Beyond industry expertise and establishing an infrastructure designed to support federal contracts, the federal government would like to do business with companies that have a solid past performance. There are several ways to pursue this:
- Team with a prime contractor: Think about who you already know that may be willing to subcontract some of the work on an existing or upcoming project.
- Market Your Certifications: Now that you are certified as a WOSB, 8(a), MBE, DBE and/or SDVOSB, leverage them by advertising as a certified company seeking a prime contractor on bid sites and approach other contractors that may benefit from teaming with you .
- Utilize the past experience of key employees: Obtain letters of commitment from experienced contractors and/or the incumbent’s key staff prior to bidding on opportunities that will increase your chances of winning.
Bottom line, meeting past performance requirements can be challenging, but are not impossible to meet. The proper use of these tools can help you in developing a successful track record.
Procurement Specialist, Norcal PTAC