There’s more to government proposal writing than meets the eye.

At first glance, it’s just writing. But the deeper you go, the clearer it becomes: the real challenge is standing out.

One of the most underrated ways to do that? 

Highlighting your past performance.

In this article, you’ll learn how to strengthen your proposals by using past performance strategically, weaving in compelling stories, and more.

The Role of Past Performance in Government Proposal Writing

Past performance is more than a checklist item. It’s one of the strongest ways to prove you’re the right contractor for the job.

Agencies rely on it to gauge how well you’ve handled similar work. Strong past performance builds trust and helps you stand out in a crowded field.

Here’s why it matters:

  • It reduces risk by demonstrating you have delivered before.
  • It gives context to your capabilities and reliability.
  • It builds confidence when proposals are otherwise close.

Agencies typically evaluate past performance based on:

  • Relevance: Is the work similar in scope, size, and complexity?
  • Recency: Was it completed within the last three to five years?
  • Outcomes: Did you meet expectations with quality, budget, and deadlines?

Your job is to connect the dots. Make it easy for evaluators to see how your experience aligns with their needs.

How to Structure Past Performance in a Government Proposal

It’s not enough to list your previous contracts. You need to present past performance in a way that’s easy to read and tied to the opportunity at hand.

Use formatting that helps evaluators scan:

  • Bullet points to highlight the scope, results, and client.
  • Mini case studies that walk through challenges and outcomes.
  • Tables to compare multiple projects side by side.

Tie each project back to the current Request For Proposal (RFP). If the agency needs IT support, don’t just say you provided it. Explain how your experience aligns with the specific tasks in the scope of work.

Focus on measurable outcomes:

  • How fast did you deliver?
  • Did you complete the project under budget?
  • What KPIs or satisfaction scores can you point to?

Also, if available, include satisfaction ratings or CPARS reports.

These formal evaluations carry weight with evaluators and help validate your performance claims.

You can learn more about CPARS and its use by agencies here.

How to Structure Past Performance in a Government Proposal

The way you present your past performance can be just as important as the content itself. Evaluators often review dozens of proposals, so clarity and relevance are crucial.

Use formatting that makes your experience easy to scan:

  • Break down each example with bullet points that include client, contract value, and performance highlights.
  • Consider mini case studies to illustrate how you solved specific problems.
  • Use tables when comparing multiple past projects for quick reference.

Don’t just describe the project, connect it directly to the scope of work in the RFP. Use similar language and highlight how your work aligns with the agency's needs.

Where possible, back it up with numbers:

  • Report metrics like uptime, defect rates, or cost savings.
  • Highlight on-time delivery and budget performance.
  • Include satisfaction ratings or CPARS if available.

Your goal is to demonstrate that you have successfully completed this type of work before and are now ready to undertake it again.

What to Include (Even If You’re New to Federal Work)

If you’re new to government contracting, don’t assume you have nothing to show. You can still present a strong case by focusing on comparable experience.

Here’s what to include:

  • Commercial contracts that are similar in size, complexity, or scope.
  • Team-level experience, especially if key personnel have relevant federal or industry-specific backgrounds.
  • Subcontracting work, even if your company wasn’t the prime. Highlight your specific contributions and results.
  • Teaming arrangements where you supported a larger effort or filled a key role.

Be clear about the difference between work performed as a prime versus a sub. Agencies want to know the level of responsibility you held and how that experience prepares you to manage future contracts.

The key is relevance. Show that your past work demonstrates the skills, processes, and outcomes they’re looking for.

Tip: If you’re new to government contracting, check out our list of the 10 easiest government contracts to win.

Examples of Strong Past Performance Narratives

A good past performance narrative tells a focused story. It connects what you’ve done to what the agency needs, using real outcomes to support it.

Here are two simplified, anonymized examples:

Example 1: IT Support for a Healthcare Organization

Provided 24/7 help desk and network monitoring services for a regional healthcare system with over 2,000 users.

  • Delivered 99.98% system uptime over 12 months.
  • Reduced ticket resolution time by 35% within the first quarter.
  • Services closely mirror the scope of the current RFP for remote technical support.

Example 2: Logistics Coordination for a Manufacturing Client

Managed end-to-end transportation for a national parts supplier, including real-time tracking and compliance reporting.

  • A 97% on-time delivery rate across 14 states.
  • Integrated vendor systems to streamline scheduling.
  • Similar scale and reporting requirements as the target federal contract.

What makes these examples effective?

  • They provide clear context about the client and the challenge.
  • They show quantifiable results tied to performance metrics.
  • They highlight relevance to the current opportunity.

A strong narrative answers the agency’s unspoken question: 

Can this contractor perform the necessary work with minimal risk?

Common Mistakes in Government Proposal Writing (Past Performance Edition)

Even experienced vendors make missteps when presenting past performance. These mistakes can weaken your proposal and raise red flags for evaluators.

Here are the most common ones to avoid:

  • Reusing generic language: Copying and pasting the same narrative into every proposal doesn’t work. Evaluators can identify vague descriptions that do not align with the current scope of the project.
  • Failing to tie experience to the opportunity at hand: Listing what you’ve done is not enough. You need to explain how it applies to the specific agency, project goals, and performance requirements.
  • Not updating stale or outdated narratives: Performance from ten years ago doesn’t carry the same weight. Ensure examples are current and reflect recent capabilities, tools, and team structures.

The bottom line: Every past performance section should be tailored, timely, and targeted. That’s what earns attention and wins contracts.

Final Tips for Writing Better Government Proposals

Strong past performance is only one part of a winning proposal. To make your entire submission stand out, you need to write with precision and purpose.

Keep these final tips in mind:

  • Customize each submission: Don’t rely on a one-size-fits-all template. Tailor every section to reflect the agency’s mission, goals, and pain points.
  • Use the agency’s language: Mirror the exact terms used in the RFP. This mirroring helps evaluators quickly see how your proposal meets their requirements.
  • Focus on outcomes, not activity: Don’t just say what you did. Highlight what it accomplished. Outcomes are what decision-makers care about most.

Writing a better proposal starts with understanding what agencies are looking for. It’s that simple.

Let Your Past Success Dictate Your Future

Strong past performance can tip the scales in your favor, but only if you frame it the right way. It’s not just what you’ve done, but how you connect it to the opportunity in front of you.

At Gallium, we help you tell the right story with the right structure. From refining past performance narratives to optimizing your government proposal writing, we make sure your experience speaks directly to what agencies want to see.

Contact us to strengthen your next proposal and position your team to win more government contracts.