PROPOSAL MANAGEMENT - nFold · APMP SA—CONFIDENTIAL —SOLELY FOR AUTHORIZED PERSONS HAVING A...

1COPYRIGHT © 2015 APMP SA. ALL RIGHTS RESERVED. APMP SA— CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO APMP SA INSTRUCTION

Presenter : Lucas Gumbi

e-mail : [email protected]

Date : 20 October 2015

PROPOSAL MANAGEMENT:INDUSTRY SURVEY FOR 2015

COPYRIGHT © 2015 APMP SA. ALL RIGHTS RESERVED. APMP SA— CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO APMP SA INSTRUCTION

mailto:[email protected]


OUTLINE

1. Background

− SURVEY OBJECTIVE

− METHODOLOGY

− SUMMARY OF KEY FINDINGS

2. Call to Action

3. Survey: Detailed Results

− PROFILE OF THE RESPONDENTS

− AWARENESS OF APMP, ITS RELATED CERTIFICATION PROGRAMMES AND BENEFITS

− USE OF PM BEST PRACTICES

− PM TEAM GROWTH AND CURRENT RECRUITMENT PREFERENCES

− SATISFACTION: CAREER DEVELOPMENT AND GROWTH


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








SURVEY OBJECTIVES

Assess profile of the respondents

Assess Awareness of APMP, its related Certification

Programmes and Benefits

Assess PM team growth and current recruitment preferences

Assess the use of PM Best Practices

Assess member satisfaction in relation to career development

and growth

Assess member perceptions of PM as a profession


METHODOLOGY

Web based survey: eSurveyspro (an online survey tool)

The questionnaire had 25 questions

Target Population:

− APMP members and a selection of proposal and business development professionals

Participants:

− 75 responses

− Received feedback from Kenya , Lesotho and Middle East

Results compared to SA 2011, SA 2014, UK 2008, UK 2012 and

US 2014 surveys


SUMMARY OF KEY FINDINGS

Profile of the respondents

− Majority of the respondents (64%) were Female

− Majority of the respondents (average 31%) were between the age of 30 and +-50

− 35% of respondents have Diplomas, while 49% have University Degrees

− Majority of respondents (61%) are working for large enterprises

− ICT, Engineering and Finance represent (60%) of the respondents

− Majority of the respondents (73%) work in the Gauteng Province

− Although there was a mix of respondents with varying functions , (61%) of respondents were

from Proposal management

− Majority of the respondents (57%) had at least 6 years relevant experience

Awareness of APMP, its related Certification Programmes and

Benefits

− 55% of respondents were well aware of APMP

− But almost 50% were not certified for various reasons (No time, expensive, no benefit)

− Only 21% of certified respondents had their salary or job position significantly improved


SUMMARY OF KEY FINDINGS

Use of PM Best Practices − 75% of respondents use formal PM processes

− 23% of respondents expect APMP support with certifications

− 17% of respondents expect APMP support with Further education events

PM team growth and current recruitment preferences− According to 43% of respondents the average PM team at least 2-5 people

− While 23% of respondents indicates that the average PM team has about 5-10

− PM Profession growing (61% of respondents)

− With a Growth Rate of 1-3 people per annum (51% of respondents)

− External recruitment preferred (52% of respondents)

− Organizations willing to take in learners and graduates (66% of respondents)

Satisfaction: Career development and growth− 61% of respondents have been with current employer for at least 6 years

− 37% of respondents plan to build a long term career. However, 49% of respondents are not satisfied with current

status (PM recognition as an important function)

− Career development perceived as important by organisations (63% of respondents).

− However, 58% of respondents are not satisfied with their career/professional development (Salary, career path not

clear, extra hours and weekends)


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








CALL TO ACTION

50% of respondents not certified

− Find creative ways to optimize certification costs

− Find ways of communicating clearly the benefits of certification

Organizations willing to take in learners and graduates

− Continue to strengthen APMP Learnership Programme in partnership with EOH Youth Job

Creation Initiative

49% of respondents are not satisfied with current status (PM

recognition as an important function)

− Find ways of improving PM’s formal recognition as a value adding strategic function or discipline

Majority of respondents (61%) are working for large

enterprises

− Find ways to understand PM function in relation to SMMEs within the context of South Africa

•

TABLE OF CONTENTS


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








PLEASE INDICATE IF YOU ARE MALE OR FEMALE?

