How to Write a Past Performance Volume

Selecting Relevant Contracts

The contracts you select as past performance references are arguably the most important decision in your proposal. Choose contracts that are most similar to the opportunity you are pursuing. The RFP's Section L will typically specify the number of references allowed (often 3-5), the recency requirement (usually within the last 3-5 years), and the minimum dollar value threshold.

Prioritize contracts where you served as the prime contractor, performed the same type of work (e.g., IT modernization, facilities maintenance, professional services), served the same or similar agency, and delivered at or above the expected performance level. A $50M IT modernization contract for the DoD is far more relevant to a DoD IT opportunity than a $100M construction project, even though the construction project is larger.

Review your CPARS ratings before selecting references. If a contract has a "Marginal" or "Unsatisfactory" CPARS rating, think carefully before including it. The government will check CPARS regardless of whether you cite the contract. If you have a negative rating, it may be better to address it proactively with context (corrective actions taken, circumstances beyond your control) than to hope evaluators do not find it.

Relevance Criteria: Scope, Magnitude, Complexity

Evaluators assess past performance relevance along three primary dimensions. Understanding these helps you select and present references strategically.

Scope

Scope refers to the type and breadth of work performed. A contract is highly relevant in scope if it involved the same functional area (e.g., cybersecurity operations, logistics support, software development) and similar deliverables. Matching the NAICS code is a starting point, but evaluators look deeper at the actual work performed, not just the contract classification.

Magnitude

Magnitude encompasses the dollar value, number of personnel, geographic spread, and volume of work. If the target contract is $80M over five years with 200 FTEs across 10 locations, your most relevant reference would be one of similar financial scale, staffing level, and geographic complexity. A contract half the size may still be rated "relevant" but not "very relevant."

Complexity

Complexity considers the technical difficulty, security requirements, integration challenges, and stakeholder coordination involved. A contract that required managing multiple subcontractors, operating in a classified environment, integrating with legacy systems, and supporting a 24/7 operations tempo demonstrates higher complexity than a straightforward staff augmentation effort.

Formatting Past Performance Citations

Each past performance citation should include the following standard elements: contract number, contract title, ordering agency, contracting officer name and contact information, period of performance, contract type, total contract value, and a narrative description of the work performed.

The narrative is where you differentiate. Do not simply describe what you did — emphasize how well you did it and the results you achieved. Use quantifiable metrics: "Reduced system downtime from 12 hours/month to under 30 minutes," "Delivered all 47 software releases on schedule and within budget," "Achieved a 98.5% customer satisfaction rating across four annual surveys."

Map each citation's narrative to the evaluation criteria. If the RFP evaluates past performance on "ability to meet schedules," explicitly state your on-time delivery record. If it evaluates "quality of services," highlight quality metrics and customer commendations. Make it easy for evaluators to score you highly by connecting your evidence directly to their criteria.

Using Subcontract Experience

Most RFPs allow offerors to cite subcontract experience as past performance, though it may be weighted less than prime contract experience. If you performed as a subcontractor on a large relevant contract, include it — but be transparent about your role. Clearly state the percentage of work you performed, the specific tasks you handled, and your relationship to the prime contractor.

If your proposed team includes subcontractors with strong past performance, you may be able to cite their experience as well, depending on the RFP instructions. Some solicitations allow "teaming partner" or "major subcontractor" past performance. Others restrict citations to the prime offeror only. Read Section L carefully to understand what is permissible.

Addressing No or Limited Past Performance

New or small contractors often struggle with the past performance volume because they lack a portfolio of relevant federal contracts. FAR 15.305(a)(2)(iv) requires that offerors without a record of relevant past performance receive a "neutral" rating — they cannot be evaluated favorably or unfavorably on past performance. This neutral rating is neither a strength nor a weakness.

To maximize your competitiveness despite limited past performance, consider these strategies: cite commercial contracts that demonstrate relevant capabilities, include work performed under GSA Schedule or BPA orders, leverage the past performance of your key personnel (individual experience on relevant contracts), and partner with experienced subcontractors whose past performance you can cite.

If you are building your past performance portfolio from scratch, pursue small contracts and task orders specifically to generate relevant experience and CPARS ratings. See our past performance management guide for strategies on cultivating strong performance records over time.

Reference Management

The government will contact your references. This is not a formality — evaluators send detailed questionnaires asking about quality, schedule adherence, cost control, management effectiveness, and willingness to award the contractor again. Your references' responses directly influence your past performance rating.

Before submitting your proposal, contact every reference. Confirm they are still at the organization and reachable, remind them of the contract details and your performance, and let them know a government survey is coming. Ask permission to use their name. If a reference has moved on or is unresponsive, find an alternative contact for that contract.

Maintain a living past performance database with current contact information, contract details, CPARS ratings, and key accomplishments for every contract. Update it quarterly. When proposal season arrives, you should be able to quickly identify and deploy your best references without scrambling to locate former contracting officers.