News

Diversity and Inequality: The Unspoken Truth in the Bid and Proposal Profession

Having recently taken part in the APMP Diversity Interest Group discussions, it was apparent that there are real issues regarding equality within our profession. The main topic of conversation was around gender imbalance within the bid / proposal workforce and perceived differences in how male and female workers are treated. To shine a light on the topic, it seemed prudent to review some of the findings of the Bid Solutions 2015 Salary Survey. As the largest survey of its kind, with 1,200 respondents in a profession that employs an estimated 7,000 in the UK, it provided useful insight into trends and issues with real data to back it up.

Key Findings of the Survey

Firstly it should be mentioned that the profession as a whole is reasonably gender balanced, with male respondents accounting for 52% in 2015, compared to 58% in 2012. However, men held the majority of senior roles, with Head of Bid Management positions being dominated by men (71%). Even the second highest paid role of Bid Manager was male-heavy at 57%. The overall balance comes from women occupying more positions in Document Management (81%), Graphic Design (75%) and Knowledgebase Management (58%).

When we compared the differences in individual roles, there was a greater cause for concern. Men in Head of Proposal Management roles earned on average £21,250 (45%) more than their female equivalents and men in Head of Bid Management roles earned on average £11,808 (19%) more. The only positions where women outperformed men were Graphic Designers (earning 11% more) and Knowledgebase Managers (7% more).

Unfortunately the findings were similar across sectors. Only within the Public Sector and Healthcare did women earn more than men within a bid management role and only within Professional Services, Finance and Telecommunications for a proposal management role.

Interestingly, the average industry salary for women was £43,099, which represented a 4% increase from 2012, whereas the average male salary was £53,339, which was a 0.3% increase from 2012. So, while female salaries increased at a greater rate and kept track with inflation, men still earned 23% more than their female counterparts. This suggests that while salaries are moving towards a balance, they are doing so at a snail’s pace.

Job Satisfaction and Flexibility

One of the points raised in the initial APMP Diversity Group meeting was the need for flexibility in relation to working hours and remote working. There is typically a sense that it needs to be earned as a reward over time, rather than provided from day one. This is a factor that can heavily influence decision-making when offered a new position. A question for the organisation offering the role should be ‘if this is the right person for you, don’t you want to be the right organisation for them?’

Of course, the ability to offer flexible working can often depend on a number of variables: the culture of the organisation; how well established their bid team is; and the self-sufficiency of the individuals that make up the team. There will always be the need for collaboration in war rooms, a meeting of minds in strategy sessions and a need to get face time with subject matter experts. However, for large periods of the bid lifecycle, the role of a bid manager or writer can theoretically be completed from a remote location. Often, it is beneficial for a writer to have the flexibility to shut themselves away while they produce content for the response document. Indeed, many remote workers state that they actually get more work done (and often work longer hours) when they don’t have to travel into the office. Coupled with the ability to manage home and family life, it seems like a win-win situation. And yet, despite all this, flexible working is still very rarely offered from day one and is typically provided on an ad hoc basis.

The Salary Survey supported the view that salaries are not the sole factor for being happy in the workplace. Indeed, only 6% of respondents cited financial reward as the most important consideration, with 73% stating that a mixture of work-life balance and financial reward was key to job satisfaction. While statistics around job satisfaction can be viewed as somewhat subjective, they are useful for looking beyond the numbers and providing insight into the mind-set of participants.

Interestingly, it was found that while job satisfaction was balanced across gender, it advised that women typically exit the profession earlier than men. The balance of gender is approximately 50-50 up until the age of 40, at which point men outweigh women nearly 3:1. While there were no specific reasons provided to explain this trend, it does raise questions as to why women elect to leave the profession at this point. One can merely speculate whether this could be related to a lack of development opportunities, or a lack of perceived flexibility / support.

Next Steps

So what can the proposal profession do? Making people aware of the situation is a good start. To really facilitate change, there must first be an acknowledgement that something needs to change. These issues are deeply embedded not just in our profession, but in wider society. In the vast majority of instances, these discrepancies do not occur as a result of deliberate discrimination and as such the more people are aware of them, the greater chance there is of equality being achieved. The APMP Diversity Interest Group is a newly formed assembly of professionals looking to shine a light on diversity and equality issues within the bid and proposal profession, not limited to gender disparity.

