Brian's Take: To AI or Not AI in GovCon

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The Role of Human Expertise in an AI-Driven GovCon Industry

With the increasing adoption of AI in the government contracting (GovCon) space, there’s an important question to consider: do we still need human experts when AI can handle many tasks faster and cheaper? While AI’s impact is undeniable, understanding where it excels and where it falls short is key to navigating its integration into federal business development (BD).

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AI Adoption in GovCon: Early Stages and Expectations‍

According to the 2024 GAUGE report, one-third of GovCon firms are already using AI, with 59% planning to expand its use in the next year. Early adopters are particularly focusing on business development and marketing, using AI for tasks such as proposal generation and market analysis. However, many firms are still navigating the challenges of integration. The report highlights that AI adoption works best when the technology complements existing workflows, not when firms rely on it as a standalone solution.

AI’s potential to automate labor-intensive tasks, like crafting compliant proposals, is significant. In the GovCon industry, where compliance and efficiency are critical, AI can reduce costs that are often passed on to government agencies and taxpayers. This shift could lead to notable savings, but it also raises the question of who will benefit most from these efficiencies—early adopters of AI or those who integrate it into strategic processes.

Where Human Expertise Still Reigns

Let’s break down the areas where human experts hold an advantage over AI, and where they don’t:

Eloquence:AI tools are fast and efficient at producing polished proposals. When it comes to communication, AI has already proven it can outperform human speed and consistency.

Knowledge: While AI is rapidly gaining ground in terms of general knowledge, there’s still an edge that experts have—deep, niche expertise related to specific agencies and procurement nuances.

Insight: This is where humans shine. Connecting the dots and offering truly meaningful insights is still something AI struggles with. Experts remain crucial in navigating complex bids and understanding the nuances of client needs.

OnFrontiers is the pioneer in GovCon expert intelligence with access to 75,000+ subject matter experts. It also  provides precision matching to growth and BD teams and tools to manage relationships with experts. Learn more about OnFrontiers here.

The Future of GovCon: Melding AI with Human Expertise

What does this mean for the future of GovCon? The companies that will excel aren’t necessarily those that churn out the most proposals but those that leverage AI for efficiency while also applying human insights early in the process. Investing time in strategy and applying expertise before the proposal writing even begins will drive higher-quality submissions and a greater chance of success.

In fact, the value of experts with deep knowledge about specific agencies or procurement challenges is likely to increase as AI takes over more of the technical aspects. For business developers, those who can combine AI’s power with human insight will lead the charge in shaping the future of federal contracting.

The GAUGE report stresses that firms leveraging AI successfully are improving proposal quality rather than increasing volume. These firms focus on integrating AI early in the process to inform strategy, rather than just automating the final steps.

Final Thoughts

AI will continue to play a growing role in federal BD, but human expertise is far from obsolete. It’s evolving. For GovCon professionals, the ability to blend technology with unique insights will define the real winners in tomorrow’s market.

If you’re already applying AI in your federal BD efforts, we’d love to hear about your experiences—email us at hello@onfrontiers.com.

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