Artificial intelligence is no longer a futuristic concept for government contractors; it's a present-day reality. Organizations are exploring and implementing AI to streamline processes, gain a competitive edge, and drive efficiency. From automating proposal development to uncovering new opportunities, the applications are expanding rapidly. 

However, with this rapid adoption comes a new wave of buzzwords, most notably "AI agents." This article will cut through the noise to explain what AI agents really are, explore their practical use cases for government contractors, and address the critical balance between innovation and risk management.  

Unanet recently hosted a LinkedIn Live event titled, “The future is agentic: How GovCons can leverage AI smarter.” In this recap, we'll distill key insights from the event on how your organization can harness this technology to win smarter, not just faster. 

The state of AI adoption in GovCon 

AI is already making a significant impact. Government contractors are leveraging these tools in various stages of the business development lifecycle. Some are using AI to summarize complex opportunity documents, while others are building sophisticated drip campaigns to nurture client relationships. The government itself is investing heavily in AI, seeking to speed up acquisitions and modernize operations. 

This widespread adoption highlights a crucial shift. The conversation is moving beyond simply if AI should be used to how it can be applied most effectively. Organizations are starting to measure the real return on investment. The goal isn't just to save time on a proposal draft; it's to reallocate that saved time toward more strategic, high-value activities that increase win probability, like performing a more thorough red team review. 

The consensus is clear: AI is here to stay. The challenge for GovCon leaders is to move from basic applications to integrated, strategic deployments that deliver measurable results and prepare their organizations for the future. 

Demystifying AI agents: beyond the buzzword 

As AI adoption matures, the term "agentic AI" has entered the lexicon. It’s essential to understand the distinction between standard AI and AI agents. 

Think of standard AI, like a chatbot, as a highly intelligent intern. You give it a specific task—like summarizing a document—and it completes that task. It responds to your requests. 

AI agents, on the other hand, are designed to be proactive. Agents don't just respond; they act toward a goal. They can use tools, access databases or shared drives, and learn from outcomes, not just data. An agent could be tasked with a goal like "Find and qualify new opportunities," and it would then execute a series of steps to achieve it without constant human prompting for each one. 

The "and" problem and the need for focus 

A key challenge with current AI agents is what can be called the "and" problem. When you define an agent's responsibilities by stringing together multiple complex tasks—"do this, and this, and this"—its performance degrades. The more complex the prompt, the higher the likelihood of a poor outcome. 

The solution is to narrow the focus. An agent assigned a very specific, well-defined task performs significantly better. This approach, however, can lead to "agent sprawl," where you have numerous specialized agents that require an orchestration layer to manage their interactions. This technology is still evolving, but the principle remains: specificity is key to success. 

Practical use cases for AI agents in government contracting 

While the technology is still in its early stages, several compelling use cases for AI agents are emerging across the GovCon lifecycle. 

Market and opportunity intelligence 

Agents can automate the tedious process of sifting through opportunities. Imagine an agent that not only identifies a relevant opportunity but also: 

• Evaluates it against your company's past performance and core capabilities. 

• Assesses the competitive landscape. 

• Pulls together an initial bill of materials (BOM) and automatically requests quotes from trusted distributors. 

This automates the grunt work, allowing capture managers to focus on what they do best: building relationships and developing win strategies. 

Proposal and capture management 

On the proposal side, agents can act as tireless project managers. Instead of a human manually tracking deadlines, following up with teaming partners, and coordinating meetings, an agent can handle these administrative tasks. This frees up the proposal manager to concentrate on the creative and strategic elements of crafting a winning narrative. It transforms their role from a coordinator to a strategist. 

CRM and partner engagement 

AI agents can be deployed to manage customer and partner interactions. An agent could monitor inbound leads, qualify them based on predefined criteria, and assign them to the appropriate team member. It could also manage follow-ups with teaming partners, ensuring that data calls and other requests are addressed promptly. 

Security and compliance 

The prospect of AI agents accessing internal systems like ERPs, CRMs, and shared drives raises significant security concerns. You’ll need to be thoughtful and establish clear guardrails. 

Giving an agent unrestricted access to your systems is a major risk. A compromised agent could expose sensitive company or government data. The key is to mitigate this risk through careful planning: 

1. Limit access: Implement the principle of least privilege. Grant agents access only to the data and systems they absolutely need to perform their specific function.
   
   
2. Human in the loop: For critical decisions, especially those involving pricing, financials, or contract submission, a human must remain in the loop. AI can provide recommendations based on historical data, but the final decision requires human judgment and context. 
   
   
3. Vet your vendors: Ask hard questions about security. Understand how a vendor handles your data, what models they train on, and what their terms and conditions are. Ensure their security posture aligns with the stringent requirements of the GovCon industry. 

Early adoption can be risky, but a measured, security-first approach allows organizations to innovate responsibly. 

The path forward: Embracing strategic automation 

The future of AI in GovCon isn't about replacing humans; it's about augmenting their abilities. By automating rote work like reviewing opportunities, chasing quotes, and managing administrative follow-ups, you empower your team to focus on the creative, strategic work that truly drives wins. The capture manager with 20 years of experience knows what a winning proposal looks like for a specific agency. AI can’t replicate that "tribal knowledge," but it can handle the administrative burden, giving that manager more time to apply their expertise. 

As you evaluate AI solutions, start by identifying the most painful parts of your current processes. That is where AI and agentic technology can deliver the most immediate and significant impact, helping your team work more efficiently, effectively, and strategically. 

Want to learn more about how AI can help your organization? Connect with a Unanet expert today.