Winning the contract is not the finish line. It is the starting line.
Many contractors spend months learning how to get registered in SAM, how to bid, and how to price, but almost no one explains what actually happens once performance begins.
This guide walks through what to do immediately after award to protect your company, your cash flow, and your reputation.
Step 1: Read the Award Like an Operator, Not a Bidder
Before you order or fabricate the product, ship a single item, or schedule a kickoff meeting, read the entire award document, not just the Statement of Work.
Government contracts follow the Uniform Contract Format (FAR 15.204), which organizes the contract into Sections A through M. Each section contains information that may directly affect how you perform, invoice, package, certify, or document your work.
Government contracts are typically structured as follows:
Part I – The Schedule
- Section A – Solicitation/Contract Form
- Section B – Supplies or Services and Prices/Costs
- Section C – Description/Specifications/Statement of Work
- Section D – Packaging and Marking
- Section E – Inspection and Acceptance
- Section F – Deliveries or Performance
- Section G – Contract Administration Data
- Section H – Special Contract Requirements
Part II – Contract Clauses
- Section I – Contract Clauses (FAR and DFARS)
Part III – List of Documents, Exhibits, and Other Attachments
- Section J
Part IV – Representations and Instructions
- Sections K through M
Every one of these sections can contain performance-impacting information.
Operationally, Pay Special Attention To:
- Section A – Contract type and award amount
- Section B – CLIN structure and pricing
- Section F – Delivery schedule
- Section G – Invoicing instructions
- Section H – Special contract requirements
- Section I – FAR and DFARS clauses
But do not skip Sections C, D, E, or J.
Packaging (Section D) and inspection requirements (Section E) are frequent failure points, delaying shipment and payment.
Attachments in Section J often contain critical technical data, drawings, certifications, or reporting templates.
Confirm:
- Funding status (fully funded vs incrementally funded)
- Delivery deadlines
- Inspection requirements
- Packaging requirements
- Required reports
- Flowdowns (if you are a prime managing subs)
Do not rely on memory from proposal phase. Read what was actually awarded.
Step 2: Build a Deliverables & Compliance Map
Create a simple internal matrix with:
- What is required
- Who is responsible
- Due date
- Supporting documentation required
- Clause reference
This should include more than physical deliverables. For instance, did you know that a contract supporting U.S. Navy submarines may require Mercury-Free certifications for supplied products? If this requirement is ignored or missed, the shipment will not pass inspection and you will not get paid.
It is essential to be aware of all deliverables and compliance requirements, such as:
- First Article Testing
- Packaging markings
- Technical data submissions
- DD250 or WAWF/iRAPT documentation
- Cyber requirements (if applicable)
- Subcontract reporting
- Small business reporting
- Inspection readiness
If it is mentioned in the contract, it goes on your map.
Step 3: Understand Your Payment Path Before You Perform
Cash flow failure is one of the most common post-award problems.
Before performance begins, confirm:
- How invoices must be submitted (WAWF/iRAPT, IPP, agency portal)
- What documentation must accompany invoices
- Whether acceptance is required before payment or before shipment
- Who performs inspection and acceptance
- Payment timeline (Net 30, progress payments, etc.)
If acceptance is required, clarify the inspection authority and timeline. Understand the acceptance mechanism: Who, When, Where, and How?
Do not assume payment will process just because you shipped.
Step 4: Review Clauses That Trigger Action During Performance
Many clauses do nothing at proposal stage but activate during execution.
Pay attention to:
- Changes clause
- Stop-Work Order clause
- Government Delay of Work
- Inspection clauses
- Default and Termination clauses
- Incremental funding notices
- Option exercise language
Know what triggers:
- A modification
- A written notice requirement
- A certified cost submission
- A cure notice response
This is where contractors often lose leverage because they react instead of prepare.
Step 5: Packaging and Inspection Readiness (Where Many Fail)
For DoD contracts especially, packaging and preservation instructions are not optional.
Verify:
- Required preservation method
- Barrier materials
- Markings
- Exterior container requirements
- RFID or UID labeling if applicable
Many rejections occur because contractors assume “commercial packaging” is acceptable.
If the contract references MIL-STD-2073 or specific packaging codes, follow them exactly.
I watched one company’s shipment sit in the DLA Depot’s Quality holding area for nearly a year due to incorrect packaging. The Depot was busy with higher priority shipments and one that needed to be repackaged and reworked fell further down their priorities list. The company had to wait for either the Depot to repackage it themselves (and charge the company for the activity) or for the Depot to return the shipment to them for them to correct it. During the entire time, the company’s invoice went unpaid because the shipment failed its destination inspection.
Repack costs, return shipping, and delayed acceptance directly affect payment.
Step 6: Communicate Strategically With the Contracting Officer
Communication is not about over-emailing.
It is about clarity and documentation.
You should:
- Confirm kickoff expectations
- Clarify ambiguous requirements early
- Notify of potential delays in writing
- Confirm receipt of deliverables
- Document any government-caused delays
Do not wait until a deadline passes to communicate. If something may impact schedule, notify early and in writing.
Professional, proactive communication builds credibility and trust.
Step 7: Monitor Modifications and Funding
Many contracts change during performance.
Track:
- Bilateral mods
- Unilateral mods
- Funding increases
- Funding depletions
- Scope changes
Never perform work outside the awarded scope without written authorization – this means an official modification signed by the KO (Contracting Officer) on your agreement. Remember, verbal direction is not a modification.
If scope shifts, request clarification in writing.
Step 8: Protect Your Audit Trail
Maintain:
- Shipping documentation
- Inspection records
- Acceptance confirmation
- Invoice confirmation
- Email correspondence
- Change notices
Assume that any contract could be audited later.
Good documentation protects you and help your audits run smoothly.
The Most Important Mindset Shift
Winning the award does not mean you are done competing.
You are now competing on:
- Compliance
- Professionalism
- Reliability
- Responsiveness
- Supporting Their Mission
How you perform determines whether you receive:
- Future awards
- Positive CPARS
- Option exercises
- Repeat task orders
Performance is your reputation.
My Two Cents
Contract performance is where most contractors struggle.
If you are entering performance and want clarity on deliverables, clauses, packaging, inspection, or payment flow – slow down and map it before you move.
The government rewards contractors who execute well and execution begins the moment the award hits your inbox.
Join The Rabbit Hole for practical guidance focused on working the contract, not just winning it.
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