The 2012 UK Salary Survey from Bid Solutions provides key findings on salaries and roles in the bidding and proposal industry: 1) Average salaries increased slightly from 2008, with men earning 28.6% more than women on average. Salaries have not kept up with inflation. 2) Highest average salaries are in Greater London, while the lowest are in South Wales. Many work long hours. 3) Senior roles such as Head of Bid Management earn over £74k on average, while more junior roles earn under £23k. 4) There is a lack of diversity, with fewer women and younger participants compared to men in senior roles later in their careers.

1. 2012 UK Salary Survey
Presented by
Bid Solutions
The leading global provider of bid & proposal professionals

2. 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
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3. 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
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4. 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
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5. 2012 UK Salary Survey
Analysis by Gender & Role
£70,000 £58,491 Male dominated industry -
3:2
£50,606
£60,000
£47,630
Average Male Bid
23%
£42,533
Managers earn £11000
£50,000
19%
(23%) more than women
£30,427
£33,438
£32,833
£40,000 Average Male Proposal
£29,583
Managers earns £8000
(19%) more
£30,000
£20,000
Significant Imbalances
£10,000
Head of Bid / Proposal &
Senior Bid Managers – up to
Female 90% Male
£-
Male
Bid Manager Document Proposal Manager Proposal Writer
Manager
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6. 2012 UK Salary Survey
Workforce Mix by Age
100%
90% After 40, the industry
Mix by Age Group becomes male dominated
80% Women Men
20's 9% 8% Below 39, women
70%
30's 18% 16% outnumber men
60%
40's 12% 20%
50's + 4% 13% All salary averages affected
50% by earlier industry exit
40%
30%
20%
10%
Male
0%
Female
23 27 31 35 39 43 47 51 55 59 64
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7. 2012 UK Salary Survey
Career Level Mix of Participants
Bid Manager 55%
Proposal Manager 23%
Lack of ‘Graduates’ (0.3%) Proposal Writer 11%
and ‘Junior’ (4%) Document Manager 8%
30% participants remains a Knowledgebase Manager 2%
28%
serious concern Graphics / DTP Manager 1%
25% 23%
96% classed themselves as
20% 18%
‘Experienced’ (>2 yrs)
or higher
15%
10%
10% 9% 8%
5% 4%
0.3%
0%
Graduate. Less Junior. Up to 2 Experienced. 2-5 Experienced Senior (Non- Senior (People Department Consultant / CEO,
than 6 months years exp years experience (People Mgr). 2-5 Manager). 5+ Manager). 5+ Head / Director. Director,
exp years exp years exp years exp 10+ years exp Chairman. 10+
years exp
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8. 2012 UK Salary Survey
Salary and Package by Role
£80,000
£64,402
£70,000
£54,729
£53,229
15% Package Value
£47,125
£60,000
£46,285
£37,708
£50,000
£36,262
£36,250
£34,792
£33,145
£31,066
£30,236
£40,000
Bid Managers earn
£30,000 3% twice as much as
Document Managers
£20,000
£10,000
£-
Document Proposal Writer Knowledgebase Graphics / DTP Proposal Bid Manager
Manager Manager Manager Manager
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9. 2012 UK Salary Survey
Salary by Experience
£90,000
Consistent salary increases
(potentially 200%) for those
£80,000 £76,429
who progress through the £72,083
£70,000 ranks
£60,000 £56,740
£50,000 £46,964
£41,810
£40,000
£32,643
£30,000 £25,463
£20,000
£10,000
£-
Junior. Up to 2 Experienced. 2-5 Experienced Senior (Non- Senior Manager Executive Independent
years experience. years experience. Manager Manager). 5+ (Supervisor of (Department Consultant /
(Supervisor of years experience. Staff). 5+ years Head / Director). Executive (CEO,
Staff). 2-5 years experience 10+ years Director,
experience. experience. Chairman). 10+
years experience.
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10. 2012 UK Salary Survey
Senior Remuneration
Head of Team Senior Manager (5+ years)
£115,000
£160,000
£140,000
£82,500
£52,500
£67,500
£59,059
£42,500
£74,615 £45,000 £50,833 £52,365
£32,500 £66,250 £32,500
Proposal Manager Bid Manager Knowledgebase Document Proposal Writer Proposal Bid Manager
Manager Manager Manager
Senior (5+ years)
£115,000 Head of Bid Management
£97,500
earns (on average!) 10%
£72,500 £67,500 £62,500 more than a Head of
£48,750 £50,542
£47,115 Proposal Management.
£22,500 £22,500
£35,595
£34,167
£100,000 separates the
Document Proposal Writer Proposal Knowledgebase Bid Manager highest and lowest paid Snr
Manager Manager Manager
Bid Mgr.
