2012 Bid Solutions UK Salary Survey

Presented by

Bid Solutions The leading global provider of bid & proposal professionals

2012 UK Salary Survey

Aims • Provide accurate salary data by analysing roles and

responsibilities • Report on significant changes since 2008 survey • Assess job satisfaction • Increase participation (427 in 2008, 801 in 2012). • Encourage APMP Membership and Accreditation • Provide a bespoke report relating to role, location,

industry, and experience

The leading global provider of bid & proposal professionals 2

Key Findings – All Roles • Average Woman’s Salary: £41333 (3.7% increase from 2008) • Average Man’s Salary: £53142 (1.5% increase from 2008) • Gender Gap: Men earn 28.6% more than women • After Inflation (CPI): Tracking inflation men should be earning £58757 (down

9.5% in real terms), and women £44718 (down 7.6%) • Average Age: Men: 42, Women: 37 • Location: Highest Avg Base Salary - Greater London (£55833), Lowest - South

Wales (£35417). • Working Patterns: 1 in 5 worked late every night or at weekends • Development: 43% had no personal development plan (unchanged from 2008) • Status: 86% permanently employed, 11% Consultants / Temp, 3% unemployed


Key Findings • Remuneration

– Highest: Heads of Bid Management - £74615 – Lowest: Junior Proposal Writers - £22955 – Senior Bid Managers - £54698 – Senior Proposal Managers - £49671 – Experienced Bid Managers - £54729 – Experienced Proposal Managers - £46285 – Junior Bid Managers - £35833 – Junior Proposal Managers - £25000

• Different Job Titles: 214 recorded (2008:189) • Education: 64% had Bachelor’s Degree or higher, 92% A Levels or higher • APMP Awareness: 40% not aware of APMP Accreditation or felt it wasn’t

applicable, 32% achieved foundation accreditation or higher • Work-life Balance: 94% (2008: 87%) preferred work-life balance over financial

reward



Analysis by Gender & Role


£47

,630

£30

,427

£42

,533

£32

,833

£58

,491

£29

,583

£50

,606

£33

,438

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

Bid Manager DocumentManager

Proposal Manager Proposal Writer

Female

Male

19% 23%

Male dominated industry - 3:2 Average Male Bid Managers earn £11000 (23%) more than women Average Male Proposal Managers earns £8000 (19%) more

Significant Imbalances Head of Bid / Proposal & Senior Bid Managers – up to 90% Male


Workforce Mix by Age


0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

23 27 31 35 39 43 47 51 55 59 64

Male

Female

Mix by Age Group Women Men 20's 9% 8% 30's 18% 16% 40's 12% 20% 50's + 4% 13%

After 40, the industry becomes male dominated Below 39, women outnumber men All salary averages affected by earlier industry exit


0.3%

4%

18%

9%

28%

23%

10% 8%

0%

5%

10%

15%

20%

25%

30%

Graduate. Lessthan 6 months

exp

Junior. Up to 2years exp

Experienced. 2-5years experience

Experienced(People Mgr). 2-5

years exp

Senior (Non-Manager). 5+

years exp

Senior (PeopleManager). 5+

years exp

DepartmentHead / Director.

10+ years exp

Consultant / CEO,Director,

Chairman. 10+years exp

Career Level


96% classed themselves as ‘Experienced’ (>2 yrs) or higher

Lack of ‘Graduates’ (0.3%) and ‘Junior’ (4%) participants remains a serious concern

Mix of Participants Bid Manager 55% Proposal Manager 23% Proposal Writer 11% Document Manager 8% Knowledgebase Manager 2% Graphics / DTP Manager 1%


£30

,236

£33

,145

£34

,792

£36

,250

£46

,285

£54

,729

£31

,066

£36

,262

£37

,708

£47

,125

£53

,229

£64

,402

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

£80,000

DocumentManager

Proposal Writer KnowledgebaseManager

Graphics / DTPManager

ProposalManager

Bid Manager

Salary and Package by Role


15% Package Value

3% Bid Managers earn twice as much as Document Managers


Salary by Experience


£25,463 £32,643

£41,810 £46,964

£56,740

£72,083 £76,429

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

£80,000

£90,000

Junior. Up to 2years experience.

Experienced. 2-5years experience.

ExperiencedManager

(Supervisor ofStaff). 2-5 years

experience.

Senior (Non-Manager). 5+

years experience.

Senior Manager(Supervisor ofStaff). 5+ years

experience

Executive(Department

Head / Director).10+ years

experience.

IndependentConsultant /

Executive (CEO,Director,

Chairman). 10+years experience.

Consistent salary increases (potentially 200%) for those who progress through the ranks


Senior Remuneration


Head of Bid Management earns (on average!) 10% more than a Head of Proposal Management. £100,000 separates the highest and lowest paid Snr Bid Mgr.