With the first two meetings having already taken place, there are a number of ideas that have been brought to the table to help address these issues, including implementing a Code of Ethics, developing mentoring schemes and providing a forum where professionals can voice their concerns. This is an open group that is actively seeking more members that can provide insight, share experiences, or provide support to the bid / proposal community. If you would like to find out more about the APMP Diversity Interest Group and how you can help, please contact Chloe Dillon by emailing chloe.dillon@pwc.com

For more information on the Salary Survey, you can find the full report here: http://salarysurvey.bidsolutions.co.uk/dist/assets/2015_salary_survey.pdf

You can also utilise our salary calculator to see how you personally fit in with the statistics here: http://salarysurvey.bidsolutions.co.uk/#!/

Author Ben Hannon, Bid Solutions – linkedin.com/in/benhannon

Bid Solutions MD Martin Smith speaking at the APMP UK One-Day Symposium

Join Martin Smith from Bid Solutions at the APMP UK One-Day Symposium on the 6th June 2017.

The session run by Martin Smith and Simon Wellstead will be discussing a ‘want it more’ attitude and shows you how to smash through the barriers to being extraordinary and achieving ‘bid’ greatness

In this session, Martin and Simon will explore key phases in the bid lifecycle and show you how to capitalise on your differentiators, how to motivate your people to ‘want it more’ and how to put forward visually engaging bids that consistently scream ‘we really want your business!’ More importantly, we will show you how to place significant distance between you and your nearest competition. We aim to give you the extra percentage points that push you across the line in the winning position.

For more information on the full event or to book your ticket visit – https://bidsolutions.co.uk/event/apmp-uk-symposium/

Interview Guide for Candidates

Interviewing for a new role can be immensely stressful. A lot of the time, the more you want the role, the more stressful it becomes, as you place added pressure on yourself to secure the position. Being stressed or nervous before an interview, however, is normal – you are not alone. In order to take some of the pressure of your shoulders, you can ensure that you are fully prepared for the meeting.

It is the same with any business presentation. You wouldn’t turn up to a client meeting unprepared (I hope not, anyway) and as such you treat your interview the same way. Rather than selling the business, you are selling yourself. Granted, not everyone has conducted client meetings before, so here are some tips to get you through your interview.

Before the Interview

Preparing for an interview takes time. Frantically reading through notes on the train or while you are sat in reception won’t cut it. You will need to research the company extensively to ensure you can confidently communicate what you know about them and to display a real desire to work there. It’s a classic question, ‘what do you know about us?’ or ‘why do you want to work here?’ By reviewing their website and recent news articles, you should be able to answer these questions a lot easier.

Your research shouldn’t stop at the organisation but should extend to who you are meeting. LinkedIn is a powerful tool in this regard and is used by jobseekers and hiring managers everywhere – don’t worry about being seen to have viewed someone’s profile, it is almost to be expected.

Know your CV and the job description inside out and bring both with you to the interview. Having to look across the table at your printed CV to understand what the hiring team are referring to will come across as disorganised. Know your career dates and any key achievements stats by heart, so you can quickly roll them out when asked. Being able to articulate how you mirror the job description will go down very well and through asking searching questions, you will demonstrate real enthusiasm for the role.

During the Interview

Make a good first impression! Ensure you are well presented and dressed smartly. Try on your interview outfit a couple of days before the meeting to check that it still fits – we’ve had an unfortunate situation where a candidate had to attend his interview in casual attire as his suit no longer fit him! Plan your journey beforehand and if possible, do a dry run so you know exactly where you are going. Try to arrive approximately 15 minutes early, as this will allow you time to compose yourself before the meeting.

Smile and make eye contact with everyone you meet. Be personable and attentive throughout. From start to finish, your body language will be scrutinised, so be open! Crossed arms and defensive postures will not serve you well. When answering questions, maintain eye contact with the interviewer, or if it is a panel interview, address each person. I’ve had an interview where I have asked a question and the candidate stared at my colleague while answering. Safe to say, that didn’t go down well with either of us.

