Air Liquide Customer Story

Fragmented Workflows Held the Team Back

Before adopting XaitProposal, Air Liquide’s bid preparation process was siloed and inefficient. “Everyone had to fend for themselves, searching for outdated content across folders,” explained Gilles Hernandez, Director of Public Procurement and Key Accounts Research & Analysis.

Even after the creation of a dedicated tenders unit, the team relied on Word and PowerPoint. They collected inputs manually and stitched together technical briefs using “bricks” of content. The process was time-consuming, error-prone, and difficult to scale—especially when it came to maintaining brand alignment.

About Air Liquide

Air Liquide is a world leader in gases, technologies and services for Industry and Health. With more than 67,000 employees across 73 countries and over 2 million customers globally, the group filed 350 new patents in 2022 alone—underscoring its commitment to innovation and excellence.

A Push for Professionalization

Air Liquide’s goal was clear: bring efficiency, consistency, and professionalism to the bid response process. “We underestimated the workload involved in document management,” said Hernandez. “We needed to do better.” XaitProposal was selected to:

Streamline the creation of technical briefs
Centralize and maintain approved content
Reinforce brand standards across all documents
Enable faster, more scalable proposal production

Strong First Impressions—and Lasting Results

The transition to XaitProposal required time and dedication, especially in feeding the content library and aligning visuals. But the investment paid off. “Once the foundation was there, the tool's ability to generate a professional document in just minutes was astonishing,” said Hernandez.

Key improvements:

Merge fields reduce manual entry and risk of error
MCQs (multiple choice question format) help surface relevant content
Teams now spend less time formatting and more time delivering value
Internal teams are proud of the high-quality output

From Chaos to Control

The impact was immediate across the sales and documentation teams.

Results: More Bids, Higher Quality, Less Time

With XaitProposal, Air Liquide now responds to more tenders than before—without sacrificing quality. “We no longer lose business due to the qualitative part of our technical briefs,” said Hernandez. “We get high scores on the briefs. The gain in quality is undeniable.”

50% time savings in technical brief writing
Higher-quality, consistent output
A reliable system the team isn’t ready to give up

Looking Ahead

So far, the Tenders Unit at Air Liquide France Industrie has focused on public research—but they’re not stopping there. “Next, we want to expand into new public-sector markets—like the military, education, and local government,” said Hernandez. With XaitProposal as a core part of their workflow, they’re ready to scale further.