This study group approach driven course will introduce the best practices and processes underpinning the APMP methodology of Bid Management and Proposal Development. At the end of the 7 weekend study sessions, members of the study group will be proficient in the five Key Competency groups : sales orientation, information research and management, planning development and management. Each session will cover several KC areas and an APMP certified industry practitioner will explain best practices for implementing the competencies. The sessions will include constructive exercises and practice test questions similar to the actual test.

1. APMP Foundation Level Certification
Course Preview
This study group approach driven course will introduce the best
practices and processes underpinning the APMP methodology of Bid
Management and Proposal Development. At the end of the 7
weekend study sessions, members of the study group will be
proficient in the five Key Competency groups : sales orientation,
information research and management, planning development and
management. Each session will cover several KC areas and an
APMP certified industry practitioner will explain best practices for
implementing the competencies. The sessions will include
constructive exercises and practice test questions similar to the actual
test.

2. Qualifying the opportunity
Objectives
Choosing the right deals to pursue
Using Bid Decision to verify winability
Ensure “Show Stoppers” are addressed
APMP Best Practices Key Competency Area
BD - CMM
Capture Planning
Process Design
Bid Decision
Compliance &
Responsiveness
Capture Planning
Price to Win
Session 1

3. Proposal Planning
Objectives
Commit to a best practices based process
Prepare Proposal Management Plan
APMP Best Practices Key Competency Area
Process Design
Proposal Management
Document Design
Schedule Development
Risk Management
Team Selection and Management
Daily Team Management
Virtual Team Management
Review Management
Headings and Graphics
Page and Document Design
Session 2

4. Proposal Development
Objectives
Create an evaluator friendly proposal structure
Create customer focussed proposal content
Create winning discriminators and differentiators against
competition
APMP Best Practices Key Competency Area
Proposal Management
Proposal Writing
Capture Management
Process Design
Proposal Strategy Development
Requirements Identification
Compliance Checklist Development
Outline Development
Teaming Identification
Executive Summary Development
Story Board Development
Winning Price Development
Session 3

5. Proposal Management
Objectives
Setup the proposal development tracking process
Establish and conduct multi-gate reviews
Implement proposal quality assurance standards
Setup proposal production process
APMP Best Practices Key Competency Area
Proposal Management
Process Design
Proposal Writing
Story Board Review Management
Kick-off Meeting Review Management
Colour Reviews
Proposal Progress Reporting
Final Document Review
Production Management
Lessons Learnt Analysis and
Management
Session 4

6. Sales Orientation
Objectives
Understand the business development lifecycle
Understand the capture management process
APMP Best Practices Key Competency Area
BD - CMM
Sales and Capture
Management
Pricing and Costing
Sales Lifecycle
Capture Planning
Price to Win
Oral Proposals
Session 5

7. Test Preparation
Objectives Analyse the question patterns
Quick recall of the key competency areas
Session 6

8. Sample Test
Objective Analysis of the sample test questions and responses
Session 7

9. Study Group Format
Three pillar concept
Session Post-SessionPre-Session
DiscussionResearch Explore

10. Thanks