How to Build Past Performance for Government Contracts

You have the skills, the capacity, and the drive to win government contracts. But there is one thing holding you back: past performance. Almost every RFP asks for examples of similar contracts you have delivered successfully. If you have never won a government contract, how do you show past performance? This is the classic chicken-and-egg problem of government contracting. You need past performance to win contracts, but you need contracts to build past performance. The good news is that there are proven strategies to break this cycle. This guide provides practical strategies for building a government contracting track record from scratch. Whether you are a startup, a small business expanding into government work, or an established private-sector company new to public procurement, these approaches will help you build the past performance you need to compete for larger contracts.

Past performance is one of the most heavily weighted evaluation criteria in government procurement. Buyers want to see that you have successfully delivered similar work before. Your past performance gives them confidence that you can deliver the contract on time, on budget, and to the required quality standards.

• ✓Past performance demonstrates: You understand similar requirements and can deliver successfully
• ✓You have experience managing government contracts
• ✓You can meet timelines, budgets, and quality standards
• ✓You have satisfied clients who can vouch for your work
• ✓You are a lower-risk supplier than a company with no track record[/Checklist

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] Without past performance, you start at a significant disadvantage. But you can overcome this by being strategic about how you build your track record. Every contract you complete — no matter how small — becomes a past performance reference for your next bid. The key is to start somewhere and build momentum over time.

The most straightforward strategy is to start with small contracts. Governments at all levels award thousands of low-value contracts every year that are ideal for new suppliers. These contracts have lower competition and simpler evaluation processes, making them more accessible for beginners.

• ✓Look for contracts under $50,000 — these often have simpler requirements and less competition
• ✓Target contracts that align with your core capabilities — deliver what you already know how to do
• ✓Prioritize contracts with lower evaluation thresholds — some have simplified evaluation for low-value procurements
• ✓Consider municipal contracts — cities and towns often have more accessible opportunities for small businesses
• ✓Bid on standing offers and supply arrangements — these can lead to repeat business without re-competing[/Checklist

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Starting small also helps you learn the government contracting process with lower stakes. You will learn how to navigate procurement portals, comply with reporting requirements, manage government invoicing, and build relationships with contracting officers. These lessons are invaluable when you move to larger, more complex contracts.

One of the fastest ways to build past performance is to work as a subcontractor for an established prime contractor. When a prime contractor wins a contract, they often need subcontractors for specific portions of the work. By subcontracting, you gain direct experience delivering government work — even if your name is not on the prime contract.

• ✓Identify prime contractors winning contracts in your field and reach out to them
• ✓Attend industry networking events where primes look for subcontractors
• ✓Register on procurement portals and indicate your interest in subcontracting opportunities
• ✓Build relationships with procurement officers who can connect you with primes
• ✓Deliver excellent work as a subcontractor to build references and a reputation[/Checklist

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Subcontracting has an additional benefit: it lets you learn from experienced primes. You will see how they manage government contracts, handle reporting, manage changes in scope, and maintain client relationships. This firsthand knowledge is invaluable when you transition to being a prime contractor yourself. Many successful government contractors started as subcontractors and used that experience as a springboard.

Not all past performance needs to be government work. While government buyers prefer government experience, private-sector experience can be a viable substitute, especially if you present it effectively.

• ✓Focus on the similarity of the work: A private-sector project that involved the same type of work, similar scale, and comparable complexity can be highly relevant
• ✓Emphasize outcomes: Focus on the results you achieved — on-time delivery, budget performance, quality metrics, client satisfaction
• ✓Highlight relevant methodologies: If you used project management frameworks, quality standards, or reporting practices similar to what the government requires, emphasize this
• ✓Use client testimonials: Strong references from private-sector clients can substitute for government references, especially for smaller contracts
• ✓Quantify everything: Use specific numbers — project value, team size, timeline, deliverables — to make your experience concrete and verifiable[/Checklist

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Be honest about the type of client. Never claim a project was for the government if it was not. Misrepresenting past performance can lead to disqualification, contract termination, and even debarment from future bidding. Instead, acknowledge it was private-sector work and make a clear case for why the experience is relevant and transferable. Evaluators are often flexible when the work itself is clearly analogous.

In some cases, you can create reference projects specifically to build government-relevant past performance. This requires proactive investment but can pay significant dividends.

