Webinars

APMP offers live webinars that address key industry topics and best practices.  In addition to the live event, webinars are recorded and available for viewing at your convenience, providing you with an invaluable resource.

All webinars (live and recorded) are free to members. For non-members, the cost is $75. All registrants receive a link to a recorded version of the webinar, regardless of attendance.

Webinar Library

See our list of recorded presentations, including our most recent and most popular.

Upcoming Webinars

5 Best Practices that Can Transform your Success as a 
Proposal Professional
  

Wednesday 27 May 2020
12:00pm to 1:00pm AEST

Presented by: Howard Nutt, CF APMP Fellow, Executive Director, Business Development Institute International

During 2018, the Business Development Institute International (BD-Institute) conducted a series of studies with several APMP chapters to gage the state-of-the-art for 15 proposal best practices. This webinar highlights findings on five of these practices that can help proposal professionals take a more proactive approach to managing their proposal processes and be far more successful as proposal professionals.

These practices imply organisational imperatives, resource strategies, and performance indicators – altogether a roadmap to more successful proposals and better control along the way. The presentation will also show how these practices can form a powerful set of metrics to support best-in-class proposal operations.

Webinar attendees should take away peer data and strategies for the five practices highlighted during the presentation, as well as findings from the overall study to better enable their use of state-of-the-art proposal practices.

Top takeaways:

  • Real data from an industry survey on importance versus usage of key proposal best practices
  • 5 practical ways to implement best practice at critical points in the proposal process
  • Supporting checklists and other resources to use to improve results during subsequent proposals
  • Helpful and relevant for all bid &proposal professionals
  • Especially relevant for professional bid team leaders

About the presenter:
The webinar is led by Howard Nutt, Executive Director of BD-Institute, an international non-profit organisation dedicated to extending BD/Sales best practices world-wide. Howard has managed the Capability Maturity Model® for Business Development (BD-CMM) since its creation in 2001 (with support from an APMP steering committee) and has extensive experience in assessing BD/Sales capabilities and assisting organisations achieve high performance. In addition, Howard was one of APMP’s 28 founding members, developed its original strategic plan, has been recognised with APMP Founders and Vision Awards, and continues his involvement as an APMP Fellow.

Register Now

Important: You must register at least one hour prior to a webinar, to ensure you receive the registration link from GoToWebinar in time. If you register after this threshold, you may receive the link in time, however there is no guarantee. Regardless, you will receive an email with a link to watch a recording of the presentation, a few hours after the webinar happens.


Winning on Value: Four Steps to Creating a Compelling Value Proposition
Tuesday 23 June 2020
12:00pm to 1:00pm AEST

Presented by: Chris Sant, President, Christopher Sant Consulting

Simply having a compliant solution is not enough. To maximise our chance of winning, we need to demonstrate compelling value to the buyer. Unfortunately, creating value propositions that work is one of the most difficult tasks in proposal writing and sales management.

In this webinar, we will discuss:

  1. What is a value proposition (as opposed to a win theme, marketing tag line, mission statement, etc.)?
  2. The foundation of value–identifying the customer’s area of poor performance, the gap in capabilities, or other issue that is driving the opportunity.
  3. Articulating and quantifying the impact of solving the customer’s problem in the three domains of value–strategic value, tactical value, and sociopolitical.
  4. Three methods of quantifying value–using the Rule of case studies; and proof of concept data.
  5. Linking your value to your differentiators and evidence.

.Top takeaways:

  • What is a value proposition and how does it differ from a win theme, unique selling proposition, or marketing slogan.
  • The four domains of value and how to identify the area where the customer seeks improvement.
  • How to establish a baseline of current performance and quantify the gain your solution will deliver.
  • How to bulletproof your value proposition by building it on your differentiators and proof.

About the presenter:
Chris Sant, the John Elder APMP award winner for “outstanding educational value and clarity,” has successfully trained clients with a combined market cap of over $350 billion on increasing revenue and winning more business. Chris has taught evidence-based persuasion and proposal techniques to engineering, IT and professional services firms in over 20 countries. Participants describe Chris’ workshops as “incredible,” “extremely informative and eye opening,” “hilarious,” “so useful and so much fun,” and “one of the best trainings I have ever attended.”

Register Now

Important: You must register at least one hour prior to a webinar, to ensure you receive the registration link from GoToWebinar in time. If you register after this threshold, you may receive the link in time, however there is no guarantee. Regardless, you will receive an email with a link to watch a recording of the presentation, a few hours after the webinar happens.

 


More Virtual Events – Global
Although many of the APMP events are not in our time zone – they are recorded. So, if you sign up you can watch later.

Check out these upcoming opportunities: