Cutting Through the Haze: Demystifying AI’s Role in Proposals

Generative artificial intelligence (Gen AI) adoption is reshaping bid and proposal development. This pivotal shift brings opportunities and challenges, especially around cost, compliance, and strategic application. To demystify these issues, Deltek and Lohfeld Consulting teamed up to present a webinar entitled Practical Uses of Gen AI for BD and Proposal Professionals on February 1, 2024. This blog answers many questions raised by attendees.

Demystifying Gen AI Implementation

Businesses contemplating Gen AI tools face concerns about their return on investment (ROI) in terms of dollars invested, labor expended, and the time taken to recoup their costs. While Gen AI functionalities typically come bundled with broader platforms, making cost isolation challenging, the trend towards cloud-based solutions via Software as a Service (SaaS) models is notable. These solutions offer an accessible path to Gen AI adoption. However, they necessitate careful consideration around data security, particularly when data is stored off-premises (e.g., in a cloud location other than your company’s tenant), in comparison to those Gen AI tools implemented on your firm’s premises.

Businesses considering Gen AI should develop a use case and budget for its implementation. Typical use case considerations include:

  • Robust data security measures
  • Seamless integration of tools with existing infrastructures
  • Customization to meet specific organizational needs
  • Scalability to support organizational growth
  • Availability of tools for cleaning, validating, and enriching the data ingested by Gen AI tools
  • Comprehensive support, including installation, onboarding, and training
  • Expert proposal consultants proficient in using your chosen Gen AI tools and training your team
  • Transparent cost analysis covering licensing and support services

Demystifying Data Security on Public AI Platforms

Public AI platforms for proposal writing raise significant data privacy concerns. We advise NEVER entering sensitive or proprietary information into public platforms like ChatGPT, where it will be recorded and used to train future models. Most importantly, ask your security officer for guidance about using public AI platforms.

Demystifying Proposal Compliance in an AI-Restricted Landscape

Facing restrictions on Gen AI usage in proposal submissions raises essential questions about compliance with government policies and specific proposal instructions. The development of mechanisms by customers to detect AI-generated content is still evolving, mirroring the rapid advancements in Gen AI technology. The essential principle is to verify that AI-generated or AI-assisted proposals strictly adhere to all customer specifications and directives.

Demystifying the Path Forward

Incorporating Gen AI into the proposal development process does not diminish an organization’s capacity to produce compelling, high-quality proposals. Rather, Gen AI serves as a catalyst, enhancing the productivity of bid and proposal teams. By streamlining administrative duties, accelerating draft creation, and fostering innovative approaches, Gen AI can enable firms to increase their operational efficiency and compete for more contracts.


Mastering the use of Gen AI in bids and proposals requires a balanced approach. This approach balances innovation against compliance, explores new opportunities while managing risks, and embraces technological advancements with a keen eye on data security. In addition, organizations must evaluate specific business cases and analyze the cost versus the reward of implementing Gen AI. Organizations can effectively use Gen AI to optimize their processes by addressing these critical areas and verifying alignment with customer requirements.

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By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at and join us on LinkedInFacebook, and YouTube(TM) .