The global skills and competency framework for the digital world

NEW Bid/proposal management BIDM


Managing the process of preparing and submitting bids and proposals for contracts, grants, projects or services.

This is a prototype for SFIA 9. 

Disclaimer - prototypes/new skills may be substantially modified prior to launch or may never be released.

Guidance notes


Key activities may include:

  • Assessing requirements and conditions relevant to the proposal or bid.
  • Leading multidisciplinary team efforts in crafting detailed proposals.
  • Overseeing risk assessment and adherence to relevant guidelines or standards.
  • Managing stakeholder engagement and communication throughout the proposal lifecycle.
  •  Advocating for effective practices and innovative approaches in proposal development.
  • Managing bid and proposal teams and resources
  • Developing and implementing bid and proposal strategies and plans
  • Analysing customer requirements and competitive positioning
  • Ensuring compliance with customer specifications and organisational policies
  • Producing high-quality, persuasive and customer-focused bid and proposal documents
  • Coordinating and facilitating bid and proposal reviews and approvals
  • Managing bid and proposal risks and issues
  • Negotiating and closing deals with customers and stakeholders

This skill is applicable for a range of contexts. E.g. commercial organizations bidding for contracts or public sector entities seeking funding. In commercial contexts, it emphasizes competitive positioning and market strategies, while in the public sector, it focuses on aligning with policy objectives and demonstrating public value. The core activities of analysis of needs, proposal development, team coordination, and strategic alignment remain consistent across these different environments.


Defined at these levels: 3 4 5 6

NEW Bid/proposal management: Levels 1-2

This skill is not typically observed when working at these levels of responsibility.

NEW Bid/proposal management: Level 3


Supports the development of proposals, engaging in document analysis and internal review.

Acknowledges stakeholder needs and aids in crafting and compiling responses, ensuring they align with requirements and organizational capabilities.

NEW Bid/proposal management: Level 4


Leads the creation of small to medium proposals, integrating analysis of technical aspects and broader context.

Coordinates team efforts, shapes the proposal structure, and addresses financial aspects.

Manages risk and ensures timely compliance with stakeholder expectations.

NEW Bid/proposal management: Level 5


Heads the formulation and execution of significant proposals, managing the process from initial evaluation to final submission.

Collaborates with high-level stakeholders, negotiates with collaborators, and aligns the proposal with both organizational strategies and broader context.

NEW Bid/proposal management: Level 6


Directs major proposal initiatives, influencing organizational policies in this domain.

Takes the lead on high-stakes proposals, devises engagement strategies, and promotes excellence in proposal practices throughout the organization.

NEW Bid/proposal management: Level 7

This skill is not typically observed when working at this level of responsibility.