"We've never done a government job, so we can't win one" is the most common reason good contractors never bid. It's mostly wrong. Plenty of federal jobs are decided on price alone, and where past performance does count, private work counts too.
When past performance doesn't matter much
- Sealed bids (usually on an SF-1442 labelled "Invitation for Bids"): the lowest responsive, responsible bidder wins. You need to be able to do the work, not to have done it for the government.
- Lowest price, technically acceptable quotes: you pass or fail on a few requirements, then price decides.
- Small quotes on the SF-18 or SF-1449: often decided mainly on price and a quick check of capability.
When it does, and what counts
When a solicitation evaluates past performance, a firm with no record at all usually can't be rated down for that alone. The rating is "neutral" rather than bad. Better still, you usually do have relevant experience:
- Private and commercial jobs of similar size and scope.
- State, city, school and county work.
- Subcontract work on someone else's federal job.
- Your key people's experience from previous employers, if the solicitation allows it.
How to present it
- Pick the three most similar jobs, not your biggest.
- For each: client, location, dates, value, what you did, and a reference who will actually answer the phone.
- Say why each is relevant: same roof type, occupied building, remote site, tight schedule.
- Warn your references they may get a call.
The fastest route to a federal track record
- Bid small, simple jobs near you, under $150,000.
- Answer Sources Sought notices so agencies know you.
- Subcontract to a prime on a larger job.
- Finish the first job well; the contracting officer's evaluation becomes your federal past performance.
Find small jobs in your trade on the open jobs board.