Successful new business bids will be dissected to identify the reasons for their success – and unsuccessful tenders will be examined to highlight why they failed – at an upcoming Association of Proposal Management Professionals South Africa (APMP) forum.

Founded in September 2009, the South African chapter of APMP aims to advance the arts, sciences, and technology of new business acquisition and to promote the professionalism of those engaged in those pursuits. As the local chapter of a highly regarded global association, it provides through this global affiliation and education its members access to tools, methods, processes, innovations, talent and specialised expertise that can directly improve the ability to acquire new business and to sustain growth and competitiveness in a dynamic and demanding marketplace.
The meeting, taking place on February 17 in Johannesburg, is just one example of the practical initiatives organised by the APMP committee for 2010 to raise the status of the profession and provide ongoing education for bid professionals.
According to APMP SA chairman, Sandy Pullinger: "Guerrillas in the Midst – and other bid management war stories’ is a casual but highly informative presentation based on real-life experiences in bid management, supported by practical advice and recommendations. The presenter, Bill Graham, has over 30 years’ extensive experience in the ICT industry.
“To successfully conquer new frontiers in proposal development, everyone involved in the preparation of new business bids or tenders should get a jump start on their competition by learning the latest trends and issues in the world of proposal development and building skills,” she says.
“A seasoned professional, Graham's time at leading organisations such as First National Bank, Datakor, IBM and GijimaAst has enabled him to hone his skills across multiple disciplines such as bid management, mentoring and coaching, strategic market development, business development, business writing, and centres of excellence.
“This makes him the ideal person to put both successful and unsuccessful bids under a microscope and point out to delegates the reasons for their success or failure while, at the same time, providing them with the tools they need to enhance their own proposal preparation procedures and polish their writing skills.
Topics he will address include:
* Crafting compelling value propositions;
* The benefits of having a risk register;
* Bid team member credentials;
* Boilerplates, templates and checklists;
* The value of a robust account plan;
* Leveraging sales leadership; and
* Strategic market development as opposed to event planning.
“As the global economy struggles to come out of its recession and companies scramble for business, writing persuasive proposals is a skill that will give you and your company the competitive edge. By attending Graham’s presentation, you’ve nothing to lose and everything to gain.”