The Summit Explorer

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.

Navigating the world of federal contracting is no small feat, and as any experienced contractor knows, the landscape can shift unexpectedly. As the current federal contracting world gets a bit more... well, unpredictable, many small businesses are exploring new avenues for growth—specifically, SLED (State, Local, and Education) contracts.If you’re considering a shift from federal to SLED government contracting, you're not alone. With federal budgets tightening and procurement slowing down, SLED contracts offer a fresh opportunity to scale your business while potentially sidestepping some of the chaos in the federal space.

Government contracting doesn’t always feel or seem straightforward when you’re looking in from the outside. Even once you get past all the acronyms for different agencies, just trying to understand different contract types and their acronyms can be a lot. We get it. The good news is that once you understand the different contract vehicles the federal government uses, it gets a lot clearer AND you might even get excited when you see a specific type of contract vehicle pop up on an opportunity you’re interested in. 

Every growth-minded company hits this moment eventually:You’re bidding more.You’re working harder.Your team is “busy.”But the wins? They’re not keeping pace.If anything, it’s getting harder to tell which opportunities are worth chasing — and even when you do bid, the process feels clunky, rushed, and exhausting.The problem usually isn’t effort. It’s the system.

Government contracting can be painfully slow, but Blanket Purchase Agreements (BPAs) cut through the red tape, making it easier for agencies to get what they need—fast. A BPA is a flexible, long-term agreement between a government agency and a vendor, designed to streamline the purchasing process for frequently needed goods or services. Instead of issuing individual contracts for every individual purchase, agencies establish a BPA to call up pre-approved vendors whenever necessary—without drowning in paperwork.

Ever thought about getting on a GSA Schedule? Have you even made it as far as looking at the steps you need to take to submit a proposal … then downloaded the checklist and immediately felt lost and overwhelmed? We get it. Even though the government has tried to make it straightforward, there’s a lot going on behind the scenes of government contracting that can make getting on a GSA contract feel overwhelming. Don’t worry, you don’t have to go it alone. We’re here to help you. 

Government innovation isn’t just for the big players. The Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs are game-changers for small businesses looking to win federal research & development (R&D) contracts. If you're an entrepreneur with cutting-edge technology and an eye on the defense sector, this is your best shot at getting funded – without giving up equity.

AI is transforming the sales and proposal process, automating repetitive tasks and improving efficiency. But while AI makes many things easier, it also increases the pressure on the human elements of the sales process. When AI enables everyone to be "good enough," the path to greatness becomes more critical than ever. And the path to greatness requires human expertise.