Losing out on tenders repeatedly can feel like throwing time and money into a black hole. Many businesses invest heavily in preparing bids, only to see them rejected without clear feedback. It's frustrating, and for some, it leads to questioning whether tendering is even worth the effort.
Yet the difference between winning and losing is rarely luck. Research shows that teams with a dedicated bid manager and structured processes can achieve win rates of 50% or more, far higher than organisations without this expertise. This demonstrates the power of a bid manager to transform inconsistent results into a predictable, strategic process that delivers measurable returns.
What Is a Bid Manager and Why Do They Matter?
A bid manager is the driving force behind successful tender submissions. Their role is to plan, coordinate, and oversee the entire bidding process from start to finish. This goes far beyond writing. They manage deadlines, ensure compliance with complex requirements, and bring together the right expertise from across your business to deliver winning submissions.
Without this leadership, tendering often becomes reactive. Businesses scramble to piece together content, overlook key requirements, or miss opportunities to present their strengths. A skilled bid manager eliminates these risks by creating a structured, repeatable process that improves efficiency and results.
We know from experience that investing in bid management isn’t simply about filling a role. It’s about changing the way your organisation competes. By combining project management, persuasive writing, and strategic oversight, a bid manager can help you increase your win rate, reduce wasted effort, and make tendering a true driver of growth.
Learn more about what a bid manager does and how their skills translate into measurable results.
Common Challenges Without a Bid Manager
If your company has no dedicated bid manager in place, tendering can become a side task, squeezed between other priorities. This lack of focus can, indeed, create several common challenges:
- Missed deadlines: Without someone to manage the process, submissions can be rushed or delayed, leading to lost opportunities.
- Inconsistent quality: Reusing old, unpolished content or starting from scratch for every bid, results in inconsistent messaging and weak responses.
- Compliance errors: Many tenders are rejected outright for failing to meet mandatory requirements, often due to small but costly oversights.
- No clear strategy: Without a bid pipeline or structured qualification process, businesses waste time on poorly matched opportunities.
- Team burnout: When existing staff are pulled into tendering on top of their normal roles, productivity and morale suffer.
All of this is hardly a recipe for success. Your win rates are likely to suffer, and your reputation with contracting authorities could be damaged. The solution? Introducing skilled bid management. Doing so can help you to end the chaos and start putting together winning bids.
Want to learn more? Check out our list of common challenges bid managers face.
How a Bid Manager Can Transform Results
A skilled bid manager brings structure and expertise that go far beyond simply meeting deadlines. They create the environment and processes that allow every bid to be competitive and compelling.
Here’s how they make a tangible difference:
- Sharper qualification: They focus efforts on the right opportunities, so time isn’t wasted on contracts with little chance of success.
- Stronger submissions: By coordinating input from subject matter experts and ensuring persuasive, well‑crafted responses, they elevate the quality of every bid.
- Fewer risks: A dedicated review process helps eliminate compliance errors and ensures nothing is overlooked.
- Content that works harder: Reusable bid libraries and templates mean your team spends more time improving submissions, not rewriting them from scratch.
- Capability building: Alongside managing live bids, they train and mentor teams so the business develops lasting in‑house expertise.
Industry research shows that organisations led by experienced bid managers often achieve win rates above 50%, proving the value of a focused, professional approach. For a deeper look at how expert guidance improves performance, see our guide on succeeding in bid management.
In-House vs Outsourced Bid Management
When it comes to managing tenders, businesses typically face two options: develop an internal team or bring in external expertise. Both approaches have their own advantages, but the best choice often depends on your resources, timelines, and growth plans.
Building an in‑house team gives you full control and allows you to develop long‑term capability. However, recruitment, training, and retention can be costly, and it takes time before a new team is fully effective.
Outsourced bid management, on the other hand, provides immediate access to experienced professionals who can step in and deliver results from day one. This approach is especially useful for businesses that face fluctuating demand, are new to tendering, or simply need additional support for high‑value bids.
Many organisations use a combination of both: an internal team supported by outsourced specialists during peak periods. This hybrid approach can also integrate bid‑tech tools, ensuring you have the systems and expertise needed to compete at the highest level.
For a closer look at the benefits of flexible support, read our article on hiring a freelance bid manager.
Get expert bid management support
Speak to the team todayBuild a Stronger Bid Process with the Right Tools
Even the most skilled bid manager is more effective when supported by the right tools and resources. Modern bid management combines expertise with technology to reduce manual work, improve accuracy, and free up time for strategy and creativity.
At Thornton & Lowe, our bid managers are backed up by industry-leading tools that help streamline the process, together with hands-on support. This includes:
- Our bid writing services, which come complete with high-quality response libraries to ensure that every submission starts out strong.
- A comprehensive bid review service, with everything from detailed compliance and quality checks through to win themes.
- Our pipeline tracking tool, Tender Pipeline, which shows you upcoming opportunities to help you stay on top of your workflow.
- Tailored bid training programmes to equip your team with the skills they need to manage bids confidently in the future.
This mix of technology and expert guidance means businesses can focus less on admin and more on crafting compelling submissions that win contracts.
How We Help Businesses Win
At Thornton & Lowe, we’ve helped thousands of businesses secure contracts by combining specialist expertise with a practical, results‑driven approach. Whether you need full bid management support or targeted help for a critical tender, we have the experience and tools to make a measurable difference.
Our team works as an extension of yours, managing live bids while also developing the internal capability you need to succeed long‑term. From outsourced bid management and bid writing to training programmes and our Tender Pipeline platform, we provide the support and resources to help you compete with confidence.
If you’re ready to stop struggling with tenders and start winning more contracts, we’re here to help you take the next step.
Ready to Win More Tenders?
Winning tenders isn’t about luck. It’s about having the right expertise, proven processes, and tools that give you an edge. With the support of an experienced bid manager, you can stop guessing, start competing strategically, and achieve results that grow your business.
Whether you need immediate support for an upcoming bid or want to build lasting capability within your team, we’re here to help. Get in touch with us today and turn your next tender into a success story.