• ✓Pro bono or discounted work: Offer your services to a non-profit, charity, or community organization on a pro bono or reduced-fee basis. Choose projects that mirror the type of work you want to do for government.
• ✓Internal projects: Document a significant internal project your company completed, especially if it involved complex project management, budget management, or cross-functional coordination
• ✓Pilot projects: Offer a government department a small pilot project at a reduced rate to demonstrate your capabilities. Some departments have innovation programs that accept unsolicited pilot proposals
• ✓Academic or research partnerships: Partner with a university or research institution on a project that demonstrates your capabilities in a relevant area
• ✓Industry certifications: While not a substitute for project experience, certifications in relevant areas (PMP, ITIL, LEED, etc.) demonstrate your commitment to professional standards[/Checklist

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] Reference projects require investment. You may not make a profit on them, and they take time and resources. However, the past performance they build can unlock contracts worth many times the investment. Consider them a strategic investment in your government contracting future.

Having past performance is not enough — you must document it effectively in your proposals. Here is how to present past performance for maximum scoring:

• ✓Use the STAR method: Situation (the client's need), Task (what you needed to do), Action (what you did), Result (the outcome achieved). This framework tells a complete story.
• ✓Be specific: Use concrete details — contract value, timeline, team size, deliverables, and measurable outcomes. Vague descriptions are less credible.
• ✓Quantify results: Numbers speak louder than words. "Delivered 98% on-time" is stronger than "delivered on time consistently."
• ✓Use the client's language: Mirror the terminology used in the RFP evaluation criteria. If the buyer values "innovation," highlight innovative aspects of your past work.
• ✓Include visual evidence: Photos, charts, graphs, and project timelines make your past performance more compelling and easier to evaluate.
• ✓Get client references: Written testimonials from past clients are powerful. Even better, include contact information for references the buyer can call.
• ✓Be honest: Do not exaggerate or fabricate. Government buyers verify past performance claims. Getting caught in a lie can end your government contracting career.[/Checklist

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] Good past performance documentation also helps you identify gaps. If you notice that you lack examples in a certain area — say, projects over a certain value or in a specific sector — you can target your business development efforts to fill those gaps. Over time, building a well-rounded past performance portfolio makes you competitive for a wider range of opportunities.

Building past performance from nothing is challenging but achievable. Start with small contracts that have lower competition and simpler evaluation. Work as a subcontractor for established primes to gain direct government experience. Leverage your private-sector experience by framing it effectively for government evaluators. Create reference projects strategically to fill gaps in your portfolio. And document everything thoroughly for use in future proposals. The key is to start somewhere — even a $10,000 contract gives you a past performance reference you did not have before. Each contract builds your credibility and opens doors to larger opportunities. Be patient, persistent, and strategic about the contracts you pursue. Your next step is to identify small contracts or subcontracting opportunities that match your capabilities. Search on CanadaBuys, provincial portals, or use ContractFinder.ca to find entry-level opportunities that can build your past performance track record. Start small, document everything, and build momentum over time.

<FAQ Q: Can I use private-sector experience as past performance? A: Yes, especially if the work is similar in scope, complexity, and methodology. Frame it carefully to emphasize relevance to government work. Q: How small of a contract counts as past performance? A: Any contract counts. A $5,000 contract still demonstrates that you can deliver for the government. Q: How many past performance references do I need? A: Most RFPs ask for 3-5 references. Start building toward at least 3 as quickly as possible. Q: Can I use work I did as a subcontractor? A: Yes, document the scope you delivered and get a reference letter from the prime contractor. Q: What if my past performance is in a different field? A: Relevance matters. Try to build past performance in the specific area where you want to bid. Q: How long does it take to build a track record? A: With focused effort, you can have 3-5 references within 12-18 months. Starting small accelerates this. Q: Can I use volunteer or pro bono work? A: Yes, if it demonstrates relevant skills and you can document the outcomes. Q: Do past performance references need to be government clients? A: Government references are strongest, but private-sector references are better than none. Q: How do I get a reference letter? A: Ask your client at the end of a successful project. Most are happy to provide one. Q: Can I use internal company projects? A: Yes, if they involved complex work that mirrors government contracting requirements. Q: What if I have no past performance at all? A: Start with subcontracting or very small contracts. Everyone starts somewhere. Q: Does past performance expire? A: Most buyers prefer recent experience (within 3-5 years). Keep building new references over time. />