2. APMP BID & PROPOSAL CON 2015 | PAGE * Lies Legal Told You: 11 Insider Tips to Avoid the Lawyers... and Losing the Bid Christopher Sant, Esq. | chrissant.com

3. APMP BID & PROPOSAL CON 2015 | PAGE * Why? Compare: “significantly higher yield” vs. “5.2% higher yield, which translates to $8 million per year”

4. APMP BID & PROPOSAL CON 2015 | PAGE * Why?

5. APMP BID & PROPOSAL CON 2015 | PAGE * Did legal really say that? (Or did a friend of a friend say legal said that?)

6. Write it anyway! (Unless you’re dealing with top secret stuff. Then double check first.)

7. APMP BID & PROPOSAL CON 2015 | PAGE * Why lawyers do what they do

8. APMP BID & PROPOSAL CON 2015 | PAGE * Is a proposal a contract? 1) Offer 2) Acceptance 3) Consideration

9. APMP BID & PROPOSAL CON 2015 | PAGE * Ensuring it's not a contract

10. APMP BID & PROPOSAL CON 2015 | PAGE * Providing proof

11. APMP BID & PROPOSAL CON 2015 | PAGE * 1) Misleading with lies or omissions 2) Reasonable person 3) "Materiality" Is it "false advertising"?

12. APMP BID & PROPOSAL CON 2015 | PAGE * This is the most amazing picture of puffins ever!!

13. APMP BID & PROPOSAL CON 2015 | PAGE * But!

14. APMP BID & PROPOSAL CON 2015 | PAGE * 1)For representations: Are you 95% positive of what you’re saying? 2)For omissions: Would knowing the missing information cause a reasonable client to change their buying decision? How to ensure you’re not misleading

15. APMP BID & PROPOSAL CON 2015 | PAGE * Is it a guarantee/warranty?

16. APMP BID & PROPOSAL CON 2015 | PAGE * Feel comfortable including your proof if it is: Honest Evidence-Based Reasonable Ask HER

17. APMP BID & PROPOSAL CON 2015 | PAGE * What you can and can’t do

18. APMP BID & PROPOSAL CON 2015 | PAGE * Talking about competitors 1) Ethical 2) Good Business 3) Legal

19. APMP BID & PROPOSAL CON 2015 | PAGE * Using a logo

20. APMP BID & PROPOSAL CON 2015 | PAGE * Mentioning clients in case studies

21. APMP BID & PROPOSAL CON 2015 | PAGE * Including quotes

22. APMP BID & PROPOSAL CON 2015 | PAGE * Writing the proposal so it can go in the contract?

23. APMP BID & PROPOSAL CON 2015 | PAGE * How to push back

24. APMP BID & PROPOSAL CON 2015 | PAGE * 1)Be confident in your proof 2)Act confident in your proof 3)Provide the evidence 4)Demonstrate reasonableness with the ACE formula: i.Average ii.Common iii.Expected To push back

25. APMP BID & PROPOSAL CON 2015 | PAGE * Questions

26. APMP BID & PROPOSAL CON 2015 | PAGE * Chris Sant Founder and Big Kahuna Christopher Sant Consulting chris@chrissant.com chrissant.com Contact Us APMP PO Box 77272 Washington, DC 20013-7272 Phone: +1 - (202) 450-2549 www.apmp.org