Growing Pains was a classic coming-of-age sitcom about navigating life’s ups and downs. The bid and proposal profession is in its own “teenage years” – full of promise, ambition, and occasional awkward missteps. Like any teenager figuring out their place in the world, we’re experiencing growing pains.
But we’ve come a long way. Thanks to professional associations like APMP, companies and passionate volunteers, we’re gaining recognition, setting standards, and proving our value in business development.
The Awkward Stage: A profession finding its identity
APMP is the leading global body, but not all bid and proposal professionals subscribe. Remaining outside any professional association can create a fragmented landscape with inconsistent standards – like a teenager ignoring advice because they think they know best.
Awareness of our profession is still lacking, even in mature markets. To fix this, we must encompass the entire Business Development Lifecycle (BDM) and create opportunities for professionals to master both proposals and procurement.
High School Lessons: Maturity means investing in the right things
Industry “seniors” know that winning work requires investment across the BDM lifecycle. Proposals are like high school assignments – except now they matter. Last-minute, slapped-together efforts no longer get a passing grade, yet too many proposals still look rushed rather than polished and persuasive.
Graduation Plan: Three ways to grow up and win more
1. Benchmark your proposals: Get a report card
Every student (or professional) needs feedback. Use a proposal consultancy (preferably one that understands your market) to assess your function. A global and local perspective helps you improve and map out maturity.
2. Invest in skills development: Take advanced classes
APMP certification is like your high school diploma – proof you know the basics. But real success comes from continuous learning. Pair APMP certification with micro-certifications, masterclasses, and hands-on training from experienced proposal consultancies actively winning tenders. Think of it as majoring in Proposal Mastery while minoring in Sales, Design, Writing, and Pricing. Pro Tip: Train all stakeholders in the Business Development Lifecycle for best results.
3. Measure what matters: Don’t just chase trophies
Winning bids is exciting (like acing a test), but if that’s your only metric, you’re missing the bigger picture. The best companies set Key Performance Indicators (KPIs) to drive strategic thinking, efficiency, and proposal quality – not just wins. Fun fact: If you focus on the right processes and measures, the wins will follow, just like a student who studies consistently doesn’t need to cram for exams.
The Bid and Proposal Profession: Ready to adult?
We’re at a turning point. Do we stay stuck in our teenage years, talented but disorganised? Or do we step up, bridge the knowledge gap, and professionalise?
Growing up isn’t easy, but it’s worth it. The challenge is real, but so is the opportunity.
Larissa Cornelius
With over 12 years in business development and proposal consultancy, Larissa offers bid expertise across various industries. She has trained thousands of people and worked with over 260 companies on strategic bid work. She has a further seven years of operational management expertise and actively promotes the proposal profession by combining proposal best practices with her operational and sales background, helping businesses win more.
