How-To Guide
How to Win Federal Contracts With No Past Experience
The 'no past performance' problem is the most common barrier for new federal contractors. Agencies typically require 3 to 5 relevant past performance citations within the last three to five years — which by definition you don't have if you've never sold to the government. The way around it is to substitute for past performance: subcontracting, SBIR, the Mentor-Protégé Program, and small set-asides under simplified-acquisition thresholds.
Step-by-step
1. Start as a subcontractor to an experienced prime
The fastest 'past performance' is subcontracted past performance. Identify primes on relevant IDIQs (use SAM.gov contract search and HigherGov) and pitch a specific capability gap you can fill on their next task order.
2. Compete for SBIR Phase I awards
DoD, HHS, NASA, DOE, DHS, and other agencies all run SBIR programs that explicitly fund small businesses without past performance. A Phase I award (~$100K–$300K) becomes citable past performance — even if you never reach Phase II.
3. Pursue micro-purchases and simplified-acquisition buys
Awards under the simplified acquisition threshold (currently $250K) have streamlined evaluations. Many agencies reserve micro-purchases (under $10K) for small businesses under FAR Subpart 13.105.
4. Apply for 8(a) certification if eligible
The 8(a) Business Development Program provides sole-source contracts up to $7M (services) and $10M (manufacturing). 'Sole-source' means no formal competition — past performance pressure is dramatically reduced.
5. Join the SBA Mentor-Protégé Program
Pair with an established federal contractor as your mentor. Joint ventures formed under the program can pursue set-asides using the mentor's past performance for up to six years.
6. Cite commercial past performance when it's analogous
FAR 15.305 allows commercial past performance to be considered if the agency hasn't received enough federal references. Build clean commercial case studies with measurable outcomes, response times, and references.
Common pitfalls
- Trying to prime large competitive RFPs as a first-time federal contractor.
- Pitching a generic capability without a specific task-order or technology gap.
- Ignoring micro-purchase and simplified-acquisition opportunities because they're 'too small'.
FAQs
- How much past performance is enough?
- Most full-and-open procurements expect 3–5 relevant citations within the past 3 years. Set-asides often accept fewer.
- Does an 8(a) certification guarantee contracts?
- No — but it dramatically expands sole-source eligibility. About a third of 8(a) firms win sole-source awards in their first year.
- Can a Phase I SBIR be cited as past performance?
- Yes, particularly for follow-on R&D or technology-development opportunities at the same or related agency.