You can win government contracts with no federal past performance. Under federal rules, a first-time bidder with no relevant record cannot be scored favourably or unfavourably on past performance — so a lack of history is not an automatic disqualifier. The key is to substitute other proof of capability: commercial references, the experience of your key personnel, and relevant work performed as a subcontractor or through a joint venture.
This guide explains what past performance is, how the government tracks it through CPARS, and the practical strategies new contractors use to compete before they have a federal track record.
What is past performance in government contracting?
Past performance is the government’s assessment of how well you have delivered similar work before — on scope, schedule, budget and quality. On many solicitations it is a formal evaluation factor, sitting alongside your technical approach and price. Evaluators use it to judge the risk of awarding to you: a strong record lowers perceived risk, which raises your score.
What is CPARS?
The Contractor Performance Assessment Reporting System (CPARS) is the federal database where agencies record formal performance evaluations on contracts above certain thresholds. Those ratings feed into the Past Performance Information Retrieval System (PPIRS/SAM), which evaluators consult when assessing future bids. In short: once you hold federal contracts, your delivery is documented, and that record follows you into every future competition. This is why performing well on your first contracts matters far beyond the contract itself.
Can you win a federal contract with no past performance?
Yes — and the rules are on your side more than most new contractors realise. Federal source-selection rules state that an offeror without a relevant performance record may not be evaluated favourably or unfavourably on past performance, and instead receives a neutral rating. A neutral rating means you are not penalised for being new; you simply need to win on your other factors.
That said, “neutral” is not the same as “advantaged.” Competitors with strong records will use them, so your job is to close the gap with credible, relevant evidence from elsewhere.
How to build past performance as a new contractor
Use your commercial and non-federal work
Relevant experience does not have to be federal. Commercial contracts, state and local work, and non-profit or educational projects can all demonstrate that you deliver similar scope. Present them the way an evaluator reads federal past performance: what you did, for whom, the value, the outcome and the relevance to this requirement.
Lead with the experience of your key personnel
Your company may be young, but your people may not be. The documented experience of the individuals who will actually deliver the work is legitimate, persuasive evidence — especially when you tie each person’s track record directly to the roles in this proposal.
Start as a subcontractor
Winning work as a subcontractor to an established prime is one of the fastest ways to build genuine, relevant federal experience. It gets you real delivery history you can cite on future bids where you compete as the prime. Our guide on the set-aside contracts new businesses target is a useful next read.
Form a joint venture or use the Mentor-Protégé Program
The SBA Mentor-Protégé Program lets a smaller firm partner with an experienced mentor and bid as a joint venture — combining the mentor’s past performance with the protégé’s certifications. It is one of the most effective ways for a new small business to compete for work it could not yet win alone.
Target smaller opportunities first
Simplified acquisitions and smaller task orders usually carry lighter past-performance expectations. Winning and delivering a few of these builds the CPARS record that unlocks larger competitions later.
How to present past performance in your proposal
Whatever evidence you have, presentation decides how much credit you get. Choose references that are genuinely relevant to the current requirement rather than simply your biggest projects. For each one, make the relevance explicit — same type of work, comparable size, similar complexity — and include measurable outcomes. Confirm your references are willing and will respond promptly if the agency contacts them; an unreachable reference can quietly sink an otherwise strong submission. Getting this right is a core part of a compliant, high-scoring response, which is where professional proposal writing support earns its place.
Past performance in government contracts: frequently asked questions
Can I bid on federal contracts with no experience at all?
You can bid, and the past-performance factor cannot be held against you if you have no relevant record. But you still need to prove capability through your team’s experience, commercial work or a teaming arrangement to compete on the other evaluation factors.
What is a neutral past performance rating?
It is the rating given to an offeror without a relevant performance history. The government treats it as neither positive nor negative, so you are not penalised for being new — but you gain no advantage either.
How do I get my first CPARS record?
Win and deliver a federal contract above the reporting threshold. The agency then documents your performance in CPARS, creating a record you can reference in future bids. Subcontracting and smaller task orders are common ways to reach that first record.
Does commercial experience count as past performance?
Yes, when it is relevant. Well-documented commercial, state or local projects that resemble the requirement in scope and complexity are legitimate past-performance evidence for a federal bid.
Written by Joshua Smith, a seasoned bid-writing expert with experience across the UK, Middle East and US, helping organisations secure the contracts they deserve through high-quality, competitive tender responses.