I had a really interesting discussion recently. I was attending a breakfast networking meeting and I sat next to a person from a local community organisation. We chatted about what each of us did, and after telling him that we help organisations win business via proposals, tenders and bids, he made the comment “Wow, that’s interesting, I did’t know what you did is a thing“.
It got me thinking. I know what we do is a thing, Tender Management, because our Managing Director Doug Rutter has been doing it for the last 13 years. We also know that there are hundreds of people in a similar role around Australia, and thousands around the world. APMP, the global professional body for proposal, bid and tender professionals has over 6,400 members globally. I think it’s accurate to say that most bid professionals work in-house at companies, with a far smaller number being outside consultants, like us.
What we do is definitely “a thing” – Managing Tenders, Bids and Proposals
Did you know that there are also people googling everyday for people like us to help them with their tenders and proposals? The need is definitely there.
Why haven’t you heard about what we do? I guess that like many job functions, unless you have been involved with tenders, you probably wouldn’t know we exist. And, yes, perhaps what we do is a bit of a niche, a role that interacts with the product, sales and marketing functions in companies.
Managing Smaller Tenders
For smaller proposals, we will run the whole process including the following tasks:
- Opportunity qualification
- Bid strategy
- Producing the template
- Populating from existing content
- Writing new content
- Producing the graphics
- Liaising with subject matter experts
- Reviewing content
- Submitting the proposal
- Addressing post-submission queries
- Preparing the presentation materials
- Coaching the presentation team.
That’s what we find ourselves doing for most of our assignments. More information can be found here – how we help with tenders.
Managing Larger Tenders
For larger bids, there is often a a “bid team”, whereby the various functions above tend to be broken down and allocated to individuals. The functions can be grouped into strategy, template, writing and graphics and we would work with a team of people and perform specific roles.
Bid and Proposal Professionals have lots of different titles. What does it all mean?
Proposal professionals carry lots of different titles:
- Bid Director (the role our Managing Director performed in his previous role at Aon)
- Bid Manager
- Proposal Manager
- Pursuits Manager
- Tender Manager
- Tender Writer
- Bid Writer
- Bid Coordinator
- Tenders Coordinator
- Bid Designer
We are here to help
The lesson for us is that we better keep spreading the word on what we do! There are clients out there are struggling with tenders, because they don’t have the resources, expertise or time.
You don’t have to go it alone, we are here to help.