How to Manage Risk in Tendering Without Missing Opportunities
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How to Manage Risk in Tendering Without Missing Opportunities
It’s tempting to avoid risk altogether when it comes to tendering. After all, writing bids costs time, energy, and resources — and there’s no guarantee of success. But being overly cautious can mean missing valuable opportunities for growth and diversification.
⚖️ The Balance of Risk and Opportunity
Smart providers don’t eliminate risk — they manage it. That starts with recognising that not all tenders carry the same level of uncertainty. Some signs a tender might carry higher risk:
- Unfamiliar commissioners or localities
- Significant changes in service model or scale
- Low maximum price points or unrealistic TUPE liabilities
- Short turnaround times suggesting poor commissioner planning
🧩 Building a Smarter Triage Process
We recommend using a structured bid/no-bid matrix to weigh up:
- Alignment with your existing strategy and service strengths
- Scoring potential based on your experience and evidence
- Resource availability for writing and mobilising
- Commercial viability — margins, risks, liabilities
- Competition landscape — who’s likely to bid?
Colour-code (RAG-rate) opportunities for a clear, objective view of where to focus your efforts.
🔑 Key Tips for Managing Risk Effectively
- Don’t chase volume — focus on winnable, strategic opportunities.
- Learn from past performance — review what worked, and what didn’t.
- Document decision-making to avoid knee-jerk reactivity.
- Regularly review and refine your bid/no-bid process.
📥 Support Available
Impact Guru Ltd can help refine your bid strategy, review your triage processes, and strengthen your bid library for future opportunities.
👉 Visit our Bid Strategy & Training Page
Written by Mike Harrison, Founder of Impact Guru Ltd — specialists in bid writing and strategy for social care providers
Visit impact-guru.co.uk to browse strategies, method statements, or get in touch about tender support.