Brian Thomas has over 25 years of experience in project management and proposal writing. He specializes in the Shipley methodology for writing winning proposals and has worked with clients across various industries in the US, UK, and Europe. He is trained in proposal strategy, development and process implementation to help sales teams improve efficiency, quality and win rates. Currently he works as a Proposal Manager for IBM, helping clients effectively communicate their value through executive summaries, cover letters and proposals.

1. BrianThomas – ShipleyTrained Proposal Specialist
Helping youWin is
my Business

2. BrianThomas - Introduction & Profile
Over 25 years in the IT, Defence (UK), Government (UK) and Commercial sectors as a
permanent & contract Project / Bid & Proposal Manager. I have worked in England,
Wales, the Netherlands and now the US.
I have Specialized in the Shipley ‘WritingWinning Proposals’ methodology since 2001
and worked as a Shipley consultant in the UK in 2003 for a large defence client. I
became Association of Proposal Management Professionals (APMP) accredited in
2005.
I used to manage bids in the UK Defence & Government sectors (and the largest I ever
worked was a $5B bid to the UK government, which nearly killed me)!
Over the years I have had to reinvent myself to become more ‘hands on’, and for the
last 6 years here in the US, specifically in the Commercial sector. This has culminated
in me working for Silverpop and now IBM as an IBM Marketing Cloud, Proposal
Manager , for 3.5 years.

3. BrianThomas – Key Benefits
• Specializing in customer / prospect focus (in Executive
Summaries & Proposals) and the potential for greater
wins through the application of Opportunity
Qualification and Competitive Strategy.
• Successful track record of over 25 years of extensive
international proposal / project management
experience from diverse industries - US, UK, Europe.
• Extensively trained & experienced in leading proposal
strategy and development, with over 16 years of
specialization in the ‘ShipleyWritingWinning Proposals’
methodology and approach.
• Strengths: Proposal (Word) templates, Proposal
(repeatable & scalable) Process Implementation -
working with diverse teams, bringing greater efficiency,
quality and increased potential for wins.
• IT Project Manager background - since 1990
• Shipley veteran and proposal consultant – since 1994;
Improving process, efficiencies and proposal responses
for SalesTeams.Analyzing RFP's for client issues and
desired benefits, drafting initial client focused outlines
and Executive Summaries / Cover letters, preparing
comprehensive responses from SME's and RFP
repository, maintaining standard product collateral and
developing strong relationships with internal and
external contacts in order to better produce and edit
winning proposals.
• Joined IBM Silverpop: November 2012
• Employee of the Month: August 2014.
• See further ‘Industries’ and ‘Experience’ detail at end
Contact Information: thombri7@gmail.com- Cell - 1 404 368 6884
Linkedin profile - https://www.linkedin.com/in/brianthomasoverseerltd. Twitter: @over_seer

4. Capabilities and Proficiencies
• Bid and Proposal Specialist; How to create a repeatable, scalable and pragmatic Bid &
Proposal Process
• RFP – Proposal ResponseTemplates; how to generate proposal templates and boiler
plate that is client / prospect focused
• Executive Summaries; how to ‘grab their attention’ and make them client focused and
visually appealing
• Cover Letters; what to include / exclude and to make them ‘want more’
• Document formatting; to present your brand and response professional and visually
appealing (to achieve the ‘ten second rule’)
• Storyboards; how to use them to plan your proposal strategically and to keep them
competitive and client focused
• Tools; to help you decide ‘whether’ to bid against the competition and how likely you
are to win

5. Benefits
• Efficient, differentiated (client / prospect
focused) content creation in Executive
Summaries, Cover Letters & Proposals
• Ability to quickly analyze client / prospect
business and technical requirements
• Team player, excelling at building relationships
and supporting sales people globally
• Proven ability to learn new disciplines and
technology
• Content creation and management derived
from Marketing and Professional Services
initiatives and collateral
• Adept at interviewing SME’s and deriving
‘what's relevant’ for clients and prospects
Features
• Created library of outline responses utilizing
‘client focused’ methodology & approach
• Over 18 years experience as a Business Project
& Proposal Manager, fulfilling requirements,
requiring attention to detail
• Diverse international experience; professional
contributions have proven to help others
succeed
• Technical writing and solution focus utilizing
Salesforce / database keyword search &
Professional ProductAccreditation
• Created benefit focused proposal templates
and usingWord ‘styles’ and graphics for
formatting and branding consistency
• Carried out several assignments where I had to
produce content from scratch utilizing
storyboards.

6. ASSOCIATION OF PROPOSAL MANAGEMENT PROFESSIONALS (APMP) FOUNDATION
APMP is the worldwide authority for professionals dedicated to the process of winning business through proposals,
bids, tenders, and presentations. APMP promotes the professional growth of its members by advancing the arts,
sciences, and technologies of winning business
SHIPLEYTRAINED
Shipley Associates has a 42-year track record of success in each phase of the business acquisition process, from
strategy development to proposal preparation and contract execution. Shipley is an AccreditedTraining
Organization (ATO) through the Association of Proposal Management Professionals (APMP).All Shipley courses are
approved for continuing education units from APMP.
External Links: ShipleyWins - http://www.shipleywins.com/index.php
Shipley Proposal Guide - http://www.shipleywins.com/ebook/PGv4/index.html
Association of Proposal Management Professionals (APMP) - http://www.apmp.org/
Proposal Accreditations

7. Project & Proposal Management Experience
Industries: InformationTechnology, Defense, Pharmaceuticals, Banking and
Finance, Gas and Electric Utilities,Construction (Roads), Outsourcing (BPO),
Healthcare (NHS),Vehicle Fleet Management, UK Government & Public
Sectors,Commercial Sector.
Companies Served:
Honeywell Bull (Groupe Bull, Integris and Steria), EDS, GlaxoWellcome, British
Telecom (including $5B bid to HMC&E), LucentTechnologies (Netherlands),
Anite Public Sector,QinetiQ, University Hospital of Birmingham (UK), National
Grid (Transco),Accord Plc, Ultra Electronics,Amey Business Services (Wales),
Barclays Bank (City of London), Cisco Systems, Hewlett Packard, MBDA UK
Ltd, FundtechCorp, Comverge Inc, Signum Group LLC, Leaseplan, IBM
Silverpop.
EMEA & US (13 years a contractor) –
InformationTechnology, Project Manager &
Proposal Manager - since 1990:
• England &Wales,The Netherlands,USA
Training:
• Shipley Methodology (extensively 1994
to 2010)
• Miller Heiman - 2002
• Axiom - 2013
Certifications:
• Association of Proposal Management
professional (APMP) – 2005.
• Silverpop Engage Fundamentals – 2015
• Silverpop Engage Professional – 2015
• IBM Fundamentals, Intermediate,
Professional Badges (IBM Marketing
Cloud) 2016

8. Notes: