APMP ANZ Conference 2019 – Keeping up to date with the latest developments in the proposal sector

Expert Proposals attended the APMP ANZ Conference on 28/29 August 2019 in Melbourne. We always try to take some time out and “sharpen the saw” whenever we can. We attended the last conference in Sydney on 29/30 August 2017 and are looking forward to attending the next one in Sydney on 26/27 August 2020.
The theme of this year’s conference was “Make an Impact” and it was well attended by around 170 delegates from around Australia, Asia and the US. Even the global President of APMP made an effort to come down under for the event.
Some of the highlights from Day 1 for us included:

Mike Parkinson

Mike Parkinson “at a glance" material

The Keynote was delivered by Mike Parkinson who spoke on “Making an Impact on your hit rate through “at a glance” material.
Mike is all about graphics and using them to enable your audience to understand your message “at a glance”. More than ever, we are living in a time when people have short attention spans and we need to make it easy for them. We are a big fan of Mike and what he is spreading. We have participated in webinars he has conducted in the past. For many years now we have been outspoken advocates of using graphics in proposals to convey key messages, structures and methodologies. It really does make a difference to quickly understanding your material.

Key takeaways:
“GAME”

  • Goal – what is the goal?
  • Audience – who are they?
  • Motivation / Message – define this clearly
  • Explain – simply and effectively

Dr Tom Sant

Dr Tom Sant Winning Value Propositions

Tom is well known in the international proposal community and is a published author of a number of books including Persuasive Business Proposals, The Giants of Sales and the Language of Success. Tom spoke to us about Winning on Value by building a wining value proposition. 
Tom took us through ways of monetising the value and reminded us that:

  • Value resides with the customer, not with the seller
  • Smart buyers look for positive impact
  • The customer always define the outcomes that matter, not the seller

Key takeaways:

  1. Identify the value the customer wants
  2. Calculate the gain
  3. Monetise the value
  4. Link to your differentiators and proof

The highlights of Day 2 for us included:

Lauren Burns OAM

Lauren Burns OAM keynote speaker
Lauren Burns Gold Medal

Lauren Burns delivered the Keynote. Lauren is an Australian taekwondo practitioner and Olympic champion. She won Australia’s first Olympic gold medal in taekwondo at the 2000 Summer Olympics in Sydney, competing in the women’s under 49 kg class. She holds the rank of 3rd dan black belt in taekwondo.

Lauren was gracious enough to pass around her gold medal!


Key takeaways:

  • Natural talent is not enough – it’s what you do on a consistent basis that matters more – just keep going!
  • Success leaves clues – when you have success with something take the time to examine it and you will find the reasons why you were successful
  • You know you are getting good when you are no longer doing an extraordinary thing, but doing an ordinary thing in an extraordinary circumstance
  • Humour is critical

Very much looking forward to attending the next conference!

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