Scribble Talk

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Neil grew up in Builth Wells, a small town in rural Wales, where his parents still live. Neil went to college at the University of Hull in Yorkshire, studying environmental management. He met his future wife (American exchange student) during his time at Hull. Over the next few years he spent time in both countries, until he got married in 1996. Neil moved to Fairfax County, Washington, DC suburbs and still lives there 

Neil got his first professional job in the late ‘90s as an environmental policy analyst working on contracts supporting the Department of Energy. Feeling underused and bored he asked about proposals after seeing a few being worked. Over the last 20 years Neil  has worked at half a dozen or so companies of different sizes with differing offerings. The majority of his time has been spent at smaller companies where he is been part of small proposal departments or the only proposal professional. The last three plus years of his career have been at ASRC Federal, an Alaskan Native Corporation leading all of ASRC Federal’s defense and intel proposals. Neil is APMP Practitioner Certified. 

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Hamish is an accomplished and results-oriented professional with 15+ years’ experience in delivering successful solutions for customers across ​multi-industry and geography experience directing large bid and proposal teams through the end-to-end sales cycle, growing business and winning bids.

Hamish is part of the Serco ASPAC senior leadership team for the Growth function, leading the Bidding Team of approximately 12 staff, managing the bid management, production, and resourcing functions across all of Serco’s sector tender activities in ASPAC.
Previously, he directed the Serco (UK & Europe), Bidding and Solutions team of approx. 70 staff, managing the bid management, production, and resourcing function across the UK Central and Local Government Divisions. Hamish was also  Operations and Business Development Manager at Serco (Home Affairs). Hamish started his career at Scottish Prisons Services taking varied roles - Contract Manager (HMP Kilmarnock & Prisoner Escort and Court Custody Services)/ Executive Liaison Officer/Business Manager/Operations Management.  Hamish has 
Hamish also holds a diploma in Management Studies at University of Highlands & Islands, United Kingdom and Bachelor of Science (BSc) in Social Science at University of Edinburgh, United Kingdom.
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Rich Weinstein is the Senior Director of Proposals and Writing. He ensures ITegrity proposals have the highest chances of winning business for the company. As a college intern more than 30 years ago, Rich was a writer for NOAA. His first permanent job was proposal manager for an environmental-science Government contractor, immediately winning them their largest contract ever. Having a lifetime Percentage Win rate (PWIN) of more than 66%, Rich won task orders as small as $20K, single-award contracts from $1M to $1B, and Government-Wide Acquisition Contracts (GWACs) of $25B and more. Wins ranged across Government agencies, both military and civilian. He has technical experience working with IT networking, telecommunications, and big data Systems Development Life Cycle (SDLC) teams at Hughes Network Systems, Stratus Computer, Verizon, and Cisco. Prior to joining ITegrity in a permanent position, Rich has a Bachelors in Zoology / General Science from the University of Maryland. He taught freshman composition and grammar while working toward a Masters in English, also at Maryland.  

He suffers when he sees that his hometown, Miami, today experiences sunny day floods, with breaking septic tanks releasing human excrement into the water in the streets, schoolyards, and playgrounds. Miami is on porous limestone and cannot be saved. It will become another Atlantis. Rich moved to Albany, NY, when he was six. He built and played in snow forts that lasted from September to March. Now snow melts in a day.  

To research MOURNING DOVE, his climate novel, Rich connected on social media with 35,000 climate scientists, activists, and other climate professionals, and he communicates with many of them. He also has read more than 100 climate-change books, mostly about climate science. For marketing MOURNING DOVE, he has been on 5 podcasts, Rich will appear in a Netflix documentary, He has a blog with 10,000 hits, an author webpage with 100,000 hits, and 65,000 total social media connections/friends.   

He studied writing under the University of Maryland writer-in-residence J.R. Salamanca as he worked for a Masters in creative writing. He participated in The Vicious Circle, a brutal writer’s workshop, for many years. At the age of 22, He had a short novel of mine published by Ballantine Books, a subsidiary of Random House. For his day job, Rich writes proposals to convince the US Government that the contracting company he works for is better than all other contracting companies. Rich’s day-job Facebook page says, “I write proposals and I write fiction, but that’s redundant.” 

