In the bid profession, language matters. As bid professionals, especially those who focus on writing, this is particularly true; taking the time to craft client-focussed submissions that have the right tone of voice, messaging and proposition.
However, thinking beyond any formal submission writing, how does language within the sector act as a marker for its maturity level? How do we know if we are moving from adolescence to adulthood?
One indicator could be the growing recognition of the profession when asked by someone what you do for a living. It used to go along the lines of:
Person x: ‘What do you do for a living?’
Me: ‘I am a Bid Manager.’
Person x: ‘Sorry, a ‘Big’ Manager?’
Me: ‘Yes, let’s just go with that…’ [end of conversation].
When I tell people what I do for a living now, most of them respond with something like ‘Ah, yes, business development…’ This in itself shows the profession is reaching a certain maturity level, highlighting bids are much more than a standalone writing activity. They are, in fact, a crucial part of a lifecycle that helps to cement long-standing client relationships.
Beyond the greater understanding of what a bid professional does, I believe there are two further indicators of development into adulthood within the bidding community itself. Firstly, the development of ‘colloquial’ bid language, which mainly comes with humour, affection and love for the industry attached to it (e.g., watching out for a ‘seagull reviewer’ swooping in too late in the bid process). The light-heartedness of such terms helps to emphasise familiarity and comradeship within the sector, showcasing that processes are evolving and, in turn, challenges will also arise.
The other indicator for me is the more ‘formal’ or ‘best practice’ language that has emerged from the world of bids. This could include terms such as ‘proof points’ – something that is naturally considered when working on a bid, but certainly wasn’t something I was familiar with when I started my career. I like to think the adolescent nature of bids back then did not develop the concept of proof points, or highlight the importance of this in a competitive tender process.
In parallel, this best practice language also has terminology that accentuates the maturity of this evolving sector. This is demonstrated with the growth of newer processes and job roles, such as Capture Management / Capture Manager.
I am excited to see how the language around bids changes, evolves and supports new developments while highlighting a well-established and respected sector that can weather any challenge through the wisdom that comes with age.
Isabella Stevenson
Bella started her career in bids over 16 years ago, coordinating EMEA-wide bid submissions for a recruitment consultancy. She has been working as a Bid Manager for 12 years in sectors including the built environment, facilities management, security, dentistry and the E-mobility sector. She enjoys collaborating with technical teams to build win themes, install best practice and develop creative thinking to win more contracts.
