Apmp

APMP- Bid & Proposal Management Certification

The APMP has defined the “competencies” that are required of Proposal Management Professionals. This activity is now complete. As a result, APMP is able to launch the world’s first Professional Accreditation Program for Proposal Management Professionals.
The Association for Proposal Management Professionals (APMP) is an internationally recognised association promoting best practice through a diverse range of disciplines within proposal and bid management. Their mission statement is:

"To advance the arts, sciences, and technology of new business acquisition and to promote the professionalism of those engaged in those pursuits."

The Professional Accreditation Program uses a process of competency assessment that is consistent and fair as well as measured against world best practice standards. There are three levels of professional accreditation:

APMP-Foundation Level

The following section describes the competencies required at each level:
This level is aiming to measure whether a candidate would be able to act as an informed member of a proposal / bid team within a proposal environment using appropriate methods to support process. To this end they need to show they understand the principles and procedures and terminology of accepted methods of work.

Specifically candidates should:
• be a member of the Association of Proposal Management Professionals (APMP) - Candidates must provide the Association with a Certificate of Experience (CoE), signed by the candidate’s line manager (or a peer) confirming that the candidate has at least one year’s experience working in a proposal environment.
• have a minimum of one year’s experience working in a proposal / bid environment.
• The candidate must answer correctly 42 or more questions in the independent, multiple-choice, examination designed to test the candidate’s learning and development within a bid / proposal environment.

Candidates should be able to demonstrate knowledge of:
• the relationships between processes, deliverables, roles and the management dimensions of a proposal / bid lifecycle as described in published best practice reference works
• the tools available to assist with process management, planning and production
• industry terminology within the proposal / bid environment as described in ‘the APMP Glossary of Terms’
• specific process stages as described in the published best practice reference works
• proposal / bid document reviews and techniques
• internal organization assessment / analysis processes and procedures and external customer assessment / analysis processes and procedures
NB: For SME owners and sole practitioners, ‘line manager’ could be interpreted as ‘commissioning customer’, and ‘peer’ as ‘those working with the candidate on significant proposals’.

Expectations at end of course :

1. Information Research and Management : Information Gathering

IRIG 1 Candidates should be able to look for gaps in intelligence.
IRIG 5 Candidates should be able to be active in intelligence analysis

2. Knowledge Management

IRKM 1 Candidates should be aware of existing internal and external data sources in bids.
IRKM 2 Candidates should be able to add to the knowledge base.

3. Planning : Schedule Development

PSD 1 Candidates should understand and tailor proposal tasks to suit the proposal.
PSD 2 Candidates should fully understand internal processes.
PSD 3 Candidates should be able to assess customer timescales and estimate the resources required to execute the proposal.
PSD 4 Candidates should be able to produce a cost budget for a routine proposal.

4. Development : Opportunity Qualification

DOQ 4 Candidates should be able to present data for a qualification meeting.
DOQ 5 Candidates should be able to use qualification tools.

5. Winning Price Development

DWPW 1 Candidates should be able to analyse competitors and customer to establish a winning price target.
DWPW 2 Candidates should be able to work with others to set cost targets.
DWPW 3 Candidates should be able to ensure the development of sound business case.
DWPW 4 Candidates should be able to understand the difference between value and price.

6. Teaming Identification
DTI 1 Candidates should be able to recognize the need for teaming partners.
DTI 2 Candidates should be able to help identify suitable partners.
DTI 3 Candidates should be able to help recruit partners.

7. Proposal Strategy Development

DPSD 1 Candidates should be able to identify how the customer perceives the organization
DPSD 2 Candidates should be able to identify the customer’s perceptions of the competitors
DPSD 3 Candidates should be able to identify the +ve and –ve discriminators for the opportunity
DPSD 4 Candidates should be able to develop proposal strategy statements in a ‘what’ / ‘ how’ format

8. Executive Summary Development

DESD 1 Candidates should understand the key elements of Executive Summary development.
DESD 2 Candidates should use the Executive Summary as a proposal briefing tool.

9. Storyboard Development

DSD 1 Candidates should be able to understand the benefits and appropriate use of storyboarding proposals.
DSD 2 Candidates should be able to design and complete simple storyboards.
DSD 3 Candidates should be able to brief contributors in the use of storyboards.

10. Requirements Identification

DRI 1 Candidates should be able to identify documented customer requirements.

