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."
Target audience :
- Accounting
- Analyst
- Bid Directors
- Bid Managers
- Bid Pursuit Manager
- Bid Writers
- Business development manager
- Capture manager
- Digital Bid Specialists
- Editors
- Formatters
- Graphic Specialists and Designers
- Marketing
- Marketing coordinator
- Proofreaders
- Proposal Analyst
- Proposal Coordinator
- Proposal Developer
- Proposal Editor
- Proposal Manager
- Proposal production manager
- Proposal Specialist
- Proposal Supervisor
- Proposal Writer
- Senior Proposal Manager
- Technical writer
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
• Professional accreditation enables organisations to achieve greater recognition for themselves as a reputable employer with a business agenda for excellence.
• Just as an employee increases their productivity and value through their professional development, your company can improve its marketability, efficiency and profitability, by supporting and nurturing its most valued asset - YOU.
• Most companies invest in the development of their staff, recognising that this provides future benefits to the company. Through sponsoring you to achieve accreditation and supporting your training, coaching or mentoring requirements, your company will demonstrate to you, and other business professionals in your company, that it recognises the proposals-related discipline as profession. The company will be showing it is committed to investing in its people.
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: 22,000INR
Exam fees:400USD for members/600USD for non members
Duration :2 Days (weekends - 9am to 6pm)
Pls send us your query , will answer back within 24Hrs: Thanks in advance for contacting us
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: 18,000INR
Exam fees F0undation :10,000 INR only
Duration :2 Days (weekends - 9am to 6pm)
Pls send us your query , will answer back within 24Hrs: Thanks in advance for contacting us
APMP Capture Practitioner (2019)-235.00 GBP
The APMP Capture Practitioner OTE assesses the knowledge and skills that demonstrate proficiency in Proposal and Bid Management based on the APMP Competency Framework and Syllabus. The knowledge and skills required for the Practitioner are documented in the APMP certification syllabus.
The questions within the Practitioner OTE Examination have been designed to test your knowledge and understanding of APMP Best Practices at two recognized learning levels.
Learning Level 3 Application of best practice for a given situation within a scenario.
Learning Level 4 Analysis of best practice for a given situation or activity within a scenario.
Exam Format:
8 questions.
3-5 question items each worth one mark, total of 80 marks.
2 and a half hour examination (150 minutes) no additional reading time.
Pass Mark of 40+/80 to pass (50%)
Open book, manual only
Online Exams
This exam can be taken online.
Duration
150 mins
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: 22,000INR
Exam fees:450USD
Duration :2 Days (weekends - 9am to 6pm)
Pls send us your query , will answer back within 24Hrs: Thanks in advance for contacting us
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 | Batch2-Date | Batch3-Date | Batch4-Date | Batch5-Date | Batch6-Date | Batch7-Date | Batch8-Date | Venue | Contact |
---|---|---|---|---|---|---|---|---|---|---|---|---|
1 | Telangana/AP | Hyderabad | - | - | - | - | 7-Mar’20 | 8-Mar’20 | 4-Apr’20 | 5-Apr’20 | Flat # 617, 6th Floor, Annapurna Block, Aditya Enclave, Ameerpet, Hyderabad-500016, Telangana, India | vijay 0-9440089341 |
2 | Karnataka | Bangalore | - | - | - | - | 7-Mar’20 | 8-Mar’20 | 4-Apr’20 | 5-Apr’20 | SPECTRAMIND, DBS center, Cunningham road, Bangalore | vijay 0-9731330926 |
3 | TamilNadu | Chennai | 11-Jan’20 | 12-Jan’20 | 8-Feb’20 | 9-Feb’20 | 14-Mar’20 | 15-Mar’20 | 11-Apr’20 | 12-Apr’20 | SPECTRAMIND, CHENNAI, CitiCentre , Level 6, 10/11 Dr.Radhakrishna Salai,Chennai,Tamil Nadu,600 004,India | vijay 0-9440089341 |
4 | Maharashtra | Mumbai | 18-Jan’20 | 19-Jan’20 | 15-Feb’20 | 16-Feb’20 | 21-Mar’20 | 22-Mar’20 | 18-Apr’20 | 19-Apr’20 | 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 | vijay 0-9440089341 |
5 | Delhi | Delhi | 25-Jan’20 | 26-Jan’20 | 22-Feb’20 | 23-Feb’20 | 21-Mar’20 | 22-Mar’20 | 25-Apr’20 | 26-Apr’20 | SPECTRAMIND,Paharpur Business Centre, 21, Nehru Place Greens, New Delhi - 110019 | vijay 0-9440089341 |
6 | West Bengal | Kolkata | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , The Legacy, 1st Floor, 25-A, Shakespeare Sarani, Kolkata, 700017 | vijay 0-9440089341 |
7 | Maharashtra | Pune | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , The Legacy, 1st Floor, 25-A, Shakespeare Sarani, Kolkata, 700017 | vijay 0-9440089341 |
International Course Dates, Venue & Timings:
Sl.No. | State | City | Batch1-Date | Batch2-Date | Batch3-Date | Batch4-Date | Batch5-Date | Batch6-Date | Batch7-Date | Batch8-Date | Venue | Contact |
---|---|---|---|---|---|---|---|---|---|---|---|---|
1 | USA | Charlotte,North Carolina, | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SpectraMind , TBD | SHamshuddin +1 – (980) -202- 8567 |
2 | USA | Raleigh, North Carolina | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND, TBD | SHamshuddin +1 – (980) -202- 8567 |
3 | USA | Washington DC | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND, TBD | SHamshuddin +1 – (980) -202- 8567 |
4 | USA | Richmond, Virginia | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND, TBD | SHamshuddin +1 – (980) -202- 8567 |
5 | UK | London | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND,TBD | Alok : |
6 | Ukraine | Ukraine | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Mykhailo : +380 73 304 8268 |
7 | Singapore | Singapore | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Deepa : |
8 | Malaysia | Kullampur | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Kamal : +60 12 224 9674 |
9 | Philippines | Makata | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Sandeep : +63 917 872 3931 |
10 | Dubai/Saudi | Dubai | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Ajmal : +966 53 146 2904 |
11 | Africa | Johannesburg | 30-Jan’20 | 31-Jan’20 | 29-Feb’20 | 1-Mar’20 | 30-Mar’20 | 31-Mar’20 | 29-Apr’20 | 30-Apr’20 | SPECTRAMIND , TBD | Kireeti : +27 74 725 1511 |
Contact Details:
Mr. Vijay
Mobile: 0091 94400 89341
Phone: 0091 040-6456 8797
Mexico/Canada/USA phone : 001 (650) 550-9178
Register Online: moc.snoitulosdnimartceps|ofni#moc.snoitulosdnimartceps|ofni
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