Are you reading the solicitation and contract documents word-for-word or are you skimming through the details and making assumptions?

If you are a word-for-word reader—taking the time to know the document and planning your responses according to the specified deliverables—then congratulations, you are giving yourself the best opportunity to succeed.

If you are a skimmer who makes assumptions about what is typically requested, required, or stated in the documents, then you may want to rethink your approach to the work. In a recent post in the LinkedIn community Federal Acquisition SME, Constance Jackson, gave a her readers a compelling glimpse into the world of Contracting Officers Discretion and stated that “Contracting Officers had the discretion to request how documentation for contract award was developed“.

Her full post is here:

The Important Thing To Remember Is The FAR Is Not A Straightjacket — It’s a Framework

The FAR is a framework, not a one-size-fits-all manual. It’s designed to provide the Government with flexibility to meet mission needs while staying compliant. That means the human element — interpretation — plays a major role.

The CO’s interpretation of the FAR is binding for that solicitation or award. If any of the information provided by or requested by the CO seems unclear or contradictory during your read-through, then ask for clarification prior to submitting your proposal or providing any deliverables for inspection.

What That Means for Contractors

The Been-There-Done-That mindset is where many new contractors stumble — assuming that because they’ve responded to one type of solicitation before, they can reuse the same approach. Big mistake.

Your success depends on:

1. Reading each solicitation word for word. Never skim, never assume.
2. Cross-checking the cited clauses. Verify what each clause actually requires — especially payment, inspection, warranty, or data delivery terms.
3. Asking clarifying questions. The Q&A period exists for a reason. If something seems off or inconsistent with standard FAR practice, ask!
4. Staying flexible. Tailor your proposal, pricing, and compliance documentation to this solicitation — not the last one you bid on.

Here’s Your Takeaway:

The best contractors are not just experts in their product or service — they’re experts in reading between the lines of solicitations.

Remember, FAR fluency will get you in the game; but, flexibility and attention to detail will keep you winning it.