11. Compliance Checklist Development

DCCD 2 Candidates should be capable of building a compliance matrix.

12. Outline Development

DOD 1 Candidates should be capable of structuring a proposal to meet the requirements of the customer’s evaluation team
DOD 2 Candidates should be able to add extra document structure if required.
DOD 3 Candidates should recognize scope for re-using material from previous proposals.

13. Management : Storyboard Review Management

MSRM 1 Candidates should understand the benefits of storyboard reviews
MSRM 2 Candidates should understand how to manage storyboard reviews.
MSRM 3 Candidates should be able to ensure that storyboards are amended.
MSRM 4 Candidates should be able to identify and recruit appropriate reviewers.
MSRM 5 Candidates should be able to take part in review.
MSRM 6 Candidates should understand how to organise storyboard reviews.

14. Kick-off Meeting Management

MKO MM 1 Candidates should be able to prepare for kick-off meetings.
MKO MM 2 Candidates should be able to brief kick-off meeting attendees

15. Review Management

MRM 1 Candidates should understand common proposal reviews.
MRM 2 Candidates should be able to assemble appropriate information for reviews.
MRM 5 Candidates should be able to manage time to allow reviews and proposal amendment

16. Proposal Risk Management

PMRM 1 Candidates should be able to recognize proposal risks.
PMRM 2 Candidates should be able to help establish a proposal risk management policy.

17. Final Document Review Management

MRRM 1 Candidates should be able to organize a Final Document review.
MRRM 2 Candidates should be able to identify and recruit appropriate reviewers.

18.Production Management

MPM 1 Candidates should be able to manage proposal production.
MPM 2 Candidates should be able to understand best practice when creating document styles, format and visuals

19 Lessons Learnt Analysis and Management

MLL AM 1 Candidates should ensure that internal and external feedback on the proposal is obtained.
MLL AM 2 Candidates should be able to recognize systematic proposal process problems and suggest changes.

20 Proposal Process Management

MPM 1 Candidates should understand the key elements of a good proposal development process.

21 Sales Participation

SOSP 1 Candidates should be familiar with sales methodologies.

TOPICS COVERED

Chap 1: Understand Business Development
Introduction to the Business Development Lifecycle
Chap 2: Focus on the Customer
Compliance and Responsiveness
Customer Analysis and Competitive Intelligence
Executive Summaries
Strategy and Win Themes
Value Propositions
Proposal Theme Statements
Features, Benefits, and Discriminators
Proof Points
Persuasion
Price-to-Win
Teaming
Chap 3: Create Deliverables
Compliance Matrix
Proposal Organization
Persuasive Writing
Writing Clearly
Headings
Graphics and Action Captions
Page and Document Design
Cost and Pricing Data
Proactive Proposals
Chap 4: Manage Processes
End-to-End Process
Gate Decisions
Kickoff Meeting Management
Daily Team Management
Review Management
Production Management
Virtual Team Management
Lessons Learned Analysis and Management
Chap 5: Use Tools and Systems
Opportunity Plans
Content Plans
Knowledge Management
Scheduling

Training fees: 35,000INR

Exam fees:400USD for members/600USD for non members

Duration :2 Days (weekends - 9am to 6pm)

APMP-Practitioner Level

This level is aiming to measure whether a candidate would be able to apply Process and Procedures to running and managing a Proposal / Bid within a proposal / bid environment that supports process and procedures. To this end they need to exhibit the competencies required

for the Proposal Practitioner qualification, and show that they can apply and tune Principles, Process and Procedures to address the needs and problems of a customer response.
Specifically, candidates must:
• Be a member of the Association of Proposal Management Professionals (APMP).
• Have achieved Foundation Level status.
• Have a minimum of three years experience working in a
proposal environment. Candidates must be able to:
• apply the process and procedures and tools and techniques, in a variety of circumstances.
• Demonstrate that they understand the relationships between processes, components, techniques and can apply this understanding.
• Demonstrate that they understand the reasons behind the processes, components and techniques and that they understand the principles underpinning these elements.
• Demonstrate their ability to relate process and procedures to different proposal / bid response circumstances.
• Demonstrate an understanding of what it takes to win business with proposals.
• Demonstrate a willingness to seek Continuing Professional Development (CPD).

