When pursuing opportunities, many selling organisations actively avoid discussing risk with their clients because they believe this is a negative conversation. When they discuss risk internally, it is typically from their own perspective and about the risks they take on with the contract, rather than considering what risks might affect the buying organisation’s decision to purchase from them.
•address risk wherever possible and appropriate and
•make sure this is done from the perspective of the buying organisation.
Proposal Risk and Performance Risk to be discussed in greater detail over the next two Shipley tips.