BREAKOUT SESSIONS

A.M. Session (10:30am - 11:45am)

1.  Differentiate Your Business Proposals with Insight and Substance
 

When faced with a dozen, and in some cases 50+ RFP responses from companies, the buyer needs concrete ways to distinguish among the sellers. As a seller, you must clearly articulate and support, with evidence, your business differentiators and how these will help you solve the buyer’s problem. In this workshop, participants will learn information that can be put to immediate use: the role of an Executive Summary and tips on reinforcing your message; elements of a credible sales case; and strategies for differentiating your business throughout the proposal process.

Speakers: Stephanie Leibowitz, Partner, Proposaldocs
Donna Anselmo, Partner, Proposaldocs

Stephanie Leibowitz has more than 20 years of management experience in marketing, communications, business development, contracting, and health care administration, including the development of marketing communications plans for start-up operations. A co-founder of Proposaldocs LLC, she has worked for organizations as diverse as Swiss International Air Lines, Gentiva Health Services, PricewaterhouseCoopers, and a large Long Island community hospital. Ms. Leibowitz has successfully written and managed thousands of proposal projects. In addition, she has and planned and managed several large, integrated management initiatives to improve sales and marketing operations and processes. With undergraduate and graduate degrees in Anthropology from Stony Brook University, Ms. Leibowitz brings an understanding of cultural influences to communications and business strategy. She has developed and conducted training for executives on subjects as diverse as marketing proposals, consultative selling, contracting, project management, customer service, and corporate compliance.

Donna Anselmo is a business strategist offering more than two decades of experience in business corporate marketing and management. Formerly an award-winning journalist who has been published in The New York Times among other venues, Ms. Anselmo has applied her business acumen to assist a diverse array of businesses advance their communications, management and training initiatives, facilitate corporate mergers, develop corporate information libraries and respond to business proposals. Her extensive experience includes work for University Hospital and Health Sciences Center at Stony Brook, Olsten Staffing Services, Elite Technical Services, Adecco, and Bowne & Co. The founder of Comvergence Marketing Group and co-founder of Proposaldocs LLC, Ms. Anselmo earned a Bachelor of Arts in History and Psychology, a Master of Science in Health Care Policy and Management, and an Advance Certificate in Health Care Management.