Training fees: 30,000INR 

Exam fees:450USD

Duration :2 Days (weekends - 9am to 6pm)

APMP-Professional Level

This level measures whether a candidate would be able to require the use of, and drive the application and continuous improvement of organizational Best Practice Process and Procedures within the proposal / bid environment.
Specifically, candidates must:
• Be a member of the Association of Proposal Management Professionals (UK APMP).
• Have achieved Proposal Foundation level
• Have achieved Proposal Practitioner level.
• Have a minimum of seven years’ experience working in a proposal environment.
• Provide details of a referee that is prepared to complete an on- line assessment in the area of Behaviour and Attitude.
• Have made a contribution towards furthering the profession.
• Have helped develop others within the profession.
• Have a track record of Continuing Professional Development (CPD).

The Candidate must be able to

• Demonstrate that they can drive a team to recognize intelligence gaps and to use existing internal and external data sources in bids.
• Demonstrate that they understand how to make or endorse compliance decisions and approve the proposal structure.
• Demonstrate that they understand and are able to ensure that the proposal team are right for the task.
• Demonstrate that they are proficient in the use of and require storyboarding to take place.
• Demonstrate that they are proficient in the use of and take part in reviews.
• Demonstrate that they are proficient in the complete proposal / bid process.
• Demonstrate that they are proficient at driving process improvement and exploiting process adaptively
• Demonstrate that they are proficient at identifying and developing requirements collaboratively with customers
• Demonstrate that they are expert at assessing complex strategic opportunities.
• Demonstrate that they are proficient in maintaining the Capture Plan with significant innovation
• Demonstrate they are proficient in recognising the need for, and identifying suitable partners, recruiting and negotiating teaming agreements
• Demonstrate that they are proficient in defining contingency plans
• Demonstrate they are proficient at owning the proposal risks
• Demonstrate they are proficient at implementing policy.
• Demonstrate they are proficient at briefing team members on wider aspects of the proposal; customer, strategy, outline solution.
• Demonstrate they are proficient at owning the win strategy and the business case.
• Demonstrate they are proficient at operating to broad guidelines from senior managers.

Training fees: 30,000INR 

Exam fees:450USD

Duration :2 Days (weekends - 9am to 6pm)

Avail Special Discounts Avail Special Discounts Avail Special Discounts Avail Special Discounts
5% Discount for Early Bird Registrations (15 Days in advance to the program date) 5% Discount on Task force of 4 to 7 10% Discount on task Force of 8 and above 10% discount applicable to BA/PMP/CSBA/IREB/CSTE / CSQA/CISSP/CFPS/CSPM/CAPM /CISA/ Qualified Professionals, IIBA/PMI /SEG /CII/SPIN /CSI and NASSCOM Members

NOTE: Only one discount option is applicable at any time

++ India Course Dates, Venue & Timings:

