Buyers are being advised to be on their guard as the economic climate is forcing many suppliers to promise much more than they can deliver. This means that buyers are  not only suspicious of suppliers but are focused on their risk. I have helped firms will £millions of public procurement and supply chain contarcts and have seen many times how suppliers promise quality but let themselves down with capacity and consistency.

So how will it all pan out?

Buyers will be asking for references and then checking them out. They will want to know if you are using any subcontarctors and how reliant you are on them? Are they stable? They will want to know that the people you have promised will be the ones delivering the contract.

Here's the good news idea.

Now that you know this, why not use it to your competitive advantage. Instead of them thinking how can they limit their liability, do it for them by showing how you have identieid and minimised risk. Develop a risk matrix to include in your bid.
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