Past performance is one of the most important factors in winning government contracts. In order to create a winning past performance, government contractors must focus on three key areas: quality, timeliness, and customer satisfaction. By excelling in these areas, government contractors can set themselves apart from the competition and increase their chances of winning government contracts.
1. Quality
One of the most important aspects of creating a winning past performance is ensuring that the products and services you provide are of the highest quality. Government contractors must be able to show that they have a track record of meeting or exceeding the expectations of their customers: a common way to do this is by obtaining independent third-party certification or accreditation for your products and services. To this end, one of the more popular certifications includes ISO accreditations for your respective service. This will show potential customers that your products and services meet certain standards of quality. Moreover, they can downright be required by certain agencies when awarding contracts.
Another way to demonstrate quality is by obtaining positive customer reviews and testimonials. Not only can these reviews be posted on your website or included in your marketing materials, but they can also help you with your SEO ranking (AKA, appearing higher in Google search results for queries related to your field of service). Customer reviews are an excellent way to show potential customers that you are a reliable and trustworthy government contractor.
2. Timeliness
Another important factor in creating a winning past performance is timeliness. Government contractors must be able to show that they are able to deliver their products and services on time and within budget. One way to demonstrate timeliness is by completing projects ahead of schedule.
This will not only show potential customers that you are capable of meeting deadlines, but also that you value their time.
Another way to show timeliness is by completing projects under budget. This will demonstrate to potential customers that you are able to control costs and that you are committed to providing value for their money.
3. Customer Satisfaction
The final key area that government contractors must focus on in order to create a winning past performance is customer satisfaction. Government contractors must be able to show that they are dedicated to providing their customers with an excellent experience. One way to do this is by maintaining high levels of customer service. This means promptly responding to customer inquiries, addressing customer concerns in a timely manner, and going above and beyond to exceed customer expectations.
Another way to demonstrate customer satisfaction is by maintaining high levels of product quality control. This means ensuring that all products and services meet or exceed the expectations of your customers. It also means continuously improving your products and services so that they remain at the forefront of your industry.
Bonus tip: Joint Ventures
Another way to increase to boost your past performance, especially if you are a newcomer in the world of contracting, is the use of joint ventures (JVs). As mentioned by the SBA (Small Business Administration), JVs benefit from ‘Collective representation of past performance,’ which means that newcomer and small-to-medium-sized contractors can leverage the past performance of their partner in the venture to increase their odds of winning federal contracts. One such example of a mutually beneficial JV is the DIGITALEDGE JV between DIGITALSPEC and INCEPTIONEDGE. Established in 2020, the JV specializes in Information Technology (IT) consultancy and has already been awarded the GSA GWAC STARS III contract as of June 2021.
Creating a winning past performance is essential for government contractors who want to win more business. By focusing on quality, timeliness, customer satisfaction, and quite possibly leveraging JVs, government contractors can set themselves apart from the competition and increase their chances of success.
