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The rise of AI in RFP and ITT writing

We recently received an RFI from a prospect that raised some eyebrows. Here's why...


In the ever-evolving landscape of business procurement, the use of AI is becoming increasingly prevalent. According to the 2024 G2 Buyer Behavior Report, a significant number of buyers are now leveraging AI to streamline various aspects of their operations, including the development of Requests for Proposals (RFPs) and Invitations to Tender (ITTs).  

The report highlights that over 60% of buyers have integrated AI tools into their procurement processes, a notable increase from previous years. At Strategic Proposals UK, we recently received an RFI from a prospect that raised some eyebrows. There was nothing wrong with the request. However, we suspected that it might have been generated using AI. 

Here's why:

1


The document featured American English spellings, which always seem to creep in to AI-generated content, even if you ask for UK English spellings.

2


There was an overuse of capitalisations in headings, for example, "Evaluation and Next Steps". AI-generated content always seems to do this.

3


The content was relatively high-level – missing some key elements that you'd imagine would be important to test an organisation's ability to provide outsourced proposal support.

4


The content was highly organised, with clear headings and subheadings. AI tools are good at ensuring consistency and structure.

5


The language was formal and repetitive in some sections, which can be a sign of AI-generated text. For example, phrases like "Developing compelling and compliant bid responses" and "Tailoring responses to meet specific requirements of each tender" showed a pattern that AI might produce.

6


The RFI content was very methodical, which AI is very strong at, albeit it was pretty high-level.

All of the above, when we thought about it, was signalling the use of AI to generate the RFI. It also pointed to, perhaps, a non-bid specialist creating the content.

This observation aligns with the findings of the G2 Buyer Behavior Report, which suggests that the integration of AI in procurement is not just a trend but a growing reality. As AI tools become more sophisticated, distinguishing between AI-generated and human-written content will become even more challenging. But for now, buyers need to beware. Sellers can spot your use of AI, and it can make it feel like you're not taking the procurement seriously. (In the same way buyers feel when they receive AI-generated and untailored boilerplate responses.)

We'd love to hear your thoughts on this topic. Have you encountered similar situations? Do you think AI is a boon or a bane for proposal writing?


To find out more about the key skills and tools necessary to develop powerful, compelling proposals contact our experts on 0800 009 6800 or email us at This email address is being protected from spambots. You need JavaScript enabled to view it.

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