Members Profiles
Amanda Snee – Profile
Your name: Amanda Snee
Your company: Arqiva Limited
Your job title: Proposal Team Manager
How did you get into bid management?
Funnily enough I actually chose it as a career. I was not like most who ‘fall’ into it. I
have been working with bids on and off for over 12 years and I have worked in many
different industries and sectors, so I have a good all round knowledge of bid
management.
What do you like best about your job?
Seeing a bid go out of the door! To feel the sense of achievement; nothing can beat it.
But what about the stress and the late nights?
We don’t do stress. I have an extremely dry/wicked sense of humour and I am also quite tenacious so that usually pulls me out of any pressurised situation and I also try and project manage the bids effectively. I am quite lucky in that most of the bids I have managed have not needed the late night syndrome. In the past 20 months I have only had to work 4 or 5 late nights, which is very acceptable. Plus the company location is rural, so we don’t get pizza delivery!
When and why did you join the UKAPMP?
I joined the UKAPMP nearly two years ago. I wanted to affirm my existing experience of bid management. It’s great to gain the endorsement and recognition within a professional membership and the UKAPMP gives me that platform to progress further personally and professionally. I always strive to improve my work consistently, so gaining insight into new best practices really does give me that edge.
What do you find helpful about being a member?
Sharing knowledge and best practices (even if I don’t agree with some). It’s always great to have people understand the positive aspects of bid management and the pit falls we sometimes find ourselves in.
Any helpful hints for those just starting out in bid management?
Don’t take up drinking coffee. If you do, drink de-caff! Also try and remember that you do have a life outside of bids.
Daniel Powell – Profile
Your name: Daniel Powell
Your company: HRG UK
Your job title: Bid Manager
How did you get into bid management?
I came from a project management and operational background and felt that it was a natural progression to write about what I put into practice on a day to day basis.
What do you like best about your job?
Deadlines! They don’t move so the pressure is on and I tend to work better under pressure.
But what about the stress and the late nights?
It’s all about managing my workload – with a project management background I feel that my time management is a strength and I know I have deadlines to meet so ‘getting things done’ is part and parcel of the role.
When did you join the UKAPMP?
July 2008
What do you find helpful about being a member?
Access to information and knowledgeable people – I am still learning everyday.
Have you been through any APMP accredition, if so what did you get out of it?
I successfully passed the Foundation course in December 2008. It has given me added confidence about my ability, along with extending my knowledge of what ‘best practices’ need to be applied.
Any helpful hints for those just starting out in bid management? Communication with internal and external clients is key to a successful bid – if you can effectively manage other peoples expectations you are half way to winning!
David Daffin – Profile
Your name: David Daffin
Your company: QinetiQ
Your job title: Bid Manager
How did you get into bid management?
I moved from a business development role into helping to write our bids to the US DoD. I then moved into the bid coaching team rolling out the Shipley process into the QinetiQ bid process, and finally moved out into one of our business sectors as a bid manager.
What do you like best about your job?
I generally enjoy the variety of bids I am involved with, and the organisation and planning involved to achieve the sometimes very tight bid delivery schedules.
But what about the stress and the late nights?
I try to plan to avoid both! However, the nature of bidding seems to encourage working often above and beyond normal job expectations.
When and why did you join the UKAPMP?
I joined APMP soon after joining our bid coaching team, as it seemed important to me that bidding should be recognized as an important job role within our company.
What do you find helpful about being a member?
The interactions with other members and the sharing of knowledge and techniques and ‘war stories’ is a great factor for me in being member.
Any helpful hints for those just starting out in bid management?
Planning and flexibility are key traits. Think logically, get into the mind of the customer, and you will find that more of your bids are successful.
Ellie Payne – Profile
Your name: Ellie Payne
Your company: QinetiQ
Your job title: Bid Manager
How did you get into bid management?
Gradually. I started working in research and took on more task leadership roles. When enquiries arose for further related work I became involved in formulating the plans and proposals. Over the last couple of years I found that I spent more time bidding than working on technical tasks, to the point that I decided to concentrate on bid work. The chance to formalise this through the UKAPMP has arisen over the last year, which has been very timely for me.
What do you like best about your job?
Working closely with others and feeling that my contribution can really improve our responses.
But what about the stress and the late nights?
