Tip 86 – Consider placing a risk management paragraph in your executive summary - Shipley Asia Pacific

Decision makers are more likely to worry about risk, what could go wrong, than about relatively minor price or technical differences.

Some sellers prefer to avoid any discussion of risk. They correctly see risk as negative but incorrectly avoid discussing risk because it is a negative topic.

Identifying and highlighting mitigation of key project risks, including substantiation of your past performance, can be a powerful discriminator and an effective way to ghost competitors.

A brief risk management matrix in the Executive Summary can very quickly reassure decision makers that you are the safe choice relative to other bidders who do not provide such clarity.