Abstract

Use past performance to win contracts and deliver results—at the lowest risk and cost!

The federal government has focused on past performance to rank bidders for almost two decades, yet both the collection and use of past performance information remain disjointed, siloed, and not fully understood in government or industry. Nonetheless, contractors’ livelihoods depend on how the government collects and uses their past performance information.

Winning with Past Performance: Strategies for Industry and Government aims to enhance awareness and understanding of past performance processes as well as to promote smart business practices on both the buyer and seller sides of the equation. The authors examine all aspects of past performance, including using feedback to improve performance, the government’s evolving use of past performance, and the future of past performance as an evaluation tool.

Winning with Past Performance brings it all together on the subject of past performance and is a ready reference for buyers, sellers, policymakers, contracting professionals, and service providers. 

Jim Hiles retired after a distinguished career in the U.S. Navy, where he led the rollout of the Seaport-e IDIQ. Since then, he has led organizational development initiatives at multiple companies, developing and refining their contract, partner/vendor management, business development, and service delivery functions.

Earl Wells has been a proposal manager for Electronic Data System’s government services division and a capture, proposal, and operations manager for government services at Systemhouse, PRC, Oracle, and BlackBox. He has also been a Shipley Associates consultant and currently works with multiple companies as a founding partner of Kapner-Wells Consulting.