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On this International Women's Day, Special  let's celebrate our women proposal leaders. These  professionals are tenacious, they lead by example and encourage you by saying, “Don't sweat the small stuff” and inspire you to follow your heart.

Listen to the advices these successful proposal professionals have for you, not just on the International Womens Day, but a whole year!  

Imagine a gender equal world.

A world free of bias, stereotypes, and discrimination.

A world that is diverse, equitable, and inclusive.

A world where difference is valued and celebrated.

Together we can forge women's equality.

Collectively we can all #BreakTheBias.

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Send us Fan Mail

On this International Women's Day, Special  let's celebrate our women proposal leaders. These  professionals are tenacious, they lead by example and encourage you by saying, “Don't sweat the small stuff” and inspire you to follow your heart.

Listen to the advices these successful proposal professionals have for you, not just on the International Womens Day, but a whole year!  

Imagine a gender equal world.

A world free of bias, stereotypes, and discrimination.

A world that is diverse, equitable, and inclusive.

A world where difference is valued and celebrated.

Together we can forge women's equality.

Collectively we can all #BreakTheBias.

Support the show

Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/




Mel developed her bidding skills across a number of sectors, ranging from thousands to £500m, with organisations including MICROS, Oracle, De La Rue, Leidos and QinetiQ. With each career move being a progression, Mel has now reached the position of Strategic Capture Bid Lead, working on some of the more complex deals, bringing thought leadership. 

An APMP member from fairly early on in her career, Mel has achieved Foundation and Practitioner certification, won 40 under 40 twice, received the Bid Excellence award in 2017 and most recently won both the Innovation and Collaboration awards in 2021. At the start of the year, Mel became the Chief Events Officer for the APMP UK Chapter and looks forward to leading the future events for the chapter. 

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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Today’s Guest is David Warley CPP APMP Fellow and we will be talking about The search for value and the challenge for project and proposal professionals. Projects are justified by the benefits they promise and the value created. As proposal professionals we are familiar with the concept of Value Propositions but often the procurement process itself can limit the scope for offering additional value. Is the way we run procurements getting in the way of maximising value? 

David will draw on thinking from portfolio and programme management to suggest techniques that can be used in business case development to identify benefits and justify value. Some of these are applicable in a proposal context. 

David Warley is a change practitioner focused on improving the performance of organisations in bids, projects and programmes. With over thirty years’ senior management experience in the IT and telecommunications industries his fascination has always been to understand what enables some organisations to flourish while others wither. A certified professional and Fellow of the APMP he was the founder of Bid to Win Ltd an APMP Approved Training organisation. 

David’s recent research interests have been in the area of project procurement and how to identify, contract for and reward value. He describes his approach as “These days I just ask questions, cleverer folk than me might have answers.” 

More about David in Scribble Talk Episode 98 

We will examine: 

What is value? 

• How benefits are realised and value created 
• Some examples of quantification of benefits 
• Models for managing this thinking process 
• He will then address the challenge of whether as proposal professionals we are part of the value creation process or just competing for share.  
• Real world examples from the audience of where suppliers have been selected and rewarded based on the benefits and value they provide will be welcome as part of the discussion.​

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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



An APMP certified (Practitioner) career proposal manager with over 20 years in the field, Krysta Cadden brings a wealth of experience, knowledge, and understanding of the process to every proposal she is involved in. Krysta is currently Director, Opportunity Management – North America (Team Lead) at Lee Hecht Harrison. Krysta started in the field by accident – and hasn't looked back since with previous roles at TELUS and Alcatel Lucent. Her favourite aspect of the role is the everchanging landscape – different client needs, different teams, different issues day in / day out. 

 She joined APMP to grow professionally and meet like-minded professionals like herself. Achieving Practitioner accreditation in 2013 is definitely a highlight of her career. Without the backdrop of formal education growing up, it was a very proud moment to have accomplished specific study in her chosen field of expertise. Krysta is also Treasurer at APMP Maple Leaf Chapter. 

Krysta lives in Halifax, Nova Scotia, Canada with her family and four dogs. She loves all things animals, the beach and spending quiet afternoons watching the world and listening to nature. 

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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Carrie Jordan lives in Virginia in the U.S. with her family: her husband, Chad, and their three children (Audrey 13, Luke 4, Adeline 2). She also has two step-children: Kirsten 17 who lives in Kansas city with her mom, and Connor, 21 who attends Virginia Tech and is a goalie on the VT soccer team. Carrie and her family are currently building their forever home on 10 acres in the country. For hobbies, Carrie enjoys exercising, bible study, reading personal development, interior design, and ballet.

Professionally, as Strategy & Operations Lead for Microsoft’s Proposal Center of Excellence (PCoE), Carrie Jordan is passionately creating the best proposal organization to work for in the world. PCoE’s mission for Microsoft is to increase deal quality so we show up in the best way possible for our customers, to increase the probability of a win, and to save the Microsoft field time. While we pursue customer-centric proposal excellence, we also strive for a healthy, collaborative, and balanced environment for our proposal professionals.

Prior to her role as Strategy and Operations Lead for Microsoft’s PCoE, she served as PCoE Program Manager, and earlier as Senior Proposal Manager. Carrie draws from over 13 years of experience in proposal management, coordination, writing, editing, content curation, and desktop publishing. The majority of her experience is in large, public sector cloud deals. She previously served as the Director of Consulting Services for Shipley Associates, the industry-leading authority on government and commercial proposal standards and processes. She’s supported over $150 billion in proposal wins.

