apmp foundation certification course preview
Post on 18-Oct-2014
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DESCRIPTION
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.TRANSCRIPT
APMP Foundation Level CertificationCourse 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.
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
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 DevelopmentRisk ManagementTeam Selection and ManagementDaily Team ManagementVirtual Team ManagementReview ManagementHeadings and GraphicsPage and Document Design
Session 2
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 IdentificationCompliance Checklist DevelopmentOutline DevelopmentTeaming IdentificationExecutive Summary DevelopmentStory Board DevelopmentWinning Price Development
Session 3
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
Sales Orientation
ObjectivesUnderstand 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
Test Preparation
Objectives
Analyse the question patterns
Quick recall of the key competency
areas
Session 6
Sample Test
Objective Analysis of the sample test questions and responses
Session 7
Study Group Format
Three pillar concept
Session Post-SessionPre-Session
Discussion
Research Explore
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