In government contracting, past performance is more than just a report card—it’s your company’s golden ticket to future opportunities. Contracting officers don’t just want to know you can do the work; they want proof you’ve done it before and done it well. Think of it as dating: nobody wants to commit without seeing how you treated your last partner (or contract).
That’s why past performance in government contracting consistently ranks as one of the top evaluation factors. Strong ratings can set you apart, while poor records can haunt you like that one awkward presentation you still remember from high school.
What Counts as Past Performance in Government Contracting?
The term might sound formal, but it’s straightforward. Past performance in government contracting refers to your record of delivering projects:
- Did you meet deadlines?
- Did you stay within budget?
- Did the agency like working with you—or did they start hiding your calls?
Your past performance is documented in systems like CPARS (Contractor Performance Assessment Reporting System), and trust me, federal evaluators read those reviews. If your CPARS is glowing, future contracts will likely follow. If not… well, let’s just say it’s time for a comeback story.
Building a Strong Past Performance Record
So how do you make sure your past performance in government contracting shines like a five-star Yelp review? Here’s a practical roadmap:
- Deliver What You Promise – Sounds simple, but many contractors stumble here. Agencies value reliability more than flashy promises.
- Communicate Early, Communicate Often – If delays or hiccups happen, be transparent. Contracting officers hate surprises (unless it’s a donut delivery).
- Invest in Quality Control – Strong internal QA programs prevent costly mistakes and keep agencies happy.
- Document Everything – Keep thorough records of milestones, change orders, and client feedback. Good documentation is your defense shield.
By consistently hitting these marks, you’re not just completing a contract—you’re building leverage for the next one.
Turning Past Performance into Future Revenue
Here’s the best part: once you have a strong past performance in government contracting, you can leverage it like a pro. Winning one contract isn’t just about the revenue today—it’s about positioning yourself for bigger, juicier contracts tomorrow.
- Use glowing CPARS reviews as marketing collateral.
- Highlight measurable outcomes (e.g., “We saved the agency 15% on costs” beats “We did good work”).
- Reference subcontractor roles when you lack prime experience—it still counts!
Remember, every project is essentially an audition for the next. Treat each contract like your business résumé, because in this industry, past performance is future revenue—literally.
Final Thoughts: Don’t Let Bad Reviews Define You
Even if your past performance in government contracting isn’t spotless, all is not lost. Many companies rebound by showing growth, implementing corrective actions, and proving lessons learned. Agencies appreciate honesty and improvement—it’s a lot like admitting you burned the first pancake but nailed the rest of the batch.
Bottom line: Build strong relationships, deliver quality work, and keep your past performance portfolio sharp. Do that, and you’ll find that every contract becomes a stepping stone to the next—and maybe even to that elusive “unicorn” multi-million-dollar IDIQ.