If you are offered a drink at the start of the interview, take it, even if you aren’t thirsty. You will be speaking for nearly an hour, so your mouth will likely get dry which could affect your concentration. As well as this, taking a drink will allow you extra time to think of an answer when asked a challenging question.

When answering questions, be sure to be concise and to the point. Waffling will come across as disorganised and displays a lack of focus. Answer the question that you have been asked (like with any bid) and provide examples and evidence to back up your response. Don’t spend time talking about skills or experience that they haven’t asked about. They may well come to these later, at which point you will be repeating yourself. Or, they don’t want to know about those skills as they aren’t relevant to the role. You are likely to be asked about why you are looking to leave your current role. Be constructive in your response and do not criticise your current or previous employers. Instead, do your best to flip it round and talk about the opportunity on offer, how it excites you and what you can bring.

At the end of each interview, you are likely to be given time to ask questions yourself. Ensure you have a list of these prepared, to the point that you have more than you think you need. The interviewer may cover a lot of the topics, so you don’t want to be left with nothing to say. Asking questions about the role, the team and company culture will display real interest. Remember, this is an interview. It’s a two way meeting and you should treat it as such. Explore the opportunity and ask questions to find out what you need to know to assess if the role and company is right for you.

More guidance on interview questions can be found here: https://bidsolutions.co.uk/candidates/job-seekers-guide/interview-questions/

After the Interview

As the interview draws to a close, ask about next steps. This will provide you with a feel for timescales and how committed they are to hiring. As well as this, don’t be afraid to ask if they have any concerns about you as a candidate. Knowing this will allow you to allay these fears at the next meeting, or if you have time, at the close of the first meeting.

If you have more questions following the interview – either you forgot to ask or you ran out of time – you can provide these in an email via your recruitment consultant. This will again display interest in the role and the organisation as a whole. Conversations related to salary and benefits are typically easier to go through your recruitment consultant as well. They can remain objective in the negotiation process and can handle any queries diplomatically.

In Summary

Preparation is key to a good interview. The more you know about the company, the role, who you are meeting, and of course yourself, will give you a better chance of success. You will also be able to answer challenging questions more effectively, allowing your personality to shine through. There is no guarantee that even if you have all the right skills that you will secure the role. Team fit is very important, particularly if you are looking to join a small team. So, prepare, research, be personable but most importantly, be yourself!

Author: Ben Hannon
http://www.qorusdocs.com/blog/interview-guide-for-candidates

How to Hire a Bid Manager

Hiring can be a tricky business. Someone has either left your team and needs replacing, or you are in the positive situation of expanding the business. Hiring the right person for your team is critical and when you are looking for a new Bid Manager to join your team, there are number of aspects you must consider.

This hiring guide will provide you with an overview of just some of the points to consider when selecting the next member of your team.

Know what you need

It’s important to have a clear understanding of what you need from the outset. Take the time to assess the skills of your existing team, think about what you have and what you need.

Do you need a Bid Manager or a Proposal Manager? What’s the difference? It’s one of the biggest questions in our industry and a common reason for new starters not working out – get it wrong and you’ve placed a square peg in a round hole. Here’s a guide to the difference between the two.

If you are expanding your bid team, think about what skills will complement the existing talent in your team. If you are replacing someone who has left, think about what was most important about their role, bearing in mind you probably won’t find a like-for-like replacement. Have a list of ‘must haves’ and ‘must not haves’ – this will help in your selection process. In addition to what you need now, be sure to think about what you will need in 12 months’ time – perhaps more commercial or technical skills? Use the opportunity to future-proof your team.

Take the time to create a job description

This is a critical but often overlooked element of the hiring process. Much like you would want to see a well-written CV, candidates will react well to a detailed job description. The more information they have will ensure they know what they are applying for. This will result in more relevant applications. If you don’t know where to start, our website has a selection of job descriptions for you to review. Take a look at common bid team job descriptions.

