The Ultimate Bid and Proposal Compendium


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The Ultimate Bid and Proposal Compendium


Contact Us

CSK Calendar


Online Store

CSK Training Portfolio

News for bid/proposal folks!

10 May 2022

Chris Kälin speaking at BPC EuropeChristopher S. Kälin will be sharing CSK's knowledge on customers' decision making during the quarterly Chapter Event of the APMP Florida Sunshine Chapter on June 13, 2023.

The Magic Behind Customer Decision Making and How To Win the Game

Despite the fact that buying organisations have made a dramatic shift in the way they make purchasing decisions over the last years, most sales executives haven't adapted properly, yet.
In this entertaining and informative presentation, Chris focuses on how your customer's buying centre perceives your sales messages and why typical sales twaddle (sorry!) is often perceived as dull and useless. Learn how to truly understand your client's decision making process -and the science (!) behind it- to enable you to design a truly compelling value proposition.
While presenting some stunning and surprising facts about the human decision making, he provides simple but effective tools to make an impact.


463 Hits
11 March 2024

APMP Member Spotlight on Kathryn PotterAPMP's Member Spotlight is on Kathryn, our spearhead in the UK!

Enjoy reading!

APMP Member Spotlight

569 Hits
11 November 2023

CBDC 2023


Chris Kälin is speaking at CBDC 2023.
In this entertaining session, Chris will delve into the world of customer decision making - and how to win the game.
1018 Hits
15 October 2023

CSK is in the UK

We are delighted to let you know that CSK Management now has a UK office and is open for business. Expanding our footprint means we can provide our services to more of our clients’ locations and increases our capacity across everything we do. 

For anything CSK in the UK, give Kathryn Potter a call on +44 (0)7702 782 671 or drop her a line (

If you’re attending APMP’s BIDx The Big One on the 17-18 October drop by Booth 8 to find out more or book in a call to discuss your needs
1194 Hits
29 September 2022

New CSK Course PortfolioHave you planned your trainings for 2023?
- Our new course brochure is out!

Please note:

  1. All trainings are available as class-room or online sessions
  2. All proposal training sessions are approved for APMP CEUs
  3. New: Global BidMaster Program: 10 online sessions over 12 weeks
  4. New: Prep Courses for APMP Micro-Certifications

Free download

2569 Hits
21 September 2022

New APMP Micro-CertificationWe are proud to be leading the development of APMP's coming 'Executive Summaries' Micro-Certification, with Christopher S. Kälin acting as the SME (Subject Matter Expert).

We can't wait to see the launch of it towards the end of the year!

Stay tuned!

5779 Hits
14 September 2022

BQ14 Cover Page ChrisBQ14 - Good Practice v Best Practice is out now.

What does good practice or best practice mean to you? This was the question Martin Smith posed to BQ's panel of global experts and guest writers for Issue 14 of Bidding Quarterly.

BQ14 also features Chris Kälin's article 'We have a process in place!' - The fundamental misconception about the relationship between best practice and processes

Worth reading!

4730 Hits
10 May 2022

Chris Kälin speaking at BPC EuropeChristopher S. Kälin will be sharing CSK's knowledge on stunning pitch presentations during the May 'Voices of Liberty' of the APMP Liberty Chapter.

Topic: Win More Business through Stunning Pitches

Don't screw it up with a dull pitch presentation! In this entertaining webinar session, you will acquire everything you need to differentiate your offering from your competition. Chris will provide you with simple but effective tricks and tools for your next pitch presentation.

more information

2942 Hits
11 February 2022

Chris Kälin speaking at BPC EuropeChristopher S. Kälin will be speaking at APMP's BPC EUROPE conference on April 11/12 in Amsterdam.

Seeing is believing! In this interactive session, he will use real-life samples from the audience to jointly transform them into truly compelling documents!

APMP has just published the agenda for BPC Europe. 
Check it out:

3216 Hits
04 November 2021

Compendium: Official Approval for APMP CEUsCSK is proud to announce that The Ultimate Bid and Proposal Compendium has officially gained CEU approval from APMP, helping bid and proposal professionals to maintain their certification.

It is eligible for up to five CEUs (Continuing Education Units) in the Self Study Category.

