12+ years exp,I ndependently manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for large deals and for which new and complex technical solutions are required.
Outcomes: End-to-end management of proposals including organizing planning tracking the bid and working closely with sales account services and other functions to prepare a compelling proposal response for RFPs where we do not have an already existing solution and requires complex technical solutions with multiple technology elements Understand customer requirements & business problems and drive the pursuit discussions towards building a winning proposal Develop a valuable understanding of the key elements that should be part of the overall solution narrative and enable the pursuit team to get enough clarity and inputs to create a compelling response Organize pursuit discussions war rooms and discussions with other support functions like HR Legal and Finance to complete the proposal response on time with quality Manage very senior stakeholders within the organization working closely and confidently with them Provide regular status updates to the sales leadership highlight issues and challenges to ensure timely intervention Final formatting and packaging the bid response documents for submission Measures of Outcomes: # RFPs responded # RFPs won Feedback from internal stakeholders Review and rework required on RFP responses Outputs Expected: Bid Management: :
Organize plan and track the proposal end-to-end Proposal Writing: Prepare relevant customized responses for proposals. Work with Services Sales and other functions to get the right content/inputs Quality: Ensure all deliverables are reviewed and signed off by designated function heads and the final package is ready for submission before deadline Stakeholder Management: Drive pursuit conversations effectively to build the required solution Influence stakeholders and drive pursuits with clearly defined win themes and differentiators Get things done by other associates who are not in the reporting line Teamwork: Take initiative to get the proposal team aligned with the differentiators that are expected to be projected in the response. Drive proposal conversations towards common goal Skill Examples: Ability to write sales content from scratch relevant and customized to client requirements Ability to drive pursuit discussions to define win themes and differentiators to create a winning bid Ability to organize plan and track bid management activities get the necessary inputs from different stakeholders and stitch together to form a compelling response A strong Pre-sales background Proposal writing skills Certifications like APMP will be an advantage