Building a past performance record that wins the next job

Owners score past performance on most public contracts. How federal evaluations work, and how to document state and local work so it counts.

On negotiated public contracts, past performance is usually one of the most heavily weighted factors. A firm with a strong, well-documented record has an advantage before its price is even opened.

How federal agencies record it

Federal contracting officers record contractor performance in the Contractor Performance Assessment Reporting System (CPARS). Evaluations rate quality, schedule, cost control, management and small business subcontracting. You get the chance to review and comment on each evaluation before it is final. Read them, and respond factually when a rating is unfair.

State and local work counts too

Many owners accept state, local and private projects as past performance if they are relevant in size, scope and complexity. Keep a project sheet for every significant job: owner, contract value, dates, scope, your role and a reference contact who has agreed to vouch for you.

Relevance beats volume

Three projects that closely match the job you are bidding are worth more than ten that do not. Choose projects of similar size and type, and explain the connection in plain words.

Subcontract work builds a record

Work as a subcontractor counts when you can document it. Ask primes for a reference letter at the end of each job while the details are fresh.

Keep your public record accurate

Public award data is increasingly the first thing owners and primes check. Make sure your company name, UEI and address are consistent across SAM.gov and state systems so your awards are attributed to you, and confirm your listing in this directory so your record and capabilities appear together.