Protecting the contract

Many clients identify added value with reduced risk - a point that reinforces the need to make it clear in your bid that you understand the risks inherent in the contract and share the client's concern to see risks managed. A constructive response on your part, showing how you will secure efficient delivery and explaining the mechanisms you can apply to the task of risk management, will win you marks. You have everything to gain by demonstrating that you have thought about what could go wrong and have taken measures to protect the client's interests (Chapter 11).