11.21.14 the future of past performance 2014 mid-atlantic conference & expo sheraton premiere...
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11.21.14The Future of Past Performance
2014 Mid-Atlantic Conference & ExpoSheraton Premiere
Tysons Corner
2014 Mid-Atlantic Conference & Expo 2
What is this talk about & why do you care
Several factors are converging to make your Past Performance more important than ever: – The Federal Government’s increased efforts to fully
document, curate and use this stored information to evaluate offerors
– The Federal Government’s increased efforts to document all facets of contractor performance and
– The current heightened level of competition in the Federal Government contracting marketplace.
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How to assess your past performance citations
What are we assessing?– Is this Past Performance write-up a good fit for a
particular proposal– How “good” is a Past Performance write-up– Specific ways to improve a Past Performance
write-up– Company fit for a particular project or team
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How to assess your past performance citations
Past Performance Ranking on 13 spectrums– Customer response to Past Performance Questionnaire– Writing Style – # of variables– Challenges overcome– Contract type– Firm capability– Recency– Relevancy: scope, $ value, client– Statement of Work– Dollar value– Privity of contract– Key persons– Program support
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How to assess your past performance citations
Four levels of write-ups/writing style– Just the facts– Providing Context– Providing Impact– Increasing Understanding
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The evolving use of past performance
What caused past performance to rise in importance in the government contracting market– What will cause it to be changed
What are government buyers and policy makers doing– Questioning current practices– Improving the inputs to and the uses of the current system
– Exploring ways to increase accessibility– Exploring the use of end-user/mass reviews– Shortening cycle times
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The evolving use of past performance
What are leading government contracting firms doing– Proactively managing past performance and
associated information– Using an objective customer satisfaction program– Actively managing Contractor Performance
Assessment Reporting System reports (CPARs)– Applying knowledge management principles to past
performance information– Using past performance and customer satisfaction
inputs to improve performance and operations
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How will past performance look in the future
Shorter cycle times Standardization and digitization of past performance
information will increase including Past Performance Questionnaires
Information in repositories will increasingly be able to be data mined and analyzed
Identity of the reviewer will increase Accountability of the reviewer will increase Increased accessibility of information More parties able to contribute to reviews More interaction between buyers, sellers and interested
parties Social responsibility metrics rise in prominence
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What are you going to do?
Organize your Past Performance collection Assess and improve your write ups Actively monitor and manage your CPARS Integrate your objective customer
satisfaction program into your past performance write ups and performance improvement
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Thank You
Jim [email protected] @jfhiii301-247-5361www.linkedin.com/in/jimhiles
11.21.14 2014 Mid-Atlantic Conference & Expo