How to Win Government Contracts Without Past Performance

The catch-22 of government contracting: you need past performance to win contracts, but you need contracts to build past performance. This video shows you how to break the cycle and win your first federal contracts.

These are not theoretical strategies — they are the same approaches that thousands of contractors have used to break in.

Understanding Past Performance Requirements

First, understand what past performance actually means in government contracting:

Past Performance is your track record of successfully completing similar work. Evaluators look at:

• Relevance — How similar was the work to what they are buying?
• Recency — Was it within the last 3-5 years?
• Quality — Did you deliver on time, on budget, with good results?
• Scale — Was it comparable in size and complexity?

Key insight: Past performance does not have to be government work. Commercial contracts, state/local government, and even relevant internal projects can count.

Strategy 1: Leverage Commercial Experience

Your commercial work is relevant. The key is presenting it correctly:

• Focus on transferable outcomes — If you built software for a Fortune 500, that experience transfers to building software for an agency
• Quantify results — "Reduced client costs by 30%" works in any sector
• Align to government requirements — Match your commercial experience to the specific requirements in the solicitation
• Get references ready — Government evaluators may call your commercial references

Strategy 2: Start With Small Purchases

Contracts under $250,000 (simplified acquisitions) have relaxed past performance requirements:

• Micro-purchases (under $10,000) — Often awarded without competition. Build relationships with contracting officers.
• Small purchases ($10,000-$250,000) — Simplified procedures mean less emphasis on extensive past performance
• GSA Schedule orders — Once on schedule, agencies can order with minimal past performance review

Each small contract builds your federal track record for larger opportunities.

Strategy 3: Subcontracting

Work under a prime contractor to build past performance:

• Find primes who need your capabilities — Large contractors constantly need subcontractors for specialized work
• Deliver excellence — Your subcontract performance becomes past performance you can cite
• Get documented references — Ask the prime for letters of recommendation and permission to use the contract as a reference
• Build relationships — Good subs become teaming partners on future primes

Strategy 4: Teaming Agreements

Partner with experienced contractors to combine capabilities:

As a subcontractor to an experienced prime — Their past performance covers the team. You gain experience and references.

As the small business prime with a large business mentor — Under programs like Mentor-Protégé, the mentor's past performance can support your proposal.

Joint ventures — Combined entity can use both partners' past performance. Useful for 8(a) and other set-aside joint ventures.

Strategy 5: Set-Aside Programs

Small business programs level the playing field:

• 8(a) sole source — Agencies can award contracts up to $4.5M (services) or $7M (manufacturing) to 8(a) firms without competition
• HUBZone — Price evaluation preference and set-asides for HUBZone certified businesses
• SDVOSB/VOSB — Set-asides for veteran-owned businesses, particularly at VA
• WOSB — Set-asides for women-owned small businesses in underrepresented industries

In set-asides, you compete against other small businesses with similar experience levels — not against Lockheed Martin.

Strategy 6: Address It Directly

When you lack past performance, do not ignore it. Address it in your proposal:

• Acknowledge the gap — Briefly note your company is new to federal contracting
• Emphasize mitigation — Describe your experienced staff, your management approach, your quality controls
• Highlight relevant experience — Even if not government, show you have done similar work
• Focus on technical excellence — In best value competitions, a superior technical approach can overcome past performance gaps

Building Your First References

Once you win, protect your past performance:

• Deliver above expectations — Your first contract sets the tone for everything after
• Document everything — Keep records of deliverables, positive feedback, metrics
• Request CPARS ratings — Ensure your contracting officer submits Contractor Performance Assessment Reports
• Get written references — Ask for letters you can include in future proposals