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11. 2012 UK Salary Survey
Junior / Mid-Level Remuneration
Experienced Manager (2 to 5 years exp.) Experienced (2 to 5 years exp)
£67,500 £62,500
£62,500 £62,500
£52,500
£47,500
£42,500
£37,500
£44,464 £37,500
£42,500 £38,654
£37,500 £41,310 £42,500 £27,500
£29,500 £33,426
£28,500 £28,611
£25,000 £25,714
Document Graphics / Proposal Proposal Bid Manager
Manager DTP Manager Manager Writer Graphics / DTP Knowledgebase Proposal Document Proposal Bid Manager
Manager Manager Writer Manager Manager
Junior (6 months-2 years)
£62,500
Bid Mgmt. offers well paid entry
£37,500 £37,500
£35,833 Junior Proposal Writers lowest paid
£27,500
£25,000 £26,071
£22,955 People Managers earn significantly
more (up to 45% more)
Proposal Writer Proposal Manager Document Bid Manager
Manager
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12. 2012 UK Salary Survey
Analysis by Geography
Greater London 30.9%
South East England 26.5%
North West England 9.7% 58% based in South East.
South West England 7.5%
West Midlands 7.2% Almost ¾ of workforce
south of Birmingham.
Yorkshire 5.3%
East Midlands 5.0% Hard to draw conclusions
East Of England 2.5% from regions with < 5%
Southern Scotland 2.4% participation
North East England 1.3%
South Wales 1.0%
Northern Ireland 0.4%
Northern Scotland 0.3%
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13. 2012 UK Salary Survey
Average Salary by Location
£70,000
£60,000
16% 47%
£50,000 39%
42%
49%
36%
£40,000 20%
4%
£30,000
£20,000
£10,000
£-
Southern Yorkshire And North West South West South East Greater West
East Midlands
Scotland The Humber England England England London Midlands
Female £38,929 £33,750 £34,914 £35,833 £38,750 £39,963 £48,125 £39,444
Male £40,357 £40,441 £47,656 £53,214 £55,109 £55,618 £55,735 £58,095
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14. 2012 UK Salary Survey
Average Bid Manager
£70,000
£60,000
£50,000 52%
£40,000
£30,000
£20,000
£10,000
£-
Southern Yorkshire And North West South East West Greater South West
East Midlands
Scotland The Humber England England Midlands London England
Female £42,500 £39,375 £39,167 £38,333 £53,182 £43,333 £51,023 £41,667
Male £47,500 £47,500 £54,444 £56,500 £58,814 £61,406 £61,667 £63,125
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15. 2012 UK Salary Survey
Average Proposal Manager
£60,000
£50,000
£40,000
£30,000
£20,000
£10,000
£-
Yorkshire
Southern East North West Greater South West South East West
And The
Scotland Midlands England London England England Midlands
Humber
Female £27,500 £39,167 £29,167 £36,667 £52,375 £40,000 £39,342 £55,000
Male £36,500 £42,500 £47,500 £51,071 £52,250 £52,500 £54,853 £55,833
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16. 0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
IT
Construction
Telecommunications
Engineering
Professional Services
Outsourcing / BPO
Recruitment
Defence
Property
Financial Services
Security
2012 UK Salary Survey
Health 37% of participants
Law
Utilities
Environmental
Public Sector
Railway
Insurance
Education
Charity
Catering
Logistics
Government
Analysis by Industry
Media
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IT, Construction and Telecoms represent
Accounting
Aviation
Electronics
Executive
Architecture
Banking
Retail
Manufacturing
Scientific
Computing
Mechanical
Hospitality
Industrial
Advertising
Nursing
Majority of Industries
Medical
Pharmaceutical
have <5% representation
HR
16
Design

17. 2012 UK Salary Survey
Average Base Salary by Industry
£56,250
£58,991
£70,000
£57,024
£56,563
£56,515
£54,071
£52,596
£52,237
£60,000
£47,500
£44,808
£46,500
£45,714
£44,000
£43,125
£42,500
£40,227
£36,071
£39,500
£50,000
£34,028
£35,603
£40,000 Huge disparity
in Engineering,
£30,000 Construction,
and IT
£20,000
£10,000
£-
Female
Male
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18. 2012 UK Salary Survey
Average Bid Manager Salary
£65,962
£80,000
£64,318
£56,071
£62,283
£59,667
£58,750
£70,000
£58,000
£57,143
£51,500
£53,500
£50,278
£50,500
£50,921
£60,000 £46,500
£46,500
£42,500
£44,167
£41,667
£36,500
£50,000 £40,000
£40,000
£30,000
£20,000
£10,000
£-
Female
Male
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19. 2012 UK Salary Survey
Average Proposal Manager Salary
£66,136
£80,000
£50,000
£70,000
£52,500
£44,167
£51,667
£50,833
£49,167
£44,167
£48,500
£47,500
£60,000
£44,286
£43,750
£42,500
£42,500
£42,500
£42,500
£40,833
£30,833
£39,000
£50,000
£40,000
£30,000
£20,000
£10,000
£- Female
Male
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20. 2012 UK Salary Survey
Analysis by Highest Qualifications
45%
40% Location has a greater
influence over salary
35% 64% have Bachelor
than education
Degree or higher
30%
25% Those with Bachelor
Degrees (£46989) earn only
20% 5% more than those with 42%
GCSEs (£44732)
15%
10%
19%
5%
12% 11%
8%
4% 2%
0% 1%
GCSE A Level or HND/HNC or Vocational Bachelors Post graduate Masters Degree Ph.D
Equivalent Equivalent Degree diploma
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21. 2012 UK Salary Survey
APMP & Basic Salary Professionally Accredited
individuals earn up to 50%
£80,000 more than those without
Accreditation
£70,000 £66,944
£60,726
£60,000 APMP Accreditation Level
£55,138
Not aware 21.8%
£50,000 £48,141 Not applicable 18.7%
£44,520 £44,776 I can't afford it 11.8%
£40,000
£38,627 I plan to reach Foundation
Level within 12 months 15.6%
£30,000 Foundation Level 23.8%
Practitioner 5.4%
£20,000 Professional 2.9%
£10,000 Almost 1:3 participants
had achieved Foundation
£- Level.
