When Sales Talk Becomes a Lie: The Truth About AI and Electrical Estimating
There has always been a gap between sales promises and jobsite reality. Anyone who has spent time in the electrical contracting world understands this. But in recent years, particularly with the explosion of “AI-powered” electrical estimating software, that gap has widened into something more troubling.
At some point, sales talk stops being marketing and starts becoming a lie.
The most common offender is the claim of time savings. We are repeatedly told that estimates can be completed in minutes, that AI can “count everything in seconds,” or that the estimator’s role is becoming obsolete. These statements may sound impressive in a demo video, but they collapse almost immediately when exposed to a real project.
The truth is simple: no matter how advanced the software, an electrical estimate still requires a human being to do the work that actually matters.
What Software Can’t Replace?
Every legitimate electrical estimate still begins the same way it always has. The estimator must:
- Read and understand the specifications
- Review lighting, power, and equipment schedules
- Search architectural, mechanical, and civil drawings for scope not shown on the electrical sheets
- Identify areas where conduit cannot be run as drawn
- Consider access, constructability, and site conditions
- Often visit the job site
This process is not optional. It cannot be automated away. No AI model understands intent, coordination, or the dozens of judgment calls an estimator makes on every project.
Yet software companies continue to imply that counting symbols faster somehow replaces thinking. It does not.
Electrical estimating software absolutely saves time—but not in the way it is advertised. Its real value is not speed at the front end; it is control throughout the entire lifecycle of the project.
Making revisions. Adding and removing alternates. Responding to addenda. Adjusting scope. Tracking material. Ordering after the job is won. Maintaining consistency when prices change. These are the areas where estimating software earns its keep. And they are rarely mentioned in sales pitches because they don’t sound as flashy as “AI in seconds.”
The AI Counting Reality
Nowhere is the exaggeration worse than with AI-driven counting.
Many companies boldly claim that their AI can count “everything” with near-perfect accuracy. When pressed for real numbers, the story changes quickly. Accuracy drops to around 85%, sometimes less. And that’s under ideal conditions.
During demos, the drawings are often pre-selected or pre-drawn specifically to produce good results. Symbols are clean. Orientation is perfect. There is no overlap. No field revisions. No scanning artifacts. In other words, the plans do not resemble what most of us actually receive.
AI counting today generally relies on one of two methods: image recognition or pixel analysis. Both have serious and unavoidable drawbacks.
Some systems don’t work on scanned PDF images at all. Others fail on raster files. Many only recognize symbols in one orientation. Overlapping symbols, tight layouts, or slight variations often cause missed or incorrect counts.
At the end of the process, the user is asked to review the results, delete incorrect selections, and rerun the count. At that point, one has to ask an honest question: What was really saved?
In many real-world scenarios, manually selecting items is still the most reliable approach. And the time difference is often minimal—sometimes as little as ten minutes. In some cases, the AI process actually takes longer due to cleanup and verification.
AI is here to stay, but accurate automated counting for electrical plans is still a long way off. I have personally tested every major platform currently on the market. None are close to being 100% accurate, and a few actually slow the estimating process down rather than speeding it up.
The Demo Test
There is an easy way to cut through the hype: ask for the demo to be done on your drawing, not theirs.
Watch how quickly the conversation changes.
Smoke, Mirrors, and the BIM Illusion
Another growing problem is what can only be described as bait and switch.
Many newer companies produce polished marketing videos that suggest they have solved everything: full device counts, complete conduit runs, and even finished BIM models at the end of the estimate. On the surface, it looks revolutionary.
But when you dig deeper, the reality is far less impressive.
In many cases, BIM is not actually part of the software at all—it is outsourced as a separate service at additional cost. What is marketed as “AI estimating software” often turns out to be nothing more than counting and measuring software.
The estimator is still required to manually enter all quantities and measurements into their actual estimating program.
The result is not simplification, but fragmentation. Two platforms. Two workflows. Two monthly subscriptions—often $300 to $400 each. More complexity, not less.
That is not progress.
The Estimator Still Matters
There is a persistent narrative that AI will replace estimators. This misunderstands both AI and estimating.
Estimating is not about counting symbols. It is about interpretation, judgment, experience, and risk assessment. It is about knowing when the drawings are wrong, when the scope is incomplete, and when the job will go sideways if it is priced incorrectly.
AI can assist. It can speed up certain repetitive tasks. But it does not understand construction. And it does not accept responsibility when an estimate misses the mark.
Estimators do.
So What’s the Best Path Forward?
For now, the best approach is realism.
One solution that stands out is Best Bid Next Generation by Best Bid. Not because it promises miracles, but because it doesn’t. When you speak with them, you hear facts instead of hype.
They do offer AI-generated auto-counting that performs as well as anything else on the market, but they are honest about its limitations—and they will openly tell you that they do not rely on it.
In an industry drowning in exaggerated claims, that level of honesty is refreshing.
Final Thought
Technology should support estimators, not replace them. Software should reduce friction, not introduce new layers of complexity. And AI should be presented as what it is today—a developing tool, not a finished solution.
Until companies start telling the truth about what their products actually do, the responsibility falls on contractors to ask harder questions, demand real-world demonstrations, and separate innovation from illusion.
Because in electrical estimating, accuracy still matters more than marketing.
Start learning today. Master electrical estimating the right way.