5814 Hits
11 October 2021
Chris Kälin will be part of nFold's 'Lightbulb Moments' round table on 13 October, talking about 'Digital Transformation in Proposal Management': Proposal technology allows for speed and efficiencies that, perhaps optional pre-pandemic, have made it not only viable but essential for bid teams. Digitally enabled solutions help reduce the anxiety of responding to RFPs. From data-powered opportunity intelligence tools and automated responses to tracking progress, simplified collaboration, and analysing language improves quality, clarity, and compliance. Focus on quality and automate quantity. Proposal teams should focus their energy on quality outputs by saving time on mundane, repetitive tasks. In this edition of nFold’s Lightbulb Moments, we explore technology and digital transformation in bid and proposal development. We aim to shed light on how proposal technology makes bidding easier by looking at solutions to typical proposal challenges. Technology alone is not the solution, and so through this series, we will share thought leadership to encourage the use of proposal technology in South Africa. We will help you determine if you are ready for proposal automation and, if you are, show you how to optimise your return on investment. The series kicks off with a live round table webinar with proposal experts debating the pros and cons of technology and digital transformation in proposal management. The panellists will share their views around proposal qualification, the value of content libraries, response compliance and effective proposal language. The panel will set an objective basis to explore some of the available proposal technologies on the market. Reserve your seat n...
6763 Hits
18 September 2021

Loopicon2021We are thrilled to announce that Chris Kälin will be speaking at Loopicon 2021!

Attendees can expect two days of outstanding sessions focused on working smarter, growing professionally, and winning more. Plus, you'll have the opportunity to hear from Chris Kälin and other industry-leading speakers, and to connect with peers.

Register to join on Sept. 28-29, 2021

5713 Hits
25 July 2021

APMP has put together a volunteer council of 15 APMP members with varying experience levels, job descriptions, geographies, association tenure, and opinions to provide input regarding the association’s brand. The purpose of the Brand Transition Council (BTC) is to develop a path forward for APMP by coming to a resolution regarding the brand activity of recent, and put that resolution before the board of directors for their consideration and action.

"I feel honored to have been selected to serve on the Brand Transition Council. [... ] I promise to give my best to represent what I believe is the members' view." said Chris.

6067 Hits
15 May 2021
BQ presents 'Win in 60 Seconds' Improve your chances of winning in 60 seconds. Insider tips, winning strategies, and timely advice from those in the know. Watch Chris Kälin's contribution to the first set of eight videos! Find more 'Win in 60 Seconds' clips  ...
6536 Hits
04 May 2021

jobsAre you a bid/proposal enthusiast with a mission? If you want to build up your own business but you want to be part of a great team without the need to start from scratch, then join us!

Our small team at CSK has worked many years building up a great product and service portfolio, a strong global reputation and a great international customer base. Now, we are looking to build on this and expand globally.

You might be just the right person to partner with us!


4027 Hits
13 April 2021

BQ10 BQ10 - Old Father Time, is out now.

Martin Smith from Bid Solutions has brought together twenty fantastic articles from the brilliant BQ team of experts. They discuss everything from time management techniques, to self-care in challenging times, and social learning techniques. You’ll learn about ‘reader drag’, ‘bid unicorns’ and diminished attention spans.

It also features Chris Kälin's article about differentiating between common and best practice.

Worth reading!

7466 Hits
01 April 2021

eLearning reloadedJust in case you believe your organisation does not yet perform as it should when it comes to writing executive summaries and pitch presentations...

We are delighted to announce that we have completely re-mastered, enhanced and updated our two eLearning modules 'Truly Compelling Executive Summaries' and 'Powerful Proposal Presentations (PPP)'!

They are available for individuals or for groups. They can be easily integrated into your corporate LMS (Learning Management System), too, enabling you to distribute best practice systematically within your organisation!

Truly Compelling Executive Summaries

Powerful Proposal Presentations (PPP):
(now with new content about virtual pitch presentations)

8333 Hits
19 December 2020

Lost your job
Lost your bid management job due to Covid-19?

If so, we are offering 20 free tickets to our BidMaster Online Academy, worth USD 890! The next series will start on Monday, 25 January 2021.

Just contact us, and we will provide you with your login credentials within the next 24 hours. First come, first served!
With your participation, you will benefit from over 20 hours of Best Practice Proposal Management Training (11 modules of 90-120 minutes).

These three conditions apply: 1) You have lost your job due to the pandemic (and you haven't started a new job as of now); 2) You are looking for a new job in the bid and proposal space; 3) You are among the first twenty respondents to this post!

Please respond to

4766 Hits
21 May 2021

Most successful APMP webinarApril 15, 2020: Chris Kälin conducted the most successful APMP webinar ever: 1766 attendees (source: APMP Annual Report 2020)

Hidden Link

4068 Hits
13 September 2019

APMP WebinarIn response to the many changes we are all facing due to the COVID-19 pandemic, APMP is offering a series of free webinars for members and nonmembers.

On May 28, Chris Kälin CPP APMP Fellow, Managing Partner at CSK, will talk about Storyselling

You do know how to write a good proposal, don’t you? OK Boomer!

