Behind every successful contract lies the strategic expertise of a Proposal Manager and their sales team, the unsung heroes steering an organization’s journey towards growth and prosperity.
The role of a Proposal Manager is multifaceted and requires a balance of strategic thinking, effective communication and collaboration. By understanding the customer’s needs, managing stakeholder expectations and fostering a team-oriented approach, Proposal Managers play a pivotal role in driving the company’s sales and business development efforts.
Continuing our Life at Sodales series, we had the opportunity to sit down with Sodales’ Proposal Manager, Jisleen, to gain insights into her process for managing stakeholder expectations, her typical day alongside her sales team, and the intricacies of managing a proposal when an RFP (Request for Proposal) is released. Join us as we delve into the world of proposal management and uncover the skills required to excel in this field.
What does a typical day look like for you as a Proposal Manager?
“A day as a Proposal Manager and in sales in general is unpredictable; but never boring,” Jisleen explains. A typical day involves a mix of strategic planning and hands-on tasks. Jisleen goes on to explain that she begins her day reviewing the sales pipeline and prioritizing proposals based on deadlines and qualification potential. Then, she spends a considerable amount of time collaborating with the sales team, subject matter experts and other departments to develop compelling proposals. Additionally, Jisleen stresses the need for her to keep an eye on industry trends and relevant activities to ensure Sodales is always staying ahead of the curve.
Talk us through the process you use to begin management of a proposal where an RFP has just dropped.
When an RFP is released, the first step is to conduct a thorough review to understand the requirements and assess if Sodales is even qualified to bid. If we are qualified for the bid, she then expresses Sodales’ intent to bid. Jisleen then assembles a team, which includes sales, technical experts and other relevant stakeholders to develop a proposal plan that outlines the timeline, responsibilities and key messages. “From there, it’s a matter of executing the plan, with regular check-ins to ensure we’re on track and making any necessary adjustments.”
Collaboration seems to be a significant part of your role. How do you collaborate with other team members during the proposal process?
Jisleen stresses that “collaboration is indeed crucial.” She goes on to explain that she uses a combination of software tools and regular meetings to ensure everyone on the sales team is aligned and contributing effectively. Clear communication of expectations and deadlines is essential. She also encourages an open environment where the entire Sodales team can share ideas and feedback, which often leads to innovative solutions and stronger proposals.
What is your process for managing stakeholder expectations throughout the proposal process?
“Managing stakeholder expectations is all about clear communication and setting realistic goals. I begin by understanding the stakeholders’ needs and priorities. Then, I ensure that these are aligned with the company’s objectives,” says Jisleen. She begins this process by making a list of all the items she needs to deliver to stakeholders, which may include the customer, SAP and other partners. Secondly, she always makes it a point to jump on a call with all relevant stakeholders to ensure all expectations are aligned and requirements are met. Regular updates and transparent communication are key to keeping everyone on the same page and avoiding any surprises down the line.
“One piece of advice I’d give is to always stay customer focused. Understanding the customer’s needs and tailoring your proposals to address those needs is key to winning. Also, never underestimate the importance of continuous learning. Industries are always changing, so staying informed and adapting your strategies accordingly is essential for success.”
What are some important skills for a Proposal Manager to have, and what do you look for when onboarding for your sales team?
A successful Proposal Manager needs strong communication, project management and analytical skills. Being able to understand and articulate complex ideas is crucial. Jisleen explains that you need to know how to collaborate with different teams and departments as proposals can be released last minute with a short deadline and you need to be able to have those strong relationships with other team members to rely on them when needed. It’s a give and take process; she’s always ready to help her team as they too are ready to help her. Beyond that, time management skills are key when working as a Proposal Manager or generally in sales. Finally, Jisleen stresses that “product is king, if you don’t know the product, the RFP will fail.”
When onboarding for the sales team, Jisleen seeks candidates who are not only skilled in sales but also team players who can adapt to different situations and contribute to the collaborative nature of proposal development. “Looking for that initiative to learn, and not being afraid to test their limits is what I like to see,” says Jisleen. She explains that she studies before she goes to any meeting, whether that be to learn more about the industry that the customer is in, any recent industry news or just about the customer themselves, it’s important for her to do this homework to ensure that her meetings and demos are productive, and she would expect the same from her team.
Think you got what it takes to work in sales at Sodales?
As you learned, a Proposal Manager’s contributions are vital to an organization’s success, as they directly influence the company’s ability to secure contracts, which impacts revenue and growth. Their role in streamlining the proposal process and ensuring proposals are strategically aligned gives the organization a competitive edge in the bidding process. Additionally, their efforts in continuous improvement and feedback analysis are instrumental in refining the organization’s bidding strategies and enhancing its overall success rate in winning contracts.
Do you share our vision for breaking down barriers, and proactively approaching health, safety, and employee relations? If so, we invite you to explore our careers page to learn more about our company culture and any open opportunities to join our team. As a rapidly growing company, we at Sodales are constantly seeking talented individuals to become part of our team.
