Proposal response criteria almost always requires contractors to demonstrate past performance. The weighting of past performance references can be the primary determining factor when evaluating your proposal. The request for proposals (RFP) provides detail on how past performance is evaluated for the proposal and is typically found in section M of the RFP.
It is important to understand that past performance is different from past experience. Past performance is how well you performed versus what you did to gain experience. In most RFP’s, past performance must demonstrate recent, relevant, and successful performance. In other words, how well you performed similar work as detailed in the statement of work (SOW), performance work statement (PWS) and/or the technical factors and subfactors of the RFP.
The following are some techniques and considerations when selecting past performance references to make sure you are using the best ones for your proposal response.
Compare your company’s past performance reference to the previous RFP or the current draft RFP SOW or PWS, technical factors/subfactors to determine similarity to the requirement.
Determine the relevancy of your past performance as defined in the previous RFP or Draft RFP.
Relevancy is often defined as a recent contract with similar scope, magnitude of effort, and complexity.
This can be accomplished by developing a relevancy criteria matrix that can later be used in the actual proposal.
Compare your past performance reference to the previous RFP or current draft RFP evaluation criteria to determine how favorably it may be evaluated.
Obtain the most recent CPARS or other government evaluation to obtain the government’s input on your performance of the contract. Consider how you might address any weakness.
Conduct an honest self-assessment of your performance using CPARS evaluation areas or the past performance areas in the draft RFP. Consider how you might address weaknesses. Conducted early in the process, this may provide ample time to correct deficiencies and substantiate your ability to perform.
Consider how government representatives may respond to a past performance questionnaire about your performance. These questionnaires are often required as part of the past performance evaluation.
Gather any recent quotes from the government customer or clients about your performance on the contract that may be used in the proposal to substantiate how well you have performed.
Identify statistics, awards, commendations and examples that demonstrate your performance.
Selection of the best past performance references should, if possible, be conducted prior to final RFP release. Using the techniques and considerations as outlined above will help to identify and select the best references to respond to RFPs in a relevant and compelling manner.