Hobbies and Interests: Rich is a novelist. He have just completed a novel inspired by Abraham Lincoln's apocryphal quote to Harriett Beecher Stowe, who wrote Uncle Tom's Cabin: "So you're the lady who started this great war." Rich wrote his novel to start the great war to mitigate the upcoming climate disaster. 

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How to keep the pressure on your bid team (= bid manager, solutioners and bid writers) within acceptable boundaries? And in the long-term keeping your bid team sound and safe (healthy both physical and mental) and not quitting their job?   

 It all starts with (HYGIEN) a well-documented process and a mature way of working (keep your promises, stick to the plan, help each other; keep the common goal sharp (winning a bid);   

1. Does your company use a strict capture process?  

2. Is your qualification system robust and how to you it to balance the workload? And helps the qualification system you to predict the probability of winning or losing a bit?  

 3. Does you use fictive costs of answering a RfQ and are they combined with the probability outcome of your qualification system 

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Izane Cloete-Hamilton is the Master of Inspiration at nFold, a strategic proposal and pitch consultancy in South Africa. She started her career in business development at global giants, including IBM, Compaq, and Westcon, before honing her passion for winning business through sales responses like proposals, tenders, and presentations. 

Izane established the group bid office at EOH, an ICT company listed on the Johannesburg Stock Exchange. She developed and implemented processes, tools and templates that grew the bid team to a 23-person unit supporting +- 230 different business units. During this time, she served on the APMP SA chapter as a committee member and also as chair. 

Over and above the countless educational contributions she made to her previous organizations, she has also presented and trained at several South African APMP events. She has written several articles (published on LinkedIn, TFM Magazine, Lionesses of Africa and newsletters). The highlight of her publishing career thus far is a Bid Office Playbook, a 350-page guideline for proposal professionals (internal to EOH). 

Izane has presented at BPC Europe 2022 talk about what William Shakespeare knew about making bid/no-bid decisions and was recognized as one of the conference's highlights. In 2021, Izane and her business partner Larissa Cornelius hosted a session at the online version of BPC Europe, "From OK to Awesome: How to improve bid office performance through KPIs". 

Izane also presented a session about Bid or no-bid decisions at the 2021 Smart Procurement World Indaba and in the previous year, she co-hosted a session at the Indaba titled: "Invasion of the proposal aliens". The Lionesses of Africa, a 1.5-million-member social enterprise working to advance Africa's women entrepreneurs, invited Izane to train a select group of women entrepreneurs enrolled in an accelerated incubator programme on "Perfecting your pitch, learning to negotiate and closing your sales". 

In 2019 she obtained her APMP professional certification, one of only 10 APMP certified proposal professionals in South Africa at that time. 

Izane is involved with Boston Terrier Rescue and other animal welfare organizations.  She loves cooking, drinking wine and Agatha Christie's murder mysteries.

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Kate Moshoadiba is the Head of the Bid Management Office at IQbusiness, which is a leading independent Management Consulting firm in South Africa, for the past 6 years.    

               This “Proposals Fanatic” has over 15 years of experience in handling winning Proposals and Bids, and has earned herself a great reputation and experience within this profession. A pioneer in what she does! She guides her organization's key stakeholders in developing compelling, compliant, responsive and winning proposals.  

              Kate has worked for a diverse range of companies (in Auditing, Consulting, Engineering and Mining), such as Deloitte, Aurecon, LRGM, Lexmark, RSV Enco to name a few. She holds a degree in Bachelor of Business Administration (2017) from Milpark Education and a Marketing Management Diploma (2010). 

                Kate has been part of the APMP family and a member of the APMP South African Chapter since 2014, and now appointed the Chair for APMP South African Chapter. She has an APMP Foundation accreditation and is currently pursuing her next, which is the Practitioner, hoping to bag it by June 2022. 