Sl.No. State City Batch1-Date Batch1-Date Batch2-Date Batch2-Date Batch3-Date Batch3-Date Batch4-Date Batch4-Date Venue Contact
1 Andhra Pradesh Vijayawada 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Vijayawada- Spectramind , DBS center Vijay
2 Andhra Pradesh Vizac/ Vishakhapatnam 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Vizac- SpectraMind , Naga Chambers, Level 3 & 4, D/No. 12-1-16 Plot No. 49, Survey No 1051, Opposite HDFC bank, Waltair Main Road, Visakhapatanam, 530002 Vijay
3 Assam Guwahati 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
4 Assam Dibrugarh 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
5 Bihar Patna 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 DBS Center, Patna Jason
6 Calicut Kozhikode 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
7 Chhattisgarh Raipur 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 DBS center ,Raipur Jason
8 Delhi Delhi 23-Jan’16 24-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND,Paharpur Business Centre, 21, Nehru Place Greens, New Delhi - 110019 Rama Gopal :
9 Goa Goa 7-Dec’15 14-Dec’15 21-Dec’15 28-Dec’15 1-Jan’16 5-Jan’16 1-Feb’16 5-Feb’16 SPECTRAMIND Kaushik
10 Gujarat Ahmedabad 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Ahmedabad - SpectraMind, 101 – 104, GCP Business Centre, Opp. Memnagar Fire Station, Vijay Cross Road, Memnagar, Ahmedabad, 380014 Mr.Alok
11 Gujarat Vadodara 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Ahmedabad - SpectraMind, 101 – 104, GCP Business Centre, Opp. Memnagar Fire Station, Vijay Cross Road, Memnagar, Ahmedabad, 380014 Mr.Alok
12 Haryana Gurgaon 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Gurgaon - SpectraMind, Level 9, Spaze i-Tech Park, A1 Tower, Sector - 49, Sohna Road, Gurgaon, 122018 Rama Gopal :
13 Haryana Chandigarh 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Chandigarh - SpectraMind, Level 4, Tower-A, Godrej Eternia, plot number 70, Industrial Area 1, Haryana, Chandigarh Kavita
14 Jammu and Kashmir Jammu 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
15 Jammu and Kashmir Srinagar 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
16 Jharkhand Ranchi 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
17 Karnataka Bangalore 16-Jan’16 17-Jan’16 ** 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND,DBS center , Cunningham road , Bangalore Namratha
18 Karnataka Mysore 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 DBS center , Mysore Namratha
19 Karnataka Hubli 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 DBS center , Hubli Namratha
20 Kerala kochi - - - - 2-Jan’16 3-Jan’16 6-Feb’16 7-Feb’16 SPECTRAMIND,ThomasMount ,ICTA Building,Changampuzha Nagar P.O.,Cochin- 682033 Mr.Manoj:
21 Kerala Trivandrum 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Hotel Classic Avenue, Thampanoor, Trivandrum, Kerala. Mr.Manoj
22 Madhya Pradesh Indore 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Indore – SpectraMind , DNR 90, Unit Nos. 301, 3rd floor, 569/3, MG Road, Indore, 452003 Arun
23 Maharshtra Nagpur 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
24 Maharashtra Mumbai **23-Jan’16 24-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND,DBS Heritage,Prescot Road,Opp. Cathedral Sr. School,Fort, Mumbai 400001. DBS Heritage (From Airport instruct the car / cab driver to drive to Fort, FashionStreet. It’s near Siddharth College, Budha Bhavan. Also there are schools like J. P. Pettit School & Cathedral Sr. School Mr.Vasudev
25 Maharashtra Pune 30-Jan’16 31-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND,Panchasheel tech park,Yerwada, Pune Mr.Manish
26 Manipur Imphal 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
27 Nagaland Dimapur 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
28 Orissa Bhubaneshwar 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Vani Vihar, Bhubaneshwar Mr. Satya Deep
29 Rajasthan Jaipur 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 DBS center,Jaipur Mr.Manish
30 Rajasthan Udaipur 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
31 Tamilnadu Chennai 9-Jan’16 10-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND,CHENNAI, CitiCentre , Level 6, 10/11 Dr.Radhakrishna Salai,Chennai,Tamil Nadu,600 004,India Mr.Balaji
32 Tamilnadu Coimbatore 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Coimbatore , SpectraMind ‘Srivari Srimath”, 3rd floor, Door No.1045,Avinashi Road, Coimbatore, 641 018 Mr.Balaji
33 Telangana Hyderabad 4-Jan’16 10-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND , Flat 617, 6th Floor ,Annapurna block, Aditya enclave, Ameerpet, Hyderabad-500016 Jason
34 Uttar Pradesh Varanasi 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik
35 Uttar Pradesh Noida 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Noida - SpectraMind, Tapasya Corp Heights, Ground Floor, Sector 126, Uttar Pradesh, Noida Rama Gopal :
36 Uttar Pradesh Lucknow 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 Lucknow – SpectraMind , 4th Floor, Halwasiya Court, Hazratganj, Uttar Pradesh, Lucknow, 226001 Mr.Sandeep
37 Westbengal Kolkata 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SpectraMind , The Legacy, 1st Floor, 25-A, Shakespeare Sarani, Kolkata, 700017 Mr.Hamid :
38 West Bengal Bagdogra 16-Jan’16 17-Jan’16 6-Feb’16 7-Feb’16 5-Mar’16 6-Mar’16 2-Apr’16 3-Apr’16 SPECTRAMIND Kaushik

Call : 0-9440089341

Email : moc.snoitulosdnimartceps|yajiv#moc.snoitulosdnimartceps|yajiv

Contact Details:

Mr. Vijay Bhaskar Reddy

Mobile: 0091 94400 89341

Phone: 0091 040-6456 8797

Mexico/Canada/USA phone : 001 (650) 550-9178

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