APMP ANZ Chapter Salary Survey 2020

As part of APMP ANZ’s commitment to deliver valuable resources to our members, we are pleased to announce the launch of our new salary survey project and would like to invite members and industry contacts to participate in the research.

Through this survey, APMP ANZ is looking to provide members with a current benchmark of salary levels in our operating region, as well as measurement of job satisfaction and factors influencing career choices. The results of this survey can assist with career planning, salary negotiations and performance conversations. The salary survey research will be applicable to those located in other regions of APAC including New Zealand, Hong Kong and Singapore.

A report on the results of this confidential survey will be shared as a free service to members thanks to our sponsorship from Dalton Handley. The survey link can be accessed here: https://dqube.online/S2/44/apmp_salary_research/

Call for committee nominations 2020-2021

The APMP Australia New Zealand (ANZ) Chapter is now calling for nominations to serve on the committee for 2021. Positions are generally for a one year term. Being on the committee provides networking and professional development opportunities and allows you to take an active role in advancing the proposal profession.

Preference will be given to nominees who have demonstrated active participation in APMP activities and will be an advocate for our association. As this is an important industry leadership role, volunteers will be expected to proactively contribute to committee activities and fulfil all required responsibilities.


APMP promotes the professional growth of its members by advancing the arts, sciences, and technologies of winning business. APMP is the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, tenders, and presentations. APMP is a non-profit membership organisation founded in August 1989. Today, the Association has 10,000 members and has grown to 28 active chapters worldwide.

The APMP ANZ Chapter was formed in 2008 and is dedicated to increasing recognition of the value of professional proposal development. The ANZ Chapter is for all proposal professionals in Australia and New Zealand, and also for those in the Asia Pacific region where no local APMP chapter currently exists. The chapter has grown to nearly 500 members and won the Stephen P. Shipley Chapter of the Year Award in 2020.

Committee portfolios and roles

Committee portfolios and roles are outlined below. Roles may change subject to the number of successful applicants. Time commitments range from around two hours per week to significant involvement in conferences and key programs.

Chapter Governance

  • Chair and Vice-Chair: lead committee activities and implement strategy
  • Secretary: coordinate committee activities including meetings
  • Treasurer and Assistant Treasurer: manage the committee’s financial health

Membership Journey

  • General Membership/Member Journey Lead: lead the overall membership activities
  • Corporate Membership Lead: work to build corporate memberships
  • Offshore Membership Lead: work to build offshore memberships

Member Connections

  • Communications Lead: lead engagement with members
  • Conference Chair: lead our conference with Conference Subcommittee Members
  • Networking Lead: connect members through regular networking events

Professional Development

  • Certification Manager: promote the APMP certification program
  • Webinars: attracting high quality speakers, program and host webinar events
  • Mentorship Program Lead: lead our mentorship program

Industry advocacy

  • Awards Lead: lead awards program
  • Training and Jobs Board Lead: lead trainer advocacy and jobs board activities
  • Fundraising: seek fundraising opportunities to help finance Chapter activities

Nomination Process

Please provide the following information:

  • Name
  • APMP member number and expiry date
  • Nomination of the role you could add the most value in and reasons for this. Please list any alternative roles you would also be interested in
  • A brief professional profile of no more than 300 words, outlining how you would be an active contributor to the APMP community through the APMP ANZ committee

For more information or to submit a nomination, please email chair@apmpanz.org.



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 career 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 a PDF as a “bonus.” We were 70% more expensive than a 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 the sole person in my business – the best advantage with APMP is that 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