In the professional services sector, artificial intelligence (AI) tools are increasingly being used to streamline proposal processes, helping bid teams save time and effort. From generating initial drafts to proofreading and optimizing content, AI is optimizing how bid professionals and proposal writers work. At Flowcase, we're embracing this technology, integrating AI-powered features like translations, proofreading, and text reduction to enhance our platform's capabilities.
However, as AI becomes more prevalent in proposal creation, those on the receiving side - the proposal evaluators - are having to develop a more critical eye. Key decision-makers are becoming more attuned to overly polished AI-generated responses, seeking authenticity in the proposals they review. In this environment, adding a human touch to your bid content is more important than ever.
In this blog post, we'll explore five practical ways you can complement the benefits of AI with a personalized, human-centric approach.
1. Emphasize Your Team
One of the best ways to personalize your bid is by highlighting the people behind your firm. Most RFPs require resumes or CVs, so use them to showcase the unique skills and personalities of your team. Instead of simply listing qualifications, delve into real-world experiences and achievements that highlight how your people have solved challenges. These authentic and tangible narratives help to bring depth and credibility to your proposal. If applicable, you might also want to include headshots in your team's resumes. Putting a face to the name can make your proposal feel more relatable and authentic - but always check the RFP requirements first, as sometimes headshots are disallowed or not supported in the format.
For maximum impact, ensure you tailor these resumes specifically to the client's needs →
2. Provide Real-Life Examples
Backing up your firm's claims with specific, real-world examples is another key way to build trust. Produce case studies featuring detailed metrics and outcomes to help clients see the actual value you bring. In these case studies, use before-and-after scenarios to show the clear impact your firm has had on similar projects. Client testimonials can also be a very powerful tool, either supplementing case studies or used within them. Focus on testimonials that detail how you've exceeded expectations and solved highly specific client challenges. Specificity allows you to hone in on the steps you took, making it easier for prospects to envision how you can help them too. Emphasizing the proof of your achievements helps back up any AI-generated content, and communicate trustworthiness to evaluators.
3. Demonstrate Industry Knowledge
Another way to build credibility is by showcasing your firm's industry expertise. Stay on top of trends and cite recent insights to show you understand the current landscape. Sharing thought-leadership pieces can also position your firm as forward-thinking, while referencing recent industry events can signal that you're up to date and engaged. These examples, when relevant, will not only build confidence in your capabilities but also make it clear that your firm is focused on staying ahead of the curve.
4. Personalize Your Approach
While personalizing your proposal content is best practice for any bid professional, it's also a great way of creating a more human connection with the evaluator. By tailoring your proposal to address the client's specific pain points and challenges, you demonstrate that you've done your homework and truly understand their needs. To do this effectively, focus on specific requests within the RFP, and offer customized solutions that fit their unique situation. Where possible, go above and beyond the RFP and utilize further research about the firm and their industry to tailor your response. Additionally, if you've already met with the client, you may want to reference any information gathered in those meetings to show you've listened to their needs. All of these strategies show that you've taken the time to understand and cater to their needs, complementing the efficiency of AI-generated content with a personal touch.
5. Focus on Relationships and Collaboration
In a world increasingly driven by technology, the importance of person-to-person relationships remains paramount. Make it clear that your firm values collaboration by highlighting how you work closely with clients. Bring attention to times you've gone above and beyond to help with client requests, focusing on the human interaction that facilitated the results. Additionally, you shouldn’t just demonstrate past examples of collaboration, you should aim to prove that you're a relationship-first firm during the proposal process. One example is to provide direct contact information for key team members so prospects know they can always reach a real person. This kind of transparency makes your proposal more approachable and shows your commitment to building long-term relationships. Of course, only do this if appropriate; for example, some government contracts do not allow the sharing of personal data.
Conclusion
While AI is increasingly valuable in proposal creation, it’s never been more important to show a human touch when producing bids and proposals. By emphasizing your team's unique qualities, providing real-life examples, demonstrating industry knowledge, personalizing your approach, and focusing on relationships, you can create proposals that leverage the best of both worlds.