Quirky internal naming conventions are fine for people that are in-house but you could miss out on applications because jobseekers won’t click on your advert, or you won’t be captured in their job board alert system. Keep it simple for external adverts. You can always reveal your internal job title at interview stage.

Money talks
Ensure your salary range is competitive compared to the market. Make sure it is sufficient to attract the best talent, if that’s what you are seeking. Don’t judge this purely against what competing organisations are offering – they may be struggling to hire themselves! The Salary Benchmarking section on our website can help with this. Take a look at bid team salary benchmarks (note that these are for UK teams).

If someone has left your team and secured a big pay rise in the process, consider that you may have been underpaying them. Be aware that you might not secure the same calibre of candidate with your offered salary – they left because they felt they were worth more.

Also, if you hired someone on £X in 2012, inflation and time dictates that you won’t find your desired candidate for the same money. You must either move with the times to remain competitive, or adjust your expectations as to who you can hire.

The interview process

Map this out at the very start. Think about what you need to know from candidates in order to make a decision. Do you need someone that can write content? If so, it would be wise to incorporate a written assessment to judge their skills.

Be open about what you can offer. If you can’t offer progression with the role, don’t say you can. It will only result in you needing to look for another candidate in the near future once the truth is out. To combat this, let the candidates ask you some tough questions too. It’s an ‘inter’-view after all.

It is always useful to get a second opinion, so think about who else you can get involved to meet with candidates. This has to be someone whose opinion you trust, otherwise there is no point. On the flip side, don’t involve the whole company as this will be overbearing for candidates – not to mention the logistical nightmare of coordinating diaries…

Know your decision criteria and process prior to arranging the first interview. Chopping and changing will lead to frustration and you may realise after 3 months of recruiting that you have already rejected the ideal candidate.

Don’t make the interview process overly long – you will miss out on candidates to companies that have a more efficient selection process. 3 stages should be enough to make a decision. Any more than this could cause unnecessary delays and put a drain on your resource. Time is money after all and too many cooks and opinions will often lead to stalemate.

Reference checking

You’ve made your decision and found your ideal candidate. You have offered them the position and they have accepted. This is great news but you’re not over the finish line just yet. A full reference check is vital and will give you peace of mind that you have made the right decision. You will need to obtain consent from your chosen candidate to contact their referees and you must only ask employment-related questions. More information on reference checking and a sample list of questions can be found here

First day and beyond

You’ve finally made it. Your new Bid Manager has walked through the door and is ready to get stuck in. Be sure to stay close to them during their first month. Ensure that they are settling in, developing the relationships they need and are enjoying their work. Provide feedback on their performance, so they know if there is anything they can improve, or anything that will help them settle in. Be sure to get their feedback too – it’s important to know if you can be doing anything better too.

Development plans are often overlooked. In the 2015 Salary Survey, 48% of respondents had no personal development plan in place and only 25% had attended a training course in the previous year. You should be putting in place a development plan for your new employee from day one. This is not just about employee satisfaction but also about future-proofing your team with skills they might not have.

In summary

Hiring is not an exact science and gut feeling will come into it at some stage, particularly if you are going to be working with this person on a daily basis. You will need to strike a balance between skills and attitude. That being said, much like any bid, the better you plan at the outset, the better chance you have reaching a successful conclusion.

Learn more

Visit www.bidsolutions.co.uk to learn more about the services Ben and the team can offer.

If you’d like to learn more about the state of the bid industry, including the challenges they face, please download our 2016/2017 survey report

Author: Ben Hannon
https://www.qorusdocs.com/blog/how-to-hire-a-bid-manager

Career planning for bid professionals – top tips from Bid Solutions

It’s that time of year when a lot of people decide they want a change. This can mean a variety of different things to any one person but for a large number it means new employment. It is crucial, however, that you make the right move for your career, rather than change for the sake of change itself. To help, Ben Hannon and the team from Bid Solutions have shared a selection of things to consider when planning your career.

1. List your goals
Understanding what you want to achieve in the long term will help you decide what you need to do in the short term. This list does not need to be set in stone, it will more than likely change several times as you react to the environment around you, both personally and professionally.

2. Think about your likes and dislikes
What type of environment allows you to flourish? What are your strong points? Do you even like your strong points?

