Undersökning av riskarbete i en beslutsprocess för säljkontrakt

Sammanfattning: Risks are something that occur daily for all individuals and can arise from a variety of activities. If we don't take these risks into account, we will likely eventually be affected by them. By identifying and analyzing risks, the most appropriate decision can be made to mitigate or avoid the risk completely. The purpose of this study is to investigate which factors should be included in a risk analysis, and how a risk analysis can be designed for contract prioritization.  The work is carried out using an abductive scientific approach as the basis of the study. Data collection is done qualitatively through interviews. In order to achieve good scientific quality with high validity and reliability, the work was done in a systematic way with good planning.  The authors conclude that the company has a correct way of defining risks but lacks a clearly structured way of identifying new potential risks, which theory shows is important for a successful risk analysis. The result describes the financial risks as the cost critical and credit risk as the most important factor. The result describes that the company doesn't have a specific model, and the authors recommend FDFMEA as a model for risk analysis in contract prioritization, which is a developed and customized version of the traditional FMEA. The case company has a well functioning approach to how risks are handled, for example using insurance to avoid specific risks. With regards to data driven decisions, theory underlines the importance of the model presenting data in a simple and transparent way. This is something that the case company currently lacks but plans to improve.