This presentation is about why some IT professionals should consider APMP certification. It shows some important topics from certification. Relation to Scrum. Difference to other procurement certifications. Target Audience: Account manager, sales manager, bid manager, proposal manager, bid manager, IT Architect.

1. For IT Professionals
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2. 2
AGENDA
INTRODUCTION
Objective, What, Who.
Syllabus
Issue, Motivators, Hot buttons, Persuasion, Six weapons of influence,
Price to Win, Price comparison, Compliance matrix and response,
Shapes and lines impact mood and perception, Daily team
management, Lessons learned, Knowledge Management.
Other Procurement related certification
CIPS, APICS.
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2
4
PromoteScrumconcepts
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3. High level business development lifecycle
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Market
Identification
•Market
identification
assessment.
Account
Planning
•CRM.
Opportunity
Assessment
•Competitive
Assessment.
Opportunity
Planning
•SWOT Analysis.
Proposal
Planning
•Content Planning.
•Compliance Matrix.
Proposal
Development
Negotiation Delivery
•Customer Contact.
•Product demos.
•Upgrades.
Market Entry
Decision
Opportunity
Qualification
Decision
Bid Pursuit
Decision
Bid / No Bid
Decision
Bid Validation
Decision
Final Review
Lessons
Learned

4. Targeting “Favored position”
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Unknown Position
Known Position
Improved Position
Favored Position

5. Who should be interested in APMP?
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Account manager
Opportunity / Capture manager
Sales lead/ Manager
Proposal/ Bid Manager
Technical Architect

6. Customer Issues, Motivators, Hot buttons
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Customer Requirements
Issues
Motivators
Hot buttons
Your proposal should reflect clear understanding to
customer issues, motivations, and hot buttons.
Your understanding is a key success factor in winning the
bid.
Key Success factor
Proposal
Issues that customer repeatedly discusses and
often are problems with a system, software,
process, or resources inhibiting the success of the
customer’s organization.

7. Robert Cialdini - 6 principals of influence
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Liking
Show similarity, our comparability, it
increases the rapport and they want to work
with us.
Scarcity
What is distinctive, unique of what we are
offering and what they will lose if they don’t
make the move.
Authority
Tell what we know in an expert kind of way
that will help them reduce their uncertainty
of which is the best step to take.
Social proof
Evidence that a lot of people just like them
have been doing this or are doing it.
Reciprocity
Give something to people, they want to
give back to us.
Commitment & Consistency
A public commitment in a vendor direction,
they are more likely to say “Yes” to a
request that is an extension of that small
commitment, and even much larger
extensions.

8. Price to Win
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25
40
50
70
0
20
40
60
80
Price to win
Million$
Bidder cost
Bidder price
Customer's budget
Customer's perceived value
• Differentiate yourself from
competitors.
• Add features that offer the greatest
added value at minimum relative costs.
• Eliminate expensive features that offer
relatively minimal benefits.

9. Proposal scheduling
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MARCH 2021
28 1 2 3 4 5 6
7 8 9 10 11 12 13
14 15 16 17 18 19 20
21 22 23 24 25 26 27
28 29 30 31 1 2 3
4 5 6 7 8 9 10
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
RFP release
Final documentreview
ProposalDelivery
Kickoffmeeting
Production

10. Compliance matrix and response
# RFP
Reference
Owner Compliance
code
Response
Reference
Response regulations
1 Technical response should be submitted
electronically using PDF format.
[R1] P 23 Mohamed
2 Response deadline by 31-Mar-2021 [R1] P 23 Mohamed
3 Financial proposal should be submitted in separate
physical form in sealed envelope.
[R1] P 24 Mohamed
Solutioning
4 Should support horizontal / vertical scaling. [R2] P 2 Ashraf Y [P2] P 10
5 Should support 99.99% availability and vendor
should demonstrate how this will be achieved.
[R2] P 2 Ashraf Y [P2] P 10,
P 23 - 25
6 Should support VMware. [R2] P 4 Ashraf Y [P2] P 12
7 … … … … …
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11. Shapes and lines impact mood and perception
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Start
Data
Decision
Process
Process
Process
Stop
No
Yes
Start
Data
Decision
Process
Process
Process
Stop
NoYes
Start
Data
Decision
Process
Process
Process
Stop
No
Yes
Horizontal & vertical lines provide
sense of stability. Show
controlled, organized structure.
Diagonal lines are dynamic &
energetic, but can cause user
uneasy or agitated.
Curves are soothing & calming.
Curved lines can pacify readers.

12. Lessons learned
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Internal
Determine how to improve opportunity
planning and proposal development
processes.
Customer debriefings
Determine how well you understood the
customer’s perspective.

13. Knowledge Management
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ProposalArchive
PastPerformanceDB
ConsultantDB
Q&ARepository

14. Promote Scrum concepts
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SPRINT
BACKLOG
SPRINT
PLANNING
PRODUCT
BACKLOG
DAILY
STANDUP
SPRINT
REVIEW
SPRINT
RETROSPECTIVE
SPRINT
1 – 4 weeks
POTENTIALLY
SHIPPABLEPRODUCT
SCRUM TEAM
RFP =
Proposal contributors =
= Proposal
= Daily team management

15. APMP & procurement certification
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CIPS / APICSAPMP
Bid& Proposalmanagement
Vendors & Bidders
Suitablefor ITprofessionals
involved in proposalmanagement
Procurement, Supplychain,
inventory management,
logistics & transportation
Corporate customers
Not suitablefor IT professionals, unless
you are working in procurement or supply
chain software andneed toknow about
the business

16. Credits & Disclaimer
• Most diagrams included in this presentation based on licensed
version from Infograpia.
• Flowchart diagrams are samples from licensed version of MS Visio
2019.
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17. Thanks
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