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.

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

9. Develop Your Career Plan8

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

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

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

38. S/S Journal Book Reviews

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

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

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