Being happy at work is crucial to being successful and will provide you with the motivation to carry on when the going gets tough. For bid professionals, there are a variety of skills that are all crucial when pulling together a submission, so pinpoint where you fit in. If you aren’t sure what the bid lifecycle looks like, you can read more here: bidsolutions.co.uk/clients/hiring-guide/bid-lifecycle/

3. Look into professional development
There are a number of courses available to improve your skills and further your career. Off-the-shelf courses that promote bid best practice are useful for all bid professionals and will give you a solid base upon which to build. Further to that, you can look more specifically at the roles you wish to undertake. Perhaps you need to develop your writing skills for executive summaries, or maybe you need to use a creative software package to enhance the look and feel of your submissions? There is no limit to what you can learn, so be sure to explore all available opportunities.

You can find more information about bid training on the Bid Solutions website.

In addition to training courses, there are a number networking events you can attend to share ideas and understand how other organisations / industries approach bidding. The more you know, the better chance you have of success.

4. Keep your CV updated
Sometimes you can find yourself in the situation of unexpectedly having to find a new job. Having a CV ready to go will help you save time with your job search. It is recommended to have a base CV that provides an overview of your career and key bids that you have been involved with. Depending on the position you are applying for, be sure to tailor your CV so that your relevant skills are unmissable e.g. if you are applying for a bid writer role, make it obvious that you have written bids before.

5. Review your progress
Rome wasn’t built in a day, so be aware that achieving your goals will take time. Set time aside to review where you are in your overall plan. Are you on track? If not, what can you do to get yourself back on track? Professional development could be the answer, as mentioned previously. For bid professionals in permanent employment, it is recommended to review your progress on an annual basis. For interim bid professionals, review your progress either once every 6 months or at the end of each major contract. Most importantly on this point, don’t forget to celebrate how far you have come!

It is important to remember that career planning is not an exact science and these are just a number of points to consider. There will be many bumps in the road along the way and you will have to react to whatever life throws at you. However, the better prepared you are, the better chance you have of success.

As we say in our office, hope is not a strategy.

Here’s what other bid professionals had to say about their careers

Download our report on the state of bid management to find out what your peers around the world think of their careers. Download the report

Author: Ben Hannon
http://www.qorusdocs.com/blog/career-planning-for-bid-professionals-top-tips-from-bid-solutions

Massive congratulations to WSP ׀ Parsons Brinckerhoff, winners of the 2016 UK APMP People Development award, sponsored by Bid Solutions. Read how they did it…

wsp parsons brinckerhoff
In 2014 WSP acquired Parsons Brinckerhoff and its UK proposals team doubled in size. Their challenge was to integrate people who worked to different processes, procedures and practice.

The management team recognised the need to define a common language for business and invest in its people to improve skills. A dual purpose programme was designed to integrate teams whilst improving proposal quality.

Step 1: Best Practice Training

A leading training provider worked with them to develop a course based on APMP theory. Six successful months of training followed: four UK locations, 50 newly-integrated staff and an average feedback score of 96%.

Step 2: A Competition to Promote Ongoing Best Practice

The impact on bid quality was immediate and showed in bid reviews, but sustaining this required a continued focus and application of best practice.

With a brief to showcase new skills and an incentive of £250, the ‘2016 Best Practice Competition’ was launched.  This was the opportunity to apply and showcase the valuable techniques learned during the training.

Step 3: Integration of Process & Governance

To further support people in making good business decisions, they reviewed process and governance. They took the best from both legacy organisations and introduced improvements that reflected APMP best practice.

The Outcome: A Refreshed Perception

The combined team’s ability to qualify with rationality, influence the impact of a document and develop content has resulted in a renewed respect from technical teams for a professional proposal function.

The Evidence

APMP accreditation has been the backbone of this upskilling initiative and their objective is for all proposals staff, including new starters, to achieve Foundation level.

  • From 18 to 41 people CF APMP in 12 months
  • 13 people progressing to Practitioner, four achieved this during 2016
  • Attendance at eight Foundation courses
  • Hosted two APMP events
  • Inclusion of APMP Practitioner accreditation in a financial incentive scheme to reward professional achievement

Overall win rate increase – increase in win rate of 39% in 12 months.

