By Shaun Powers, Senior Manager of Proposal Operations

At Presidio Federal, staying ahead of industry trends is a priority, and the 2024 annual conference of the Western Chapter of the Association for Proposal Management Professionals (APMP) provided valuable insights to support this goal. Held at the Disneyland Grand Californian Hotel in Anaheim, the two-day event featured a range of seminars and networking opportunities, allowing participants to explore emerging trends and innovations in the proposal management field.

One of the most prominent topics of discussion was the integration of Artificial Intelligence (AI) into proposal development. As AI continues to reshape the way we work, new tools are being introduced to enhance efficiency and streamline processes. However, the conversation didn’t focus solely on which AI tools to select, but rather emphasized a strategic approach to their implementation. Participants were encouraged to apply change-management best practices, ensuring that AI tools are integrated thoughtfully and with consideration of their broader organizational impacts. For many, forming cross-functional tiger teams to gather feedback and support from all stakeholders emerged as a best practice.

Another important aspect of the discussion centered around client perceptions, especially within government agencies. Some agencies are already requiring the disclosure of AI use in proposal development, signaling the start of what will likely be an ongoing dialogue between agencies and proposal developers as both sides navigate the evolving role of AI.

In addition to AI, proposal planning was a key area of focus. Many attendees highlighted challenges with relying on subject matter experts (SMEs) for content, often receiving input late in the process that requires significant revision. To address this, a proactive planning approach was recommended—planning content down to the paragraph level during the initial stages. By providing SMEs with clearer, more detailed instructions, the need for rework can be minimized, leading to higher-quality proposals and better alignment with client expectations.

The final point of discussion touched on knowing when to reassess the viability of a bid. Often, changing client requirements or unforeseen challenges arise during the proposal process, which can jeopardize success. Conference speakers encouraged ongoing bid/no-bid reviews throughout the proposal lifecycle, allowing teams to make informed decisions based on evolving circumstances.

As the proposal landscape continues to evolve, staying informed and agile is crucial. At Presidio Federal, we are committed to adopting new strategies and technologies that streamline our processes and elevate the quality of our proposals.