FOREWORD

The past should not be where we’re heading. But it discloses where we’ve been and tells us how we’ve performed. And that performance can measure our likely success in the future.

One of my mantras is that for contractors to be successful in the federal marketplace, they must have an unrelenting focus on “performance, performance, performance.” But even federal contracting firms that think they have performed with excellence must ask: If no one knows about it, did it really happen?

The answer is that past performance is their opportunity to make sure people know about it. In the federal marketplace, there is an almost continuous expansion of federal regulations, agency initiatives, and contracting officer trainings focused on measuring contractor performance, reporting on that performance in a consistent and timely manner, and evaluating those past performance reports for future source selection decisions. Government contractors must pay close attention to their past performance record or else pay another price—in the form of exclusion from future awards.

For those who are serious about managing and leveraging their past performance portfolio, Winning with Past Performance is a must-read. It provides both the what and the how to use past performance information successfully in future opportunities. I’m not aware of any single book that compares to this one, for the full spectrum analysis of issues relating to past performance in the federal marketplace that Jim Hiles and Earl Wells provide, or for its insight into the requirements and opportunities federal past performance presents.

Uniquely, this book also provides insights from the federal government’s perspective. That side is rarely represented. In fact, this book could be a good tutorial for federal officials hoping to quickly come up to speed on the requirements and burdens imposed on them and on their contractors. That knowledge will help make government officials smarter commentators on contractors’ past performance and more sophisticated consumers of contractor past performance reports.

Don’t expect to find a simple checklist for success here, because the authors’ thoughtful commentary and insights permeate this book. But those readers who are committed to success in the increasingly challenging federal market will find tools and actionable strategies they can put into practice immediately. The message is clear: Don’t wait to get started on the journey to “winning with past performance.”

—Alan Chvotkin
Executive Vice President and Counsel
Professional Services Council