How To Win Contracts With No Past Performance

This lesson explains how new businesses can break into government contracting even without a past performance record. You’ll learn five proven strategies, including leveraging subcontract work, using commercial past performance, highlighting the individual experience of owners or executives, transitioning from employee to subcontractor, and joining teams with primes through value-mapping. Each approach provides a pathway to establish credibility and start building a track record in the GovCon marketplace.

The training also emphasizes the reality that the government won’t make you competitive; it’s your responsibility as a business owner to build that capability. By positioning yourself honestly, targeting subcontracting opportunities, and leveraging your unique expertise, you can win your first contracts, gain critical experience, and set the stage for future prime wins. This practical guidance ensures you understand how to transform “no past performance” into real opportunities in government sales.