The point of a government contract is not to award a contract.

The point of a government contract is to meet a need for a government customer. The official term for that “need” is the “requirement”. It can often be difficult to describe that need in terms of the problem the contract is solving…not the product the contract is delivering.

 

Cesar Lopez joins Kevin on this episode to help map out this concept of writing requirements. Cesar is the newest member of the Skyway team. He is a retired US Marine Corps Contracting Officer who has decades of experience across many of the GovCon topics we cover on our podcast.

 

Cesar shares his experience and his stories of how writing requirements well, or not so well, can be THE difference in whether the contract is awarded to deliver what the government customers wants….or some cases whether the contract is even awarded at all.