Still a female dominated profession

But male numbers improving

58%

57%

34%

29%

24%

36.0%

42%

43%

66%

71%

76%

64.0%

0 20 40 60 80 100 120

UK 2008

UK 2012

US 2014

SA 2011

SA 2014

SA 2015

Male Female


WHAT IS YOUR AGE GROUP?

Most respondents in the age bracket 30-50 years

But more interesting, numbers rising after 50 years

8%

38%

33%

8%

14%

43%

30%

11%8%

32% 31%29%

0

5

10

15

20

25

30

35

40

45

50

20-29 Years 30-39 Years 40-49 Years 50 and Above

SA 2010 SA 2011 SA 2015


Generally proposal professionals are well educated

35% of respondents have Diplomas, while 49% have University Degrees

WHAT IS YOUR HIGHEST ACADEMIC OR PROFESSIONAL QUALIFICATION?

35%

23%

11%

15%

17%

0 5 10 15 20 25 30 35 40

Diploma

Bachelor Degree

Honours Degree

Postgraduate Degree

Matric/Various certificates


PM well represented in large organizations

Lack of representation at SMME level concerning

WHAT IS THE SIZE OF THE ORGANIZATION YOU REPRESENT?

7%

7%

12%

13%

61%

0 10 20 30 40 50 60 70

1 to 5 Employees

6 to 20 Employees

21 to 50 Employees

51 to 200 Employees

200 and More


Engineering and ICT sectors well represented

Finance sector growing progressively

INDUSTRY SECTOR IN WHICH THE ORGANIZATIONS OPERATES IN?

7%

18%

5%

17%

20%

19%

20%

1%

21%

31%

0 10 20 30 40 50 60

Finance

ICT

Construction

Engineering

Other Sectors

SA 2014 SA 2015


Gauteng Province in SA prevailing

MEA region also well represented

WHERE DO YOU WORK?

7%1% 1%

76%

1%

12%

1%0

10

20

30

40

50

60

70

80


Mix of participants at different career levels represented

From business dev to tendering and procurement

WHAT IS YOUR JOB TITLE?

0

2

4

6

8

10

12

14

16

18


HOW LONG HAVE YOU BEEN IN THIS ROLE?

50%

20%

8%

13%

5%

45%

25%

20%

7%

2%

0

10

20

30

40

50

60

0-5 years 6-10 years 11-15 years 16-20 years 21-30 years

SA 2010 SA 2011

1%

15%

27%

57%

0

10

20

30

40

50

60

Less than 1 year 1-3 Years 3-6 years 6 years and above

SA 2015

Majority (84%) of respondents are well experienced (min 3 years)


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








ARE YOU AWARE OF THE ASSOCIATION OF PROPOSAL MANAGEMENT PROFESSIONALS (APMP)?

Respondents well aware of APMP

But a significant number of respondents (45%) still do not have

membership

55%28%

17%

Yes, I am member

Yes, but I am not a member

No


ARE YOU AWARE OF APMP’S INTERNATIONALLY RECOGNIZED CERTIFICATION PROGRAMME?

Certification numbers rising all round

But a significant number of respondents (49%) were still not certified

24% 24% 22%

3% 3%

60%

30%

3%

18%

45%

25%

2% 2%

25%24%

35%

12%

4%

0

10

20

30

40

50

60

70

No Yes, but have no certification

Yes, achieved Foundation

level

Yes, achieved Practitioner

level

Yes, achieved Professional

level

UK 2008 SA 2010 SA 2011 SA 2015


REASONS FOR NOT BEING CERTIFIED?

Too expensive

Not clear on the benefits of proceeding further

Not perceived as important by my company

35% of respondents provided a “ Not Applicable” as an answer

14%

13%

6%

11%

21%

0 5 10 15 20 25

No time available to do it

Not clear on the benefits of proceeding further

Not perceived as important by my company

Too expensive

Other


DID CERTIFICATION IMPROVE SALARY OR JOB POSITION?

