Scribble Talk

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Anatalia Macik, CP APMP, has 17+ years of experience as a writer and editor and 12+ years in proposal development. A member of APMP’s International 40 Under 40 Class of 2020, she was recognized for the impact she has made through her promotion of repeatable and realistic proposal processes. She is excited to join the APMP International Board of Directors and will bring lessons learned from over a decade of impact on the processes, quality, and efficiency of bid and proposal responses.

Currently as the Proposal and Bid Director for the Security Detection and Automation organization within Leidos, she is working to establish processes, templates, and procedures that align with the corporate standards and expectations established by Leidos. Previously as a Director at Pyramid Systems, she built the processes, templates, and proposal team all while leading proposal responses for the company. While at eGlobalTech, she refined existing processes, improved templates for repeatable use, and managed a team of proposal managers while responding to 50-80 proposals annually. Through her 12+ years as a proposal professional, Anatalia has believed in and shared her enthusiasm for the rigor of process, continual improvement, and effective flexibility.

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Bette Sturino, CP APMP joined BMO Financial Group in 2006 and serves as Assistant Vice President and Senior Proposal Manager within the North American Treasury & Payment Solutions line of business.  She has more than 15 years of proposal management experience and supports the Sales organization with their commercial, local government, and non-profit RFPs.  She wears many hats on the team from proposal management to graphics to writing & editing, as well as content development and mentorship. Bette is happy to work on a team of seven other proposal managers after spending many years as an army of one.  Prior, Bette spent two years managing a proposal team at FIS, which is where her passion for APMP started.

Bette earned her APMP Foundation Certification in 2012 and Practitioner level in 2016. She has been actively involved in the APMP Greater Midwest Chapter since 2012 and served on their board of directors in varying roles since 2013, including Events Committee, Professional Development Chair, Vice Chair, 2018 Chapter Chair, and 2019-2021 Communications Chair.  Bette was recently selected to serve the 2021-2022 term on the APMP International Board of Directors.

Bette has her Bachelor of Business Administration (BBA) degree with majors in Marketing and Real Estate from the University of Wisconsin – Milwaukee.  She resides in Hot Springs, Arkansas with her husband and two Goldendoodles.

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Andrew Fraser leads the Strategic Bids Team at WSP in the UK.  As one of the world’s leading professional services firms, WSP provides engineering and design services to clients in the Transportation & Infrastructure, Property & Buildings, Environment, Power & Energy, Resources and Industry sectors, as well as offering strategic advisory services. WSP’s global experts include engineers, advisors, technicians, scientists, architects, planners, environmental specialists and surveyors, in addition to other design, program and construction management professionals.

 He leads a team of work winning professionals focused on securing our most important projects serviced from the UK.  His 18 year career in bidding started with the environmental consultants ADAS.  As with many in this profession, this wasn’t as deliberate choice of career path. He started out as a business consultant, ‘cutting his teeth’ on writing business plans, funding applications and market reports. He then moved to Parsons Brinckerhoff in 2006, taking the opportunity to focus on bidding and the chance to work on much larger bids. He became part of WSP when Parsons Brinckerhoff was acquired by them in 2014.  

Throughout that time he has grown and developed the bidding function within the firm to what it is today – one of the best places to work.

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Kathryn Morgan is a Bid Director with over 14 years’ experience in bidding, starting my career as a bid coordinator in 2006. She is worked in different sectors including hard FM, private security, professional services and soft FM for companies include Just Ask Estate services, Mitie, EY, G4S. Kathryn completed her APMP Professional accreditation last year (2019).  Recipient of APMP 40 Under 40 Award – 2017, Winner of the APMP UK Writing Award – 2016 and also nominated in the 2020, APMP UK 2020 leadership category. 

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Bob Gurin is currently our longest-serving employee and has trained hundreds of SMA Associates how to develop winning proposals using the SMA proposal process. Many SMAers are proud to consider Bob as their mentor and friend.

Bob has had many roles at SMA over his 30 years, including leading our Competition Management Practice, Site Manager for operations with one of our top clients, and Vice President of Quality Assurance and Training. Prior to joining SMA in 1989, Bob was Director of Product Development at Ultrasystems, and prior to that had worked at the NSA.

