But !!!

We make strategic moves to win a Bid

What about our ?

❖ Career Growth

❖ Capability Development

❖ Professional Recognition

❖ Work Life Balance❖ and ….. . .

We fight our battles everyday

• Improve bidding efficiency and

effectiveness

• Improve win rate

• Innovate to steal a march on our

competitors

• Reduce bidding costs and response cycle

time

• Increase number of bids without increase

of resources

But still !!!

We have an Elephant in the roomProblems Challenges Risks

Lack of formal training in Bid/Proposal Management

Expectation Management of stakeholders

Decreasing sales and proposal budgets

Consistently ad-hoc processes Poor information modelHigh expectations and increasing competition

Lack of visibility and informationAmbiguity and unclear requirements

Slow career progression and new joiners

Repeated mistakes Resource availabilityStressful and Stretched work hours

Shortage of SMEs

Low feedback and lessons learned Reduced to low challenging

tasks

Dynamic and time constrained

Poor Management Support and Buy-in No competitive differentiator as a

professional

Multiple stakeholders and dependencies

Our profession can offer us

❖ A high-visibility profile in the company

❖ A 360 degree understanding of the business

❖ CXO level interactions

❖ Multi-skilled capability

❖ Performance based remuneration & rewards

❖ High demand opportunities

What do we need ?

• A respectful industry recognition of the profession

• Globally accepted industry best practices and processes

• Collaboration and continuos learning

• Networking and relationships

How can APMP help?

•Exhaustive Knowledge Sharing and Global Best Practices

•Global Events, Webinars and Training Programs

•Job Bulletin Boards

•Industry Networking

APMP Certifications

APMP Foundation LevelAPMP Foundation Certification serves as the base to demonstrate extensive knowledge and understanding of proposal management best practices.

Why should you pursue Foundation Certification?❖ To demonstrate your knowledge and understanding of best practices for proposal and bid management

❖ To demonstrate your commitment to your own professional development in the industry

❖ To prepare yourself for additional responsibility and more complex assignments

❖ To advance to the sweet spot of APMP’s Certification Program ‒ Practitioner

What are the requirements for Foundation Certification?❖ Candidates for Foundation must have at least 1 year of experience in a bid and proposals environment; this

experience does not have to be continuous.

❖ Submit a reference that can verify 1 year of experience in a bid and proposals environment.

❖ Pass a 1-hour open-book multiple-choice exam that demonstrates knowledge and understanding of best practices.

❖ Candidates do not have to be a member of APMP to take the exam, but the cost for non-member candidates is increased by the cost of membership.

❖ Your one-year minimum experience working in a bid and proposals related environment will be verified with a reference you choose.

Key Competency & Subject Areas

Information Research and Management

Planning

Development

Management

Sales Orientation

Opportunity Qualification, Winning Price Development, Teaming Identification, Proposal Strategy Development,Executive Summary Development, Storyboard Development, Requirements Identification, Compliance Checklist Development, Outline Development

Storyboard Review Management, Kick-off Meeting Management, Review Management, Proposal Risk Management, Proposal Progress Reporting, Final Document Review Management, Production Management, Lessons Learned Analysis and Management, Proposal Process Management

Customer Interface Management, Capture Plan Development, Winning Strategy Development, Negotiation Planning, Sales Participation

Information Gathering, KnowledgeManagement

Schedule Development, Resource Planning

Expected Knowledge Competencies

Candidates should be able to demonstrate knowledge of:

• the relationships between processes, deliverables, roles and the management dimensions of a proposal / bid lifecycle as described in published best practice reference works

• the tools available to assist with process management, planning and production

• industry terminology within the proposal / bid environment as described in ‘the APMP Glossary of Terms’

• specific process stages as described in the published best practice reference works

• proposal / bid document reviews and techniques

• internal organisation assessment / analysis processes and procedures and external customer assessment / analysis processes and procedures

Sample Question

Local Chapter Benefits

APMP chapters offer members the following

significant benefits:

•Networking focus into the immediate needs

of the chapter membership

•An available forum for presentation of

proposal-related issues

•A working environment to further the

objectives of APMP

•Develop relationships among special

interest groups of proposal professionals,

e.g. graphic artists

•Monthly webinars, training programs,

industry events

• Job Bulletins

To become a part of APMP India

❖ Become a member of APMP by filling the online form

❖ Join the APMP Foundation Certification Study Group

❖ Complete the sample test

❖ Fill the Foundation Certification Examination form

❖ Take the online exam

–Vince Lomabrdi

“Winning is not a sometime thing; it's an all time thing. You don't win once in a while, you don't do things right once in a while, you do them right all the time. Winning is

habit. Unfortunately, so is losing.

Thanks for your interest in APMP.