December 11, 2014
Job Description
Overview
McKinsey is a global management consulting firm that helps leading organizations and governments make distinctive, lasting and substantial improvements in their performance. Over the last eight decades, the Firm’s primary objective has remained constant: to serve senior leaders as their most trusted external advisor on critical issues facing their organizations.
Detailed Description
We have made a significant commitment to working across sectors (public, social, and private) to tackle the world’s most pressing issues in development. We have unparalleled reach (106 offices in 61 countries), experience (serving over 90 national governments, multilaterals or foundations), and an outstanding talent base (~17,000 employees).
McKinsey’s Public, Social and Healthcare practice (PuSH) provides management consulting services to governments and agencies at the national, state, and local levels within the EEMA (Eastern Europe, Middle East and Africa) region. The PuSH practice is seeking a Proposal Manager for opportunities with country governments, foundations, and development agencies. The role is based out of McKinsey’s Nairobi office, and will focus on capture management and proposal delivery for EEMA-based clients. The role is important in helping the PuSH practice to grow and have greater impact in the sector.
The Proposal Manager will work closely with PuSH practice leaders and consultants to expand the Firm’s impact within the EEMA region, by playing a key role in generating new engagements. The Proposal Manager will primarily focus on end-to-end proposal delivery and capture management (90-95%), although he/she will spend small portion (5-10%) of the time supporting in early stage intelligence gathering. The Proposal Manager’s performance will be partially measured by the success rate of proposals delivered.
Responsibilities and qualifications of the Proposal Manager are articulated in further detail below.
The Proposal Manager will be based in Nairobi, Kenya and will report to the PuSH practice leadership. The responsibilities of the Proposal Manager will include:
1. Early intelligence gathering:Gather intelligence about upcoming procurements for which McKinsey might be well suited to compete; develop opportunity-specific competitive intelligence analysis, along with relative strengths and weaknesses of competitors; maintain and update opportunities pipeline and proposals tracker
2. Proposal management and delivery (both as a prime and a sub):
Understand the objectives and requirements of the RFP and formulate a view about what it will take for McKinsey to win the procurement
Coordinate with team members to ensure key aspects of client intimacy (e.g., salient win themes, relevant hot buttons) resonate through the proposal
Create workplans and align resources to complete the work of drafting high-quality proposals on time, ensuring end-to-end co-ordination and delivery of proposals
Orchestrate communications/visual media specialists to produce high-end proposals. Also create network of external communication and visual media specialists, to be pulled in on need basis for different LOP situations
Write select elements of proposals (e.g., value proposition, positioning vis-à-vis competition, etc.)
Work with client leaders and partners to prepare financial proposals
Review proposals at different stages of the drafting process, and help the drafting team make course corrections where necessary. This includes challenging the proposal team and PuSH partners when appropriate
Ensure technical compliance of proposals – prepare and own submission of all technical compliance documents (e.g., registration certificates etc.)
Help the PUSH partners, consultants and client development advisors to prepare for oral presentations, including counseling colleagues on their objectives during the oral presentations and providing feedback on rehearsals
3. Knowledge codification:
Create and maintain a solid repository of ready-to-use ‘standard’ LOP ingredients
Codify client development best practices
Lead preparation of high end LOP materials including ‘new-age’ qualification documents, CV books, case studies, videos, references library, etc.
4. Contracts Debrief: After McKinsey wins or loses procurements, participate in debrief sessions with internal and client personnel to identify opportunities for the PuSH practice to improve
Desired Skills
General qualifications and experience :
- Proposal delivery knowledge. The Proposal Manager will need to have a full and deep understanding of the Government tendering, contracting and procurement processes; how such procurement decisions are made, and how a consultancy like McKinsey can maximize the chance of winning new contracts
- Writing and editorial skills. The Proposal Manager will need to lead a proposal team, write critical sections of proposals himself or herself, and advise senior members of the client development teams about how to improve their writing
- Technical knowledge. The Proposal Manager will need to have an expertise in at least one of the following areas : Government Delivery and transformation, education, public health, economic development, sustainability, public finance, trade and investment, agriculture, etc.
- Interpersonal skills . The Proposal Manager will need to interact collaboratively with consultants and operate as an integral member of the PuSH practice, forging effective relationships across McKinsey’s distributed and non-hierarchical organization (including leadership based in the EEMA region). The Proposal Manager will need to build consensus for his or her ideas
- Negotiation skills . The Proposal Manager will need to be able to negotiate with potential partners and clients effectively and independently with guidance from the PuSH practice leadership
- Cultural fit with McKinsey. The Proposal Manager must be impact oriented and fit well with the values and culture of McKinsey
- An undergraduate degree from a respected institution. Graduate education in related field is preferred but not required
- Previous experience
- At least three to four years of experience in capture management and proposal delivery in a professional firm, focusing on government contracts, foundations and multilateral donors (USAID, DFID)
- Preference for candidates who have worked within this space in East Africa/Middle East regions and have business proficiency in either French, Portuguese or Arabic, in addition to high level of business fluency (oral and written) in English
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