7 Questions to Elena Michelyova

Elena Michelyova, Head of Bid Management, Europe at Grid Dynamics, Poland.

Team Size: 10

She is an accomplished presales consultant with extensive experience of bid and proposal production and preparation, creating and delivering innovative solution demonstrations for prospects, customers, and partners, with background in business development and product management. Equipped with 8+ years hands-on presales experience managing small, medium and large teams, clearly formulating and delegating tasks, tracking for success. Qualified Agile and Scrum team leader with proven track record of co-ordinating successful projects for business and revenue expansion. Confident communicator with history of cultivating lucrative relationships across organisational levels and customers delivering exceptional client relationship management. Technical proficiencies include IoT / embedded projects, Digital engineering, Cloud solutions & Big Data, AI / ML, etc.

1?? Why do you work in bid/proposal management and what differentiates your job from other, ‘normal’ jobs?

I'm drawn to bid/proposal management because it's a fascinating mix of strategy and teamwork. What sets it apart from 'normal' jobs is the unique blend of strategy, creativity, and collaboration it requires. I thrive on the challenge of diving deep into client requirements and brainstorming innovative ways to address them.

It's like solving a complex puzzle, but with the added excitement of making our proposals stand out from the crowd.

What really makes this role special is the collaboration. I love working closely with teams across the board – from sales to tech – to bring our proposals to life. And the fast-paced environment? Keeps me on my toes and makes every day different! Overall, working in bid/proposal management allows me to combine my passion for problem-solving with my love for teamwork and creativity, making it a fulfilling and rewarding career choice.

2?? What was your biggest win, and why did you achieve it??

Throughout my career journey, I've navigated through over 50 RFXs annually, ranging from $100K to $90 million in value, accumulating over 400 RFXs over 8+ years. Remarkably, I vividly recall each one. Among the wins, there were notable triumphs like orchestrating the largest SAP hybris implementation globally (as of 2018) and spearheading full technical modernization for automotive giants. Yet, it's the memory of a $1 million win that resonates most profoundly. This win was against a highly sought-after client. Our company made several attempts to win the deals but no luck. The same was with one design company. Despite previous failed attempts, a design company approached us, seeking collaboration. Nevertheless there was our own design practice, so we took the leap and teamed up. Together, we landed the deal. This experience taught me the power of synergy. By combining our strengths and resources, we achieved success beyond what we could've imagined individually. The feeling of unity and triumph from that win and invincibility of our collaboration still resonates with me today.

3?? Which skills should a winning bid team have, and why??

Establishing a winning bid team requires three key pillars: CTO engineers, Delivery/Project Managers, and Sales Managers. The technical team, including Subject Matter Experts (SMEs), offers robust technical expertise and domain knowledge. Delivery Managers assemble teams globally, ensuring a balanced allocation of resources. Sales Managers define the sales strategy to ensure a comprehensive and well-thought-out proposal, addressing various perspectives. All these resources should collaborate under the thorough supervision of a bid manager, who possesses a diverse skill set necessary for navigating complex bidding processes effectively. These skills encompass:

• Strong teamwork and collaboration skills, enabling collaboration with colleagues from diverse departments to leverage their expertise and insights.
• Crafting compelling proposals aligned with client needs.
• Exceptional project management ensuring timely tasks completion and efficient resource allocation.
• Adaptability and resilience, particularly important in the face of stiff competition and changing market dynamics. This comprehensive approach forms the secret sauce of a winning bid team.

4?? What advice would you give a young professional, starting their career in the bid/proposal space??

Here are some handy tips to kickstart young professionals journey:

1. Keep Learning: Stay curious and keep adding to your toolkit. Stay updated on industry trends and pick up new skills whenever you can.
2. Communication Matters: Sharpen those communication skills. You'll need them to craft killer proposals and nail client presentations.
3. Build Connections: Networking is key. Get to know your colleagues and clients – you never know where those connections might lead.
4. Understand Your Audience: Take the time to really get inside your client's head. Tailor your proposals to hit the mark every time.
5. Stay Organized: Keep on top of your deadlines and projects. Good project management skills will take you far.
6. Get Creative: Don't be afraid to think outside the box. Innovative proposals stand out from the crowd.
7. Find a Mentor: Seek out someone experienced who can offer guidance and support as you find your feet.
8. Enjoy the Ride: Most importantly, have fun! The bid/proposal world is full of challenges and opportunities – embrace them all with a positive attitude and learn from each experience.

Enjoy the Ride: Most importantly, have fun!

5?? In the bidding world, what do you expect to be different in five years’ time from now?

In the bidding world, I anticipate several changes over the next five years:

• Rise of Autonomous Bidding Systems: The emergence of AI-powered bidding systems will automate and streamline the bidding process, from opportunity identification to proposal generation, enabling faster response times and greater efficiency.
• Adoption of Predictive Analytics: Bidders may leverage predictive analytics and machine learning algorithms to analyze historical bidding data, forecast market trends, and optimize bidding strategies for improved success rates.
• Collaboration with Startups and Innovators: Bidders may partner with startups, incubators, and innovation hubs to access cutting-edge technologies, foster innovation, and bring disruptive solutions to market, gaining a competitive edge in bids.
• Evolution of Evaluation Criteria: Clients may evolve their evaluation criteria to include factors beyond cost and technical capabilities, such as cybersecurity & data privacy, social impact, ethical considerations, and long-term value. Bidders will need to align with these broader criteria to succeed.

6?? What do you see as the biggest challenge in bid managers' day-to-day work??

The biggest challenges in bid managers' day-to-day work is navigating a perfect storm of burnout, undervaluation, and cultivating a presales culture.

Firstly, the high workload and constant pressure to meet tight deadlines can lead to burnout among bid managers, affecting productivity and well-being. Secondly, bid managers often face the challenge of being undervalued within their organizations, with their contributions to successful bids sometimes overlooked or underestimated. Finally, there's the ongoing task of cultivating a presales culture and educating pursuit team on how to create bid materials effectively. This involves guiding pursuit team in articulating their expertise clearly and aligning their contributions with the overall bid strategy.

7?? What is your biggest challenge in bringing your bid/proposal team further?

The primary challenge my bid team currently faces is the absence of thorough analysis of past bids. I strongly believe that crafting proposals for clients should involve leveraging historical bidding data, conducting win/loss analyses, analyzing company strategies, and gathering insights from account teams. Ideally, each bid response should be viewed as a targeted approach built upon a defined strategy, tailored not only to a specific Request for Proposal (RFP) but also to the particular client account. Looking ahead, I envision overseeing bid managers assigned to accounts and collaborating closely with account teams to optimize bidding strategies and enhance success rates. Another challenge in advancing my bid/proposal team is fostering continuous improvement and innovation while maintaining consistency and efficiency in our processes. However, to achieve this, some daily routines should be streamlined without requiring extra thought. To accomplish this, relevant certifications should be obtained to embed all the best practices of bid management work.

Thank you, Elena, for this interview!