AI was supposed to free up my time. Instead, it has reset expectations to do more, at a speed that makes the Roadrunner look like a snail.
Any time saved is immediately reallocated. Internally, we drive ourselves harder for faster output. Externally, our clients want miracles in minutes.
And sadly, what disappears first is not work, but thinking time. Because speed is increasingly being confused with competence, this is where AI is reshaping bid management – not by replacing people, but by changing expectations.
We recently had a management consultant facilitate a workshop at nFold. He described producing an entire proposal using only AI. No meaningful client insight. No deliberate structure or document design. No real strategy.
He was shortlisted.
That single example does not prove a trend, but it does highlight an uncomfortable reality. In some environments, AI works frighteningly well because the system never demanded depth in the first place.
This is not an AI problem. It is a discipline problem.
AI accelerates whatever behaviour already exists. In mature bid environments, with strong qualifications,
clear ownership of strategy and proper review discipline, it can be genuinely helpful. It helps teams get to a first draft faster, reduces admin effort, and frees up capacity to focus on what actually influences outcomes. That is where AI is working.
In less disciplined environments, it simply scales poor practice. Cloning becomes easier, and weak bids are
created faster. Fluffy responses pass because they always have. AI didn’t create the problem. It accelerated the
rate at which substandard submissions are made.
One of the biggest risks I see is the erosion of thinking itself. Good bid management is not about filling forms
and ticking boxes. It is about judgement. Understanding the customer. Making deliberate choices about what to say and what to leave out. We’ve spent a disproportionate amount of time debating a single word in a proposal because it mattered. Those skills do not improve by outsourcing first drafts to a tool, especially when there is no protected space to think.
Confession time: I use AI daily. I used it to help me write this article. Help, not do it all for me. I would be lying if I said it hasn’t made me feel more productive. I am also acutely aware of how easy it is to become dependent on speed and outputs, while mistaking momentum for progress.
My conclusion is this: Ignore AI, and you fall behind. Use it without discipline, and you end up automating nonsense.
Judgement is the real work. After all, that’s how grown-ups manage bids.
