Every year, the International Day for Bids and Proposals brings together professionals from around the globe to celebrate the critical role that bids and proposals play in the success of businesses and organisations. This day is not just about recognising the tireless work of bid and proposal managers, writers, and teams – it’s about highlighting the art and strategy behind crafting compelling proposals that win contracts, build partnerships and drive innovation.
In an increasingly competitive global marketplace, the ability to present well-researched, clearly articulated and innovative proposals has never been more important. On this day, we take the opportunity to reflect on best practices, share new strategies, and appreciate the dedication that goes into delivering winning bids. It’s a moment to celebrate both the individuals and the industry, ensuring that bid and proposal management continues to evolve and adapt to new challenges and opportunities.
Introducing Heidi Woods, Bids Manager for the STR Group
With that last sentiment in mind, we’d like to introduce you to our very own proposal producer, bid management expert, and ‘professional cat-herder’, Heidi Woods.
Tell us briefly what being a Bid Manager entails?
A Bid Manager is responsible for managing and coordinating the preparation and submission of bids, tenders and proposals for contracts. These tenders are competitive and provide a way for the buyer to evaluate tenderers against each other. The Bid Manager ensures that the bid is competitive, responsive, complete and compliant.
What are your key responsibilities day-to-day?
I am responsible for managing the Bid Team, all competitive tender responses and all client onboarding processes as well as the creation of sales support collateral.
A bid process involves: capture planning, tender analysis, bid/no bid decision, planning and coordination, strategy development, bid writing, creating infographics, pricing, submission, contract follow-up, and win/loss analysis.
How do you typically collaborate with other teams in you organisation?
We work very closely with our Legal & Compliance and Operations teams to review contractual obligations and gather the information required for the response. As a Bid Manager, it’s necessary to work with subject matter experts across many parts of our business to ensure that our response is strong, accurate and compelling. It’s also important to gain a good understanding of the client as our responses must be closely tailored to meet their needs.
How long have you been working as a Bid Manager?
I have been a Bid Manager for over five years and within the wider profession for approaching a decade.
What did you do before this career?
Directly before moving into Bids, I was a Lead Recruitment Consultant at STR for the electronics market and had been for 8 years. Many years before that, prior to working in the recruitment industry, I worked for a design agency in London as a Production Director. Desktop publishing, copyediting and proofing are therefore second nature to me, along with experience of creating highly polished corporate literature.
What skills or qualifications are essential for someone entering this field?
Excellent English language skills are essential, you need to be very organised and structured in your approach to work. A creative flair is very useful although depending on where you work and the type of proposals you create, this may not be essential. The ability to collaborate and extrapolate information from others is vital.
If you find multitasking and working to tight deadlines difficult then this is most definitely not the career for you! Last but not least, a sharp and inquisitive mind is critical.
What is the most rewarding part of being a Bid Manager?
Winning tenders is the obvious response, of course, and that is very rewarding and obviously the goal. What I enjoy most however is the collaboration and creativity that goes into every project.
How do you stay motivated and handle the pressure of tight deadlines?
Maintaining a good team spirit and having each other’s backs is important in staying motivated. It can be tough when you’re attempting to break new territories, but I focus the team on what we learn from each new tender we submit.
As for tight deadlines, meticulous planning, lots of coffee, and a sense of humour get us through!
What are some of the biggest challenges you face?
Tendering for multiple brands, in multiple markets, in multiple territories as multiple entities! We have five brands and so that’s five different brand images, markets, clients, writing voices, and client bases! When we’re working on simultaneous tenders for different brands, it can be challenging switching between them constantly.
It’s also hard to find time to sit and write without interruptions!
What advice would you give to someone who is considering entering the field of bids and proposals?
It’s very rewarding; if you’re a stickler for process with great attention to detail and words are your thing, this is the career for you! However, if you don’t enjoy pressure or a heavy workload, it might not be the right fit.
If you’re just starting out, find a company with a strong, experienced mentor who’s willing to guide you. While you can write alone, bidding is a team game and what you learn from each other is priceless!
Discover more
Want to know more about this business-critical and growing profession? Of course you do! Check out this article from last year’s International Day for Bids and Proposals from BidCraft.
