Past Performance Proposal Guide: Build Winning Government Contract References
Master past performance sections in government proposals. Learn how to select references, write compelling narratives, address relevancy, and overcome limited past performance challenges.
Quick Answer
Past performance is how the government assesses your ability to perform based on your track record. Evaluators look for relevant, recent contracts where you performed well. Strong past performance can be the deciding factor between otherwise equal proposals—and poor past performance can disqualify you entirely.
Why Past Performance Matters
FAR 15.305 requires evaluation of past performance on all negotiated acquisitions over $250,000. The rationale is simple: past behavior predicts future performance. A contractor who performed well before is more likely to perform well again.
Past performance typically accounts for 20-30% of the evaluation in best-value procurements. It can be weighted equally with technical approach or even higher on service contracts where execution is everything.
What Evaluators Look For
- Relevancy: How similar is past work to the current requirement?
- Quality: Did you deliver quality products/services?
- Schedule: Did you meet delivery/milestone dates?
- Cost Control: Did you manage costs effectively?
- Management: Was customer communication and problem-solving effective?
Selecting References
Choosing the right references is critical. Not all past contracts are equal—select references strategically.
Strong Reference Criteria
- • Highly relevant to current requirement
- • Recent (within 3 years preferred)
- • Similar scope and complexity
- • Excellent performance ratings (CPARS)
- • Responsive POC who will speak positively
- • Similar contract type and size
Avoid These References
- • Contracts with performance problems
- • Terminated contracts (unless T4C)
- • Unresponsive or negative POCs
- • Very old contracts (>5 years)
- • Irrelevant work (different domain)
- • Contracts with disputed issues
Contact Your References
Always contact references before including them. Confirm:
- • They're willing to serve as a reference
- • Their contact information is current
- • They remember the contract positively
- • They'll respond to questionnaires promptly
- • They understand the new opportunity's requirements
Demonstrating Relevancy
Relevancy is often more important than quantity of references. A highly relevant small contract beats a less relevant large one.
Relevancy Factors
Technical Relevancy
- • Same or similar services/products
- • Similar technical complexity
- • Same tools/technologies
- • Similar industry domain
Scope Relevancy
- • Similar contract value
- • Comparable staffing level
- • Similar geographic spread
- • Comparable period of performance
Customer Relevancy
- • Federal vs. commercial
- • Same agency or component
- • Similar regulatory environment
- • Similar security requirements
Contract Relevancy
- • Same contract type (FFP, T&M, etc.)
- • Similar pricing structure
- • Similar performance requirements
- • Prime vs. subcontractor role
Make Relevancy Explicit
Don't assume evaluators will see the connection between your past work and current requirements. Explicitly state how each reference is relevant. Use a comparison table mapping past performance to current PWS requirements.
Writing Strong Narratives
Your past performance narrative should tell a compelling story about your success, not just list contract data.
Narrative Structure
Contract Overview
Contract name, number, agency, value, period, POC contact information
Scope Description
What you did, emphasizing elements similar to current requirement
Relevancy Statement
Explicit connection to current PWS requirements
Performance Highlights
Specific accomplishments, metrics, awards, customer praise
Challenges Overcome
Problems you solved, demonstrating adaptability and capability
Do Include
- ✓ Specific metrics and outcomes
- ✓ Customer testimonials (if available)
- ✓ Awards and recognition
- ✓ Problems solved successfully
- ✓ CPARS ratings (if excellent)
Don't Include
- ✗ Generic claims without evidence
- ✗ Negative information about problems
- ✗ Excuses for issues
- ✗ Irrelevant accomplishments
- ✗ Excessive detail on unrelated work
Limited Past Performance
New companies or those entering new markets may lack directly relevant past performance. FAR prohibits penalizing contractors for lack of past performance—but you must address it strategically.
Strategies for Limited Past Performance
Key Personnel Experience
Reference relevant experience of proposed key personnel from prior employers (if permitted by solicitation).
Predecessor Company
If your company acquired another or key staff came from relevant companies, cite that lineage.
Subcontractor Experience
Reference your subcontractors' past performance if they'll perform significant work.
Commercial Contracts
Commercial and state/local government work can demonstrate capability even without federal contracts.
FAR Protection for New Entrants
FAR 15.305(a)(2)(iv) states: "In the case of an offeror without a record of relevant past performance... the offeror may not be evaluated favorably or unfavorably on past performance."
This means "neutral" rating—neither help nor harm. However, competitors with excellent past performance still have an advantage. Compensate with strong technical and price proposals.
Managing CPARS
Your CPARS (Contractor Performance Assessment Reporting System) ratings follow you. Evaluators will access CPARS regardless of what references you provide.
Proactive CPARS Management
- • Monitor evaluations as they're issued
- • Respond to all evaluations (positive or negative)
- • Address issues before formal evaluation
- • Build relationships with CORs/COs
- • Document performance continuously
Responding to Negative CPARS
- • Respond within the 14-day window
- • Be factual, not emotional
- • Provide context for issues
- • Explain corrective actions taken
- • Request reconsideration if warranted
CPARS Stays Visible
CPARS records remain in PPIRS for 3 years after contract completion. One bad evaluation can affect multiple proposals. Treat every contract as an investment in your past performance record.
Common Mistakes
Wrong or Outdated POC Information
If evaluators can't reach your reference, they may rate it neutral or unfavorable. Verify contact information immediately before submission.
Irrelevant References
Submitting impressive but irrelevant contracts wastes evaluation real estate. Choose fewer but more relevant references.
Failing to Explain Relevancy
Assuming evaluators will see the connection. Always explicitly state how each reference is relevant to the current requirement.
Ignoring Problems
Not addressing known issues with references. If there were problems, consider whether to include that reference—or address the issue proactively.
Generic Narratives
Using the same past performance write-ups for every proposal. Tailor narratives to emphasize relevancy to each specific requirement.
Frequently Asked Questions
Can I use subcontract experience as past performance?
Yes, if the solicitation permits. Many RFPs allow subcontract experience. Ensure you identify your specific role and work performed, not the prime's overall contract performance.
How recent must past performance be?
Most solicitations specify a recency period—typically 3-5 years. More recent is better. Older contracts may be considered less relevant as circumstances change.
What if my CPARS rating is lower than my performance warrants?
Use the 14-day response period to provide context and evidence of good performance. Your response becomes part of the official record. If still unfair, escalate through agency channels.
Should I include commercial past performance?
Yes, if the solicitation permits and it's relevant. Commercial contracts can demonstrate capability, especially for contractors new to federal work. Highlight transferable skills and outcomes.
What if my reference gives a negative response?
This is why you contact references before including them. If you suspect a reference may not be positive, find a different one. You have limited control once questionnaires are sent.
Build Your Track Record
Every contract you win is an opportunity to build past performance for future opportunities. BidFinds helps you find contracts that match your capabilities and grow your federal experience.
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