Here are some highlights taken from Tim and Graham's occasional TGV video series
This blog was created from the first episode of TGV – a podcast between SP's Tim Syme and Graham Ablett, where they explore pressing issues in the bids and proposals industry. In this episode, they focused on the challenges of recruiting, retaining, and developing talent in the dynamic field of bidding.
1. Recruitment
The journey begins with recruitment — finding the right people who can navigate the complexities of bids and proposals. It's a delicate balance of matching skill sets, experience, and salary expectations. The industry faces a cyclical challenge: as job offers with higher rates emerge, professionals may seek opportunities that align with their perceived value, prompting a continuous search for greener pastures.
2. Retention
Retention is closely tied to recruitment. To keep talent within an organisation, there must be a clear and appealing career path. Often, bid and proposal roles lack the defined progression seen in other operations within companies. Without a visible ladder to climb, professionals may feel stagnant, fuelling the desire for rapid advancement without the requisite experience.
3. Development
Development is the bridge between recruitment and retention. It's about showing junior-level bid personnel the skills, experiences, and milestones they need to progress from their current role to higher positions. In more mature industries, these pathways are well-established, but in the bids and proposals sector much less so.
4. What can be done?
Apprenticeship schemes have been a positive step, offering a starting point for newcomers. However, once professionals rise beyond entry-level positions, the path becomes less clear. Whether as a bid manager, proposal manager, designer, or capture manager, the next steps can seem elusive.
To address this, the industry must invest time in defining the experience and skills required for career progression. Linking these criteria to job grades and incorporating APMP certification can provide tangible benchmarks for capability demonstration. Tools like proposal coaching can further assess competencies, guiding professionals on their journey to excellence.
The bids and proposals industry is at a pivotal point
By establishing clear career paths, encouraging growth, and recognising the value of certification, we can build a more stable and fulfilling space for all to thrive.