The outsourcing of healthcare services is expanding rapidly. As opportunities expand for vendors, a better understanding of the client's decision process and the concerns involved is needed so that vendors can better take advantage of these opportunities. A framework of service outsourcing decision-making is proposed as well as a set of outsourcing characteristics and resulting risks that are considered by firms outsourcing. A radar diagram is used to illustrate these relationships and then applied to two examples from the healthcare sector. This includes a discussion of how vendors might use the tool as an aid in developing sales and marketing strategies and tactics to win outsourcing contracts in the healthcare sector.