The SOW or PWS No One Read

The SOW or PWS may have been opened, skimmed, quoted, and attached to the proposal.But that does not mean anyone actually read it.In this episode of The GovCon Show, we talk about the behavioral failure that creates some of the most expensive contract problems: everyone prices, proposes, staffs, subcontracts, negotiates, and kicks off the work — but nobody reads the work statement like it is the contract’s operating system.Proposal teams may read for win themes. Pricing may read for labor tables. Contracts may focus on clauses. Program may rely on capture assumptions. Subcontractors may receive only a fragment of the scope. Leadership may assume someone else already understood the whole thing.That is how risk gets missed.This episode explains why selective reading is not review, why work statements need cross-functional attention, and why kickoff is too late to discover obligations, deliverables, reporting requirements, acceptance criteria, travel expectations, customer dependencies, or performance duties that should have been understood before submission or award.Before you price, propose, subcontract, negotiate, or perform, read the work statement like the contract depends on it.Because it does.Visit GovConAdvisoryGroup.com to run the Fixed-Price Conversion Risk Assessment or schedule a GovCon Risk Triage Call.