Skill description
Managing preparation and submission of bids and proposals for contracts, grants, projects, or services.
Guidance notes
Activities may include, but are not limited to:
- assessing requirements, conditions and customer needs relevant to the proposal or bid.
- developing and implementing bid and proposal strategies, including competitive positioning.
- leading multidisciplinary teams in crafting detailed, high-quality and persuasive proposal documents.
- managing bid and proposal teams, resources, risks and issues throughout the proposal lifecycle.
- overseeing compliance with legal, accessibility, customer and organisational requirements.
- coordinating stakeholder engagement, communication and proposal reviews/approvals.
- advocating for effective practices and innovative approaches in proposal development.
- negotiating and closing deals with customers and stakeholders.
This skill is applicable in diverse contexts, such as commercial organisations bidding for contracts and public sector entities seeking funding. In commercial settings, it emphasises competitive positioning and market strategies. In the public sector, it focuses on aligning with policy objectives and demonstrating public value. The core activities are consistent across different environments.
Level 3Apply
Supports the development of proposals by engaging in document analysis and internal review.
Understands and analyses bid documents and requirements, preparing initial response drafts that align with the organisation's capabilities and stakeholder needs.
Communicates with internal stakeholders to gather necessary information and clarify proposal requirements.
Ensures proposal responses meet basic compliance standards and align with the specified requirements and organisational capabilities.
Level 4Enable
Leads the creation of small to medium proposals, integrating technical analysis and broader context.
Coordinates team efforts, shapes the proposal structure and addresses financial aspects including budgeting and pricing strategies.
Identifies and manages proposal risks, ensuring timely compliance with stakeholder expectations.
Engages with stakeholders and shapes proposal structure and content based on in-depth discussions and feedback.
Level 5Ensure, advise
Leads the formulation and execution of significant proposals, managing the process from initial evaluation to final submission.
Oversees significant proposals, aligning them with organisational strategies and managing the process from inception to submission.
Collaborates with high-level stakeholders, negotiates with key stakeholders and secures advantageous partnerships.
Refines and optimises the proposal development process for efficiency and effectiveness.
Level 6Initiate, influence
Directs major proposal initiatives, devising engagement strategies and promoting excellence in proposal practices throughout the organisation.
Influences organisational policies and strategies in proposal management, setting standards and expectations.
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