How a Single Paragraph in the Statement of Work Decides Who Wins the Government Contract

Podcast: Govcon Giants · Eric Coffie

Opublikowano: 2026-10-20

Requirement shaping is the DOD contracting skill that decides who wins a government contract before the solicitation ever hits SAM.gov, and in this episode Ryan Atencio walks through exactly how it works. He breaks down how a vendor can sit with a special operations customer, build an opportunity out of nothing, and hand that end user a ready to paste statement of work that quietly locks in their own past performance and qualifications. If you have ever seen a solicitation so specific you wondered who could possibly bid it, this is the conversation that...