In the Procurement World, Competency Equals Past Performance
What is past performance and why should you care? In the world of procurement, it is one of the most critical evaluation factors for businesses. Past performance is a key factor in how a company can successfully build its brand. In both the commercial and government marketplaces, potential customers looking to hire someone always want to know two things above all else: what have you done and who have you done it for? Specifically, have you performed the kind of work that I need done and have you done it for someone similar to me? Are you capable and competent? In the government sector, and most of the commercial world too, you tell your story by providing what is called past performance documentation.
Every past performance writeup has two general components: the contract/procurement data and the narrative. The procurement data includes the basic contract information: usually contract number, client, period of performance (could be “ongoing”), dollar amount, and a customer point of contact. The narrative is where you get to explain the size and scope of the work you performed, providing details and first-hand accounts that separate your company from your competitors. It is not the time to be shy. It is a time to tell those who will evaluate your past performance exactly what you did and how it aligns with the size and scope of the new contract you hope to capture. While putting together your narrative, there are a few key things to keep in mind:
First, immediately write the narrative for that new contract you were just awarded. Will this change over time? Of course, but don’t wait, as this will be the narrative that you will continue to edit and mold to your needs as you use it in presentations or when answering requests for proposals (RFP).
Second, when writing a narrative for a larger project, think back to the differentiators that set you apart from your competition in the past and how these helped to define your performance on the contract. If these differentiators helped you win the work, they probably also helped define your successful performance on the contract and should be highlighted in your narrative.
Third, as you write the narrative, keep in mind that building a brand means that you are typically known to perform well on various projects of “similar size and scope.” Similar size and scope is a phrase that is seen in competitive procurements on a regular basis. Make it your goal to have, at any given time, three projects of similar size and scope included in your past performance narratives that can be used to show your competency when going into a bidding process.
And, finally, organize your past performance in a way that allows quick access and easy evaluation by your team when they are trying to select what past performance examples to share with a potential new client. The key is to take ownership of your past performance and make it a strong factor in winning new work.
Remember, government contracting can be a lucrative growth avenue if you’re willing to put in the work. Take the time now to get organized so you are ready to go when that next big opportunity comes along.
