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A
Technical Writing Company Specializing in Government Proposals
Phone:
(903) 857-2458
e-mail: info.procom.us@gmail.com
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Past
Performance and Experience: The
Backbone of Your Proposal
Even the simplest of
proposal requirements
will most likely also request your past performance and experience
information. The Government often places more emphasis on the
applicability of your past performance and experience than the private
sector.
Although past
performance and experience
are closely interwoven, their evaluation can be broken down into two
distinctive, complementary factors. Essentially, past
performance reflects the proven
quality of your company's performance on specific tasks, while experience
relates to the applicability of your company's performance in relation
to the proposed contract. Your past performance may be evaluated
against a variety of customer service factors, such as cost, quality
control, safety, ability to recruit and maintain a qualified workforce,
response to customer concerns, response to changing workload
conditions, effectiveness of administration and recordkeeping, and the
like. Your experience is generally evaluated in the applicability of
the quantity and type of work your company has performed, as well as
the quality, in relation to the proposed contract.
It is vital for you to keep your past
performance and experience information up-to-date. Government
solicitations usually specify the exact information needed for
evaluation, and the information requested varies among agencies,
services, and specific solicitations. To be ready to address these
variety of requirements, for each project/customer you use as a
reference, we suggest you keep the following information updated and
readily available:
- Contract/Project
Number (or private sector
equivalent)
- Contract
Title and Location(s) of Performance
- Contract
Award Date, Contract Start Date, and Contract Completion Date
(actual or estimated)
- Contract
Cost, both by the year (if a
multi-year project) and total
- Award
Cost and Actual Cost, with an
explanation if there is a difference between the two (e.g., increase in
the wage determination, change in scope of work directed by the
Government, etc.)
- Contracting
Officer's (or private sector equivalent) name and current address,
telephone and facsimile numbers, and e-mail
- Contracting
Officer's (or private sector equivalent) Administrative and/or
Technical Representative's name and current address, telephone and
facisimile numbers, and e-mail
- Quality
Control Evaluator's (or private sector equivalent) name and current
address, telephone and facimile numbers, and e-mail
- Description
of Services Provided, including
specific, quantifiable workload data, as appropriate
- Description
of any Problems or Challenges Encountered and Resolutions to Same--it
pays to be honest here, as 1) No one expects absolutely perfect
performance and 2) the evaluators will discover if there has been
substandard performance. Usually, these situations can be presented as
a "lessons learned." Also, this information can be used to reflect how
your company successfully met such challenges as weather disasters or
substandard performance inherited from an outgoing contractor.
- Awards,
Certifications, and Citations
should be listed and quoted from whenever possible, as well as included
with the proposal when formatting and solicitation requirements allow
- Phase-In/Transition
Experience should include an
indication of the number of days allowed for phase-in and the tasks
accomplished (e.g., recruitment and training of personnel, fulfillment
of adminsitrative requirements, et al)
While
not all solicitations require all of the above details in discussion of
your past performance and experience, keeping this information current
for your references will enable you to address the most commonly
requested past performance and experience information.
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