We are delighted to commence the first of our APMP-Me series with two of our members, Danny Shafar, General Manager – Business Development, Quayclean and Eliza Carbines CF APMP, Director, Tender Relief.

The APMP-Me series will shine a spotlight on our members and their journeys to develop and expand on their professional skills, and getting APMP certified.

How long have you been a member of APMP?
Since 2004 but the APMP system says pre-1990. I knew it was a long time, certainly during the APMP formative years and well before the ANZ Chapter was formed!

How did you hear of the APMP and what made you join?
My company at that stage engaged Shipley Associates to provide some training. So I heard of APMP through Shipley.

How has APMP enriched your career?
Through conferences and networking and the APMP Journal. I have attended all the conferences in Australia since they began.  It is great to hear about bid development from an international perspective.

How does your profession reflect in your day to day life?
I am a very rational and organised person. I like to plan everything. For example when I go on holiday I have a planned itinerary of my whole trip.  

What is your most memorable proposal?
The most memorable has to be in around 2006. I was working on a big proposal worth 25M in those days. We had five people on the proposals team and we had to deliver the hardcopy proposal by 4pm in a bag to the loading dock.

As luck would have it – our printer/ photocopier broke down. Remember that at this time there was 5MB limit on emails, and no portals etc. We had to then burn to a CD and had a member of our team drive into the client’s loading dock to deliver it – one small envelope. We handed the hardcopy in after our copier was repaired. At least we met the deadline but in a different way.  And most importantly, we won the bid!  

What is the best part of being a member of APMP? 
Knowledge sharing in general. Probably through conferences.

What’s next? 
Get certified – especially now while in lockdown!
How long have you been a member of APMP?

I’ve been a member since 2018 – but more active this year,

How did you hear of the APMP and what made you join?

Through Google for an industry body and through BidWrite.

How do you feel having recently being awarded your Foundation certification? Any handy tips for those out there contemplating taking the exam?
I feel encouraged and proud to be part of an industry body that I think is so important and to represent and advocate in my way. I am also relieved that I finally did it.

My top tip – don’t think about it – just do it. I think it should be a necessity in our industry – not a nice to have. I think of it as not negotiable. For my business I think it is the right thing to do for my clients and for employers. I also think it is a really low cost for the value that you get.

How has APMP enriched your career?
I feel my quality of work has improved and I feel validated now – for my clients and in my work. The knowledge I’ve acquired I can pass to my clients.

How does your profession reflect in your day to day life?
We’re in the middle of landscaping our yard and I’m constantly needing to know what the process is – just like allocating tasks to team members. I need to know who is in charge of what so that I can allocate all parts of the project so nothing is left undone. I am driving my husband mad.

What is your most memorable proposal?

It would have to be on a 250M bid that we had. There were 6 competitors and we were required to respond in an excel spreadsheet. No graphics – so formatting and no persuasion. We created a proper word document and sent it alongside as a PDF as a “bonus.” We were 70% more expensive than cheaper competitor – and made it to the final 2. The PDF was discussed when we were shortlisted and went for the presentation, so it worked!

What is the best part of being a member of APMP? 
For me, as sole person in my business – the best advantage with APMP I have colleagues. Connecting with APMP has given me my own team and therefore I am less lonely especially now during Covid. You can always reach out to someone for APMP for advice or just to have a chat.

What’s next? 

I am going to do my Practitioner certification by the end of September.

APMP ANZ wins chapter of the year award

The APMP ANZ Chapter has won the 2020 Stephen P. Shipley Chapter of the Year award. This recognition is thanks to our active membership base of winning work professionals and dedicated volunteer committee. Together we are having a positive impact as thought leaders in the proposal industry within ANZ and the Asia-Pacific region.

The Stephen P. Shipley award honours the APMP chapter that demonstrates excellence in chapter sustenance and development through support of APMP initiatives. APMP ANZ was recognised for:

  • Membership engagement initiatives including successful conferences
  • A growing certification program, with 181 members currently holding at least one level of APMP certification
  • Strong membership growth, with ANZ appearing in the top three chapters for the number of new members in a recent membership promotion
  • Regular webinars held with industry-leading speakers
  • Networking events held across a vast geographical area, with 18 events held in 12 locations since 2019
  • Offshore networking events held in Hong Kong, Manila and Singapore
  • Communication activities including a new website developed in 2019 and
  • Initiatives designed to provide more value to members including our recent mentorship program and upcoming salary survey and awards program.

With nearly 30 chapters located worldwide, APMP ANZ was recognised with two other finalists: the APMP National Capital Area (NCA) Chapter in the US and the APMP UK chapter. Congratulations to our fellow finalists.

Join us for BidX 2020 + Your early sponsorship opportunity

The APMP ANZ Annual Conference will take place on 3-4 March 2021 in Sydney. We are working hard to deliver an even bigger and better conference for you, preparing the agenda and securing some of the industry’s best speakers and supporters.

