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One of the most common sources of friction in federal contracting isn’t disagreement over facts — it’s a difference between contractor expectations and Government intent. Contractors often approach situations based on what seems reasonable from execution in the field, while contracting officers must evaluate those same situations through risk, documentation, and long-term accountability.

In this episode, we’re discussing how those expectations and intentions can diverge, why misunderstandings develop even when both sides are acting in good faith, and how understanding the Government’s decision environment can help contractors position issues in a way that leads to progress instead of resistance.

00:42 - Contractor expectations
02:20 - Contractor questions fix solicitations
03:12 - Everything gets dialed in during pre-award
03:45 - Contractors benefit to firm-fixed-price
05:08 - Contractor expectation impact government intent
06:29 - Pre-award effort leads to post-award execution
08:46 - Do not restrain the amount of questions you ask in pre-award

This is not legal advice or contract representation. It’s perspective from the other side of the table, intended to help you better understand the decision environment you’re operating in.