Carrie is also a successful small business owner in multiple non-competing industries.

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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Lisa Rehurek is the fearless (and ridiculously fun) founder & CEO of The RFP Successâ Company. 
As an eight-time author, national speaker/trainer, and business builder, Lisa Rehurek shines with her down-to-earth, “get it done” personality. With 25+ years of RFP knowledge behind her, Lisa knows what it takes to get the “Yes!” Working with both the private and public sectors, Lisa intimately understands both sides of the table from the evaluator perspective as well as the submittal perspective. Her unique vantage point coupled with her love of strategy, systems, and simplicity has garnered her clients amazing success. Lisa and  The RFP Successâ Company team help companies win business by developing the strategy, process, people and content it takes to achieve high RFP win ratios. The RFP Successâ Company has trained and consulted hundreds of companies and helped organizations win over $100 million in business.    
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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Marina Goren is the President/CEO of Smart BD Consulting – a successful MD/DC/NVA area Capture and Proposal Development firm. Over the past 8 years she has successfully grown her company to over 180 consultants serving over 60 Federal Government contracting clients winning over $15 Billion. She teaches numerous Proposal Development and Capture courses and was an APMP speaker since 2014.  

Solutioning Magic – No Fluff, Only BLUF (Bottom Line Up Front) 

Suggest you have few generic examples (without naming the details) of a fluff proposal and good solution based proposal that you can talk through 

Why Are Solutions Important?

What is a solution ? why its not the the response document? 

What is bottom line profit? 

Why some proposals sound like “fluff”

Lets talk about Government proposals first - 

Why do you think only the benefits are evident ? 

Is solutioning part of capture or proposal process or both? ​

The Government doesn’t know what they are buying – How true is this statement? 

What? Who? When? How? Why? – Government has more questions than answers, lets talk about this 

Assume we answered all the above questions, whats next? 

​then provide tangible benefits, then tell them where you have done it successfully = Strength/Significant Strength

Can you give some examples how this could be done? 

​How can we apply solutioning  for a quick turnaround and commercial proposals? 

Lets talk about Why Solutions So Hard? What are the 3 main issues? Lets pick one at a time and talk about it. 

1.Lack of Subject Matter Expertise (SME)

Result: Fluffy proposals – Losing bids

Fix: get experts or no bid!

2.Lack of Solutioneers/Facilitators (Capture Managers, Solution Architects, etc.)

Result: nuts and bolts described with no big picture or benefits to the customer (what are they buying?)

Fix: Hire professional help (or no bid if no sufficient budget)

3. Lack of Time/Patience

Result: Incomplete solutioning leads to lack of solutions

Fix: Be patient – it takes time….or if the timeline is very limited – no bid – it’s likely wired

In summary, what is the solution magic and how can solutions improve bottom line profit? ​

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Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Hailey Cox was born and raised in Huntsville, AL, and is the third generation in her family to work in the Defense industry. She is currently a Capture & Proposal Senior Analyst at Aerojet Rocketdyne (AR), where she provides proposal leadership, training and hands-on process support in the development of competitive new business proposals for AR’s Defense Business Unit. She provides both virtual and cross-site proposal guidance to proposal managers and teams on critical national defense programs, resulting in strategic wins for the company. She is experienced in delivering proposal management and process Just-in-Time (JIT) training. In just over two years at AR, Ms. Cox has received four Mission Success Awards for superior proposal leadership and support. 

She provides strong support in helping the Capture & Proposal group improve processes and performance, including maintaining data and analyzing proposal process health metrics , contributing to win/loss analyses, working process improvement initiatives, and developing useful proposal templates and worksheets. 

In addition to her regular job duties, Ms. Cox was selected by AR leadership to serve on three special projects/teams – (1) Ethics Liaison for the Ethics and Compliance Department, (2) Team Lead of the Strategy and Business Development Employee Engagement Team, and (3) AR Business Operating System (ARBOS), Huntsville Headquarters Leadership Council. She began her career as a Program Support Analyst at a small business and was then promoted to Business Development Manager. 

Ms. Cox earned a Bachelor of Arts (BA) in Political Science and Philosophy and a BA in Russian Language and Literature from the University of Alabama in Huntsville. She is certified at the Foundation level (CF APMP) through the Association of Proposal Management Professionals (APMP) and is the Membership Director for the APMP California Chapter. She is starting her second year of being mentored by a proposal expert through APMP.  

Hailey Loves to spend time with her animals and constantly engages herself with animal welfare. She is also into fitness through many means including lifting weights, Pilates and martial arts. Hailey busies herself by giving make-overs to old furnitures and also nurtures a hobby for shooting.  Hailey can be found volunteering for her church’s kitchen ministry and is fully into American muscle cars, especially the one she owns. 

Support the show

Send us Fan Mail

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.

Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/



Tony Birch is Chairman of Shipley Limited. An industry veteran with 40+ years’ experience who has trained over 10,000 people, helped win over $30bn in new business. Elected a APMP Fellow in 2006, Tony served on the main board of the APMP for 4 years; during that time he oversaw the development and launch of the APMP's Certification Program. As one of the founders of APMP UK, Tony’s mission is to ensure that the role of a bid or proposal manager is recognised throughout the world as a profession – and not just a job.

Listen in where Tony shares his wisdom, 

1.  Preparing yourself and the materials
2. Preparing the reviewers, by telling them what you expect of them
3. How reviewers should provide feedback / recommendations for improvement
4. Acting upon the feedback / recommendations

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