In the interim, we invite you to join us for BidX 2020 – APMP ANZ’s first virtual event taking place on August 18th. BidX will deliver quality learning and development through a dynamic and interactive online experience. The event program will include a preview of the 2021 Conference speakers, as well as insights from the global bidding community.


Announcing the first APMP ANZ Mentoring Program

We are delighted to launch the first ever APMP ANZ Mentoring Program.

We are now accepting applications for both mentor and mentee positions. A mentor can be the secret weapon you need to get ahead at work.

For potential mentees, this is a great opportunity for you to connect with a mentor who can offer insight, advice, opportunity – and help you navigate the next stage/s of your career.

For potential mentors, this is a great opportunity for you to give back to your industry, become an even better leader, and refine your own skills and networks.

APMP is the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, tenders and presentations.

Spaces are limited for the first group/cohort of mentors and mentees – so make sure to sign up right now.

For more information and to download the application form, click here. 

APMP Board of Directors 2020/21

We are delighted to announce that our own APMP ANZ Vice Chair, Felix Becker has been nominated to serve on the APMP Board. The Association of Proposal Management Professionals (APMP®) confirmed that six members would be joining its Board of Directors effective January 1, 2020 and serving through December 31, 2021. 

The six new Board members are:

  • Jody Alves, of the Nor’easters Chapter and IGT in Providence, Rhode Island, USA
  • Felix Becker, CP APMP of the ANZ Chapter and SAP in Sydney, Australia
  • Alison Coon, CF APMP of the Liberty Chapter and Guardian Life Insurance Company in Bethlehem, Pennsylvania, USA
  • Patrick Gueth, CF APMP, of the DACH Chapter and DSV Panalpina A/S in Basel, Switzerland
  • Blake Inkster, CP APMP, of the Maple Leaf Chapter and Goodmans LLP in Toronto, Canada
  • Melissa Smith, CPP APMP of the UK Chapter and Harmonic LTD in London, England

“We can call ourselves a truly global association today,” said Ginny Carson CPP APMP, of Life Cycle Engineering and the Carolinas Chapter of the association. “Four of our six new Board members are from outside the United States, and five of our 15 Board members are global. One of our long-term strategies from our 2019 Strategic Plan is to expand internationally, and we are happy that members throughout the world take the opportunity to lead. This global representation on our board of directors will allow APMP to take an international perspective to all of our activities and decisions,” she said.

In all, 55 nominees submitted their ballot to the APMP Board Nominating Committee last month and were asked to provide an essay describing how they would help APMP International and the industry grow in the coming years.  Fifteen finalists were then selected for final voting by the Board of Directors based on the same criteria.  The top six candidates have been invited to fill the open spots on the APMP Board starting on January 1, 2020.  All have agreed to do so.

The six new members will join nine other Board members, including Mike Walsh, CF APMP, of Ernst & Young, who will serve as APMP Chair in 2020 and will lead APMP Board members.

“APMP’s Strategic Plan is in place, and there is a strong desire for APMP to maximize its global reach in the areas of new membership, best practices, conferences, and certification,” said Mr. Walsh.  “We have a clear mandate from our Board, and I look forward to leading APMP’s continued global expansion.”

A Fantastic Year for Certification in Our Region

2019 has seen the largest number of people achieve one of the three certification levels than any other year in our Chapter history. All in all, 60 of our members have achieved some level of certification this year: 46 Foundation, 11 Practitioner and 3 Professional. There are now 183 people with certification in our Chapter. You can see the excellent growth in the chart below. That’s the good news.

But this still means that way more than half of our Chapter members have no certification level at all. So, why not make APMP certification your professional goal in 2020? There will be more opportunities to do that than ever before with both Foundation and Practitioner workshops plus the introduction of a mentoring program. 

Certification Workshops for 2020

More certification workshops are currently being planned for 2020, as follows:

Foundation: This is an intensive all-day workshop that prepares you for the 1 hour Foundation paper based exam, which is taken at the end of the day. You get told your result before you leave. The cost for the course (for APMP members) is $1,000 plus GST. This cost includes the $550 exam fee but excludes the APMP Proposal Certification Study Guide (BOK Edition), which should be purchased in advance online from the APMP bookstore (www.apmp.org).

Practitioner:  This is a new workshop for our Chapter. It is a 3 hour information session about the new 2.5 hour on-line exam. It runs through a practice case study and the types of questions in the exam. Each workshop will be held near the end of the day to minimise impact on work schedules. The cost is yet to be decided but will be a nominal fee only to cover some materials and a venue.

The schedule for Foundation workshops for the first half of 2020 are shown in the table below (subject to minimum numbers). Practitioner workshop dates (and cost) are currently being worked out and will be published in the new year. The certification workshops are all run by Nigel Dennis CPP APMP Fellow.

The dates for the Foundation workshops for the rest of the year are as follows:

Certification Mentoring Program
One of the best ways for professional development and growth is to have a mentor. So, in 2020 the APMP ANZ Chapter will be introducing a formal (but not onerous) mentoring program for all three certification levels.  This will be modelled on successful programs that other Chapters around the world are using.  More information will be published early next year. 

