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Becoming APMP Accredited

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The Association of Proposal Management Professional's (APMP) Professional Accreditation program is a global initiative that establishes credibility inside and outside the proposal development …

The Association of Proposal Management Professional's (APMP) Professional Accreditation program is a global initiative that establishes credibility inside and outside the proposal development profession. Panelists will share lessons learned pursuing accreditation and provide attendees with tips and techniques for tackling the Proposal Practitioner Assessment Questionnaire (PPAQ), mastering the Proposal Professional Impact Paper (PPIP), and presenting it at the Professional Level interview.

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  • 1. Turning a New Leaf: Renewing Your Commitment Through Accreditation
    Professional Development Panel
    Wednesday, June 2, 2010
    Moderator: Bobbie O’Brien
  • 2. Introductory Comments
    2
    Panel Participants and Overview of Topics
    Wendy Frieman
    Topic: Benefits of APMP Accreditation
    Brenda Crist
    Instructions Overview
    Betsy Blakney
    General Tips and Techniques
    Charlie Divine
    Common Mistakes and How to Avoid Them
    Special Acknowledgement
    Cathy Day
    Chuck Keller
  • 3. 3
    Benefits of APMP Accreditation
    Wendy Frieman
  • 4. What are the Benefits
    Recognition
    Financial
    Credibility
    Career Advancement
    Job Performance
  • 5. How to Reap the Benefits
    Tell people what you have done
    Show people what you have done
    Weave it into war stories
    Encourage your management to incorporate accreditation into MBOs
    Become a mentor
    Stay active and stay current
  • 6. 6
    Navigating the Instructions
    Brenda Crist
  • 7. The PPAQ TM Process and Instructions
    Read the instructions carefully:
    PPAQ TM Standards and Guidelines
    PPAQ Instructions
    After you have read the process and instructions get a mentor!
    1
  • 8. PPAQ TM Tips
    • Do Your Homework
    • 9. Develop Your Career Plan
    8
  • 10. Before and After Coaching
    BEFORE – IRM
    • As a Group Manager for the OAO Corporation from 1996 – 2001, directed all program, business development, capture, and proposal activities for my business unit of approximately 100-125 people..
    • Analyzed and correlated information from clients, stakeholders, and SMEs; client budgets; government documents; private company documents ; and former contractors to draw logical conclusions ….
    AFTER - IRM
    OAO Corporation, Group Manager, 1996-2001
    Directed all program, business development, capture, and proposal activities for my business unit of 100-125 …
    Experience at OAO Corporation and TechTeam, Proposal Manager, 2004-2008
    Developed an awareness of Federal regulations and monitored/learned of new…
    Training
    • Improving Your Market Analysis Skills; Kevin Plexico, Input; APMP NCA Professional Day 10/14/2008
    9
    Difference: organization by job w/ dates, concise descriptions, training added
  • 11. PPIP TM Process and Instructions
    10
  • 12. PPIP TM Tips
    TIPS
    Identify how you impacted the profession
    Explain how you were an advocate for best practices
    Link your content
    Substantiate your claims
    Practice, practice, practice!
    11
  • 13. Sample of Impact
    12
    Realistic Technical Proposals Providing Best Value at Low Risk
    Ability to Translate Commercial Experience into the Federal Market
    Winning Teams for GWAC Bids Providing Leading Solutions
    We Need Immediate Business Results!
    I have positively impacted my clients’ business by achieving these goals quickly
    Best Practices for Bid Management Based on Industry Best Practices
    Best Practices for Proposal Wrap-Up Including Help with Protests
    I am an Agent of Rapid Change working with Clients
    to Meet Immediate Business Objectives
    12
  • 14. 13
    Betsy Blakney, PPF.APMP
  • 15. General Tips and Techniques…
    Pick reference wisely
    Share your draft PPAQ/PPIP with them
    Use resources available
    Search for presentation skills on APMP BoK
    Seek advice from others who conquered
    Find an APMP approved mentor
    Attend a coaching session
    Take inventory
    1
    Don’t be afraid to fail. Be afraid not to try.
    Michael Jordon
  • 16. How do I tackle the PPAQ?
    Use bulleted lists vs. complete sentences
    Use tables to control presentation
    Stick to the word count
    15
    • Think how you have/
    can help others
    • Do a book check/ validate responses
    The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and then starting on the first one. Mark Twain
  • 17. Sample PPAQ Conversion
    Before
    Risk entails the injury, damage or loss to any portion of a customer’s project. We address it in our proposals generally in one of four areas: cost, compliance, schedule and performance. Throughout the proposal development process, our focus is on demonstrating to the potential customer how we will identify risks, mitigate them, and resolve ones that escalate into real-world problems.
