Chapter 3

PAST PERFORMANCE AS STORYTELLING

A government solicitation always provides specific instructions regarding the past performance information it requires from an offeror. Generally speaking, it details requirements for factual data about the offeror’s past performance on a contract, including such data as the scope of services, period of performance, dollar value, type of contract, and a variety of other factors. Solicitations also allow varying degrees of flexibility in the “write-up” describing how the work an offeror has performed in the past has impacted its clients and delivered results. The best way for an offeror to showcase its ...

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