As proposal management evolves in Asia Pacific as a recognised skill and even as a standalone profession, it is more important than ever that we coach our organisations to take proposal qualification and debriefs seriously.
Developing proposal responses can be an immense investment of resources. So firms need to be looking at focusing the right resources on the right opportunities via Go/No conversations. To maximise return on investment, firms also should be taking the time to debrief with clients after they lose (or win) a major proposal to drive continuous improvement.
But many business development and proposal management professionals struggle to get engagement from Lead Partners or other Sales Leads on these critical bookends to the proposal lifecycle.
In this workshop we will be watching a role play as a Business Development/Proposal Professional first asks a Lead Partner for a Go/No Go conversation when a Request for Proposal comes in and then later asks the Lead Partner if the team can request a debrief call with the Client when they find out they have lost the proposal. We will be sharing with each other what challenges we have had in getting good Go/No and Debrief conversations with our internal stakeholders and also techniques we have used to overcome these challenges. This will be very much a discussion-based session and not lecture format so please do come prepared to share your experiences in these areas and any successful tips you can share with others in the audience.
Sara is an avid Richmond Tigers and Seattle Seahawks supporter. When she isn't busy watching a match (and celebrating the recent Grand Final results), she is the Pitch and Pursuit Excellence Leader for Asia Pacific for Baker McKenzie.
Sara has been part of the leadership of the ANZ Chapter of the Association for Proposal Management Professionals (APMP) for many years. Currently she is focused on building and connecting communities of those involved in winning work and proposal management in Asia Pacific business hubs outside of Australia and New Zealand (namely Singapore, Hong Kong, KL and Manila).
Sara also has twenty years of experience leading business development/marketing communications and pursuits teams for consulting, engineering, architectural, financial and legal services firms in the US and Asia Pacific. She also has experience working on the client side managing spend and RFPs for local government. This gives her a unique view on how to win work on a local, regional and global scale across industries.
Sara holds a magna cum laude Bachelors Degree from Brown University and postgraduate qualifications in marketing communications from the University of Washington, as well as APMP Foundation and Practitioner Level Accreditation for best practice proposal management.
Non-members: AUD$100 | approx SGD$95*All invoices will be issued in AUD
ICON thanks event sponsor:
Organisations today must constantly evolve to stay ahead. So how do we successfully embed change throughout an organisation?
In this webinar, Angela explores the link between an organisation’s purpose, culture and reputation. Participants learn about how people experience change and what organisations can do to support their people, with a particular focus on the non-rational side of change. Angela grounds the session in the Four Rooms of Change® methodology, using real life examples to illustrate key points. Participants will walk away with a new understanding of transformational change and practical tips on how to continually evolve while embedding change in their organisations
Angela is one of Australia’s most accomplished and experienced practitioners in organisational change, communication and facilitation. She is also an accredited user of the Four Rooms of Change®. Angela works with the methodology to help individuals, teams and organisations understand and own their change experience and take the steps required to achieve sustainable change. She has won a range of state, national and international awards for her work, including two Golden World Awards from the International Public Relations Association. Angela is a skilled facilitator and trainer. She regularly designs and facilitates programs in structured problem solving, communication and change with both public and private sector organisations.
Auckland - 2:00 pm - 3:00 pm
Sydney / Melbourne - 12:00 pm - 1 :00 pm
Brisbane - 11:00 am - 12:00 pm
Adelaide - 11:30 am - 12:30 pm
Hong Kong / Singapore / Perth - 9:00 am - 10:00 am
Webinar - login details to be sent to registrant closer to the webinar.
Please note the webinar will be recorded and sent to all registrants.
ICON's 2020 Annual General Meeting is being held on
Thursday, 30 January 2020 from 5:00 PM
Grant Thornton, 17/383 Kent St, Sydney NSW 2000
Penny Thomas, ICON President and Jessie Wu, ICON Treasurer will be presenting reports on ICON for the 2019 financial year. The audited Financial Statements will also be tabled at the meeting.
Download the 2020 ICON Annual General Meeting Agenda.
2020 Board Nominations
Download the 2020 ICON Board Nomination form.
Completed forms must be submitted to the ICON office by 5:00 PM on Tuesday, 28 January 2020.
Attending the AGM
Teleconference facilities will be available for those members who would like to attend but are unable to do so in person.
For those wishing to join the AGM via teleconference please follow the instructions below:
Teleconference dial in details:
Participant pin: 397 139 2476
Adelaide: 8124 0471
Brisbane: 3015 0542
Hobart: 6218 0613
Melbourne: 8687 0559
Perth: 9210 8613
Sydney: 8017 6163
Beijing: 86 10 5667 0013
Shanghai : 86 21 2039 7087
Hong Kong: 3018 9118
New Zealand: 9 929 1820
Singapore: 6823 2276
Toll free: 1800 197 380 (Australia)
Toll free: 0800 452 949 (New Zealand)
Toll free: 800 930 304 (Hong Kong)
Toll free: 800 616 3198 (Singapore)
Operator assistance: *0
Mute or unmute line: *6
If you are unable to attend the meeting, but would like to vote, please submit your vote via proxy by downloading and completing this form. Completed proxy forms must be submitted to the ICON office by 5:00 PM on Tuesday, 28 January 2020.
If you require any further details regarding the AGM please contact Michelle Prior at email@example.com or on +61 407 286 114.
Using the ten principles behind great customer experiences
Matt JohnsAs a qualified former under cover officer, Matt has spent a long time understanding what drives human behaviour. Matt uses his unique experience in the police and as the Acting Chief Strategy Officer at Deloitte to help firms develop a deep understanding of the experience they are currently creating for their customers.
Matt believes the experience your organisation creates for your customers is one of the most powerful competitive advantages you can develop. Yet too many businesses are leaving this to chance and in many cases barely doing enough to keep up with their competition. Together with you, he seeks to understand how they truly feel and think, not just what they are prepared to say.
From this base, he works with you to visualize the end to end experience by tracking the emotive journey of the customer and identifying opportunities to transform the experience. He guides you through a process of targeted ideation to design new, compelling experiences, including robust testing to ensure each new idea will have the desired impact. Ultimately, his goal is to help you design deliberate experiences for your customers that will create true competitive advantage.
Auckland - 2:00 pm - 3:00 pm
Sydney / Melbourne - 12:00 pm - 1:00 pmBrisbane - 11:00 am - 12:00 pmAdelaide - 11:30 am - 12:30 pmHong Kong / Singapore / Perth - 9:00 am - 10:00 am
Webinars are also recorded and sent to registrants.
Using Design Thinking to improve the client experience
Auckland - 2:00 pm - 3:00 pm
Sydney / Melbourne / Brisbane - 12:00 pm - 1:00 pmAdelaide - 11:30 am - 12:30 pmHong Kong / Singapore / Perth - 10:00 am - 11:00 am
Webinar - login details to be sent to registrant closer to the webinar