Confidential Senior Proposal Manager Search for a Gov Tech Firm

The firm develops tools that enable public agencies to document safety violations and take formal action. Because government work is won through formal bid processes, good proposals are key to new business. However, the proposal team was overwhelmed by the increasing number and complexity of bids as the firm expanded. The current lead also planned to leave, so there was a need for skilled support and a more stable process. The new manager would, over time, build up the firm’s proposal staff and handle complex submissions. Technical ability was also important, as some bids were for new products or content written to specific requirements.

Since the post could not be advertised, all outreach had to be direct, private, and well-controlled. The brief called for a minimum of 10 years of government RFP experience and demonstrated technical writing. Experience with local government or similar public procurement teams was seen as a major advantage. Many prospects had years of field experience, but had never written a complex bid themselves. Others were aware of public contracts but less experienced in technical products and custom responses. The short list also had to be rebuilt after one strong candidate accepted a different offer. One internal pathway was used for all submissions to maintain privacy and ensure a standardized procedure.

Keller Executive Search contacted candidates in government technology, regulated services, and related contract markets. Every call tested which bids the person had written, and whether or not those bids had resulted in wins. Reviewers also rated technical expertise, knowledge of the bidding process, and the ability to break down complicated products in basic terms. Two applicants had the depth of writing record and government contract experience to handle the firm’s workload. Profiles were sent through the named contact, keeping the search discreet and organized. Both candidates were interviewed while leaders considered current bid needs and plans for growing the team.

The search yielded more than one hire for the proposal team. Each new manager brought years of public contract work and direct ownership of major bid writing. The hires enabled the firm to manage its increasing bid schedule and reestablish support after the planned departure. The firm gained more strength for its current work and added skills for developing the team over time. The search was closed without listing the role on the open job market.