£601.25 – £939.92

APMP Capture Practitioner course & exam – London - 16 & 17 Sept 2020 - Stra...

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Location

De Vere Venues West One

9-10 Portland Place

London

W1B 1PR

United Kingdom

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Refund Policy

Refund Policy

Refunds up to 7 days before event

Eventbrite's fee is nonrefundable.

Event description

Description

APMP’s new Capture Practitioner certification is designed for industry professionals who specialise in capture, business development, opportunity management and pursuit. If you’re a bid or proposal specialist who gets involved in the early stages of the pursuit – or who gets frustrated by others’ failure to plan the overall campaign effectively – then this is the qualification for you!

Our research shows that most buyers have a clear idea of who they think will win before issuing the RFP. It’s vital that you’re better prepared – and have done more to influence the customer – than your competitors. Effective opportunity/capture plan development is critical in this preparation and can ensure your organisation is placed in the best position to win - potentially avoiding an RFP process or, at least, ensuring you’re the preferred choice leading into that process.

Our immersive two-day event will lead you through the sections of APMP’s Body of Knowledge that form the syllabus for the Capture certification - focusing on the key points, methods and approaches required to operate your own capture process effectively.

Our two course presenters – Graham Ablett and Lorraine Baird – both held posts as heads of bid / opportunity management for major organisations, prior to joining Strategic Proposals. Both are certified APMP Professionals and together they’ll bring over 40 years’ bidding experience to the event. As a result, they’ll do so much more than coach you through the syllabus: they’ll bring it to life with numerous real-life examples of best practice on winning bids.


The course syllabus

We’ll cover the following topics:

  • An overview of the APMP certification programme, and how the Capture Practitioner exam works
  • Opportunity/capture plan development and scheduling – developing and maintaining a plan that is structured, dynamic and agreed across your business
  • Team selection and management – how to ensure you have the right team aligned, senior leadership engagement and buy-in and clear objectives for all involved
  • Customer focused opportunity capture skills and strategy management – reviewing topics such as customer’s buying cycles, value propositions, handling objections and winning strategies
  • Reviews and gate decision management – how to smoothly navigate and lead decision-makers and contributors through multiple gate decisions and reviews
  • Engaging program and bid support – working collaboratively with key resources to support throughout the capture and proposal strategy and process, including teaming
  • Pricing to win – customer and competitor analysis and the fine balance of value v cost
  • Presentation and persuasive communications – preparing and presenting compelling content and presentations that positively persuade your audience
  • Negotiation – techniques for generating a successful win-win outcome
  • Self-leadership, leading others and stakeholder management – we’ll cover communication skills including leadership, delegation, teamwork and conflict management

You'll then sit the APMP Capture Practitioner exam online at the venue on the afternoon of the second day. (Please bring a laptop!)


Pricing for the course & exam

The list price for this event is £940 per person plus VAT - but for this first pilot course we're discounting the fee to £735 plus VAT, plus the EventBrite booking fee. The course price includes the exam fee.

Until 30th June 2020, we're able to discount this still further to £470 + VAT and the EventBrite booking fee, reflecting APMP's current promotional rates for exam fees.

Note that you must be a member of APMP, and that your membership fee is not included in the course price. (You can register via https://www.apmp.org/page/MembershipHome)


Note: we're confident that we'll be able to go ahead with this classroom event by mid-September. If this isn't possible and we have to cancel the course due to the coronavirus crisis, we'll give you the choice of a full refund or moving to a new date. And you'll in any case have the option of getting a full refund up to seven days before the start of the event.


Your trainers

Graham Ablett CPP APMP - Director, Strategic Proposals

Graham brings over 20 years’ experience working on bids and proposals across the public and private sectors. Before joining SP, he was head of opportunity management for Dell.

An approved APMP trainer for over five years, Graham has helped hundreds of delegates successfully navigate through the APMP certification process. He balances his training and consulting work with helping clients to capture specific deals. This ensures he brings a healthy dose of pragmatism when presenting the theory, as he sprinkles real examples into the course to enhance the learning experience.


Lorraine Baird CPP APMP - Director, Strategic Proposals

Lorraine specialises in helping organisations to win - evidenced by her personal win rate of over 85%. She’s also recognised for energetic and engaging training/coaching programmes across all sectors. Formerly heading up the bid team at Aviva, Lorraine’s career in sales and bidding spans over 20 years.

She’s passionate about the need to align great capture management with the overall bid and proposal process, and will draw in the course on a wealth of real-life examples.


If you'd like any more information about this event, do contact us via info@strategicproposals.com

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Date and Time

Location

De Vere Venues West One

9-10 Portland Place

London

W1B 1PR

United Kingdom

View Map

Refund Policy

Refunds up to 7 days before event

Eventbrite's fee is nonrefundable.

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