Their best score yet – 100/100 for quality recently recorded on a bid (combined quality/financial score of 99.55/100).

And here is some of the feedback received…

“The final decision was made in the board room. Your competitors were the recommended consultant. Based on the compelling document and your evident thirst for this project, we selected WSP | Parsons Brinckerhoff over them.” Skanska

“If you asked me yesterday to write an introduction to why I’m a relevant Project Manager, it would be very different to the one I’ll write tomorrow. Tomorrow, it will be relevant and benefit rich!” Andy Poole, Following 5 Ways to Improve training

“The submission is extremely compelling.” Darrell Wilson, BDP

The feedback speaks for itself. The focus on people development has empowered WSP Parsons Brinckerhoff to produce powerful proposals, inspired careers and shaped an expert team to deliver the vision to BID LESS, WIN MORE.

I think you will agree with me when I say very worthy and impressive winners. Congratulations from all the team at Bid Solutions!

 

APMP UK Conference Next Week

Only a week away from the APMP UK conference in Wokefield Park, Reading.

This year the conference is focusing on wide-ranging audiences – how to identify opportunities, influence our customers and achieve true engagement that secures business where everyone wins.

Tickets are still available by clicking here and the Bid Solutions Team will be available throughout the conference to discuss how we can help you and your team find the right people, tools and provide training and consulting solutions that significantly increase your chances of winning new business, whilst delivering a legacy of improved proposal quality.

We are also sponsoring the People Development Award again this year, which is designed to recognise an organisation that has furthered the capability and/or impact of their bid teams to the success of the business. This year’s nominees are EE, Goodman Masson Ltd and WSP | Parsons Brinckerhoff and we look forward to announcing the winner.

APMP UK announces shortlist for 2016 People Development Award

The shortlist for the 2016 People Development Award, proudly sponsored by Bid Solutions, includes:

• EE
• Goodman Masson
• WSP | Parsons Brinckerhoff

We would like to offer our congratulations to the nominees and look forward to announcing the winner on the 19th October at the Annual APMP UK Awards Dinner. This year has seen a high number of submissions and it has been a very challenging job for the judges to sift down to these final nominations.

If you are interested in attending the conference, please visit: http://conference2016.apmpuk.co.uk/

‘Ask the Expert’ Launched – Free, Impartial Advice from Recognised Industry Professionals

Bid Solutions is delighted to announce the launch of its ‘Ask the Expert’ service.

With so many different approaches to bidding and a growing recognition of our profession globally, we understand just how hard it can be to get an objective opinion on best practice or industry-specific challenges. Having personally worked with some of the best people in our profession for over 20 years (and having benefitted from their counsel on many occasions), I’m pleased that we can now extend this fantastic service to our wider network.

The panel is comprised of 15 experts and is actively expanding to cover more industries and disciplines. Our current range of expertise includes: Apprenticeship Programmes; Benchmarking; Cost Modelling & Pricing Deal Management; Public Sector Bidding; Leadership & Coaching; Innovation; Proposal Management; Business Transformation; Proposal Training; Organisational Design; Professional Development; Content & Knowledge Management; and Microsoft Word.

The industries currently covered include: Construction; Professional Services; Financial Services; Aerospace; IT; Defence; and Telecoms.

Got a burning questions or struggling with a particular challenge? Simply find the relevant expert and submit your question at https://bidsolutions.co.uk/bid-hub/ask-the-expert/

Our experts have already offered up some fantastic advice and you can benefit by following the links below:

·         De-risking cost escalation & exchange rate fluctuations

·         Bid Consultancy Advice

·         Automated Bid Tracking Software

·         Incorporating original thinking in tender responses

·         Direct award options for unique services

·         Team motivation and engagement in times of change

·         Post Brexit Procurement Regime

·         APMP Training

·         Word Templates

As recognised thought leaders, our experts will be regularly sharing new ideas on best practice and discussing industry trends. Follow all their updates on our website and LinkedIn feeds.