#pastperformance

Where can I find the Past Performance section in a government solicitation?

        The Past performance sections are typically housed within sections L and M of the solicitation document.   Section L lays out the minimum required to qualify as acceptable forms of past performance.  Section M lays out the evaluation criteria for which the proposing business will be judge.  These sections should not be taken for granted as this section could make or break your submission.  It is critical that contractors select past performance examples that sensibly fit not only the complexity of the opportunity pursued but also the scale which truly displays the offerors’ understanding of the requirement.   It is also advisable to highlight the business solutions and the value brought to the customer.

So once you understand what the government is looking for, you also want to consider how you will be evaluated?

        Section M of the solicitation will clearly state how the government will evaluate your submitted past performance. It will also spell out the approach to which the government takes to evaluate past performance and   include the methods used to evaluate offerors with no relevant past performance history.  It will also explain any exceptions or special conditions to assist in its evaluation efforts should it be deemed necessary. 

         Are you unsure about developing and maintaining past performance?  No worries, the use of past performance information is one of the major indicators buying customers use to examine an offeror’s ability to perform on a contract effectively. It is vital the contractor read the information provided in the solicitation carefully to gain an understanding of what is required by the prospective customers. A few questions to keep in mind are; what makes my organization qualified to perform this opportunity? What intangibles does my organization bring to this opportunity?  What solutions were provided for my former customers?

        So why the big “who-rah” over past performance? This requirement is often overlooked, over-simplified or understated.  Businesses should never take this section for granted.  Key components to ensuring your best foot forward include:

Make sure all past performance data is accurate;

Keep in contact with your clients so they are in the best position to give you a solid rating;

When housing your data, make sure you have at the very least both a short form and long form to suit various proposal requests;