Bid or
Proposal?
Engage the right skills at the right time
What is the difference between a Bid Manager and a Proposal Manager? This is possibly our most frequently asked question. The answer is as simple or as complex as you wish to make it. At Bid Solutions, we prefer to keep things simple…
The proposal (i.e. the written submission) is just one important milestone to winning new business. There are many other activities that must be managed to ensure the award of new business – some happen long before the proposal (RFP) arrives, others a considerable time after. These activities collectively form what we call the Bid Lifecycle. The Bid Manager will focus on the broader range of Bid Lifecycle phases (Proposal is just one) while the Proposal Manager is almost entirely dedicated to the proposal itself (or rather the response to the RFP).
Many people are confused by the overlap of these roles at the Proposal phase. Surely they get into each other’s way at certain points? Who is more senior? The answers to these and other similar questions really rely on your organisation’s approach to winning new business and deal complexity. The industry and geography you work within can also significantly impact the answers.
For example in a large global corporation with a highly evolved strategic sales function, the six core bid roles may happily co-habit together, all with clearly defined responsibilities. In a small local business, one person may be wearing six different hats depending on the opportunity (or day of the week). Similarly, a complex proposal in one organisation could be a 20-page submission worth hundreds of thousands; in another business it could be 10,000 pages worth billions.
At Bid Solutions, we understand the subtle differences between bid roles and the importance of positive interactions within the team. We will help you to engage the right support at the right time – decreasing costs and increasing your chance of winning.
No one role is more or less important than the other – they all have the ability to win or lose you the deal. Some require more experience but each one is vital.
Why is it important to understand the subtle role differences? As a client, you may engage the wrong resource at the wrong time – something that could prove very costly.
As a bid or proposal professional, you may limit your career and earnings potential. Worse still, you could be taking an assignment that has the ‘right’ title but doesn’t match your core skillset. Take time now to review the six core job descriptions in our industry.
There is no universal agreement on titles, roles, and responsibilities; our approach is one of many. Your current title may be different from those described here but we are certain you will recognise the responsibilities. You may even perform a hybrid role that blends elements from all the job descriptions!
Job roles will continue to evolve as quickly as our profession has over the last 10 years. We will evolve as well and will always be at the forefront of recruitment, connecting winners.