Understanding Past Performance Evaluation

Selecting the Right Past Performance References

Match technical requirements: Select projects using similar technologies, methodologies, or service delivery approaches
Match scope and complexity: Choose contracts of comparable dollar value and organizational complexity
Match customer type: Federal agency experience is preferred for federal contracts when available
Prioritize recent work: Performance from the last three years carries the most weight
Verify positive ratings: Confirm that CPARS ratings are favorable before citing contracts
Consider subcontract work: Significant subcontracts can demonstrate capability when prime experience is limited

1
Contract Identification
Provide complete contract information including number, agency, contracting officer name and contact information, period of performance dates, total contract value, and your role (prime or sub). Make it easy for evaluators to verify your experience.
2
Scope Description
Describe the contract requirements in detail, emphasizing elements similar to the current solicitation. Explain what services or products you provided, the technical environment, staffing levels, and geographic scope. Draw clear parallels to the work being solicited.
3
Results and Accomplishments
Present specific, quantifiable results that demonstrate excellence. Include metrics like cost savings percentages, schedule improvements, quality scores, customer satisfaction ratings, and performance awards. Use numbers whenever possible rather than qualitative descriptions.
4
Challenge Management
Describe significant challenges you faced and how you successfully addressed them. This demonstrates problem-solving capability and management skill. Focus on challenges similar to those the new contract might present.

Contact references before submitting your proposal to confirm participation
Provide a pre-filled questionnaire or summary sheet with accurate contract details
Remind references of specific accomplishments and metrics you want them to mention
Give references adequate time (at least two weeks) to complete questionnaires
Follow up regularly as the deadline approaches without being pushy
Thank references after submission and keep them informed of results

Avoid generic descriptions: Replace "provided excellent customer service" with specific satisfaction metrics
Avoid irrelevant references: Choose quality over quantity with directly relevant contracts
Avoid unverified information: Confirm all contact information and contract details are current
Avoid unprepared references: Brief all references on your accomplishments and the opportunity
Avoid ignoring negative history: Address problems proactively rather than hoping evaluators do not notice
Avoid missing deadlines: Submit PPQs early and follow up on reference submissions