Getting to Blue: Writing Past Performance That Wins

In government contracting, past performance is one of the biggest factors in whether you win or lose. And in a hyper-competitive GovCon market, “good enough” won’t cut it. If you’re aiming for a Blue rating (aka “Exceptional”), you need more than just a list of contracts.

You need to prove that your experience is relevant, recent, and exceeds expectations.

Let’s break down how to craft past performance write-ups that actually score.

Know What “Blue” Actually Means.

Most agencies use a color-coded or CPARS-style evaluation scale, where Blue = Exceptional. It’s not about simply doing the job. It’s about going above and beyond.

To score Blue, your past performance must:

• Show strengths that added value beyond contract requirements

• Demonstrate measurable results (not just say you did the work)

• Align directly with the evaluation criteria for the new contract

If you’re just summarizing what you did, without proving impact, you’re not getting to Blue.

Align Every Sentence to the Evaluation Criteria.

Too many past performance write-ups miss the mark because they talk about what was done instead of why it matters for this RFP.

Example: Weak vs. Strong Past Performance

Weak: We provided cybersecurity support to a federal agency.

Strong: Under a $10M contract with DHS, we provided advanced cybersecurity monitoring that reduced security breaches by 40%, exceeding SLA requirements by 25%. Our proactive threat analysis improved DHS’s incident response time, demonstrating our ability to meet and exceed the requirements of this solicitation’s Cyber Threat Intelligence task.

Checklist for Alignment:

• Does this directly address an evaluation factor?

• Does it mirror the RFP’s language?

• Does it show measurable success?

If the answer isn’t yes to all three, revise.

Use Metrics. Because the Government Loves Numbers.

Vague claims won’t get you a high score. Data will.

Instead of: We improved efficiency.

Say: We automated processes that cut processing time from 10 days to 3, increasing efficiency by 70%.

Instead of: We successfully managed the contract.

Say: We delivered all project milestones on time and within budget, achieving a 98% customer satisfaction score and zero corrective action requests.

Where to Find Metrics:

• CPARS ratings and customer feedback

• SLA performance (response times, availability rates)

• Cost savings or operational efficiencies

• Measurable improvements compared to baseline

If you don’t quantify your impact, you’re leaving points on the table.

Highlight Strengths, But Keep It Real.

To earn a Blue, you need to prove that you delivered above and beyond expectations. But don’t exaggerate. Agencies will fact-check your claims.

What Counts as a Strength?

• Innovations that saved time or money

• Exceptional customer service or responsiveness

• Proactive risk management that prevented issues

• Recognition from the agency (awards, commendations, CPARS praise)

Example: Our team identified and resolved a major compliance risk 6 months ahead of schedule, preventing a potential contract delay. This proactive approach earned us a Contractor Excellence Award from the client.

Your goal? Make it undeniable that you added value.

Address Challenges Proactively.

Had issues in your CPARS or past projects? Ignoring them won’t help. Address them strategically to show problem-solving skills.

How to Frame Challenges the Right Way:

• Acknowledge the issue (e.g., staffing shortages, supply chain delays)

• Show how you solved it (e.g., realigned resources, implemented a new process)

• Prove the outcome was positive (e.g., still met deadlines, improved efficiency)

Example: Midway through performance, a supply chain disruption threatened our delivery schedule. We quickly implemented an alternative sourcing strategy, securing replacement materials within 3 weeks. As a result, we delivered all project milestones on time, exceeding contract requirements.

Problem-solving is a strength. Own it.

Format for Maximum Readability.

GovCon evaluators are reading dozens of proposals. Make it easy for them to see why you’re the best choice.

Winning Structure for Past Performance Write-Ups:

• Contract Overview: Agency, contract name, value, period of performance

• Scope of Work: What services/products you provided

• Strengths & Exceeded Expectations: Where you went above and beyond

• Results & Impact: Quantifiable success metrics

• Relevance Statement: How this aligns with the new RFP

Example: Well-Formatted Past Performance Write-Up

Contract: DHS Cyber Threat Intelligence Support, $15M, 2020-2023

Scope: Provided continuous cybersecurity threat monitoring, risk assessment, and incident response across 12 DHS agencies.

Strengths & Exceeded Expectations:

• Implemented AI-driven threat detection, reducing response time from 48 hours to 6 hours (exceeding SLA by 50%)

• Developed custom security playbooks, cutting security incidents by 30%

• Trained 200+ DHS personnel, earning a 4.9/5 satisfaction rating

Results & Impact:

• Achieved Exceptional (5.0) CPARS rating in Quality and Management

• Zero security breaches under our watch

• Successfully transitioned to a follow-on contract without recompetition

Relevance to Solicitation:
Our experience in proactive cyber threat intelligence, automated risk assessment, and rapid response directly aligns with the requirements of this solicitation’s Cybersecurity Operations and Threat Management task area.

Final Takeaway: Winning Blue Is About Strategy, Not Just Experience

Having great past performance isn’t enough. You need to tell the right story, backed by the right data, in a way that aligns with how you’re being evaluated.

• Mirror the RFP’s evaluation factors

• Quantify your impact with real metrics

• Highlight strengths that go beyond basic compliance

• Address challenges proactively

• Format responses for clarity + easy evaluation

Past performance is one of the most controllable ways to boost your score. Write it like a winning proposal, and you’ll get to Blue.

Need help crafting past performance that wins?

At Summit Strategy, we write proposals that score. Let’s talk about how we can help you develop compelling, high-scoring past performance write-ups that set you apart from the competition.

Get in touch.