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New Member Interview - Dick Ferri

Dick Ferri

Regional Sales Director
Shipley Associates
Marietta, GA

APMP Question.
How long have you been a proposal manager/specialist/writer?

Dick:  I have worked on Proposals, RFI’s and RFP’s for many years but primarily in the B2B world and exclusively in a Sales role.

APMP Question.
How did you become involved
 with proposals?

Dick:  See above. My involvement with DoD related proposals came through my background in the Executive Search industry. Firms I’ve worked for did lots of Sr. level BD, Capture and Proposal Manager “search” assignments.

APMP Question.
Do you work in a “corporate office” or “home office” environment? 

What do you like best about working in your current environment? 



 





What do you like least?

Dick:  After years of selling in Atlanta in multiple industries I am thrilled to be working out of a home office for Shipley but will be traveling extensively throughout the Southeast. I will terribly miss sitting on I-75 or 285 in rush hour traffic.

 

 

Dick: I am fortunate to be working for a class organization like Shipley Associates. They are the Gold Standard for BD and Proposal efforts for those companies doing work with the US government. We have lots of growth opportunities here in the Southeast with companies in MS to NC and obviously the Huntsville factor.

 

Dick: I can’t think of a thing – other than going to our Headquarters in Salt Lake City – it’s frustrating – I love to snow ski and haven’t had time to enjoy the great outdoors there yet.

APMP Question.
What do you feel is the most challenging aspect of your job?

Dick: Like any sales or Biz Dev role, there is and always will be lot’s of “Cold Calling”. But that’s not the hard part – it’s actually educating Prospects on the fact that Shipley is not just a “Training” company. We have hundreds of Consultants on our team that can help companies’ increase their “Win” rate. Firms that use our proven methodologies have an 82% win rate.

APMP Question.
When did you join APMP?

Dick:  In early March of this year.

APMP Question.
What is your method for successfully working with your proposal teams?

Dick:  The key for me throughout my career has been to ask thoughtful, probing questions to understand the Customer’s needs and pain. The better I understand who their customers are and what their objectives are then we (Shipley) can craft a solution that results in “Win-Win” engagements.

APMP Question.
Which type of proposals do you do most? Commercial or government?

Dick:  Our forte is providing Training, Consulting and “Staff Augmentation” for companies who do business with the DoD or Federal & State Agencies. Although we have worked for “B2B” customers, that comprises only 15-20% of our business.