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+---
+id:
+aliases: []
+tags:
+  - authorship/original
+  - destiny/permanent
+  - status/draft
+  - type/daily
+title: 2025-12-03
+---
+# 2025-12-03
+
+## 2025-12-03 15:54
+
+There is a distinct difference between _excluding_ and _ignoring_ requirements.
+
+If, before award, you communicate to the customer
+that your cost does not include respect for a requirement,
+_and_ they understand the implications of the omission,
+you have _excluded_ that requirement.
+
+If your cost does not include respect for a requirement,
+but you have not communicated the omission to the customer
+_and_ made a reasonable effort to inform them of the implications of its omission
+you are _ignoring_ that requirement.
+
+_Excluding_ requirements is common practice.
+_Ignoring_ requirements is unprofessional and irresponsible.
+
+Sometimes requirements are ignored out of convenience.
+If an estimator is confident a requirement won't be enforced,
+they may ignore it to lower the estimate and save time in closeout.
+More ethical estimators may have no desire to do so,
+but may nonetheless feel obligated to.
+If a contractor is confident their competitors will ignore a requirement,
+they may feel that the moral high road offers two losing options:
+
+* include it and appear overpriced
+* exclude it and appear to present coverage concerns
+
+The winning strategy, as always, is open communication with the customer.
+
+> [!important]
+> Given the same project documents and your proposal,
+> a reasonably experienced estimator employed by your customer
+> should be able to replicate your takeoff with confidence.