Why evaluators weigh it heavily
Anyone can promise. Past performance is evidence. It shows that you have already done work like what the RFP asks for, which lowers the buyer’s perceived risk in choosing you. In many evaluations, especially government ones, it carries significant scoring weight.
What makes a strong reference
- Relevance, similar scope, size, and complexity to the bid
- Recency, recent enough to reflect your current capability
- Results, measurable outcomes, not just activities
- A reachable reference who will speak well of your work
Keeping it ready
Strong teams maintain a current, organized record of past projects and references so they can be dropped into any relevant proposal quickly. That is especially important for government RFPs, where past performance is often mandatory.
Frequently asked questions
Why does past performance matter so much?
It is the strongest evidence that you can deliver. Evaluators trust a proven track record far more than promises, so relevant, well-documented past performance lowers their perceived risk.
What makes a strong past performance reference?
Relevance to the work being bid, recency, measurable results, and a reachable reference who can confirm your performance.
Related terms & guides
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