Building past performance from scratch is the single biggest wall new government contractors hit, and this episode breaks down exactly how to climb it without a single federal award to your name.
Colin walks through the real paths to your first government contracting past performance: subcontracting under primes, teaming with similarly situated companies, and pulling private sector work from places most people never think to look.
If you have zero contracts, no experience, and no idea where to start, this is the roadmap, told through the story of the $300,000 invoice Eric found in a printer that pulled him into federal contracting by accident.
Learn why subcontracting under a prime is the safest first move, so you can let them make the mistakes while you cut your teeth on a small award
See how to use FPDS to find primes who recently won contracts and actually need your exact service, from medical courier work to IT and CMMC cybersecurity
Discover how to turn private sector gigs from Indeed into legitimate past performance, including the exact search-and-profile method Eric used to land his first subcontract
Understand why state and local contracts are the college football to federal's NFL, and how to use them to build a track record in the interim
Get the targeting discipline that matters most: naming the agency, the contract award, and the dollar amount so your past performance actually closes deals
EPISODE CHAPTERS: 0:00 - Past performance starts with the $300,000 printer invoice 1:00 - Subcontracting under primes to build your first track record 2:00 - Choosing a small prime contract you can deliver yourself 3:00 - Using FPDS to find primes who need your service 4:00 - Targeting a specific service so past performance closes deals 5:00 - State and local contracts as your training ground 6:00 - Medical courier past performance through LabCorp and private sector 7:00 - Reaching out to CMMC and ISO certified companies to subcontract 8:00 - Why delivery work stays steady and starting at $6,000 counts 9:00 - Using Indeed to find private sector gigs and build a profile 10:00 - How one HUD newsletter project became a three year contract 11:00 - Why past performance from any sector carries the same value
Mindy gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them.
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