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Christopher Kalin

Expertise:

Bid Management And APMP Expert

Industry Experience:

Computer/IT Services, Telecommunication Services, Defence, Logistics & Transport

Relevant Skills:

MBA, CPP APMP, APMP Fellow

Christopher S. Kälin is a global authority on bid and proposal management. He is the author of the reference guide The Ultimate Bid and Proposal Compendium.

He is the Founder and Managing Partner of CSK Management. He presents public and corporate seminars as well as conducting live and virtual training programmes on how to win more business with convincing proposals and bid management best practices. He has worked with companies around the world to improve success rates, generating over 50 billion dollars in business across many industries, including IT, telecoms, defence, transportation, financial industries, event organisation, gambling and business outsourcing.

He was co-founder and chairman of the German-speaking APMP chapter (Association of Proposal Management Professionals) and regional director for Europe/Africa. He is APMP-certified at Professional Level (CPP APMP) and is an APMP Approved Trainer. In 2013, he received the prestigious Fellows Award.

He developed the BidMaster™ Framework and the Storyline Method for developing compelling proposals.

He is also a well-received speaker at business development conferences and sales conventions around the globe. He graduated with a degree in Business Administration and Information Technology from Zurich University.

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Recent Questions

APMP Certification - Do I really need it?

Hi Chris

I am from Pakistan and work as a Tender Manager at Biomedical Firm. I have been in the role for 10 years.

I am writing to get advice on APMP Certification and whether it is useful for me?

If you believe it is, how would you suggest I best achieve it?

I’m also keen to understand how I can best position my skills to secure a job in the UK/US?

I have joined Bid solutions Group a few days ago and I have found it a really useful resource.

Thank you

Qazi

Answered by Christopher Kalin Disclaimer

Inclusion, transparency, collaboration, and teamworking in Bid Teams

Hi Christopher

I am creating a concise presentation for senior management demonstrating that isolating a bid manager/lead from the costing process (or any part of the team) is linked to a lower win rate due to the long list of problems it creates.

I can explain in words that the BM needs to ensure compliance, e.g. are we pricing what has been asked? Are we using the correct format and breakdown? Is there any obvious cloak-and-dagger pricing that will be perceived negatively?

I can also explain the practical difficulties it poses the BM, e.g. costs given to a BM in a lump sum do not define labour hours as an independent item; therefore, BM cannot write a programme and methodology. Also, if BM does not understand the costed solution, BM cannot competently engage with the client about target dates for PC etc. BM needs to be able to competently answer clarification requests post-award; the list goes on and on.

If I submit a commentary, it will be viewed as my opinion. Are there any in-depth studies, publications, APMP Shipley best practices on inclusion in leadership in bid teams?

Plenty of info is available on the importance of good collaboration, information sharing, teamwork, etc, from APMP and APM. But I need to be more specific to cost isolation. Graphics, charts, data, proof!

My Presentation is on Monday, so I need some help!

I really appreciate any help you can provide.

Regards,
Alex Wells
Bid Manager

Answered by Christopher Kalin Disclaimer
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