                 This bid professional is purpose-driven, that is, she acts on things bigger than the services she provides in her career. Within the organization she works for, IQbusiness, she drives and leads as part of corporate social responsibility, an initiative within the education space called the Alexandra Education Committee (AEC), mentoring young people and raising funds towards their education. This way creates an impact and empowers young people’s lives and their future to create and embrace lasting positive changes. She has served on this NPO, on the AEC Council and the AEC Alumni Committee as the Alumni Chairperson since 2013 (on the committee since 2009).  

            Kate is an independent, ambitious, well-spoken, well-groomed and vibrant woman, who faces life with courage and determination. She is a widow and a mother of three (1 girl, now late as of June 2021 and two boys). Never mind “a series of her unfortunate events”, she carries on living a purpose filled life, with her shoulders up and a smile on her face. She keeps on thriving and her plan is to obtain her PGDip in Business Management. One day she hopes to run her own organization training people in entrepreneurial skills and business acumen.  

             Before her boys wake up, she jogs, 2kg of weights, 30 minutes of exercise and she is ready to conquer the day. When she is not taking over the world, you will find her at some park or some fun-fair event with her boys being playful, in a world of superheroes, unicorns, rainbows and jelly tots. What she likes doing for fun, is to watch the same episode of “Peppa Pig” and pretend she has never seen it before 😊.   

“Success,” Kate feels, “is all about focus, discipline, running your own race with pure endurance and most importantly trusting in God.” 

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Mike is (Microsoft MVP and APMP Fellow) is an internationally recognized Visual Communication and Presentation Expert and award-winning author of (“Billion Dollar Graphics” and “A Trainer's Guide to PowerPoint: Best Practices for Master Presenters.”). He owns Billion Dollar Graphics and is a partner at 24 Hour Company, a premier creative services firm. Mike has spearheaded multi-billion-dollar projects and helped Fortune 500 companies and international learning institutions win billions of dollars. 

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Noemi Schmidt is a bid professional with 13 years of Bid Management experience, 4years in IBM and 6 years within Computacenter, 10 years in total in IT in various countries, such as France, Hungary, Canada and UK and has filled roles as Bid Specialist, Bid Coordinator, Bid Manager, Senior Bid Manager and currently Team Leader Bid Management France. Living in the UK, Noemi has been working for Computacenter for 6 years. She has mainly covered French business and has always worked in a bilingual environment.  

                 Noemi is also a proud holder of APMP Foundation and Practitioner certifications, and is currently preparing for her Professional assessment is in progress. She also won the APMP 40 under 40 award in 2020.  

                This bilingual bid professional spends her time engaging with various sports like gym, horse riding, recently tennis as well as water sports such as SUP etc. and is fond of traveling. Her interests is mostly focused on enrolling in “infinite” self-development activity and is practitioner of holistic relaxation techniques such as meditation, reiki, sound healing etc. 

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With more than 30 years’ business development and 20 years’ proposal experience, Scylla remains passionate about her role in winning new business.  

She recently joined nFold - South Africa’s leading strategic proposal and pitch consulting organization - after leading the Pursuits and Proposals team at PwC South Africa for the last few years. 

She has started up many bid office functions in various organizations in her career and is focused on being client-centric, delivering quality outputs and building strong client relationships.

Scylla's hobbies and passion include reading fiction, gardening, Scylla’s two wonderful daughters who both still live at home and who she’s very close to, and all animals (She has eight of them) and their welfare. 

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Lee, the Senior Vice President for Training and Education at Hinz Consulting, has more than thirty years of experience in proposal development and program and contract management. Lee has served in the U.S. Air Force and then moved to the civilian side with stints at Computer Sciences Corporation and 3Com before becoming an independent proposal consultant in 1991.  While most of Lee’s career has been in the IT and telecommunications field, his breadth of experience spans proposals as varied as helicopter maintenance to medical waste disposal. He has supported proposals for DoD, GSA, DHS, DISA, DOI, DLA, FAA and many other agencies. Lee is a graduate of Clemson University and George Mason University Law School. He was a member of the Virginia bar from 1991 until 2018.

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