Sunil Agrawal

Insights from Sunil

Sunil has over 18 years of experience in various industries verticals like Defence, IT & Telecom and Facilities Management. He has worked with MNCs like Thales, Ericsson and ISS A/S. At ISS, Sunil established the Center of Commercial Excellence for APAC, which encompasses Bid Management, Price Management, CRM Administration, Graphics Designing and Knowledge Management.

Prior to his Corporate stint, Sunil has served as an officer in the elite Indian Air Force for 10 years. He was also a member of the Blue Ribbon Panel for reviewing the APMP Body of Knowledge (BOK).

What inspires you the most in your role as a Bid Manager?
Bid Manager is the only role in the company that interacts & works with almost all departments in the company. For me, Bid Manager is synonymous to an Orchestrater of the Symphony and that is what makes it so special. In an orchestra, every musician is an expert, however, no one can play symphony unless led by an orchestrator. Similarly, in a company, sales, operations, procurement and other organisational resources cannot complete a winning proposal unless led by a Bid Manager.

Did you always aspire to be a Bid Manager and Why? or Did you accidentally land in this profession and How?
I didn’t even know what this role means until I fell into this, like most of our colleagues. Infact, I haven’t come across a single person, who aspired to be a Bid Manager.
I had completed 10 years short service commission with the Indian Air Force and had entered the corporate world, when I was referred for this role by a friend, who was working with Thales. Based on my defence experience, I was hired for the role of Bid Manager for Defence bids.

What advice would you want to give to the next-generation professionals or your peers?
Read the RFP thoroughly to be in control of your proposal. Don’t think of it as the responsibility of your subject matter experts.
Understand the customer’s intent, needs and pain points and empathise with your customer while writing proposals.
Finally, ‘Own’ your proposals. Don’t leave it for someone else to win it for you.

Please give us one tip for creating a Winning Proposal?
Ask “So What” for every statement you write!

What is something you wish others understood about the importance of Bid Management in today’s market?
Everyone should understand the criticality of the role that the Bid Manager plays. He/She is the bridge between the company and the customer and the key to winning business for the company. Companies can only win businesses, if this role is given the importance it deserves.

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