I am lucky to achieve a balance between high profile intense bids, some of which I might lead and other smaller, less time critical bids. I don’t think I could cope working always on late nighters!
When and why did you join the UKAPMP?
August 2008. The opportunity arose within the company and since I had decided to concentrate on bid management, it seemed like a good idea.
What do you find helpful about being a member?
I don’t think I have figured that out yet. I came away with many ideas from the 2008 conference and an insight into how widely spread and diverse the bidding opportunities are for UK bid professionals, but I haven’t quite managed to translate all of this into my current working environment.
Any helpful hints for those just starting out in bid management?
Formal training is useful and will help you to see the bigger picture, but make sure you understand how your local processes work so that you can work with them rather than against them. Oh, and always refer back to what your customer has actually asked, not what you or your technical team might want to tell them!
Emma Jaques – Profile
Your name: Emma Jaques
Your company: Onto the Page Limited
Your job title: Director
How did you get into bid management?
I’ve pretty much always worked in a sales environment, and after a while moved into a B2B and account management role. I was always drawn to the bid and proposal side of things, got a reputation for being good at it, then found myself a fully-fledged Bid Manager!
What do you like best about your job?
I just love the satisfaction, at the end of a bid, of a job completed well. And winning is a very good feeling!
Now I’m a consultant, I get to talk to a wide variety of people, and can spread the word about the art of bid management, and I love that, too.
But what about the stress and the late nights?
You kind of forget about them once the job is done! And anyway, I try to run a tight ship so that such occurrences are few and far between!
When and why did you join the UKAPMP?
I’ve been a member since January 2008, and joined because I wanted to understand more about best practice. It’s difficult to meet other bid managers in the course of my job – we’re normally in competition with each other, so can’t talk. I wanted a way of meeting people facing the same challenges as me, but in a non-competitive environment.
What do you find helpful about being a member?
Where do I start? It’s been a fantastic experience and a real boost to my confidence as well as to my knowledge and skills.
Have you been through any APMP accredition, if so what did you get out of it?
I hold Practitioner accreditation and am very proud of it. Studying for the programme really made me think about the best way to tackle different situations, and I believe, has made me into a much better Bid Manager.
Gaining Practitioner accreditation was the final incentive I needed to set up my own consultancy last year. I’ve not looked back since!
Any helpful hints for those just starting out in bid management?
Recognise the value of the work that you’re doing – your colleagues might just see it as an administrative function, and you’ll have to convince them that it’s a real discipline. But they’ll be converted once you start helping them win their bonuses! Oh, and join the UKAPMP – you won’t regret it!
Emma Poole – Profile
Your name: Emma Poole
Your company: Hogg Robinson Group plc
Your job title: Head of Bid Management Europe
How did you get into bid management?
Through a travel industry sector recruitment agency – I was looking for a change out of operations and into something more sales and marketing-oriented after completing the CIM Post Graduate Diploma.
What do you like best about your job? The pace, the variety and winning.
But what about the stress and the late nights? Generally I don’t do stress and late nights – I practice meditation to keep up the mental and spiritual energy, and try to keep fit and eat a healthy diet to maintain physical energy, and resort to wine and general grumpiness when it gets really stressful!
When and why did you join the UKAPMP? I joined about 4 or 5 years ago when I first ‘discovered’ it through Google searching for best practices and training services. I was looking for ways to improve personal and team performance and job satisfaction.
What do you find helpful about being a member?
Access to ideas about how other companies approach proposal management, industry suppliers, networking opportunities.
Have you been through any APMP accreditation and if so what did you get out of it?
Yes, I’ve completed both Foundation and Practitioner levels and hoping to start Professional Level this year. I like the idea of a professional qualification that reflects the specific skills required in this sector. It helps raise our level of authority with other business development colleagues and improves their confidence in our abilities to support them.
Any helpful hints for those just starting out in bid management?
I definitely recommend the Foundation Accreditation to give you an overall view, and attending the variety of UKAPMP events whenever possible. There are so many ways that proposal centres and bid management teams are constructed and operate, that just looking at the way ‘your’ organisation does it can be quite limiting. I think proposal professionals have so many opportunities to make a difference – big and small - as our industry is still relatively young.