UK 2012 Salary Survey: Professionally Accredited individuals earn up to 50% more

than those without Accreditation

Lack of correlation btwn Salary/Position and certification concerning


38%

11%

15%

6%

0 10 20 30 40 50

Not at all

Marginally

Reasonably

Significantly


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








DO YOU USE A FORMAL PROPOSAL MANAGEMENT PROCESS FOR BIDS/PROPOSALS?

Use of best practices perceived as important

7%9%

75%

9%

0

10

20

30

40

50

60

70

80

No, I have no knowledge of such a

process

No, it is not perceived as important by my

company

Yes, my company fully understand its

importance and

benefits

Other


WHAT DO YOU EXPECT FROM A PROFESSIONAL ORGANIZATION SUCH AS APMP?

More certification, Networking Events and Further Education

Events

23%

17%

14%

12%

17%

15%

2%

0

5

10

15

20

25


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








WHAT IS THE SIZE OF YOUR PROPOSAL TEAM?

On average the size of a proposal team has 2-5 people

17%

43%

23%

5%

12%

0 10 20 30 40 50

1 person (Just me)

2-5 people

5-10 people

10-15 people

More than 15 people


HAS YOUR TEAM GROWN IN THE PAST YEAR OR TWO?

PM Profession growing experiencing slow growth

With a Growth Rate of 1-3 people per annum


61%

39%

No

Yes

51%

10%

10%

0 10 20 30 40 50 60

1-3 people

3-6 people

6-10 people


IF YOUR TEAM HAS GROWN WHERE DID YOU FIND THE NEW STAFF MEMBER/S/?

External Appointments preferred


14%

12%

52%

0 10 20 30 40 50 60

Internal promotion from outside the proposal team

Internal promotion from the proposal team

External appointment


IS YOUR ORGANIZATION OPEN TO BRINGING IN A TEAM MEMBER WITH NO WORK EXPERIENCE, SUCH AS A LEARNER OR GRADUATE?

Very encouraging to see organizations are willing to take learners

and graduates

34%

66%

No

Yes


OUTLINE

1. Background


− METHODOLOGY


2. Call to Action








HOW LONG HAVE YOU BEEN WITH YOUR CURRENT EMPLOYER?

CIPD Study in UK: employees value organizations that value career

and talent development

Results: Low staff turnover and high talent retention rate

1%

17%

20%

61%

0 10 20 30 40 50 60 70

Less than 1 year

1-3 years

3-6 years

6 years and above


DO YOU EXPECT TO BUILD A LONG TERM CAREER IN PROPOSAL MANAGEMENT?

PM function still valued, but more still needs to be done

8%

18%

31%

13%

26%

4%5%

28%

18%

10%

35%

5%

11%14%

16%16%

41%

2

9%

19%15%

16%

37%

4%

0

5

10

15

20

25

30

35

40

45

No Undecided Yes, but it still needs more

formal

recognition as a skill/discipline

Yes, but my company does not appreciate

the value add and strategic

importance of the function

Yes, my company fully understands the value it adds

and I can see a long-term career

opportunity

Other

UK 2008 SA 2010 SA 2011 SA 2015


DOES YOUR COMPANY HAVE A DEFINED CAREER/PROFESSIONAL DEVELOPMENT POLICY?

Career development still valued by organizations

In line with the number of years employees spend with one

organization

63%

33%

4%

Yes

No

Other


DO YOU HAVE A CAREER DEVELOPMENT PLAN DEFINED AND PROVISIONED FOR YOU?

55% of respondents have their career development plan defined for them by their organizations


19% 20%

55%

0

10

20

30

40

50

60

No, not perceived as a value add, important or critical for the company

No, the company is in cost cutting mode

Yes, my company fully understand its importance and benefits


MAIN REASONS FOR NOT BEING SATISFIED WITH YOUR CAREER DEVELOPMENT PLAN?

Salary

Unclear career path

Working extra hours and weekends


4%

8%

13%

17%

25%

0

5

10

15

20

25

30

Regularly work extra hours and

weekends

Other Not satisfied with the current

salary

Could be better My career path not clear within the organization


WINNERS OF THE COFFEE VOUCHER

1. Name: Moudy Mudzielwana

e-mail: [email protected]

2. Name: Philister


3. Name: Pieter J Meyer


•

TABLE OF CONTENTS




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