What are you working on at the moment?
I'm working on several work winning activities covering aviation, building, civil engineering and defence sectors. The projects we are bidding for are at different stages of procurement from business development, pre-qualification, tender through to interview and negotiation.
What do you do on a day-to-day basis?
I manage a team of proposal writers, plan resources, explore customers' needs, facilitate win themes, coordinate subject matter experts, reviews and editing to ensure our submissions are compelling and crystal clear. I advise on the best media, structure, style and content to use ensuring our proposals are visionary and impactful.
I also support employees with clear direction and remove roadblocks by providing technical assistance and sharing my experience with them. One example could be prioritising, with a heavy workload and intense and shifting deadlines it can be hard to see what’s important. I prioritise workload on a very frequent basis, but I also teach the team to be able to do it with their tasks where needed.
What do you find most interesting about your job?
There's lots of variety in exciting projects - I get to work with all parts of the business, which means I also act as conduit, networking and linking people and knowledge together. I also get to manage and lead ambitious graduates/apprentices on rotation on a regular basis. This has helped me to realise benefits of empowering them in the work setting and attract more people to the Work Winning team.
How did you get to where you are today?
I’ve been in proposal management for 16 years after falling into the role as many people do, if you are creative and have an affinity for writing and editing. I was good at English and Art at school, did a Fine Art degree. I gained my Professional Diploma in Marketing last year. I have a Foundation in Proposal Management, and am currently working towards the Practitioner level, but never seem to find the time to complete the assessment!
What is your career highlight so far?
When the Heathrow Q6 regulatory period was announced, I saw it as my aim to articulate the passion, knowledge and expertise of our team in a strong written value proposition that demonstrates why Balfour Beatty provides best value to Heathrow Airport. Winning a place on the Heathrow Q6 framework, as a sole Principal Contractor on all works in Terminals 1, 2 and 4, was a long and hard tender process. One year’s work, from pre-qualification, tender submission, behavioural interviews, and negotiation, created a really close knit team. Being awarded was a great achievement but far greater achievement was the boost to my confidence and showing that with diligence and teamwork difficult tasks are achievable.
What are your ambitions for the future?
In the short term:
Looking ahead it will be to successfully win a place on the next H7 framework at Heathrow Airport and to win a large amount of the Heathrow Expansion works. This will be a lot of hard work over the next three years.
In the long term:
Being able to adopt and implement new strategies, methods and approach to winning work that the entire business can benefit from and in a way that the whole industry can attract more people.
What is great about working in construction/engineering/infrastructure?
Every project we design and build is individual and unique, making every project interesting and exciting. Seeing a project evolve from conception, as an artist’s drawing, through construction, to being in use by the end users, can be an awe inspiring experience and I feel very proud to be part of it.