How to Build Your Past Performance to Secure More Contracts  

In the highly competitive world of government contracting, a past performance library is an essential tool for a successful proposal team. Think of it as your go-to file cabinet for providing contracting officers with your company’s achievements. Keeping it simple and organized is crucial, so let’s explore some straightforward steps to set up your library.

Why Have a Past Performance Library?

First things first, why should you bother with this library? Quite simply, it helps you respond to RFPs more efficiently and enhances your business development efforts. By capturing successful projects, not only do you prepare winning proposals, but you also paint a vivid picture of your capabilities to potential clients.

Gather the Information

In building your library, start by collecting information about each contract: contract numbers, contract names, client names, values, and performance periods. Write concise summaries outlining the objectives, goals, scope, and victories. Include metrics regarding cost savings, completion rate, pass/fail information, technical innovations, and accolades you received.

Make it Easy to Find Things

Organization is key. Sort these records by industry, client, project size, period of performance, NAICS, or whatever makes the most sense for your organization. A consistent format ensures that anyone on your team can quickly find what they need. Employ user-friendly databases or customer relationship management (CRM) systems to store this knowledge securely.

Keep it Fresh

Just like a garden, your library needs regular care. Schedule check-ins to update entries and prune outdated information. Conduct quarterly reviews of current contracts to make sure you are capturing achievements or modifications to the contract. Be sure to include examples of problems that were overcome.

Use Technology Smartly

Use tools that can automate entries and sync with existing systems, making it easier to ensure your library is up to date with minimal effort. Look for robust features that enable quick searches by keywords or categories.

Generative AI is an excellent tool for comparing past performance documents with proposal requirements. Be mindful that open platforms may lack robust security measures, posing risks of unauthorized access or data breaches. Ensure that sensitive company data, especially proprietary performance information, is not exposed to unsecured environments.

Train the Team

Be sure your proposal team knows how to navigate and use the library effectively. Regular training will empower them to leverage this resource to its full potential. Solicit regular feedback from users for continuous improvement.

Conclusion

Having a past performance library is like owning a secret weapon. It is more than just a collection; it’s a streamlined shortcut that highlights your company’s history and achievements. By keeping it organized and up to date, you’re not only setting up your team for success, but crafting compelling stories that capture the essence of your capabilities. Investing time and effort into building and maintaining this library pays off in highlighted achievements and future opportunities. With a robust library at your fingertips, you are ready to forge stronger relationships and secure more contracts. Lohfeld Consulting has expert past performance writers who can help you get started. Contact us today for more information.

Relevant Information

• How to Use GenAI to Quickly Mine CPARS Reports

• Pinpoint Your Proposal Review Focus for Winning Results

• VIDEO: Seven Quality Measures: Boost Your Proposal Success!

By Dana Katalinas, Vice President, APMP Member, GPA Member

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and YouTube^(TM).