CF APMP