The appeal of artificial intelligence (AI) in streamlining tender responses is undeniable.
However, relying solely on AI without understanding its limitations can lead to significant setbacks, particularly when it comes to AI and tender evaluation criteria.
While AI can be a powerful tool for your tender team, two critical risks often result in diminished tender evaluation scores.
Let’s look into these risks and how to effectively leverage AI without compromising your bid’s success.
The weighting game. AI’s blind spot in tender evaluation
One fundamental challenge lies in AI’s inability to intuitively grasp the nuanced weighting of evaluation criteria.
Even when explicitly provided, AI struggles to synthesise relevant data from its training resources that perfectly align with specific tender questions and their respective weightings.
This disconnect can lead to responses that lack strategic focus, failing to prioritise the most critical aspects of the evaluation.
Scenario
Imagine a government tender for a cybersecurity upgrade, where “Technical Expertise” accounts for 40% of the evaluation score.
The AI, when tasked with generating a response, pulls from its vast technical training data. It meticulously details every known cybersecurity protocol, threat vector, and mitigation technique. However, it fails to prioritise the specific technologies and solutions most relevant to the government’s current infrastructure and identified vulnerabilities. While the AI produces a technically accurate and exhaustive document, it lacks strategic focus. Evaluators, seeking a targeted solution that directly addresses their specific needs, will find the AI’s broad approach insufficient.
This disconnect between AI’s generic output and the tender’s specific requirements directly impacts scoring. Because the AI doesn’t understand the nuance of the tender, it fails to highlight the most critical technical aspects. The response, though technically sound, misses the mark by not aligning with the evaluator’s priorities. The evaluator wants a deep dive into very specific areas, and the AI provides a shallow dive into every area. Ultimately, this leads to a lower evaluation score despite the AI’s technical proficiency.
The echo chamber. AI-Generated homogeneity and evaluation scores
Another significant risk is the potential for homogenisation.
Imagine this: multiple bidders utilise AI to generate response structures, making slight wording changes to mask the origin. Evaluators, who meticulously compare submissions, will quickly identify these structural similarities.
The outcome?
At best, a tied evaluation score, potentially lower than the winning response. At worst, evaluators may scrutinise other responses for signs of generic, AI-driven content, leading to a significant drop in overall scoring.
Strategic AI integration. Aligning with tender evaluation criteria
So, how can you harness AI’s potential while mitigating these risks?
The answer lies in strategic integration.
Begin by leveraging AI for initial drafts – let’s face it, it is a valuable tool for overcoming writer’s block.
However, this is merely the starting point.
Critical evaluation is key!
• Align with evaluation criteria
Scrutinise the AI-generated content against the precise evaluation criteria for each question. Ensure your responses directly address the key requirements and demonstrate a clear understanding of the evaluators’ priorities.
• Highlight your unique value proposition
Incorporate your “win statements” – the aspects of your capabilities and capacities that differentiate you from competitors. Emphasise your unique solution and provide concrete evidence of your expertise.
• Human Touch and Expertise
Refine the AI-generated content with your organisation’s specific experiences, capabilities, and capacities. Ensure the content accurately reflects your organisation.
• Proof and Evidence
Ensure that the AI generated response is backed up by strong proof and evidence that your company can deliver on the claims made in the tender.
Understand the challenges of AI in tender responses
Our team is ready to assist you in strategically integrating AI into your tender process
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