Past performance is often the hardest factor for new entrants. Agencies want recent, relevant, similar work. Here is how to build it.
Subcontracting
Work under a prime on a federal contract counts. Get it documented with a reference letter.
State and local
Many evaluations accept non-federal government work. Document it the same way.
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Commercial work
Relevant commercial projects can count if the solicitation allows. Describe them in federal terms: scope, dollar value, duration, outcome.
CPARS
Once you have a federal contract, manage your CPARS actively. It becomes your record.