Michael White


Be careful what you say

2-Michael-WhiteHow to ensure that that bid teams win the bid but don’t lose the money.

Providing guidance on ensuring that you accurately capture your bidding assumptions and customer dependencies whilst fully understanding and costing the commitments you make in your proposal.

About Michael

Michael has over 20 years’ experience in directing and managing multi-disciplinary bid teams in the defence, telecoms, construction, facilities management, education, aircraft, engineering, rail, franchising, manufacturing and technology sectors.

Michael has established and managed bid departments and undertaken numerous bid process implementations.

A member of the APMP for eight years, this is his seventh UK conference.

Paul Deighton


Sustainable capture

Paul DeightonAfter attending this presentation, participants will have an insight into how some of the world’s leading companies have built a sustainable rather than a transient capture capability.

About Paul

The client solutions director of Shipley Limited, Paul is co-author of BDCMM (version 2.0) – the definitive sales and bidding best practice model. He has incorporated into the new edition a decade of experience in putting the first version into practice.

He has led Shipley’s capability consulting practice since 2003 and in that time he has supported clients in the defence, security, healthcare, engineering, banking, IT, aerospace and telecoms sectors in the UK, US, Europe and the Middle East. One of the main areas of his work has been helping clients to build sustainable capture capability.

Paul’s background is in engineering, programme management and business improvement. He is a Fellow of the Institution of Engineering & Technology and an APMP professional.

Richard Bannon (APMP UK Board)


Achieving practitioner certification

Richard BannonPresenting the refresh for the PPAQ. How to maximise the probability of achieving certification at the next level.

About Richard Bannon

As Director of Education and Certification for the APMP UK Board, Richard is continually seeking new ways to add value to membership of the association in these areas.

He gained professional accreditation in 2009 and is now an examiner at this level. He is a mentor for members working towards practitioner level.

Having been a proposal manager for several decades, Richard now works earlier in the capture cycle supporting Lockheed Martin bid teams preparing for proposals. His mission as part of capture operations is to increase the probability of wins by ensuring that proper preparation prevents poor proposal performance.

Richard Houseago


Making lessons learned work

Richard-HouseagoImproving the performance of bid teams with lessons learned activity

About Richard

Richard has worked extensively in the defence industry both as a supplier and customer. He currently works for a major defence contractor. He is a systems engineer with a broad engineering background working on aerospace and defence projects.

For the last ten years he has worked as a bid manager for Thales, working on bids of all sizes. Richard is a member of the APMP bid processes and guidance community of interest and focuses on improving the way to win business through bids and proposals. His MBA thesis looked at the use of applying game theory to improving success rates and the critical success factors involved in winning business through bidding.

Robert S. Katz


Compelling solutions through solutioneering

Head Shot - Robert KatzSolutioneering: a radical way to learn to live and breathe the customer. A suite of disciplined solution engineering approaches which guide us in developing winning proposals using proven intelligence community analysis methods.

About Robert

BD& Capture mentor by day, firefighter-paramedic by night. As an innovative thought leader, Robert has proudly conceived, captured, proposed and executed countless rewarding initiatives to serve his community, his country and our allies. These have included complex command and control and geospatial intelligence gathering systems.

He has provided leadership to (among others) MIT, John Hopkins, Navy, Army, Air Force, NASA, The Pentagon, CIA and the State and Treasury Departments. Before starting up his global not-for-profit organisation, for 10 years Robert worked as a principal BD executive for a number of major corporations including Lockheed Martin, establishing completely new homeland security and defence markets from scratch in the US, India, Hong Kong, Japan, UK, France, Norway, Germany and Belgium.