For those who are looking for a step-by-step guidance to develop truly compelling proposals, then, Chris’ presentation is just that. In this entertaining session, you will learn how to introduce a train of thought into your proposal. You will be able to develop consistent, clear and hard-hitting messages, while also applying a logical structure that makes the document itself easier to read and evaluate for your customers. You will learn how to demonstrate really compelling value to the buyer, leading to drastically increasing win rates. Learn how to trigger their 'yes'!

And, believe it or not, this presentation is also provoking, emotional, and surprising at the same time…

10390 Hits
02 April 2020

c 619 49714039771 oLooking back, the BPC Europe 2020 has been simply a great event.

Hidden Link

See all the pictures here

BPC Europe 2020 











10559 Hits
02 February 2020

BPC Europe 2020 On March 5-6, 2020 the inaugural BPC Europe 2020 will take place.

Chris Kälin will be presenting 'Storytelling? -- No! Storyselling! How to write truly compelling proposals!' on 6 March at 10:30 a.m. in the Graanbeurszaal (the plenary room).

See the BPC Europe's schedule

11435 Hits
13 November 2019

T-Systems International: APMP CertificationOn 13 November, fourteen members from T-Systems International  completed the APMP Foundation-Level Certification. Members from Switzerland, Denmark, Germany, Spain, The Netherlands, Austria, France, Singapore and South Africa attended the workshop led by CSK's Chris Kälin. All participants successfully passed the 75-question exam at the end of the workshop.


The certification is one step of a comprehensive initiative, led by Christoph Blaser, bringing the team to a next level.

12794 Hits
28 August 2019

APMPCertification FINALAPMP has recently updated its certification program and implemented significant changes.

We have summarised them for you:

7058 Hits
10 July 2019

Winning The BusinessCSK's Ultimate Bid and Proposal Compendium is mentioned in an article in APMP's Winning The Business.

The article from Betsy Blakney (Director Proposal Management at CACI Inc, CPP APMP Fellow and former APMP CEO) talks about process improvements using APMP's Benchmark Report and CSK's reference guide book.

read more:


6960 Hits
05 June 2019

The Better Business Bureau issued a warning to business owners about a growing scam involving project proposals.caution

7562 Hits
31 May 2019

Review Jan-Kees Schakel APMP NLJan-Kees Schakel from APMP NL has reviewed 'The Ultimate Bid and Proposal Compendium' on the Dutch APMP blog page (in Dutch but with automatic translation).

Go to the blog page of APMP NL.

6905 Hits
20 May 2019

New APMP Certification SyllabusAPMP has published the new APMP certification syllabus.

It includes the new Practitioner OTE (Objective Test Exam) that will replace the old PPAQ assessment, shortly.

You can download the new syllabus here.

12707 Hits
11 April 2019

BPC Europe 2020

After two years of planning, APMP announced that it is starting a new conference under the Bid & Proposal Con (BPC) brand for Europe on March 5-6, 2020.  The announcement was made at the 15th Anniversary of APMP Netherlands and Interdisciplinary Conference today.  The new conference will be called BPC Europe 2020.

14617 Hits
28 February 2019

APMP ATO CSK Management is one of the first ATOs (Approved Training Organizations) that is officially approved to help candidates achieve their Practitioner OTE (Objective Testing Exam). The Practioner OTE is the new format of the APMP Practitioner replacing the 33-question essay assessment, which has served APMP well for a dozen years. The Practitioner OTE will be a multiple-choice on-line exam based on a scenario provided. Members will use their industry knowledge and professional experience to match the correct answer to the scenario situation. The exam will take about 2.5 hours to complete.

15264 Hits
13 February 2019

Panalpina CertificationOn February 13, twelve tender managers from Panalpina completed the APMP Foundation-Level Certification. The participants from Germany, Switzerland, Belgium, France, Italy, Dubai and the Czech Republic attended the two-day workshop led by CSK's Chris Kälin. All participants successfully passed the 75-question exam at the end of the workshop.


14917 Hits
06 February 2019

20190205 Team BildOn February 5, T-Systems' Swiss Deal Enablement Team completed the APMP Foundation-Level Certification. Twelve members from Switzerland and Germany attended the one-day workshop led by CSK's Chris Kälin. All participants successfully passed the 75-question exam at the end of the workshop.


The certification is one step of a comprehensive initiative, led by Annette Osswald, bringing the team to a next level.


