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
The leading global provider of bid & proposal professionals 3
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
The leading global provider of bid & proposal professionals 4
2012 UK Salary Survey
Analysis by Gender & Role
The leading global provider of bid & proposal professionals 5
£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
2012 UK Salary Survey
Workforce Mix by Age
The leading global provider of bid & proposal professionals 6
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
2012 UK Salary Survey
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
The leading global provider of bid & proposal professionals 7
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%
2012 UK Salary Survey
£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
The leading global provider of bid & proposal professionals 8
15% Package Value
3% Bid Managers earn twice as much as Document Managers
2012 UK Salary Survey
Salary by Experience
The leading global provider of bid & proposal professionals 9
£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
2012 UK Salary Survey
Senior Remuneration
The leading global provider of bid & proposal professionals 10
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
KnowledgebaseManager
Bid Manager
Senior (5+ years)
2012 UK Salary Survey
Junior / Mid-Level Remuneration
The leading global provider of bid & proposal professionals 11
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
KnowledgebaseManager
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)
2012 UK Salary Survey
Analysis by Geography
The leading global provider of bid & proposal professionals 12
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%
2012 UK Salary Survey
Average Salary by Location
The leading global provider of bid & proposal professionals 13
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%
2012 UK Salary Survey
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
The leading global provider of bid & proposal professionals 14
52%
2012 UK Salary Survey
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
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2012 UK Salary Survey
Analysis by Industry
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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
2012 UK Salary Survey
Average Base Salary by Industry
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£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
2012 UK Salary Survey
Average Bid Manager Salary
The leading global provider of bid & proposal professionals 18
£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
2012 UK Salary Survey
Average Proposal Manager Salary
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£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
2012 UK Salary Survey
Analysis by Highest Qualifications
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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
2012 UK Salary Survey
APMP & Basic Salary
The leading global provider of bid & proposal professionals 21
£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.
2012 UK Salary Survey
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
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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!
2012 UK Salary Survey
Working Practices
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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.
2012 UK Salary Survey
Benefits - All Roles
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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%
2012 UK Salary Survey
Contractors / Self-Employed
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£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.
2012 UK Salary Survey
Average Contract Duration
The leading global provider of bid & proposal professionals 26
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%,
2012 UK Salary Survey
Overall Satisfaction
The leading global provider of bid & proposal professionals 27
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
The leading global provider of bid & proposal professionals 28
Final Thought
“Being rich is having money; being wealthy is having time”. Margaret Bonnano
The leading global provider of bid & proposal professionals 29