Re-reading my article from almost three years ago in BQ15 Bid Technology: Stories of Triumph and Challenge, the shift in the use of AI technology in bidding feels almost monumental. As an example, some of the lines in that article were used to provide a definition of ChatGPT…which in 2026 feels more than unnecessary.
Alongside an overall better understanding of these technology tools come observations of what has worked well and perhaps not so well within the bidding sector. Initially, I believed specific technology with an internal AI search function could be critical to promoting the bid process to the organisation’s Subject Matter Experts (SMEs). I still maintain AI provides a collaborative tool which encourages their input into difficult technical questions, but it certainly isn’t (or shouldn’t be) the end of input from those expert teams.
If anything, it is merely the start. A few years ago, I would have been disappointed with an obviously AI generated set of technical notes from an SME. Now, I embrace it as starting point to continue working together and refining the response through lateral thinking, creativity and client intelligence.
Meaningful bids will always need to be highly client focussed with well-structured and clear solutions. This is where I feel the use of AI particularly has its limitations – the promotion of client relationships in a bid is something the technology cannot and should not be able to reach.
Let’s visualise the use of technology in our sector as a pyramid. AI represents the base, supporting us by signposting a response, for example, so it has greater readability for the evaluator. Core skills are the next part of the pyramid, such as drawing out the benefits vs the features of a solution and continuing through the careful crafting of a bid. The peak of the pyramid is the key client information developed through existing relationships and/or deep understanding client drivers and objectives.
Combining these elements ensures a holistic approach to bidding, allowing you to get from AI (Artificial Intelligence) to BI (Bidding Intelligence) to CI (Client Intelligence) very easily.
Bella Stevenson
Bella started her career in bids over 16 years ago, coordinating EMEA-wide bid submissions for a recruitment consultancy. She has been working as a Bid Manager for 12 years in sectors including the built environment, facilities management, security, dentistry and the E-mobility sector. She enjoys collaborating with technical teams to build win themes, install best practice and develop creative thinking to win more contracts.
