Every federal RFP asks for past performance. And every new contractor faces the same chicken-and-egg problem: you can't win contracts without past performance, and you can't get past performance without contracts. Here's how the smart ones break out of it.
1. Subcontract Aggressively
Subcontracts count as past performance. If you subcontract under a prime, you accumulate relevant experience that you can cite in future bids — even if your name isn't on the contract title.
Find prime contractors in your NAICS using GovSeeker's Subaward Intelligence, then approach them with a clear value pitch and your capability statement.
2. Use Commercial Past Performance
For many small contracts (under the Simplified Acquisition Threshold), agencies accept commercial past performance. If you've delivered to Fortune 500 companies, state governments, or universities, document those engagements with the same rigor you'd apply to a federal customer.
3. Look for Set-Asides Where Past Performance Is Optional
Some 8(a) sole-source awards, SBIR Phase I awards, and Simplified Acquisition Procedure (SAP) contracts under $250K don't require past performance evaluation. These are the ramp into the federal market.
4. Team With an Established Firm
A teaming agreement or joint venture with an established federal contractor lets you "borrow" their past performance for the proposal. The Mentor-Protégé Program (under 8(a) or all-small) is the formal version of this.
5. Document Everything Like a Pro
For every project — federal, commercial, or sub — capture:
- Contract value, period of performance, and your role
- Specific outcomes (quantified — "reduced costs 30%," not "improved efficiency")
- A point of contact with current phone and email
- The CPARS rating (if federal) or a written reference letter (if commercial)
6. Maintain a CPARS Strategy
For federal subcontracts and prime work, CPARS (Contractor Performance Assessment Reports) are the official evaluation. After every contract closeout, follow up with the COR to make sure your CPARS gets entered — and entered well. A "Satisfactory" CPARS hurts you. Push for "Very Good" or "Exceptional" by overdelivering on documentation throughout the contract.
7. Build Toward Three References
Most RFPs ask for 3-5 past performance references. Plan your first 18 months around earning three solid ones — even small ones. Once you have three, doors open faster.
GovSeeker tracks subcontracting opportunities and primes in your space — the fastest way to start building past performance is to find the right teaming partner today.