GenAI Is Quietly Reshaping RFPs and RFQs
GenAI Is Quietly Reshaping RFPs and RFQs
Procurement used to mean endless spreadsheets, weeks of research, and painful vendor evaluations. That world is already slipping away.
At MIT’s Center for Transportation & Logistics, researchers found that buyers are now using generative AI to “get supplier shortlist capabilities” in the RFI (Request for Information) stage and then to “synthesize information from questionnaires… enabling more comprehensive and consistent supplier comparisons” in the RFP (Request for Proposal) evaluation stage [1]. The OECD echoes this, noting that AI helps contracting authorities “identify and engage with potential suppliers” and “support bid evaluation and price analysis” [2].
This isn’t hypothetical. Research from Boston Consulting Group shows that AI is already helping global manufacturers compare and evaluate supplier offers far more efficiently, cutting the time required by roughly half [3]. IBM highlights similar gains, noting that companies using AI have been able to onboard suppliers dramatically faster and reduce complex pricing analyses from days to just minutes [4]. Even NASA has said plainly that “AI can automate supplier identification [and] proposal evaluation,” underscoring its growing role in procurement [5].
I’m observing this shift firsthand. At AdWave (adwave.ca), a digital marketing firm, we track client analytics closely. In cases where we’ve specifically optimized for GenAI visibility, as much as 20–25% of new RFQs (Request for Quotation) are now tagged as originating from GenAI-driven searches (e.g., ChatGPT, Perplexity). That’s a dramatic change from 2024, when GenAI sources didn’t even register in our top source reporting. Traditional SEO strategies don’t fully carry over to GenAI. While there is some overlap, tools like ChatGPT do not rely on Google Search, which means the vendor lists they generate can differ significantly. This shift is reshaping local search, as many SMBs depend on their Google Business Profile (Maps listing), which is a data source ChatGPT ignores entirely. Consequently, optimizing for AI search is quickly becoming a top priority for businesses that want to avoid fading into obscurity.
This isn’t just a minor change. What we are seeing in 2025 is only the beginning. As AI becomes the default approach for structuring and executing RFQs and RFPs, businesses that adapt will thrive. We are likely to see this trend become the norm in the next year or two.
References:
1. MIT Center for Transportation & Logistics — AI-powered RFx Intelligence for Strategic Supplier Excellence (Capstone Report, 2025):
https://ctl.mit.edu/sites/ctl.mit.edu/files/theses/zaunicknastasja_170045_5333547_SCM15_Zaunick_Paredes_CapstoneReport.pdf
2. OECD — Digital transformation of public procurement (June 12, 2025):
https://www.oecd.org/content/dam/oecd/en/publications/reports/2025/06/digital-transformation-of-public-procurement_90ace30d/79651651-en.pdf
3. Boston Consulting Group — Executive Perspectives: The Future of Procurement with AI (Feb 27, 2025):
https://media-publications.bcg.com/BCG-Executive-Perspectives-Future-of-Procurement-with-AI-2025-27Feb2025.pdf
4. IBM — The future of procurement: Moving beyond cost savings to AI-driven value creation (May 12, 2025):
https://www.ibm.com/think/insights/ai-procurement
5. NASA Office of Procurement — Leveraging AI: Enhancing RFP Analysis and Response Strategies (June 18, 2025):
https://www.nasa.gov/wp-content/uploads/2025/06/osbp-learning-series-ai-jun-2025.pdf?emrc=0d17b6