£32,500 £32,500

£140,000 £160,000

£66,250

£74,615

Proposal Manager Bid Manager

Head of Team

£42,500 £52,500

£67,500 £82,500

£115,000

£45,000 £50,833 £52,365 £59,059

KnowledgebaseManager

DocumentManager

Proposal Writer ProposalManager

Bid Manager

Senior Manager (5+ years)

£22,500 £22,500

£72,500 £67,500

£97,500

£62,500

£115,000

£34,167 £35,595

£47,115 £48,750 £50,542

DocumentManager

Proposal Writer ProposalManager


Bid Manager

Senior (5+ years)


Junior / Mid-Level Remuneration


Bid Mgmt. offers well paid entry Junior Proposal Writers lowest paid People Managers earn significantly more (up to 45% more)

£42,500 £37,500

£62,500 £62,500 £67,500

£29,500 £37,500 £41,310

£42,500

£44,464

DocumentManager

Graphics /DTP Manager

ProposalManager

ProposalWriter

Bid Manager

Experienced Manager (2 to 5 years exp.)

£27,500

£37,500

£47,500 £42,500

£52,500

£62,500

£25,000 £25,714 £28,500 £28,611 £33,426

£38,654

Graphics / DTPManager


ProposalWriter

DocumentManager

ProposalManager

Bid Manager

Experienced (2 to 5 years exp)

£37,500 £27,500

£37,500

£62,500

£22,955 £25,000 £26,071

£35,833

Proposal Writer Proposal Manager DocumentManager

Bid Manager

Junior (6 months-2 years)


Analysis by Geography


58% based in South East. Almost ¾ of workforce south of Birmingham. Hard to draw conclusions from regions with < 5% participation

Greater London 30.9% South East England 26.5% North West England 9.7% South West England 7.5% West Midlands 7.2% Yorkshire 5.3% East Midlands 5.0% East Of England 2.5% Southern Scotland 2.4% North East England 1.3% South Wales 1.0% Northern Ireland 0.4% Northern Scotland 0.3%


Average Salary by Location


SouthernScotland

Yorkshire AndThe Humber

North WestEngland East Midlands South West

EnglandSouth East

EnglandGreaterLondon

WestMidlands

Female £38,929 £33,750 £34,914 £35,833 £38,750 £39,963 £48,125 £39,444Male £40,357 £40,441 £47,656 £53,214 £55,109 £55,618 £55,735 £58,095

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

47% 16%

42% 49% 36%

20% 4%

39%


SouthernScotland

Yorkshire AndThe Humber

North WestEngland East Midlands South East

EnglandWest

MidlandsGreaterLondon

South WestEngland

Female £42,500 £39,375 £39,167 £38,333 £53,182 £43,333 £51,023 £41,667Male £47,500 £47,500 £54,444 £56,500 £58,814 £61,406 £61,667 £63,125

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

Average Bid Manager


52%


YorkshireAnd TheHumber

SouthernScotland

EastMidlands

North WestEngland

GreaterLondon

South WestEngland

South EastEngland

WestMidlands

Female £27,500 £39,167 £29,167 £36,667 £52,375 £40,000 £39,342 £55,000Male £36,500 £42,500 £47,500 £51,071 £52,250 £52,500 £54,853 £55,833

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

Average Proposal Manager



Analysis by Industry


0%

2%

4%

6%

8%

10%

12%

14%

16%

18%

20%

ITCo

nstr

uctio

nTe

leco

mm

unic

atio

nsEn

gine

erin

gPr

ofes

sion

al S

ervi

ces

Out

sour

cing

/ B

PORe

crui

tmen

tDe

fenc

ePr

oper

tyFi

nanc

ial S

ervi

ces

Secu

rity

Heal

thLa

wU

tiliti

esEn

viro

nmen

tal

Publ

ic S

ecto

rRa

ilway

Insu

ranc

eEd

ucat

ion

Char

ityCa

terin

gLo

gist

ics

Gove

rnm

ent

Med

iaAc

coun

ting

Avia

tion

Elec

tron

ics

Exec

utiv

eAr

chite

ctur

eBa

nkin

gRe

tail

Man

ufac

turin

gSc

ient

ific

Com

putin

gM

echa

nica

lHo

spita

lity

Indu

stria

lAd

vert

isin

gN

ursi

ngM

edic

alPh

arm

aceu

tical HR

Desi

gn

Majority of Industries have <5% representation

IT, Construction and Telecoms represent 37% of participants


Average Base Salary by Industry


£47

,500

£36

,071

£42

,500

£40

,227

£34

,028

£35

,603

£52

,237

£44

,000

£56

,250

£45

,714

£39

,500

£43

,125

£44

,808

£46

,500

£52

,596

£54

,071

£56

,515

£56

,563

£57

,024

£58

,991

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

Female

Male

Huge disparity in Engineering, Construction, and IT


Average Bid Manager Salary


£53

,500

£41

,667

£40

,000

£51

,500

£50

,921

£56

,071

£36

,500

£44

,167

£46

,500

£58

,000

£42

,500

£46

,500

£50

,278

£50

,500

£57

,143

£58

,750

£59

,667

£62

,283

£64

,318

£65

,962

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

£80,000

Female

Male


Average Proposal Manager Salary


£40

,833

£43

,750

£42

,500

£39

,000

£50

,000

£42

,500

£30

,833

£42

,500

£42

,500

£44

,286

£44

,167

£44

,167

£47

,500

£48

,500

£49

,167

£50

,833

£51

,667

£52

,500

£66

,136

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

£80,000

Female

Male


Analysis by Highest Qualifications


8% 12% 11%

4%

42%

2%

19%

1% 0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

GCSE A Level orEquivalent

HND/HNC orEquivalent

Vocational BachelorsDegree

Post graduatediploma

Masters Degree Ph.D

64% have Bachelor Degree or higher

Those with Bachelor Degrees (£46989) earn only 5% more than those with GCSEs (£44732)

