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 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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Becoming APMP Accredited

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