Jamie Blackall – Profile
Your name: Jamie Blackall
Your company: HRG
Your job title: Bid Manager
How did you get into bid management?
I Replied to an internal job advert after considering a career change from accountancy.
What do you like best about your job?
The commercial focus and working in a busy team.
But what about the stress and the late nights?
Rather that than the routine of accountancy!
When and why did you join the UKAPMP?
I joined the UKAPMP in late 2008 in order to complete the foundation exams.
What do you find helpful about being a member?
Access to expertise via APMP events and conferences.
Have you been through any APMP accreditation, if so what did you get out of it?
Yes, I achieved foundation accreditation in December 2008.
Any helpful hints for those just starting out in bid management?
Beware of sales people who throw ‘everything but the kitchen sink’ at an Executive Summary!
Kevin Ottaway – Profile
Your name: Kevin Ottaway
Your company: QinetiQ
Your job title: Bid Director
How did you get into bid management?
It was part of the business function of working in a small company.
What do you like best about your job?
Diversity of bids and the opportunity to coach others, while delivering immediate, tangible results.
But what about the stress and the late nights?
More than compensated for by working as part of a team.
When and why did you join the UKAPMP?
Part of my personal objectives in this role was to obtain APMP recognition.
What do you find helpful about being a member?
Access to information, including a network of others actively involved in proposal management.
Any helpful hints for those just starting out in bid management?
Start off in a small company first and learn the key elements of success in business.
Rachel Marsh – Profile
Your name: Rachel Marsh
Your company: QinetiQ
Your job title: Bid Team Manager
How did you get into bid management?
I was in a senior sales administration role where I was considered good at writing and they wanted “someone to write bids” if I had said no I would have been made redundant.
What do you like best about your job?
The sense of achievement when I get a contract signed up.
But what about the stress and the late nights?
I’ve done it for so long it’s just how working life is.
When and why did you join the UKAPMP?
Pretty much when it started up. I was the only bid manager in the company and need contact with “my own kind”.
What do you find helpful about being a member?
Access to useful professional qualifications and training and the chance to mix with my own kind.
Any helpful hints for those just starting out in bid management?
Be prepared to spend your life explaining what a bid manager is, does and doesn’t do after first making sure you know in your own mind.
Robert Suttling – Profile
Your name: Robert Suttling
Your company: QinetiQ
Your job title: Bid Director
How did you get into bid management?
Kind of by accident. I have been involved in bid management for many years, but only as part of my role. Moving from Programme Management into Divisional Director I became more and more responsible for order in-take and therefore the writing of winning proposals became of greater importance. I moved to QinetiQ in 2008 and the opportunity arose to join a pan QinetiQ Strategic Bid Management Team working on the more complex and high value opportunities. This enables me to combine my programme, business and bid management experience into one role.
What do you like best about your job?
Simple answer: WINNING! However, the chance to engage with such a wide variety of stakeholders, including the customer means that no two days are the same. As Bid Director, I also get the opportunity to mentor others. I enjoy this element of the role very much.
But what about the stress and the late nights?
It is funny that the stress and late nights are soon forgotten when you win, so my advice is to qualify the opportunities well and so the stress is worth while.
When and why did you join the UKAPMP?
To enable me to gain the professional recognition required to fulfill my role within QinetiQ.
What do you find helpful about being a member?
Access to professional development opportunities
Any helpful hints for those just starting out in bid management?
Never be afraid to tell a Sales Lead ‘No Bid’ (based on facts) when you don’t think you are going to win or will be unable to deliver the project if successful.
Virginia Ainscough – Profile
Your name: Virginia Ainscough
Your company: Lanvine Services Ltd
Your job title: Director
How did you get into bid management?
Whilst working at Logica I was asked to help ‘rescue’ a number of bids. As a result I created a “Bid Smart” initiative and improved the process.
What do you like best about your job?
Winning!
But what about the stress and the late nights?
Good planning and preparation means that I avoid too many late nights and too much stress.
When and why did you join the UKAPMP?
In 2008 because I wanted to meet like minded professionals.
What do you find helpful about being a member?
Networking and the meetings/conference.
Any helpful hints for those just starting out in bid management?
Divide and conquer is the best way to succeed when faced with the tight deadlines on any bid. Keep a sense of humour when the going gets tough.
