There is a saying that either your past performance is an “A or an F” because your competition only provides grade A past performance. In a close competition your past performance could be the difference between a win and second place. Help customers recognize your outstanding performance by providing metrics, proof points, and facts that are critical to earning the top grade. Consider using any of the following 50 words or phrases to call attention to your exceptional performance. Words Ability Accomplish Achieve Additional Advance Award Best Capability Capacity Certified Competence Decrease Earn Enhance Exceed Excel Experience Expertise Gain Groundbreaking Improved Increase Innovate Led Measure Metric Modernize More than Qualifications Reach back Realize Reduce Retain Skill Transform Phrases (Before using one of the words listed above, qualify your statement with a proof point from your experience related to a customer requirement, as demonstrated below.) Customer ABC reduced their Cloud costs … Continue reading 50 Words and Phrases that Support Past Performance Development
Most requests for proposal (RFPs) ask you to define past performance in terms of relevant size, scope and complexity. The term size is easy to understand because it is numeric. Size refers to the dollar value of the contract, the number of staff, the number of users served, the number of locations served, etc. Scope is also easy to understand too. We simply compare how well the requirements in the RFP’s statement of work or align with those of our past performance reference. For example, in the case of a help desk, does the help desks deliver the same tiers of service, support the same equipment, or use the same tools and processes to perform their jobs? However, the term complexity is vague. Complexity could involve many factors including the: Involvement of many teams or stakeholders Numerous moving parts Numerous schedule dependencies Aggressive project timelines Budget / restraints Work in … Continue reading Five Tips for Describing Complexity
Contractors often struggle to define a discriminating value proposition. While a value proposition is certainly comprised of your service or product solution, it also incorporates your past performance. A proposal demonstrates to the Government a company’s prospective ability to perform the work. How does the Government gain confidence in your prospective ability to deliver your solution at high quality and low risk? By examining your past performance, both on relevant contracts, as well as trends across time. Past Performance Ratings Are Trending Towards Satisfactory Past performance is almost always an evaluation factor whether you are bidding a competitive best value trade-off opportunity, Low Price Technically Acceptable (LPTA), sole source, or other procurement methods including Other Transaction Authority (OTA) contracts. Yet, recent analysis shows that more and more Contracting Officers (COs) are grading their contractors as Satisfactory in the Contractor Performance Assessment Reporting System (CPARS). Overall, from 2010-2017, the percentage of Satisfactory ratings … Continue reading Five Tips to Improve Past Performance Ratings
After the Department of Homeland Security cancelled the $1.5 billion Flexible Agile Support for the Homeland (FLASH) procurement May 26, the vendor community was irritated, and rightfully so. This Small Business (SB) set-aside, procured through the DHS Procurement Innovation Lab (PIL), required time, money, and expertise to undertake a technical challenge. Bidders had to demonstrate specialized skills in the incremental Agile software development methodology with rapid prototyping and better user interfaces. Numerous protests and a cancelled procurement After 111 companies applied for a spot on this IDIQ through a process that included limited written proposals, a three-minute initial video, and a four-hour live technology demonstration, DHS made 11 awards that were quickly the subject of 35 separate protests by 10 bidders. Protests centered around numerous mistakes made in the evaluation process. When DHS subsequently cancelled the procurement after six months, the Government Accountability Office (GAO) dismissed the protests. Industry outcry … Continue reading DHS FLASH 2.0: Should you invest in this procurement?