Foundation Success

There have two more Foundation workshops held since our last newsletter. So congratulations to the following people who all passed the exam

Perth (3rd December): Susan Danford, Catherine Salter, Rhona MacLean, Benn Rayner

Brisbane (10th December): Heloise Freeman, Krystal Giacomantonio, Bradley Misso, Aleshia Mudge, Nicola Nixon, Andrew Robinson, Lyndell Thompson, Railene Turner-Rose

Spread Your News on APMP’s WinningtheBusiness.com

APMP offers a variety of ways you can connect with other members to learn, to network and to share common experiences. Now we’re extending this sense of community to WinningtheBusiness.com, the premier industry content source for bid, proposal, business development and capture professionals.

We are collecting your news on:

    • People — Share your promotions, job changes and professional achievements.
    • Products — Give us the rundown on new products and how they can help your APMP peers.
    • Industry news and announcements — Provide information on new initiatives and tell us about your wins. Share with our community your team’s successes.

Here’s what we need:

    • A high-resolution headshot, product photo or company logo
    • Up to 150 words telling us about your professional update or describing the product or news announcement
    • Any relevant hyperlinks or contact information

Submit all materials to APMP Managing Editor Frances Moffett at frances.moffett@apmp.org.

Wellness and Travel

Staying physically and mentally healthy is tricky for us as professionals who work in an industry that loves to clock up frequent flyer points. Overwhelmed by deadlines, disrupted routine and new sights makes it very easy to shelve the exercise, eating well or even the crucial full night’s sleep. Just because you are on the road doesn’t mean you need to compromise your health.

Read our top tips to help you prioritise wellbeing, ensuring you feel as good on the road as you do at home.

Plan ahead

It may seem obvious but the first step is to actually place wellness first. Setting this as a priority at the forefront of your mind allows you to consider how you will incorporate healthy choices before you even step foot on that flight. Look for on-site wellbeing facilities at your hotel, consider what snacks you can bring with you on the flight, locate relaxation options and research gut-healthy dining options ahead of time.

Start the day off right

Breakfast really is the most important meal of the day, and while the buffet is always tempting or the rush to the airport in the morning decreases the priority – healthy choices and portion size are still important regardless of where you are. Eat for vitality. Keep it simple with options like eggs or granola with fruit; both will leave you with lasting energy all morning long. Place an order with room service ahead of time to ensure you still make the early morning rush.

Stay hydrated

The lack of humidity onboard a flight or in a hotel room can be very dehydrating. Coupled with a disrupted routine and we may be inclined to forget to keep the water intake up. Pack a large water bottle with you for travel and ensure you are getting through it all a few times a day. Maintaining proper hydration levels won’t just improve your overall wellbeing – it can help to enhance your alertness and mental acuity as well.

Plan meals and meal times

Sure, sometimes this can be easier said than done. Most of us are probably guilty of wolfing down a questionable takeaway meal at our desks or sodium-overloaded room service meal in the interest of meeting deadlines. Apply your pre-planning and research from earlier as an opportunity to source something gut-friendly to eat, which also provides you with the mental fuel you may require. Use dinner time as an opportunity to get up, stretch and walk to collect the food and get some fresh air; sitting is the new smoking, after all. Consume in moderation. Just because you’re travelling doesn’t mean that all form of routine have to be thrown out the window. While you may allow yourself some leniency with food, not every meal needs to be followed by dessert or an extra glass of wine. Set yourself some compromises and know your limits with what you will allow and what you won’t.

Stretch and move

You may not have your normal desk setup, so it is more important than ever to ensure you get up routinely and move around. Give up your seat if commuting, or at least stand for part of the journey. Not only will this reduce your sitting time, it will give you an opportunity to stretch out your leg muscles and relieve some of the pressure on your back caused by sitting for extended periods of time.

Switch off before switching off

Marathon runners don’t simply stop moving the second they hit the finish line. Athletes have wind-down or cool-down time after each session to allow their bodies to restore to a regenerative mode. By the same token, we can’t expect to simply switch off our brains the second we shut the laptop and try to sleep. Allocate wind-down time with no screen interference. Try a few minutes of meditation or breathing exercises to help your system start the wind-down process at the end of the day.

It doesn’t stop when you land

Make sure you wash your face and eyes to relieve your dry skin and eyes after your flight. When you get the chance, try a daytime walk. This will help you adjust to time zone changes and refresh your body. Water therapy can replenish moisture and relax your nervous system – try a sauna room session in the hotel’s fitness centre, a swim, a luxurious bath, or a shower that uses water pressure to unknot flight-tight muscles. Fresh juices loaded with vitamin-rich greens can also boost hydration and immunity, while a pure aromatherapy essence can ease anxiety and sleeplessness.

We don’t compromise on our health (as often) at home, so why do it on the road?