The role of the Bid Manager requires someone with a wide-ranging set of skills and broad experience although both the expectations and background of a Bid Manager can vary. Reader, writer, psychologist, strategist, and presenter are all words that can be used to describe what is expected from a Bid Manager at times. This article sets out to try and describe this in a bit more detail but is not intended to be exhaustive.
In some industries, the Role of Bid Manager is often someone that is a process Bid Manager, but typically a construction Bid Manager will have a strong technical background as well and this may be from a design, operational, commercial, or engineering discipline.
A Bid Manager’s prime objective is to lead and manage the bid process (ranging from pre-qualification to final submission) and maximise the chances of winning the work by producing a persuasive and appealing offer.
A Bid Manager may also be responsible for engaging a design team for the bid or for ensuring that an allocated Design Manager does. The specific role of a Design Manager including during the bid/tender stage is covered by a separate article.
Depending on the size of the Contractor, the complexity of the opportunities being pursued and the Seniority, the Bid Manager may actually do some/all of the tasks as set out below or co-ordinate a bid team that will carry them out.
Read bid documents
This is really the first action for a Bid Manager for any bid. They need to be able to read potentially large amounts of information in a short space of time with a view understanding the following…
- Scope of the project
- Procurement route
- Deliverables to be submitted
- Key risks and opportunities
- Proposed form of contract and any legal requirements
- Client team decision-makers and influencers
- Client drivers and priorities
- Potential win themes / USP’s for the bid submission
- Bid programme and submission date(s)
- Information that is inadequate, incorrect or needs further clarification
Bid or not
Decide/advise/be part of the decision process on whether or not to proceed with the bid, based on if the opportunity aligns with the business plan and objectives, creates a realistic opportunity and does not pose unacceptable risks.
Deliverables
- Establish what is expected with the bid submission
- Allocate owners and contributors for each deliverable which may include
- Quality questions on a range of topics (increasingly including sustainability and social value agendas)
- Programme
- Cost
- Legal/Contract review
- Design (review, design team appointment and/or obtaining design fees)
- Share with the bid team in a format that can be monitored and managed
Bid Programme
Set out the bid programme identifying dates for any mid-bid client team meetings, internal bid team meetings, dates for drafts and final issue of deliverables etc
Other activities
- Bid Launch: Present the bid to the bid team and potentially business leaders to assist in decision making
- Bid/Tender Queries identified, communicated and managed
- Bid/Tender Clarifications collated and prepared for inclusion within submission if appropriate
- Establish/manage relationships (internal and external)
- Bid Meetings to monitor progress, discuss strategy etc
- Research to inform bid submission
- Proofing reading/editing/writing
- Value Engineering
- Compliance with corporate governance and processes
- Bid settlement: Bid team presents to leaders, submission reviewed at a high level and often the final decision on financial elements of submission
- Post tender query review, management and response
- Handover of successful bids to the delivery team
A good Bid Manager
- Good communicator (oral and written) and confident presenter
- Able to work to and manage strict deadlines
- Analytical, logical and at least in part be process-driven
- Attentive to detail
- Problem solver and lateral thinker at times
- Commercial thinker
Conclusion
You can see that a construction Bid Manager will need to have a varied skillset and potentially wear a number of different hats during the bid process to deliver the best submission possible. The success of a bid will depend equally on the quality of the bid team and the leadership of the Bid Manager (as well as prevailing market conditions and the appetite of your competitors).
