Past performance tells the government how well you did similar work before. In many evaluations it is one of the heaviest factors, and for small firms it is often the hardest part of the proposal. The good news: evaluators score what you make easy to find and verify, and there are legitimate ways to compete when your federal history is thin.
How the government evaluates past performance
Under FAR 15.305(a)(2), past performance is one indicator of your ability to perform. Evaluators typically look at three things:
- Recency — how recently the work was performed. The solicitation usually defines a window.
- Relevancy — how similar the work was in scope, size and complexity.
- Quality — how well you performed, based on references, questionnaires and government records.
Evaluators are not limited to the references you provide. They can consult government databases, including the Contractor Performance Assessment Reporting System (CPARS), and other sources.
Choosing which projects to cite
Read the instructions first
Section L (or the instructions to offerors) usually specifies the number of references, a recency window, a minimum size, and what information to include. Some solicitations provide a form or a questionnaire you send to your client. Follow them exactly.
Rank projects by relevance
Choose references that most resemble the work being bought: similar tasks, similar scale, similar customer environment. A smaller project that is very similar can be more persuasive than a large one that is only loosely related. Commercial and state or local government work can count when it is relevant.
Consider subcontract and teaming experience
Work you performed as a subcontractor can be relevant. Some solicitations also allow offerors to rely on the experience of joint-venture partners, proposed subcontractors or affiliates, under conditions the solicitation and regulations set. Read the instructions carefully before relying on someone else's record.
How to write each reference
Use a consistent structure so evaluators can compare quickly:
- Header data — customer, contract number, contract type, period of performance, value, your role (prime or sub), and a current point of contact with phone and email.
- Scope summary — two or three sentences on what you did, in plain terms.
- Relevance mapping — show explicitly how this work matches the new requirement. Many writers use a short table mapping the new statement of work's tasks to what you did on this project.
- Results — specific, verifiable outcomes: deliverables met on schedule, problems you solved, quality measures from the contract. Use real numbers from your records; never estimate or embellish.
- Challenges and fixes — if something went wrong, briefly say what you did about it. Evaluators may already know from CPARS, and showing corrective action builds credibility.
Contacting your references
- Ask permission before listing anyone, and confirm their contact details are current.
- Tell them a questionnaire or call may come, and roughly what the new work involves.
- If the solicitation requires the client to submit a questionnaire directly to the government, send it promptly and follow up politely — an unreturned questionnaire can hurt you.
If you have little or no federal past performance
The FAR addresses this directly: offerors without a record of relevant past performance, or for whom information is not available, may not be evaluated favorably or unfavorably on past performance (FAR 15.305(a)(2)(iv)). This is often called a "neutral" rating. In a best-value tradeoff a neutral rating can still be outweighed by competitors with strong records, so consider these steps:
- Cite relevant commercial or state and local work.
- Highlight the experience of key personnel if the solicitation allows it, clearly labeled as individual experience rather than company past performance.
- Subcontract to a prime on similar work to build a record.
- Start with smaller, simplified acquisitions where past performance is weighted less or evaluated more simply.
- Look at teaming and joint ventures, including SBA's mentor-protégé program.
Managing your CPARS record
Once you have federal contracts, agencies will evaluate you in CPARS. You can review and comment on your evaluations within the system's comment window. Respond factually and professionally; future evaluators may read your comments alongside the assessment. See FAR subpart 42.15.
A short example of relevance mapping
Suppose the new requirement is janitorial and floor care services for a multi-building federal campus. A strong reference for a commercial office park might include a two-column table: on the left, the new statement of work's tasks (daily cleaning, periodic floor stripping and waxing, restroom supply restocking, after-hours security procedures); on the right, what you did on the cited contract for each, with the square footage and staffing you actually used. Evaluators can then see at a glance which tasks match closely and which do not — and you can use your narrative to address any gaps honestly.
Frequently asked questions
Can I use commercial work as past performance?
Usually yes, if it is relevant and the solicitation does not restrict references to federal contracts. Explain clearly why it is similar to the work being bought.
What does a neutral past performance rating mean?
If you have no relevant past performance record, the FAR says you may not be evaluated favorably or unfavorably on that factor. You are not penalized directly, but competitors with strong records may still rate higher.
What is CPARS?
The Contractor Performance Assessment Reporting System, where federal agencies record evaluations of contractor performance. Source selection officials can use it when evaluating future proposals.
How many past performance references should I include?
Exactly as many as the solicitation asks for, within its recency and relevancy rules. Extra references may be ignored or may count against page limits.
This guide is general information, not legal advice. Rules change — always check the solicitation and the official sources linked here.