Why Past Performance Matters in Government Contracting

In the world of government contracting, technical proposals, bonding capacity, and small business certifications all have their place—but if you ask most Contracting Officers what weighs heavily in award decisions, the answer is consistent: past performance.

At Phoenix General Contractors, we don't treat past performance like a mere checklist item, but as the backbone of our competitive strategy. Because in federal contracting, past performance is more than a record of what you’ve done—it’s proof of how you do it.

What Is “Past Performance,” Really?

In government terms, past performance refers to a contractor’s record of delivering results on previous contracts. That includes everything from timeliness and cost control to safety, quality, and communication. And while it’s formally documented through tools like CPARS (Contractor Performance Assessment Reporting System), the real impact of past performance goes deeper.

It’s the story agencies tell each other when your name comes up. It’s the reputation that follows your SAM profile. It’s the difference between being seen as a risk—or a reliable partner.

The CPARS Effect

Let’s talk about CPARS. After every federal contract, the Contracting Officer Representative (COR) rates your work in several categories—quality, schedule, cost control, business relations, and more. These ratings get logged and shared across government procurement platforms, and they matter.

A solid CPARS history gives evaluators confidence. Even if you’re a small 8(a) or a newcomer to a specific agency, a positive track record across similar projects can tip the scales in your favor. On the flip side, negative CPARS—or even gaps in your performance history—can raise flags you don’t even see.

Why Past Performance Trumps Price

Federal agencies are often mandated to award contracts based on “best value,” not just the lowest price. And what constitutes best value? Experience. Quality. Predictability. The ability to meet tight timelines and handle complexity without cutting corners.

That’s where past performance comes in. It’s how agencies reduce risk on taxpayer-funded projects. If you’ve already demonstrated success managing a VA flooring replacement, or a secure access upgrade at a DHS facility, you’re not just bidding—you’re bringing assurance.

At Phoenix General Contractors, we’ve seen this play out in real time. Our track record with the FAA, MICC, El Paso Water, and DHS installations doesn’t just win contracts—it builds lasting relationships.

Lessons from the Field: Making Every Project Count

It’s easy to treat each government contract as a one-off. But experienced contractors know that each job builds your past performance history. That’s why it’s critical to:

• Document thoroughly: From kickoff to closeout, keep records of scope changes, communications, and field decisions.

• Close out cleanly: Final inspections, safety reports, and submittal tracking all feed into how an agency remembers you.

• Follow up: After project completion, ask the COR or PM about submitting a CPARS. Don’t wait and hope—they’re busy. Be proactive.

Past Performance for Subcontractors and Small Businesses

Even if you’re not the prime, your work still counts. Federal agencies want to see that your team—whether performing HVAC upgrades, trenching, or site restoration—has experience in similar scopes and settings.

Small businesses often ask us: “How do we build past performance when we can’t win contracts without it?” The answer lies in strategic teaming, targeted sub work, and thoughtful project documentation. You don’t need to be the prime on a $5 million MATOC to start building credibility—you need consistent delivery, no matter the size of the job.

Turning Past Projects into Future Wins

We regularly update our capability statements and proposal boilerplates with concise past performance summaries. Each one is more than a line item. It’s a proof point: We’ve done this before. Successfully. Safely. On time.

For us, that includes everything from lift station rehabilitations to flooring replacements in high-security facilities. For your firm, it might be telecom installations or roofing replacements. Whatever your niche, capture your past work clearly and make it easy for agencies to trust you.

Final Thought: Reputations Aren’t Built Overnight

Government contracting isn’t transactional—it’s relational. And past performance is the language of trust in that relationship. Whether you’re building a federal courthouse or a wastewater bypass system, every contract is a chance to tell a story—one that builds toward the next opportunity.

At Phoenix General Contractors, we take that seriously. Because when the next solicitation hits SAM.gov, we want our name to rise to the top—not because we say we can do the work, but because we’ve already proven it.