Past performance is one of the most scrutinized evaluation criteria in federal contracting. Yet, by definition, new government contractors lack the contract history agencies look for when awarding work. For innovative and ambitious firms venturing into federal procurement, this challenge is daunting—but it’s far from insurmountable.
At FEDCON, we take pride in guiding businesses through the crucial early phases of federal contracting. Here’s how newcomers can strategically build credible past performance and elevate their competitive standing in the government marketplace.
Federal agencies want assurance that you can meet regulatory and operational standards, deliver on time, respond to evolving requirements, and steward taxpayer resources responsibly. Without a record of exemplary contract execution, even the most technically qualified vendors may struggle to make the shortlist.
This is particularly challenging for newer entrants, who must demonstrate to contracting officers not only what they can do, but what they have done—even if their government resume is sparse.
Don’t overlook your existing portfolio. Many agencies accept relevant private sector projects as proof of capability, primarily when scope, complexity, deliverables, and sector alignment are present. Thoroughly document outcomes, KPIs, compliance measures, and client feedback for your most directly comparable projects.
TIP: Create a tailored capabilities statement showcasing how your commercial work aligns with federal requirements.
Pursuing a prime contract directly can be uphill for new contractors. Instead, subcontracting to established primes or joining mentor-protégé joint ventures is the fastest path to accumulating government-specific experience. As a subcontractor, you’ll contribute to mission-critical projects and earn performance references recognized by agencies. For example, a quick and easy way to look for subcontracting opportunities and prime contractors is through the FEDCON All-Access Portal. Document every contribution, deliverable, and performance evaluation you receive—even if your company is not the prime.
Some agencies set aside micro-purchase opportunities and small pilot projects for new entrants or those with relevant certifications (WOSB, VOSB, SDVOSB, HUBZone, 8(a), MBE, DBE). These contracts may be lower in value, but they offer three outsized advantages:
TIP: Pursue these short-term wins to demonstrate successful federal contract execution, then build up to larger, more complex awards.
Whenever possible, request post-award debriefs and feedback on your submissions—whether you win or not. Utilize these insights to refine your proposal strategy, ensure compliance alignment, and enhance your value messaging. Schedule post-award sessions and leverage third-party consultants to maximize learning. FEDCON’s EDGE Consulting programs deliver targeted strategic guidance and tailored teaming solutions to position your organization for measurable success in federal contracting.
Winning business in government procurement isn’t just about what you’ve done—it’s about how you strategically position your experience, align your capabilities with specific FAR (Federal Acquisition Regulation) and agency requirements, and clearly demonstrate your value proposition within the structured expectations of federal buyers. This means translating your organizational achievements and technical expertise into actionable, contract-relevant terms that resonate with evaluators. By meticulously mapping prior outcomes to federal performance metrics and compliance standards, you show not only that your company is technically qualified but that you understand the operational, regulatory, and mission-driven priorities that matter most to contracting officers.
Building past performance is a calculated, incremental journey—never an obstacle. By leveraging commercial work, teaming with experienced firms, pursuing the right opportunities, and maximizing each learning experience, new contractors can chart a proven path to government credibility.
FEDCON’s tailored resources—proposal development, set-aside navigation, and performance marketing—are designed to empower every step of your federal journey.