Matt Light
Current Employer/Organisation Name
AscellaHealth
What have you been doing since leaving Exeter, and what are you doing now?
For the last decade, I have been working in bid and proposal management; leading organisations in winning work through formal contracted procurement. This journey has taken me through all levels of organisations, and enabled me to work across businesses to build skills in commercial, operational and strategic areas.
I am currently a Director at AscellaHealth, a speciality healthcare provider. Within my role, I lead the full work winning lifecycle, from customer engagement to solution design, through to strategic response management and contract negotiation.
Why did you choose this career? And what do you enjoy most about your work?
I always wanted to use my passion for writing as part of my job. When I learned more about the world of bids and proposals, I realised it was something I could channel that passion into. It then opened the door to other areas I enjoyed, and allowed me to use skills that I might not have had the chance to apply elsewhere.
I enjoy being front and centre of the growth engine of an organisation. Bid and proposal teams are vital to the success of businesses; research shows that we deliver between a third and half of an organisation’s revenue. So I love being the driving force behind winning business and helping organisations grow profitably and sustainably.
Why did you choose to study at Exeter?
The overall environment, diversity and ‘feel’; I was the first in my family to go to university, and Exeter was the only place that made me feel ‘at home’.
What skills and experiences have been most useful for your career?
In the bid and proposals career, there are lots of skills that get used on a daily basis. There are fundamental skills such as strong verbal and written communication, attention to detail, the ability to engage and influence stakeholders, foster collaboration, and build trust – these are all vital.
There are then skills which make strategic impact, like commercial awareness, the ability to support pricing discussions and setting clear strategy and objectives.
Finally, there are the human-centred skills that underpin effective leadership, whether or not you hold a formal leadership title. Empathy, emotional intelligence, self-awareness and reflection. These are fundamental, and will be essential for anyone looking to thrive in the future of work.
What advice would you give to a current student who wishes to pursue your career?
The first thing you should be doing is building your winning skill set – know the fundamental skills you need, the ones you’d like to develop and those that will set you apart. Create a portfolio that demonstrates how you apply them.
Next, stay curious and ask questions. A strong bid professional knows how to ask the right ones. It’s a big part of what we do. Don’t worry about having the “perfect” question, instead focus on purposeful, strategic ones. I’ve refined what I call “purposely naive questions” that may seem simple but are designed to uncover key insights.
Also, stretch yourself. Take on challenges slightly outside your comfort zone as they help you grow and get noticed. But be selective and choose opportunities that align with your goals and add genuine value.
Finally, advocate for yourself and your profession. You are vital, important and needed – don’t be shy about making that known.
What are your plans for the future?
I am always looking to develop myself, as a student of my profession and leadership in general. I have been fortunate in my career to reach the level I’m currently at, and want to pay this forward and help others in the profession achieve the same as far as possible.
I currently volunteer as Membership Officer for APMP UK, the bid and proposal profession association and best practice body. I am looking at putting myself forward as Chair within the next 18 months to help achieve my aim of supporting others in the profession as a whole.
