What Counts as Relevant Past Performance?

It’s one of the first questions contractors ask — and one of the hardest to answer with a simple yes or no.

If you’ve spent any time in government contracting, you’ve probably heard this advice:

“Make sure your past performance is relevant.”

Simple enough.

Until you ask the obvious follow-up:

Relevant to what?

The customer?

The industry?

The size of the contract?

The scope of work?

The truth is, relevance isn’t defined by a single factor. It’s about how closely your previous work aligns with what the agency is trying to buy.

That’s why two companies with equally impressive resumes can receive very different evaluations.

Bigger Doesn’t Always Mean Better

One misconception among newer contractors is that only large federal projects count.

In practice, evaluators are usually looking for evidence that you’ve successfully performed work that’s comparable to the opportunity in front of them.

Sometimes that means a contract of similar value.

Sometimes it means similar technical complexity.

Sometimes it means working in a comparable operating environment.

A $500,000 project can be more relevant than a $20 million one if it demonstrates the specific capabilities the agency needs.

Relevance often outweighs size.

Think Like an Evaluator

Imagine you’re reviewing proposals for an IT modernization project.

One company highlights years of commercial software development.

Another presents experience modernizing secure systems for public-sector clients, managing phased implementations, and supporting users after deployment.

Both companies have experience.

One has experience that’s easier to connect to the requirement.

That’s what evaluators are looking for.

They’re trying to answer one question:

“Has this contractor successfully delivered work that looks like the work we’re about to award?”

The easier you make that connection, the stronger your past performance becomes.

Relevance Is Usually Measured Across Several Areas

There’s rarely a single checkbox that determines whether past performance is relevant.

Instead, agencies often look at the overall picture, including:

• Similar scope of work
• Comparable technical complexity
• Contract size and value
• Performance period
• Customer environment
• Quality of performance

Rarely will every factor match perfectly.

The goal is to show enough similarities that the agency feels confident in your ability to perform.

Don’t Just List Contracts — Tell the Story

One of the biggest missed opportunities in proposal writing is treating past performance like a résumé.

A list of contract names and values doesn’t tell evaluators why the experience matters.

Instead, explain the connection.

What challenge did you solve?

What responsibilities did your team have?

What outcomes were achieved?

Most importantly, how does that experience prepare you for this opportunity?

That’s where relevance becomes clear.

What If You Don’t Have Federal Past Performance?

This is where many small businesses get discouraged.

They assume commercial projects don’t count.

Or they believe they have to wait until they win a federal contract before competing for one.

That’s not always the case.

Depending on the solicitation, agencies may consider commercial work, state and local government experience, or subcontractor performance if it’s directly relevant.

The key isn’t whether the work was federal.

The key is whether it demonstrates capabilities the agency values.

If you’re navigating this challenge, our guide on **competing without federal past performance** explores practical strategies contractors use to strengthen their proposals.

Relevance Starts Before You Write

Experienced proposal teams don’t wait until the proposal is due to think about past performance.

They maintain project summaries.

Collect performance metrics.

Document lessons learned.

Track customer feedback.

When a new opportunity appears, they’re not searching for examples.

They’re selecting the best ones.

That’s one reason many contractors invest in structured proposal development for government contracts. Organizing past performance early makes proposal development faster, more consistent, and more strategic.

The Bottom Line

Relevant past performance isn’t about having the biggest contract or the longest client list.

It’s about helping the evaluator see a clear connection between what you’ve done and what they’re asking you to do next.

The easier that connection is to make, the stronger your proposal becomes.

For more practical insights on federal contracting, proposal strategy, and business growth, visit **Contragenix**.

What Do You Think?

If you’ve been involved in proposal evaluations or contract pursuits, what factor do you think carries the most weight when assessing past performance?

• Similar scope?
• Contract value?
• Technical complexity?
• Customer type?
• Performance outcomes?