Career Summary 

• Almost 32 years a SMA, serving as proposal manager and Senior VP 
• Spent 8 years at NSA as programmer and project manager
• Worked as systems engineer and program manager for small systems engineering company
• Joined SM&A after working with Steve Myers on a proposal as the client
• Served two tours at Headquarters, including running Competition Management Group
• Primary Proposal Management Trainer
• Born in DC
• Batchelor's Degree in History and Computer Science from University of Maryland, MBA from Pepperdine 

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Krishna kumar (KK) comes with 28+ years of deep IT experience across India, USA, Australia and Singapore. He has worked with world class organizations like IBM, PriceWaterhouse Coopers, Siemens and Mastek. KK has performed in a wide spectrum of roles from large Client Account Management, Consulting, Technology Lead, Pre Sales and Organization Process Head. KK has led many large ERP and Outsourcing deals. KK was a past member of the Board with Association of Proposal Management Professionals (www.apmp.org).  KK is Certified at Practitioner level and is also a contributing author to APMP’s Body of Knowledge (BOK) and the APMP Journal. 

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John C. Rood John Rood has over 30 years of experience in national security positions in the U.S. Government and the private sector in international business and aerospace and defense. He served as a senior official at the Defense & State Department, White House/National Security Council, Central Intelligence Agency (CIA), in Congress as a staffer in the U.S. Senate, and as an executive at Lockheed Martin and Raytheon. Mr. Rood has been an Associate at SMA consulting since March 2020.

In addition to his work at SMA, Mr. Rood serves as Chairman of the Board and Security Director of Radisson Hospitality, Inc. He is also CEO of John Rood and Associates LLC where he assists clients with growth strategies and government relations in the U.S. and overseas. 

From January 2018 to February 2020, Mr. Rood served as Under Secretary of Defense for Policy where he led formulation and coordination of national security policy within the Department of Defense as the principal advisor to the Secretary of Defense for such matters. He managed a team of over 2,100 civilians and military service members and was responsible for building partnerships and defense cooperation with U.S. allies, including overseeing the $55B foreign military sales program and export controls

Mr. Rood managed implementation of strategies, including the National Defense Strategy resulting in a new focus on addressing the implications of growing competition among the world’s great powers. He oversaw development of a new cyber strategy, authorities, and approach; a space strategy for the newly-established Space Force; completion of the Missile Defense Review; Nuclear Posture Review; and a counter-terrorism strategy for the defeat of ISIS. Prior to serving as Under Secretary of Defense for Policy, Mr. Rood worked for nearly a decade in the private sector. From March 2016 to January 2018, he was Senior Vice President of Lockheed Martin International where he was a corporate officer and direct report to the Chairman and CEO charged with leading business growth and industrial partnerships in more than 70 countries. He also served as VP for Corporate Domestic Business Development at Lockheed Martin. Prior to joining Lockheed Martin, Mr. Rood was VP for U.S. Business Development at Raytheon from 2009 to 2014, where he managed teams in Washington, DC and 28 field offices responsible for growing the business, preparing market assessments, and managing customer relationships.

From 2007 to 2009, Mr. Rood served at the State Department as Acting Under Secretary for Arms Control and International Security. He was responsible for policy on countering the proliferation of weapons of mass destruction and missiles, arms control, nuclear weapons, security cooperation with other nations, and export controls. He also served as Assistant Secretary of State for International Security and Nonproliferation. In two tours at the White House/National Security Council from 2005 to 2006 and 2001 to 2003, he served under President George W. Bush as Special Assistant to the President and Senior Director for Counterproliferation Strategy, and Director for Proliferation Strategy, Counterproliferation, and Homeland Defense. 

From 2003 to 2005, Rood served as Deputy Assistant Secretary of Defense for Forces Policy, where he was responsible for the development and oversight of policy and programs related to U.S. nuclear and conventional strategic forces, missile defenses, and space systems. Ear

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Lana Browner is a proud SMA Associate. A formally trained screenwriter and University of Southern California graduate! Self-starting, multi-tasking executive focused on continuous business development process improvement. 24 years of professional experience including 20 years of senior level experience as a program manager, project manager, capture manager, orals coach, orals script writer, BD executive, proposal manager, volume lead, technical proposal writer, resume writer, past performance writer, market research analyst, marketing director, and technical writer. Expert at managing PMOs, GWACs, and IDIQs for many government customers including local, state and federal in aerospace and defense, systems and software engineering, healthcare IT, and cybersecurity. 

