No Past Performance

Introduction

This tutorial will help you navigate the challenges of obtaining government contracts when you lack past performance. Many new businesses feel trapped in the cycle of needing past performance to secure contracts, but there are strategies you can use to overcome this hurdle. We’ll discuss how to leverage the past performance of subcontractors, understand the evaluation criteria, and ensure that you can successfully bid on contracts without prior experience.

Step 1: Understand the Evaluation Criteria

Familiarize yourself with the Federal Acquisition Regulation (FAR) that governs contract evaluations. According to FAR 15.305:

• Past performance will be evaluated based on:
  • Predecessor companies
  • Key personnel
  • Subcontractors performing major or critical aspects of the work

Practical Advice

• Review FAR 15.305 to fully understand how past performance is assessed.
• Keep in mind that your lack of past performance is not necessarily a disadvantage if you have strong subcontractors.

Step 2: Leverage Subcontractor Past Performance

If you’re in the legal middleman role, you can utilize the past performance of subcontractors. This can enhance your chances of winning contracts.

Practical Advice

• Partner with subcontractors who have a proven track record in the industry.
• Highlight their past performance in your proposals to strengthen your position.
• Ensure that your subcontractors are willing to share their past performance information.

Step 3: Addressing the Lack of Past Performance

If you find yourself needing to bid without any past performance, it’s important to know that you will not be evaluated unfavorably for this lack.

Practical Advice

• Be transparent in your proposals about your current status.
• Focus on the strengths and capabilities of your team and subcontractors.
• Aim for a neutral rating in evaluations if you lack past performance.

Step 4: Utilize Available Resources

Take advantage of resources that provide deeper insights into government contracting and the relevant regulations.

Practical Advice

• Look for links to the federal acquisition regulations and further resources provided in training materials.
• Use these resources to enhance your knowledge and proposal quality.

Conclusion

Navigating the world of government contracting without past performance can be challenging, but it is entirely feasible. By understanding the evaluation criteria, leveraging subcontractor past performance, and utilizing available resources, you can position your agency for success. Focus on building strong partnerships and enhancing your proposals to overcome the initial hurdles. Now is the time to take action and start building your agency!