I can't I plan to Not aware Foundation Not Practitioner Professional
afford it reach Level applicable
Foundation 41% not aware of
Level within Accreditation programme
12 months
or felt it wasn’t
applicable.
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22. 2012 UK Salary Survey
Time in Current Role 46% of participants have
been in their current role for
35%
less than 2 years.
33%
30% 42% of all participants have
25% changed organisations
25% within the last 2 years
20% Very few internal moves!
15%
15% 13%
10%
10%
5% 4%
0%
Less than 6 6 Month - 2 2 - 4 Years 4 - 6 Years 6 - 10 Years 10 + Years
Months Years
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23. 2012 UK Salary Survey
Working Practices 46% of the workforce is
permanently office based. Just
60%
over 9% have full home working
49% status.
50%
2 late nights per week equates to
40% 24 extra days per year.
30%
29% 81% of respondents had a
minimum of 25 days holiday per
year.
20%
10%
10% 8%
5%
0%
No - this is a real 9-5 I have to work long Nothing out of the I now stay late almost I now stay late almost
job hours around the bid ordinary - I work until every night every night and
deadline but can 7 or 8pm a couple of regularly work
generally take time nights per week weekends
off in lieu to
compensate
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24. 2012 UK Salary Survey
Benefits - All Roles Bonus Scheme Entitlement
No bonus scheme 33%
Contractual 16%
100% Discretionary bonus 51%
91%
90% Only 1 in 3 Document
Managers, Knowledgebase
80%
Managers and Proposal Writers 49% of Bid
70% had Private Healthcare. Managers and 38%
60% of Proposal
52% Managers attracted
50%
40% a car allowance.
39%
40%
30%
20%
13%
10% 9%
10% 6% 5%
0%
Fuel Card Paid Overtime Car / Car Private Health Life Insurance Non-Contributory Contributory Sports and Social Shared Transport
Allowance Insurance Pension Pension Club / Green Travel
Incentive
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.
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25. 2012 UK Salary Survey
Contractors / Self-Employed
£1,300
£1,250
£1,400
Bid Managers best paid contractors - £557 per day.
£1,200
Proposal Writers had the lowest average day rate at £283.
£1,000 The largest variance (£1150) within Proposal Managers.
£750
£800
£550
£557
£556
£538
£525
£483
£475
£600
£350
£283
£275
£400
£150
£125
£200
£-
Proposal Manager Bid Manager Knowledgebase Document Manager Proposal Writer
Manager
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26. 2012 UK Salary Survey
Average Contract Duration
43% (67% in 2008)
91% of contracts renewed or
of contractors were
expected to be renewed.
engaged for more
35%
than 47 weeks of 3 month contracts have
30%
the year. 29% increased from 13% to 29%. Six
month contracts have declined
from 38% to 20%,
25%
21%
20%
20%
15%
9%
10% 8% 8%
5% 4%
0%
Less than 1 1 month 3 months 6 months 9 months 12 months 12 months +
month
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27. 2012 UK Salary Survey
Overall Satisfaction Over 43% of
respondents had
no personal
Satisfaction scores have development plan
increased since 2008. in place.
How satisfied are you in How satisfied are you with How satisfied are you with
your current role / your current employer? your current base salary /
contract? day rate?
Not Satisfied 12% 13% 19%
Could be Better 39% 30% 38%
Satisfied 35% 39% 36%
Very Satisfied 14% 18% 8%
57% of Only 44% of
respondents are respondents are
currently ‘satisfied’ or ‘very
‘satisfied’ or ‘very satisfied’ with
satisfied’ with their basic salary.
their employer.
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28. 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
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29. Final Thought
“Being rich is having money;
being wealthy is having time”.
Margaret Bonnano
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