5 Ways to Become More Marketable in the Proposal Field
In the past, people didn’t typically pursue proposals as a
profession—people fell into proposals. People rarely knew what they were
getting into when they supported their first proposal—but once management found
out they were good at it—it was all over from there.
However, more recently we have started to see a shift in
this paradigm. The proposal field is becoming a targeted career path for young
professionals entering the workforce. Companies are offering proposal
universities for recent college graduates. Universities are developing centers
for government contracting with focused course curricula. Proposal courses are now
offered in established professional writing programs. And students are learning
the skillsets they need to succeed in the industry well before applying for
their first job.
But, because this is a relatively new trend, young
professionals may experience a lack of guidance on how exactly to successfully
pursue a proposal career once they enter the workforce. As one of the few my
age who entered the proposal profession straight out of school, here are my
personal tips for jumpstarting your career success. I hope that others out
there will chime in as well!
- Join APMP, Attend Events, and Get Certified
- Build Relationships and Network
- Invest in Training
- Learn Advanced Features of Microsoft Word and Excel
- Get Both Small and Large Business Experience
Join APMP, Attend
Events, and Get Certified. One of my very first mentors introduced me to the
Association of Proposal Management Professionals (APMP). He recommend that I
join the organization and start attending the local events. He explained that not
only would this be a good resume builder, it would expose me to some of the
most successful professionals in the industry. This one of the best pieces of
advice I have ever received. Joining APMP and building relationships opened
career doors, helped me to get my foot in the door at a large organization, and
provided an avenue for me to meet and learn from some of the most experienced
individuals in the field. Obtaining APMP certifications has continued to keep
me relevant in the field and has served to reinforce my credibility with those
who have never worked with me before.
Build Relationships
and Network. I love how this industry is constantly evolving. It provides
such a great opportunity for us as individuals to constantly learn and grow.
Building and maintaining your network will provide you with critical resources
for personal growth, career guidance, and specific proposal-related advice. I
have been so fortunate throughout my proposal career to find amazing mentors
who have encouraged me to leverage my strengths, work on my weaknesses, and
continually grow and improve as a proposal professional. Great mentors will
help you to become great!
Invest in Training. Investing
in proposal training shows that you are serious about the profession. It
demonstrates that you have a baseline understanding of industry-standard best
practices, and it signals to employers that you take the profession seriously.
Many of the in-person courses out there are great because they are another way to
meet people—but they can be pricey. But if those classes don’t meet the
limitations of your budget, there are now some more affordable online courses
out there as well. Do some research and target a couple courses to boost your
knowledgebase. And when interviewing for new positions, inquire as to whether
the company offers opportunities for further professional development and
training—this company-sponsored offering is invaluable, especially early on in
your career.
Learn Advanced
Features of Microsoft Word and Excel. Proposal roles and responsibilities
vary from company to company. At smaller organizations, you are more likely to
wear many hats, and desktop publishing (DTP) will likely be an expected part of
your job responsibilities. And even though desktop publishing is typically a
separate role at large organizations, you will be able to support a much more
agile process if you know how to set up a Microsoft Word template and clean up
the editing on your team’s drafts. Your DTP skills will prove to be
particularly helpful earlier in the process, especially when your DTP team is
slammed with multiple final productions at once. But be careful not to step on
toes, and leave the final formatting in the hands of your dedicated production
team.
Get Both Small and
Large Business Experience. Having experience in both large and small
business environments will make you a much more agile proposal professional.
From small businesses, I learned how to perform tasks within each phase of the
lifecycle. It gave me a more holistic and comprehensive understanding of each
role in the business development process. And it made me a more agile
contributor because I can jump in and help out with a variety of different
tasks. But I didn’t really hone my skills until I gained experience in a large
business setting. My large business experience gave me exposure to the best
practices of an established and mature proposal shop. For example, I learned
how to develop compelling proposal sections with metrics, proof points, and
customer benefits; run color team reviews that were efficient and effective;
and manage to a proposal schedule that planned for contingencies to reduce risk.
This experience enabled me to really grow as a professional. But having
experience in both arenas has enabled
me to bring best practices from both worlds to my proposal support—which has
been a key contributor to my success in the industry so far.
Final Thoughts
In today’s job environment, where the proposal field is
becoming a targeted career path, young professionals may be seeking guidance on
how exactly to successfully pursue a proposal career once they enter the
workforce. In this article, I have shared some strategies that helped me to
advance within the industry. These strategies include joining APMP, building
your network, investing in training,
learning some DTP skills, and gaining both large and small business
experience. If you are one of those young professionals out there looking to advance
your career, I hope you have found this article helpful. If you are an
established professional reading this because you are curious as to what I have
had to say, I hope you will chime in with some additional tips and advice!
Written by Ashley Kayes, CP APMP
Senior Proposal Consultant, AOC Key Solutions, Inc. (KSI)
Great article
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