    After
    Risk addressed in our proposals in areas: cost, compliance, schedule and performance.
    Focus is on demonstrating to the potential customer how we will identify risks, mitigate them, and resolve ones that escalate into real-world problems.
    Address risk in our proposal through either a features / benefits table or a risk matrix.
    16
  • 18. PPIP Survival Skills
    Develop script first to tell story
    Use transitions between slides
    Use compelling graphics
    Use takeaways that sell
    Ask others to review
    17
    Getting co-workers to appreciate that BD is everyone’s responsibility was much easier to sell by involving everyone in the process. And, right away the culture changed and people noticed. The benefits became apparent.
    Revenue
    Millions $
    Year Ending Performance
    Business Development is Everyone’s Responsibility
  • 19. 2009-2010
    Sample PPIP Conversion
    Before
    After
    18
    2009-2010
    • 1st Quarter
    • 20. F/W Journal Book Reviews
    • 21. Mentoring Practitioner candidates
    • 22. 2nd Quarter
    • 23. APMP BoD Activity
    • 24. Fall Symposiums
    • 25. Continue mentoring
    • 26. 3rd Quarter
    • 27. Co-chair 21st Annual APMP Conference – Orlando, FL
    • 28. Deliver Conference presentation on Professional Development/Accreditation
    • 29. 4th Quarter
    • 30. APMP BoD Activity
    • 31. Continue mentoring
    • 32. APMP BoD Activity
    • 33. Fall Symposiums
    • 34. Continue mentoring
    • 35. F/W Journal Book Reviews
    • 36. Mentoring Practitioner
    candidates
    1st Q
    2nd Q
    • Co-chair 21st APMP Conference – Orlando
    • 37. Deliver Conference Presentation on
    Professional Development
    4th Q
    3rd Q
    • APMP BoD Activity
    • 38. S/S Journal Book Reviews
    • 39. Continue mentoring
  • If you only do one thing…
    Learn from others mistakes and try to avoid them
    Reread the instructions/ guidance provided
    Practice, practice, practice
    Time your PPIP delivery
    Rehearse the answers to the questions
    Stay focused on the task at hand
    Now is not the time to tell war stories
    Be confident – Be prepared - Pursue excellence
    19
    APMP Proposal Practitioner
    Assessment Questionnaire (PPAQ)
    Standards and Guidelines
    FAQs and Candidate Guidelines for the APMP Proposal Professional Panel Interview
    Take the next step… and soon you will be a S-T-A-R
  • 40. 20
    Common Mistakes and
    How to Avoid Them
    Charlie Divine
  • 41. Foundation – Requires Study
    Preparation improves your chances
    Taking an ATO class provides confidence
    Representative exam questions
    Open book – use reference material
    Use good exam techniques
    Read the question
    Passing on-line is equally achievable
    Study the recommended reading material
    Make revision notes
    Use good exam techniques
  • 42. Practitioner and Professional
    Here is the BBS (Big Big Secret)
    Hint: It’s a Proposal Manager Accreditation
    Any Guesses?
    Be compliant
    Follow the instructions provided in the Standards and Guidelines – it’s exactly like a bid response
  • 43. Practitioner
    • Study the APMP Proposal Practitioner Assessment Questionnaire (PPAQ) Standards and Guidelines
    • 44. Compliance is required in each of the 30 competency areas
    • 45. Decide how you will meet ALL mandatory activities
    • 46. Decide how you will meetthe correct number of desired activities in each competency
    • 47. Provide evidence of your experience in each activity
    • 48. Use bullets
    • 49. Consider the options for different ways of meeting the standards
  • Meeting the requirements with evidence of application, training or self-study
    24
  • 50. Professional
    Get a copy of the Proposal Professional Impact Paper (PPIP) Standards and Guidelines
    Choose your Impact
    Make sure it qualifies
    Work with a mentor
    Follow the instructions
    Slide content
    Order of slides
    Number of slides
    Graphics
    PPIP is scored – Pass or Improvements Needed
  • 51. Professional
    It’s all about communication at this point - practice
    Prepare your answers using STAR
    Situation
    Tasks
    Activities
    Results
    You may think you know a “better” way, but STAR is the requirement.
  • 52. Take - Aways
    Benefits of Accreditation
    The benefits are real, tangible, and increasing all the time
    Reaping the benefits requires deliberate action
    Instructions Overview
    For PPAQ: Read the instructions carefully, get a mentor, and build a complete resume
    For PPIP: Frame your presentation around describing your plans for becoming a best practice advocate
    General Tips & Techniques/Mentoring as a Means of Giving Back
    Re-read the instructions/guidance provided
    Practice, practice, practice
    Stay focused on the task at hand
    Be confident – Be prepared – Pursue excellence
    Common Mistakes and How to Avoid Them
    Prepare for exam
    Follow the instructions - be compliant
    27
    S
    T
    A
    R
  • 53. 28
    QUESTIONS?
  • 54. 29
    WORKSHOP

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