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: