Georgia Chattahoochee Chapter of the APMP

Robin Davis

Robin Davis Consulting
Nashville, TN

www.robindavisconsulting.com

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

I’ve been in the proposal business for 10 years. I started as a team of 1, and built the processes and team to 8 people. I’ve played every role along the proposal development continuum.

APMP Question.
How did you become involved
 with proposals?

As the Manager of Sales Support, I was tasked with responding to RFPs. There was no process, no win-strategy, no opportunity assessment, no knowledgebase, etc.  I sought out a better way of doing things that would give us a real chance at winning and reduce the stress and redundancy and found APMP.

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?

I currently work in a home office environment and love it. To write and create, I need a quiet space with little interruption. A home office provides that for me.  My productivity is through the roof and the stress level is significantly reduced.  My dogs like it too.

What I do miss is the face-to-face interactions with co-workers. I miss the camaraderie and the spontaneous opportunity to get involved in conversations where I learn new information that I can use in my process or in proposals that I wouldn’t normally get from just doing my day-to-day tasks.

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

Keeping people on task and adhering to deadlines. Creating communication loops that ensure our team has the most up-to-date information. Getting senior leadership buy-in to a process or tools. Finding talented writers that also have project management skills. Unreasonable deadlines that don’t allow us to provide our best work.

APMP Question.
What shortcuts or helpful best practices about working with proposal teams could you share?

Have a process for the bid/no bid decision that helps guide people to make the best business decision and minimizes emotional decisions. Have a kick-off meeting EVERY time to ensure the whole team knows who they are writing to and why we want to win the business. Hire or designate a team member to manage the knowledgebase – this is key to keeping the whole process working.

APMP Question.
When did you join APMP?

I joined APMP in 2002 and have only recently started affiliating with my local chapter. I intend to expand my involvement locally.

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

Always have a positive attitude. Everybody understanding their role and expectations. Making it fun and collaborative – be a partner with the sales person. Empower the team members with knowledge, decision-making ability and continuing education.

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

My experience is mostly in commercial healthcare with some experience in local, state and federal government bids.