In many federal competitions, the government wants to know more than what you propose to do. It wants evidence that you have done similar work well before. That evidence is past performance, and in negotiated procurements it is frequently one of the major evaluation factors alongside technical approach and price.
What past performance means
Past performance is information about how well a contractor has performed on previous contracts. It is related to, but different from, experience. Experience asks whether you have done similar work. Past performance asks how well you did it, considering factors such as quality, schedule, cost control, management and small business subcontracting where relevant.
Solicitations usually define what counts as relevant, such as work of similar size, scope and complexity, within a recent time frame. Read those definitions carefully, because they determine which projects you should submit.
How agencies gather information
Agencies typically draw on several sources:
- The references and project descriptions you submit with your proposal
- Questionnaires sent to your customers, when the solicitation calls for them
- Government evaluations in the Contractor Performance Assessment Reporting System (CPARS)
- Other information the agency may have, such as its own experience with your firm
Evaluators often assess both relevance and quality, then assign a confidence rating that reflects how likely they believe you are to perform successfully.
If you have little or no federal past performance
New contractors often worry they cannot compete without a federal track record. The FAR addresses this situation: in general, an offeror without a record of relevant past performance may not be evaluated favorably or unfavorably on that factor. In practice, a neutral rating can still put you at a disadvantage against competitors with strong records, so it helps to build your record deliberately.
Ways newer firms often build past performance include:
- Using relevant commercial or state and local government work, where the solicitation allows it
- Performing as a subcontractor to a prime with established federal contracts
- Pursuing smaller purchases and task orders that are easier to win and perform
- Forming teams or joint ventures where permitted, so partners’ records can be considered
- Highlighting the experience of key personnel, if the solicitation permits it
Writing strong past performance descriptions
Each project description should connect clearly to the current requirement. Explain the customer, the scope, the period of performance, your role and the outcomes, using concrete facts rather than general praise. If a project had challenges, briefly explaining how you resolved them can show maturity and candor.
Keep a past performance library with up-to-date write-ups and current points of contact. Confirm with your references before you list them, so they are prepared to respond if an agency reaches out. A well-maintained library makes every proposal faster and stronger.