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Despite this acknowledgement by their companies, Sandy Pullinger, MD of nFold and first chairperson of APMP South Africa, believes that proposal managers still lack the financial rewards they deserve. They also suffer from a shortage of skills. Therefore, there is a danger of burnout from working late hours to meet proposal deadlines. Only 8% benefit from flexible hours and only 16% get a bonus.
"The majority of proposal managers are in it for the long run, with only 5% seeing this as a short-term career. However, management attitude needs to improve because almost a third of respondents are undecided whether to continue in proposal management," says Pullinger.
"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, as they may fail to compete and thus lose deals. Procurement has become increasingly complex as competition has become more global and large teams of people make decisions about intricate products and services from several potential suppliers over several weeks. Corporate governance has also forced procurement teams to observe strict processes when choosing suppliers.
"This has pushed proposal teams to become more formalised and proposal and bid management have emerged as brand new job descriptions."
The fledgling profession in South Africa now has a local association, the Association of Proposal Management Professionals (APMP), to promote it. This association has run for 21 years in mature markets, but the local chapter was only recognised in November 2009.
Pullinger's challenge to proposal managers based on the survey results is:
The next local meeting of APMP takes place in August 2010 and will focus on how to win corporate business. A procurement specialist will explain how proposal managers can improve their bids. In October, the APMP welcomes two international speakers to the first local conference. Anyone interested in attending these events should email az.gro.pmpa@stneve.