Why AI Alone Won’t Win Government Contracts, and What to Do Instead
At the Air Force District of Washington (AFDW) Industry Days, a comment from Colonel Villarreal, Director of Contracting, made the room pause:
"Too many proposals are starting to sound like they were written by the same robot."
In today’s race to adopt generative AI for everything from bios to boilerplate, that warning couldn’t be more relevant. The federal government isn’t buying generic. It’s looking for teams that understand its mission, speak its language, bring real-world expertise to the table, and solve its problems to move the mission forward.
At Markon, we’re not anti-AI; we’re pro-results. Here’s why relying on AI alone can put your bid at risk, and how to harness it the right way to stay compliant, competitive, and compelling.
The Pitfalls of a Robot-Only Response
AI tools and functionalities are fast, accessible, and improving daily. But, without oversight and appropriate guardrails, they tend to:
- Repeat common patterns, sounding like everyone else
- Miss context, especially around agency- or mission-specific priorities and compliance
- Lack authenticity, reducing your voice to generic filler
In a federal contracting environment increasingly focused on mission alignment and merit-based performance, that’s not just unoriginal, it’s a liability.
5 Ways to Make Proposal Content Smarter (and Human-Led)
1. Start with strategy, not a prompt
Before drafting anything, align on the why. What’s the agency looking for? How do your capabilities advance that mission? Are there unique ways to solve the agencies' issues? Your SMEs and capture leads should lead this conversation, and AI can’t replace that strategic thinking.
2. Use AI where it adds value, not where it dilutes it
Let generative tools handle:
- Drafting initial versions of bios, past performance tables, or compliance matrices
- Reformatting content into specific response structures
- Creating outlines or summarizing large source materials
- Identifying gaps in capabilities or experience, where you may need input from a teaming partner (like Markon!)
But keep your SMEs in the driver’s seat for the win themes, solutioning, and technical narratives.
3. Train your tools carefully
The more context you give AI, the better the output, but that requires:
- Controlled input (approved boilerplate, past wins, style guides)
- Cybersecurity awareness (no sensitive data in public tools)
- Human QA to validate tone, accuracy, and compliance
4. Build guardrails around AI use
Proposals may be governed by the FAR, but AI isn’t. That’s why we recommend:
- Using templates that enforce compliance-first structures
- Applying review checklists aligned to requirements
- Mandating human oversight before anything is submitted
- Ensuring compliance with all relevant, continuously evolving regulations
5. Invest in people, not just platforms
Proposal success still hinges on experts who understand agency culture, acquisition patterns, and mission priorities. AI can support them, but it can’t replace the value of human experience, especially when the stakes are high.
What Government Evaluators Want to Hear
At AFDW Industry Days and beyond, we’ve heard this repeatedly:
- “Show us how you understand our mission.”
- “Tailor your approach to our needs.”
- “Give us confidence in your ability to deliver.”
That’s where a well-led, human-centric approach outperforms AI every time.
AI Should Speed You Up, Not Water You Down
Generative AI is here to stay, and it can make your teams faster, more efficient, and better prepared. But when it comes to proposals, speed is only an asset if the actual substance within your content differentiates you.
The future of winning work is human-led, AI-enabled, and mission-aligned.
Join a Network That Knows What It Takes to Win
At Markon, we know excellence requires the right balance of technology, strategy, and trusted collaboration. That’s why we’ve built a Partner Program designed to connect mission-ready businesses that share our high standards and deep commitment to federal clients.
If your organization values performance, delivers measurable impact, and believes in leading with integrity, we want to work with you.
Explore Markon’s Partner Program to learn how we can team up to help advance government missions—together.
