08:30 - 08:45

Welcome and Opening
Sandy Pullinger, Chairperson: APMP South Africa

08:45 – 10:00

The 7 Deadly Sins of the Complex Proposal
International keynote speaker: Dr. Tom Sant

Many proposal teams and sales organizations are “sinners” and don’t even know it.  What are the symptoms?  Low win rates, long sales cycles, heavy use of generic content, executive summaries that are all about you, and proposal text that is too technical or even obsolete. 
In this presentation, Dr Tom Sant will identify the seven sins of proposal writing and, more importantly, will show you how to eliminate them.  He will give you simple, practical methods to make sure your proposals are focused on what matters to the decision maker, structured in the most persuasive way possible, and built on a strong combination of compelling value and effective differentiation.  Bring a notebook!  You’ll want to take a ton of notes!

10:00 – 10:45

Story Telling… The Ancient Art of Persuasion

Douglas Kruger

Leadership, Sales, Communication and Negotiation… All of these skills have their roots in persuasion. But do you know how to engage and persuade the human mind?

Stories are the medium of human communication. Used properly, their capacity to appeal and persuade is unparalleled. But not everyone knows how to use them to their advantage.

This thought-provoking, entertaining and hugely content-rich presentation could change the way you go about preparing for pitches, selling your ideas, motivating your teams or even writing your thoughts.

Persuade with power. Learn the ancient art of storytelling, as it applies to our modern world. Lead your industry with the power of stories.

11:05 – 12:35

2011 Salary Survey Results

Sandy Pullinger presents the findings

Bid Manager’s forum

Panel Discussion with bid managers from companies such as EOH, Deloitte, Absa, Vodacom.

Are you a member of the APMP yet? The benefits to you, your career and your organization.

13:25 – 14:05

Gathering Intelligence and Moving Forward
Millie Rasekoala - Prosperator Manager, Raizcorp

Tendering to government can be a minefield for the uninitiated bidder when submitting a formal proposal or bid. Different levels of government apply different rules and there are exceptions to those too. Take the opportunity to understand the complexities and challenges the department itself faces each step of the tender process. Millie will share with us her experiences and insights into the tendering and award making process derived during her tenure at the SETA.

14:05 – 14:35

Procurement and Supplier Relationships

André Coetzee – MD, CIPS (Chartered Institute of Purchasing & Supply)

What is CIPS and how can suppliers and procurement all work together for the greater good?

14:55 – 15:35

The Pen is Mightier than the Sword - Choice of words

Festus Masekwameng  - Executive Creative Director, MotherRussia Design 360

The English language contains hundreds of thousands of words. Learn better proposal writing skills, how to use the right words in your proposals and tenders to the results you desire. Understand how words can be used creatively to communicate your solutions. For example, what makes a good slogan, headline or successful client-centred campaign.

15:35 –16:15

10 Creative Steps to Making your Presentation Stand Out from the Crowd

Greg Kockott - Group Executive Business Development, Penquin International

You’ve been shortlisted: How to knock their socks off in your presentation. From creating powerful multimedia introductions to ensuring your graphics are well designed and meaningful, we'll take a critical look at the creative journey and work through 10 great tips for making sure your presentation packs a punch!

16:15 – 16:30

Announce Proposal Writing Award Winner

16:30 – 17:00

Close
Sandy Pullinger, Chairperson: APMP SA and Managing Director: nFold (Pty) Ltd