Last year's investigation highlighted that South Africa's proposal managers were valued more than their counterparts in the United Kingdom. More than 35% of proposal managers in South Africa felt that their company understood the value they contributed; only 26% of proposal managers in the UK felt the same way.

 

However, despite this appreciation, the survey showed that proposal managers were not receiving the financial rewards they deserved. They also suffered from a shortage of skills (there was therefore a danger of burn-out from working late hours to meet proposal deadlines); only 8% benefitted from flexible hours and only 16% received a bonus.

 

According to Sandy Pullinger, managing director of nFold, the company that conducted the initial survey on behalf of the APMP (Association of Proposal Management Professionals), these results were very pertinent for business leaders.

 

"Sales and new business development teams in South Africa can no longer afford to scramble at the last minute to complete a proposal or submit a tender. They will fail to compete and lose deals.

 

"But, procurement has become increasingly complex as competition has become more global. Decisions about intricate products and services from several potential suppliers are made by large teams of people over several weeks. And corporate governance has forced procurement teams to observe strict processes when choosing suppliers.

 

"This has pushed proposal teams to become more formalised. As a result, proposal and bid management have emerged as brand new job descriptions. That's why industry leaders should pay attention to the results of our survey."

 

Based on the 2010 results, the APMP suggested its proposal managers:

·         Get a Voice - By joining the APMP, proposal managers could promote the profession, network with peers and share knowledge.

·        Spread the Word - More than 60% of SA proposal managers were not aware that the APMP offers internationally recognised accreditation, compared to only 24% in the UK. This pointed to a lack of awareness about the profession in general.

·        Get Wise - There was a short window of opportunity for savvy proposal managers to shine. Only 3% of proposal managers in SA have accreditation, compared to 22% in the UK, where this qualification is becoming a minimum entry requirement to get a job in proposals.

·        Climb the Ladder - If you lack appreciation, skills and pay you know you are not alone. The average proposal manager in the UK earns between R452,482 and R891,268 depending on age and experience. Shouldn't you? Motivate for your position to improve. You deserve it.

·        Set the Trend - The proposal profession in South Africa is still young. So there is an opportunity for you to set the example for others to follow. Improve the processes you follow and raise the proposal standards in your organisation.

 

"We're keen to see if these recommendations were followed by South Africa's proposal managers, and if that had any impact of those negative elements of their jobs. That's why we are conducting the survey again in 2011," she said.

 

To participate in the survey, contact Annelize Smit on (083) 380 2317 or send an email to events@nfold.com.

 

 

 

About the APMP

The international chapter of the Association of Proposal Management Professionals was founded more than 22 years ago and has thousands of members world-wide. Our mission is to advance the arts, sciences, and technology of new business acquisition and promoting the professionalism of people engaged in those pursuits.

 

APMP South Africa is a non-profit organisation registered under section 21. Its members are drawn from the proposal and bid management profession, as well as specialists in sales, new business development, procurement, training, industry and others interested in promoting the proposal profession.

KTHY

About nFold

As pioneers of the proposal consulting market in South Africa since 2001, nFold's consulting services include proposal reviews, bid management and proposal writing skills. With the only local trainers accredited by the APMP, nFold offers best practice training in writing persuasive proposals and managing bid teams. nFold also offers software to automate the creation of quality proposals, presentation and tenders. As advocates of proposal best practice, nFold's MD was elected the first chair person of the APMP in South Africa in 2009.

 

 

 

Issued by:	C-Cubed Communications
Contact:	Cathy van Zyl (021) 852-7198 Petra Peacock (011) 794-4665
On behalf of:	nFold (Pty) Ltd
Contact:	Sandy Pullinger sandy@nfold.com / (011) 486-2418
Date:	10 May 2011

 

 

Petra Peacock

+27 11 7944665; +27 83 3031778

petrap@iafrica.com