The importance of past performance
for success in government contracting
Give Me 5: The Importance of Past Performance
Listen to this podcast to understand the size, scope and complexity of Past Performance key words, how to research teaming partners to avoid surprises during debriefings, and when not to provide past performance. Instructors provide first-hand knowledge of lessons they have learned in their federal contracting journey.
Course Instructors: Jennifer Bisceglie , Chair, WIPP Board of Directors and President, Interos Solutions, Inc. & LaVern Jackson, WIPP Board of Directors and President and CEO, Joint Logistics Managers, Inc
www.wipp.org
By Jennifer Bisceglie
President & CEO of Interos Solutions and Chairman of the Board for WIPP
When seeking any Government contracts, you should expect to be asked to submit past performance references and that the Government will actually check these references. It is critical to your success that you ensure you have references that you can go to (hopefully all of your customers!) and that you prepare them ahead of time to ensure they are ready for the call and the questions they might receive. As this is viewed as risk mitigation by the Government, your past performance will be a significant factor in you gaining that new client.
The Federal Acquisition Regulation (FAR) defines past performance as relevant information, for future source selection purposes, regarding a contractor's actions under previously-awarded contracts.
Items that might be included in your past performance:
• Conforming to requirements and to standards of good workmanship
• Forecasting and controlling costs
• Adherence to schedules, including the administrative aspects of performance
• Reasonable and cooperative behavior and commitment to customer satisfaction
• Reporting into databases
• Integrity and business ethics
• Business-like concern for the interest of the customer
During the selection period, the customer may request your past performance directly from you, may ask your past clients to complete a document, or may use the Contractor Performance Assessment Reporting System (CPARS) and Past Performance Information Retrieval System (PPIRS) systems to do research – or any mix of the above.
Three Tips for making the most of Past Performance:
TIP1 Keep your past performance
documented for ease of use. As you begin gaining past performance, it is good practice to document and catalog these,