1. Scott Wilson, Microsoft Brad Douglas, Shipley

2. APMP BID & PROPOSAL CON 2015 | PAGE 2 Accountability Counts! CREATING A CULTURE OF ACCOUNTABILITY

3. APMP BID & PROPOSAL CON 2015 | PAGE 3 Session Overview  What is accountability  Why is it important  Accountability and results  Accountability and alignment  The Accountability Line  Accountability at Microsoft  Sustaining the accountability culture  Q & A

4. APMP BID & PROPOSAL CON 2015 | PAGE 4 Accountability: What is It? Group Discussion  Personal accountability  Team accountability  Organizational accountability

5. APMP BID & PROPOSAL CON 2015 | PAGE 5 Why Accountability

6. APMP BID & PROPOSAL CON 2015 | PAGE 6 Accountability is All About Results Achieving Results through Greater Accountability pg 3

7. APMP BID & PROPOSAL CON 2015 | PAGE 7 Accountability is About Alignment

8. APMP BID & PROPOSAL CON 2015 | PAGE 8 Accountability is About Contribution, Not Just Performance Achieving Results through Greater Accountability pg 3

9. APMP BID & PROPOSAL CON 2015 | PAGE 9 Accountability: The Blame Game Group Discussion  What excuses do you hear in a culture without accountability?  What is the role of leadership?  How does accountability manifest itself in a bid and proposal environment?

10. APMP BID & PROPOSAL CON 2015 | PAGE 10 Why Accountability

11. APMP BID & PROPOSAL CON 2015 | PAGE 11 Accountability: Common Excuses After M. E. Porter, Competitive Strategy: Techniques for Analyzing Industries and Competitors

12. APMP BID & PROPOSAL CON 2015 | PAGE 12 Stay Above the Accountability Line Source: Partners in Leadership®

13. APMP BID & PROPOSAL CON 2015 | PAGE 13 Making Accountability Count at Microsoft® Discussion 5 Keys to building accountability at Microsoft (Scott Wilson)

14. APMP BID & PROPOSAL CON 2015 | PAGE 14 Accountability Milestones Milestones for establishing accountability  The proposal kickoff meeting  Schedule  Assignment tracker  Decision gate reviews  Color team reviews  Other

15. APMP BID & PROPOSAL CON 2015 | PAGE 15 Creating a Culture of Accountability

16. APMP BID & PROPOSAL CON 2015 | PAGE 16 Sustaining Change

17. APMP BID & PROPOSAL CON 2015 | PAGE 17 Summary  Lack of accountability is expensive  Keys to promoting accountability in a bid and proposal environment  Staying “above the line”  Sustaining change

18. APMP BID & PROPOSAL CON 2015 | PAGE 18 Questions and Discussion

19. APMP BID & PROPOSAL CON 2015 | PAGE 19 Presenter Names: Scott Wilson, scott.wilson@microsoft.com scott.wilson@microsoft.com Brad Douglas bjdouglas@shipleywins.com bjdouglas@shipleywins.com Contact Us APMP PO Box 77272 Washington, DC 20013-7272 Phone: +1 - (202) 450-2549 www.apmp.org