GLOSSARY
Baseline
A baseline is an explicitly defined starting process or reference value against which changes in quality, effort and benefits can be meaningfully compared.
Establish a fair starting point
If AI is meant to improve negotiation preparation, “it takes too long today” is too vague a comparison. Record representative cases, existing tools, staff experience, working time and output quality. The quality requirement must also remain comparable: a brief overview should not compete against a fully checked dossier. Otherwise the new solution appears more efficient because it delivers less. Conversely, an unnecessarily weak existing process can exaggerate the apparent advantage of AI.
Keep the comparison useful after rollout
A sound baseline covers the current process and, where relevant, a simple improvement without new AI. Allocate comparable cases fairly and document learning effects or exceptional demand. The evaluation should include later corrections so that speed does not conceal lost quality. For the business case, consider whether released time can actually be used elsewhere. If sales staff still wait for the same internal approval, faster research does not automatically shorten the deal cycle. A baseline makes the distinction between local time savings and economic consequences visible.