The competitive advantage of using AI in business development

For small- to mid-sized manufacturers, leveraging artificial intelligence (AI) in business development is proving to be a cost-effective way to scale impact while reclaiming critical hours in the day. Rather than serving as a replacement for people, AI tools can help small businesses bridge the gap between limited staffing and increasing operational demand.

A growing body of research confirms that AI boosts productivity and helps narrow skill gaps across the workforce, according to the Stanford Institute for Human-Centered AI 2025 Index Report. And despite concerns about AI-driven job loss, the U.S. Chamber of Commerce Technology Engagement Center reported that 82% of small businesses using AI increased their workforce over the past year.

Small- and mid-sized manufacturing companies frequently operate without the extensive sales force or dedicated account management departments required to maintain consistent, high-touch client relationships. In a small business, your salesperson might also be your engineer or your machine operator. Reps are constantly juggling quoting, engineering support, troubleshooting issues, and customer follow-ups. And that resource gap can lead to inconsistent customer experiences and presents the risk of missed revenue opportunities.

Problem, meet AI for business development.

Within the next five years, AI is set to free up 12 hours per week — the equivalent of adding an additional colleague for every 10 team members, according to The Thomson Reuters Future of Professionals report. “Professionals no longer need to speculate on the potential for AI to impact their work as they are now witnessing its effects firsthand. As we look to the future, one thing is clear: AI-empowered professionals and their companies will outpace those who resist this transformative era,” said Steve Hasker, President and CEO of Thomson Reuters. “With professionals predicting that AI will save them up to 200 hours in the next year, the potential economic impact is significant.”

AI business development tools offer an opportunity to reclaim hours lost to back-office tasks by automating manual, repetitive tasks or processes that eat up your day. AI-supported business process automation, strategic knowledge management, opportunity identification, and customer support could make you a more effective “multi-hatted” employee. It presents the opportunity to remove the headache of back-office tasks by transforming core functions like finance, operations, and business intelligence. And by removing administrative lift, you can focus on the high-impact work that matters most.

AI task automation uses machine learning and rule-based decision-making to handle repetitive tasks, learning from data to adapt and make decisions — letting you get back to what you’re good at. Unlike traditional automation that follows specific instructions (like email filtering, interactive voice menus that say “press 1 for sales,” or simple chatbots), AI automation can interpret messy information and learn. For example:

Good business development is about good information. And when it comes to sales, market research is the backbone of strong decision-making. You’re managing large amounts of data, from consumer behavior to market trends, that needs to be distilled into actionable intelligence. Sometimes, in your spare time. Keeping it up to date and organized is critical for identifying and capitalizing on opportunities.

If you don’t have a team responsible for market research, AI can come in and simplify your process by making it more efficient — whether you’re culling large data sets of prospects or researching customer programs and opportunities.

Nearly half (45%) of market researchers are already using generative AI to analyze transcripts and data, according to a recent Columbia Business School report. While there are limitations, industry leaders are increasingly leveraging these tools to gather customer and market insights more efficiently and effectively than ever before.

Focusing on the wrong opportunities in sales can kill you; you can’t hit your numbers if you’re chasing ghosts. Leveraging AI to identify and validate the right opportunities and get rid of the duds is a no-brainer. Whether you need to update your contacts/prospects or determine whether programs and opportunities are consistent, AI tools deliver practical, measurable value.

For example, these tools can be used to search large databases. With your ideal customer profile (ICP) criteria, they can mine sites like LinkedIn to find and pull in companies or prospects that fit your criteria, saving you hours of market research time.

Post-sales engagement often gets forgotten about. Once a deal is done, AI can support efforts to ensure you’re the first in line for the next opportunity. By leveraging AI automation, you can set a baseline for customer support and don’t have to risk forgetting. For example:

Previously, when companies needed more sales, the only remedy was costly and required throwing more salespeople at the problem. Now, there are more cost-effective, efficient, and consistent tools available to support small business development that can even the playing field. Using AI tools for business development comes with some lift; ongoing professional development is essential for teams to ensure there isn’t an AI learning gap. But AI is a powerful tool that can allow small teams to scale without a big headcount and focus their efforts on high-value activities.

Not sure where to start to integrate AI in business development? Contact one of our advisors today.