Location has a greater influence over salary than education


APMP & Basic Salary


£38,627 £44,520 £44,776

£48,141

£55,138 £60,726

£66,944

£-

£10,000

£20,000

£30,000

£40,000

£50,000

£60,000

£70,000

£80,000

I can'tafford it

I plan toreach

FoundationLevel within12 months

Not aware FoundationLevel

Notapplicable

Practitioner Professional

APMP Accreditation Level Not aware 21.8% Not applicable 18.7% I can't afford it 11.8% I plan to reach Foundation Level within 12 months 15.6% Foundation Level 23.8% Practitioner 5.4% Professional 2.9%

Professionally Accredited individuals earn up to 50% more than those without Accreditation

Almost 1:3 participants had achieved Foundation Level. 41% not aware of Accreditation programme or felt it wasn’t applicable.


13%

33%

25%

15%

10%

4%

0%

5%

10%

15%

20%

25%

30%

35%

Less than 6Months

6 Month - 2Years

2 - 4 Years 4 - 6 Years 6 - 10 Years 10 + Years

Time in Current Role


46% of participants have been in their current role for less than 2 years. 42% of all participants have changed organisations within the last 2 years Very few internal moves!


Working Practices


5%

49%

29%

10% 8%

0%

10%

20%

30%

40%

50%

60%

No - this is a real 9-5job

I have to work longhours around the bid

deadline but cangenerally take time

off in lieu tocompensate

Nothing out of theordinary - I work until7 or 8pm a couple of

nights per week

I now stay late almostevery night

I now stay late almostevery night andregularly work

weekends

46% of the workforce is permanently office based. Just over 9% have full home working status. 2 late nights per week equates to 24 extra days per year. 81% of respondents had a minimum of 25 days holiday per year.


Benefits - All Roles


10% 6%

39%

52%

40%

9%

91%

13% 5%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Fuel Card Paid Overtime Car / CarAllowance

Private HealthInsurance

Life Insurance Non-ContributoryPension

ContributoryPension

Sports and SocialClub

Shared Transport/ Green Travel

Incentive

49% of Bid Managers and 38% of Proposal Managers attracted a car allowance.

Only 1 in 3 Document Managers, Knowledgebase Managers and Proposal Writers had Private Healthcare.

Other benefits listed: Share Option Schemes, Discounted Insurance, Flexible Benefit Scheme (choose from menu options), Dental Care, Flexi-working, Season Ticket Loan for Rail Card, and Childcare Vouchers.

Bonus Scheme Entitlement No bonus scheme 33% Contractual 16% Discretionary bonus 51%


Contractors / Self-Employed


£15

0

£27

5

£35

0 £

525

£12

5

£1,

300

£1,

250

£75

0

£55

0

£47

5

£55

6

£55

7

£48

3

£53

8

£28

3

£-

£200

£400

£600

£800

£1,000

£1,200

£1,400

Proposal Manager Bid Manager KnowledgebaseManager

Document Manager Proposal Writer

Bid Managers best paid contractors - £557 per day. Proposal Writers had the lowest average day rate at £283. The largest variance (£1150) within Proposal Managers.


Average Contract Duration


8%

4%

29%

20%

8% 9%

21%

0%

5%

10%

15%

20%

25%

30%

35%

Less than 1month

1 month 3 months 6 months 9 months 12 months 12 months +

43% (67% in 2008) of contractors were engaged for more than 47 weeks of the year.

91% of contracts renewed or expected to be renewed.

3 month contracts have increased from 13% to 29%. Six month contracts have declined from 38% to 20%,


Overall Satisfaction


How satisfied are you in your current role / contract?

How satisfied are you with your current employer?

How satisfied are you with your current base salary / day rate?

Not Satisfied 12% 13% 19%Could be Better 39% 30% 38%Satisfied 35% 39% 36%Very Satisfied 14% 18% 8%

Satisfaction scores have increased since 2008.

57% of respondents are currently ‘satisfied’ or ‘very satisfied’ with their employer.

Over 43% of respondents had no personal development plan in place.

Only 44% of respondents are ‘satisfied’ or ‘very satisfied’ with their basic salary.

Find out more…

Benchmark your salary and take control of your career. Run bespoke reports that compare: • Industry • Gender • Current Role • Age • Career Level • Location • Employment Status Join the Bid Solutions LinkedIn Group and access the data


Final Thought

“Being rich is having money; being wealthy is having time”. Margaret Bonnano


2012 Bid Solutions UK Salary Survey

Documents

senior proposal managers

experienced proposal

junior proposal managers

proposal management

experienced bid managers

proposal manager23

junior bid managers

average male bid