Winning capture and proposal strategist with contract awards valued at $50 million-1.3 billion for Army, Navy, Air Force, Department of State, DISA, DOD, Military Health Systems, Veterans Affairs, Dept. of Health and Human Services, National Institutes of Health, Centers for Disease Control, Centers for Medicaid and Medicare, NASA, and GSA, . Easy going and extroverted communicator that loves networking and challenges. Has a creative and persuasive flair for winning new business. Incredible teambuilder with a successful history of turning problem teams into cooperative, successful teams. Certified Project Management Professional (PMP) with an MBA from University of Maryland’s R.H. Smith School of Business. 

Shipley trained and APMP certified in proposal management and capture management at the Practitioner level. My sweet spot is standing up proposal development centers and IDIQ and GWAC Centers of Excellence. Pursuits include defense, aerospace, systems engineering, military health, payment processing systems, and healthcare IT for small, medium and large businesses. I strategize to capture efforts at the contract level then build teams to pursue subsequent quick turn task orders. I started my career in healthcare systems on both sides of Medicaid (on behalf of doctors as well as payors and medical groups/independent physician associations for 7 years. In my spare time I enjoy writing dramatic scripts, making YouTube videos, creating recipes with my husband, and learning how to understand my adult children.

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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.
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Every year, UK Government buys some £292billion of services from the private sector. The post brexit UK government procurement measures, was developed over the last 15 months by a team of specialists in international procurement. The principles and journey is set out in a green paper. The WHAT is out there. We need conversations around SO WHAT, WHY and shape the future WHAT!

Please read Baachu Summary here while listening to the session- Green Paper on UK public sector procurement published - (baachu.com)

We have a once in a generation opportunity following Brexit for a reset and re-think about what kind of society we want to emerge from this crisis. The New Beginning can only be achieved through conversations and sharing our views.

Respond to Green Paper consultation to [email protected]

Time line

0.0 - 0.35 - Podcast Intro Music (Tamil Parai)
1.00 - 2.10 - About Baachu
2.10 - 2.50  - Agenda, Baskar Sundaram and Disclaimer
2.53 - 4.10  - GPA
4.10 - Green Paper Intro
5.30 - 7 principles of Green Paper
6.55 - 3 Procurement Procedures in Green Paper
8.00 - Dynamic Procurement System (DPS+)
9.30 - Frameworks in Green Paper
10.35  - MEAT (Most Economically Advantageous Tender) to MAT (Most Advantageous Tender)
11.00 - Single supplier registration platform
12.45 - Social Value Model
13.35 - Corporate Social Responsibility (CSR) Vs Tender based 10% social value
14.22 - Baachu UN Sustainability Goals
14.50 - Current Thresholds
15.35 - Reserve the procurement by supplier location & Reserve the procurement for Small and Medium sized Enterprises (SMEs) / Voluntary, Community and Social Enterprises (VCSEs) Link - New plans set out to transform procurement, providing more value for money and benefitting small business - GOV.UK (www.gov.uk)
18.00 - Find a Tender Portal - Find a Tender (find-tender.service.gov.uk) and Contracts Finder - https://www.contractsfinder.service.gov.uk/
19.16 - Other Portals
https://www.publiccontractsscotland.gov.uk/
https://www.sell2wales.gov.wales/
https://etendersni.gov.uk/
20.44 - Summary
23.22 - Crown Commercial Service Helpdesk on 0345 410 2222 or [email protected]
23.35 - Watch the recording in YOUTUBE from Martin Traynor, Cabinet Office Crown Rep session - UK Public Procurement With Martin Traynor, Cabinet Office Crown Rep - YouTube
23.54 - Podcast Outro Music (Tamil Parai)

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Leigh Ann Newman works as a Senior Program Manager of Proposal Operations for Public Consulting Group, Inc. in their human services practice area where she is bringing industry best practices to the art of proposal development for the entire PCG Human Service team.  This includes company-wide quarterly trainings, reporting on proposal submission activities and providing support to all Human Service staff in proposal development. Leigh Ann is Practitioner Level certified by the Association of Proposal Management Professionals (APMP) and has her master’s degree in Business Administration from Clark University as well as a Bachelor of Science in Communication/English from the University of Idaho. She is the past Marketing Director for the Pacific Northwest chapter of APMP serving on the board of directors from 2015-2020, where she supported new member engagement and chapter level outreach via multiple social media accounts and through website management. She is also a newly elected member of APMP’s International Board of Directors for the 2021-2022 term. She recently wrote an article for Winning the Business titled, “Making a Fashion Statement During Proposal Reviews.” Leigh Ann is from Cavendish, Idaho where she helps her husband and their 19 year old son run their 600 acre wheat and barley farm and raise registered Morgan horses. 

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