16772 Hits
19 September 2018
Coming soon! We will launch The Ultimate Bid and Proposal Compendium in January 2019. It is the most complete reference guide for winning bid, tenders, and proposals. It provides everything you need to know to beat your competition with better prosposals. It covers best practices for truly all aspects of bid and proposal management, also including all topics tested in the  APMP-Foundation™-Level exam. A must-have book for bid and proposal managers! Pre-order before December 31, 2018 and benefit from 20% discount Delivery: January 2019 Pre-order now!...
8441 Hits
11 April 2018
On April 10, Panalpina's Corporate and European Tender Team completed the APMP Foundation-Level Certification. Sixteen members from the UK, Germany, the Netherlands, Sweden, Switzerland, and the Czech Republic attended the two-day workshop led by CSK's Chris Kälin. All participants successfully passed the 75-question exam at the end of the workshop. Congratulations! The certification is one step of a comprehensive initiative, led by Patrick Güth, Senior Vice President and Panalpina's Global Head of Tender Management, bringing Panalpina's global tendering team to a next level. "This is a great step forward in leveraging best practices in our tender management. The APMP certification reinforces our tender management as an important role within Panalpina. It also demonstrates a personal commitment of each team member", says Daniel Jones, Regional Head of Tender Management Europe....
18783 Hits
14 June 2017

Fellows Award 2017The Association of Proposal Management Professionals® (APMP®) announced today at the opening session of its 2017 Bid & Proposal Con event the three professionals who make up the 2017 class of APMP Fellows. Recognized as the association’s highest honor, APMP designated Suzanne Jones, Hélène Courard, and Klaus Pohlmann as APMP Fellows.

9587 Hits
10 June 2017

BPC 2017 New OrleansCSK reports live from the Bid and Proposal Con 2017 in New Orleans

We report live from the largest event for bid and proposal managers.

This is what we expect from this event:

  • more than 900 attendants from all over the world
  • more than 50 expert presentations f
  • Certification Day: (CSK runs the Foundation-Level workshop with more than 80 participants)
  • Chapter Leaders Workshop
  • Award Dinner: "Future of the Industry Celebration" including APMP Fellow Award

 Follow us on the Twitter hashtag

8955 Hits
22 January 2016

CSK eLearning AcademyCSK have launched another eLearning module "Powerful Proposal Presentations (PPP)". The interactive, self-paced eLearning course provides you with all you need to know about a successful proposal presentation:

  • typical audience members and their true needs
  • the ideal agenda (7-point agenda)
  • key mistakes
  • how to introduce and sell your team
  • bringing key messages across that lead to a “yes”
  • alternatives to PowerPoint.

Please find more information here.

9476 Hits
07 January 2016

Erste Schweizer 3B-KonferenzAfter the huge success of the last 3B conference in September, CSK decided to do it again.

The 3B conference is the leading business conference and networking platform that combines the three topics of business development, B2B sales, and Bid Management. The 1-day conference has two presentation and workshop treams with experts from the industry, professional associations, consulting and science.

Find more information on

10597 Hits
12 January 2016

CSK eLearning AcademyCSK have launched the latest eLearning module "Writing Convincing Executive Summaries". The interactive, self-paced eLearning course gives you a comprehensive overview on writing convincing executive summaries:

  • Goal of the executive summary
  • The ideal length
  • The readers and their needs
  • The authors
  • The timeline
  • The 5-box structure
  • Quality check for executive summaries

Please find more information here.

10137 Hits
24 May 2015

Erste Schweizer 3B-KonferenzAfter the huge success of the first 3B conference last year, CSK decided to do it again.

The 3B conference is the leading business conference and networking platform that combines the three topics of business development, B2B sales, and Bid Management. The 1-day conference has two presentation and workshop treams with experts from the industry, professional associations, consulting and science.

Find more information on

10631 Hits
18 December 2014

Institute of Technology Mittelhessen (THM)The Institute of Technology Mittelhessen (THM) invited Klaus Pohlmann (partner CSK) to hold an expert session on proposal management on December 17. 

11806 Hits
02 December 2014

CSK Webinar SeriesCSK published the dates of the next APMP Foundation-Level Webinar Series:

February 6, February 13, February 20, and February 28, 2015

18903 Hits
20 August 2013

CSK eLearning academyWith the launch of it's eLearning Academy, CSK provides a wide range of distance learning options, including eLearning, webcasts and webinars.


10924 Hits
27 April 2011

CSK named ATO (Approved Training Organisation)CSK Management GmbH has become our latest APMP Approved Training Organization (ATO). The Swiss-based firm becomes the sixth ATO authorized to offer APMP-Foundation™ Level training, and will concentrate their efforts on the European market.

10976 Hits
30 May 2013

Fellow Award Chris KaelinChristopher S. Kälin, CSK's Managing Partner, was named APMP Fellow at the 2013 APMP Bid & Proposal Con in Atlanta, U.S.A.

11697 Hits
04 September 2014

APMP-DACHCSK is official GOLD sponsor of the 7th APMP DACH conference in the Sheraton Congress Hotel in Frankfurt.



10707 Hits
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