Understanding Past Performance Evaluation

Sources of Past Performance for New Contractors

Commercial contracts: Private sector work demonstrating relevant capabilities is valid past performance. Focus on contracts with scope, complexity, and management challenges similar to federal requirements.
Subcontracts: Federal subcontract experience is highly relevant even though you weren't the prime. Document your specific scope and performance outcomes, not just the overall contract.
State and local government contracts: Government contracting experience—even if not federal—demonstrates ability to navigate public sector requirements and compliance expectations.
Grant-funded projects: Work performed under federal, state, or private grants can demonstrate technical capability and project management competence.
Key personnel experience: Individual track records of proposed staff can supplement company past performance. Document their relevant project roles and achievements.
Joint venture partner experience: When teaming through a JV, partner past performance may be considered based on the JV structure and partner roles.

1
Identify target opportunities
Determine which federal markets and contract types you want to pursue long-term. Understand the past performance typically required to win those opportunities.
2
Map your gaps
Compare your current experience portfolio against target opportunity requirements. Identify specific gaps in contract size, scope, complexity, or domain that limit competitiveness.
3
Pursue gap-filling opportunities
Target contracts, subcontracts, or commercial work that specifically addresses identified gaps. Even smaller opportunities may be valuable for building missing experience areas.
4
Deliver exceptional performance
Every contract is a past performance reference. Exceed expectations, document achievements, and maintain strong customer relationships that support positive references.
5
Collect and maintain documentation
Systematically gather past performance documentation including contracts, deliverables, customer evaluations, and achievement metrics. Don't wait until proposal time.
6
Cultivate reference relationships
Maintain relationships with customers who can provide strong references. Keep them informed of your activities and confirm willingness to serve as references before naming them.

Clear relevance mapping: Explicitly connect past project characteristics to current requirement elements—similar scope, complexity, environment, customer type, or technical challenges
Quantified achievements: Include specific metrics demonstrating success—schedule adherence percentages, quality scores, cost savings delivered, customer satisfaction ratings
Challenge and resolution: Describe obstacles encountered and how you overcame them, demonstrating problem-solving ability and resilience
Customer relationship: Document ongoing customer relationships, repeat business, and contract extensions that evidence sustained performance
Scalability indicators: If current experience is smaller than the target contract, show capability to scale through staffing plans, resource access, and management approaches
Lessons learned application: Demonstrate how experience informs your approach to the current opportunity—not just what you did, but what you learned

Obtain permission before citing references: Confirm each reference is willing to be contacted and will provide positive responses
Keep references informed: Let references know when you've named them on proposals and provide context about the opportunity
Provide reference preparation materials: Brief references on the key points you want emphasized and evaluation criteria being assessed
Maintain relationships proactively: Stay in contact with past customers even between proposals—don't only reach out when you need something
Address potential concerns: If there were any performance issues, discuss them with references beforehand and agree on how they'll be characterized
Document reference contact information: Ensure you have current, accurate contact information and verify it before proposal submission