BidWrite Staff Profile – Rodger Manning

January 8th, 2018

Rodger Manning | Managing Consultant | CP APMP

What led you to tender/proposal writing and how has your background helped you?

Well, to answer both these questions, I have an undergraduate degree and Ph.D. in astrophysics from the University of Birmingham in the United Kingdom. After a brief post-doctorate period, I switched gears and changed from studying the cosmos to the oceans. My technical intellect was put to good use whilst working on sonar systems for QinetiQ (UK defence company). Who knew then that this would eventually lead me toward a career in bid management?

In time, I became a Technical Manager and led a substantial tender for a United Kingdom Ministry of Defence contract on behalf of QinetiQ. It was in preparation for this tender I received my first formal training. From that point I was hooked on the challenge and excitement of winning! 

As a result, I continued to work in combined bid management and business development roles for the next few years in both the United States and Australia. In 2012, I became an independent bid consultant, and subsequently joined BidWrite.

As a scientist, I have a naturally inquisitive nature, which I believe is essential for an effective bid consultant and adding genuine value that increases a client’s chance of success.

What have been some of your proudest moments in your career?

Whilst there have been many large wins throughout my career that stand out, you always remember your first. For me it was memorable yet humble, a $250k tender for a six‑month project.

Things skyrocketed from there and I have now helped clients win billions of dollars. Achieving a win is what drives me and I’ve had some great successes over the years winning complex tenders for clients by using a clear strategy that wins on value not price.

What do you enjoy most about tendering/proposal writing?

Other than winning, for me it’s the variety of working with clients across many different industries. Getting to know a new client, their services and benefits they provide to their clients keeps things interesting and fresh. Then there is the planning and implementation of a shrewd strategy to win, whilst this is sounding a bit like the game RISK it can involve quite a bit of analytical thinking that appeals to the scientist within me.

What is the biggest challenge in writing tenders?

There are companies and people who believe tenders can only be won on price. With this mindset, the only reason they invariably give their clients for selecting them is their price. There are plenty of benefits to highlight for each proposal and it’s our role to ensure clients communicate this value and do not sell themselves short.

What do you love most about being part of the team at BidWrite?

The team at BidWrite have the same passion and dedication as me, yet can still stand back and see the funny side of things that we deal with on a day-to-day basis.

What is the one thing you wish people knew about the bidding process?

What a compelling bid looks like – the process is about winning not getting something in the box on time.

Describe yourself in 3 words.

Determined, light-hearted, hard-working.

Where is your favourite place to be?

Anywhere with my wife and son. They are the most important part of my life and I value my personal time with them immensely.

If you could do another job just for a day, what would it be? (and why?)

Without a doubt, Pro Golfer. It would be about work and play at the same time.

Favourite quote/motto?

“Hang on a minute lads, I’ve got a great idea”, Michael Caine – The Italian Job 1969

Which was also the quote at the start of my Ph.D.

Any unique interests or skills that you have (non-work related) that you would like to share?

AFC Wimbledon supporter – which may not be unique but it is pretty rare.