Past performance is one of the most scrutinized sections of your GSA MAS proposal. It is where GSA determines whether your company can actually deliver the services you are proposing to sell. A weak past performance section is one of the top reasons proposals get delayed or rejected.
This guide covers what GSA evaluators want to see, gives you a template for writing strong narratives, and flags the mistakes that cause the most problems.
What GSA Wants to See
GSA evaluates past performance for one purpose: to determine whether you have a track record of successfully delivering work similar to what you plan to offer on your Schedule. They are not looking for volume. They are looking for relevance, quality, and reliability.
Relevance to Your SINs
Every past performance reference should map directly to at least one SIN you are applying under. If you are pursuing SIN 54151S (IT Professional Services), your references should describe IT professional services work. A reference for construction management does not help an IT services application, no matter how successful the project was.
Scope and Complexity
GSA wants to see that you have handled work of meaningful scope. A $5,000 one-week engagement is technically past performance, but it does not demonstrate the capacity to deliver ongoing services through a GSA Schedule. References should reflect projects with enough scope to show your company can manage sustained delivery.
Quality of Delivery
Did you deliver on time? Did the client renew or extend the contract? Were there any performance issues? GSA may contact your references directly to ask these questions. References that can speak to consistent quality, problem-solving ability, and professional reliability strengthen your proposal significantly.
Client Satisfaction
A reference who enthusiastically endorses your work carries more weight than one who provides a neutral or minimal response. Choose references who were genuinely satisfied with your work and who will take the time to respond to GSA's inquiry.
Past Performance Narrative Template
Use this structure for each past performance reference in your proposal. Each narrative should be one to two pages.
Project Overview
- Client name and organization type (federal agency, state agency, commercial company)
- Contract number (if applicable)
- Period of performance (start date to end date or ongoing)
- Total contract value
- Your role (prime contractor or subcontractor)
Scope of Work
- Brief description of the client's need or problem (2 to 3 sentences)
- Specific services your company provided
- Technologies, methodologies, or frameworks used
- Number of staff assigned and key labor categories involved
Relevance to Proposed SIN
- Which SIN this reference supports
- How the work aligns with the services you plan to offer on your GSA Schedule
- Specific skills or capabilities demonstrated that are directly transferable
Deliverables and Results
- Key deliverables produced (reports, systems, training programs, etc.)
- Measurable outcomes (cost savings, efficiency gains, system uptime, user adoption rates)
- Timeline performance (delivered on schedule, ahead of schedule, or explanation of any delays)
- Any contract extensions, renewals, or follow-on awards
Reference Contact Information
- Name and title of the client reference
- Current phone number and email address
- Relationship to the project (project manager, contracting officer, technical lead)
Writing Tips for Strong Narratives
Be Specific, Not General
Do not write "We provided IT consulting services to a large organization." Write "We provided cloud migration planning and execution for a 2,000-user enterprise environment, transitioning from on-premises Exchange to Microsoft 365 over a 6-month period."
Specific details give GSA confidence that you actually did the work and understand what is involved.
Quantify Everything You Can
Numbers make your narrative credible. Include contract values, team sizes, timelines, user counts, uptime percentages, cost savings, and any other measurable outcomes. "Reduced help desk ticket volume by 35% within three months" is far stronger than "Improved IT support efficiency."
Show Continuity
If a client renewed your contract or awarded follow-on work, mention it prominently. Repeat business is one of the strongest indicators of quality. It tells GSA that your client trusted you enough to keep working with you.
Match the Language to Your SINs
Use terminology that aligns with your proposed SIN descriptions. If your SIN description mentions "IT systems integration," use that phrase in your past performance narrative when describing relevant work. This makes it easy for the evaluator to connect your experience to your proposed offerings.
Prepare Your References
Before you submit, contact every reference. Confirm their current contact information. Let them know that GSA may reach out. Give them a brief overview of what you are applying for so they can provide relevant responses. A reference who is surprised by a GSA call is less likely to give a strong endorsement.
Common Mistakes
Using Irrelevant References
The most frequent mistake is submitting past performance that does not match the SINs you are pursuing. If you are applying for IT services, every reference should involve IT services. A beautifully written narrative about facilities management will not help your IT proposal.
Vague Descriptions
"We provided consulting services to improve operations" tells GSA nothing. What kind of consulting? What operations? What was the outcome? Vague narratives signal either that the work was not significant or that you did not play a meaningful role.
Outdated References
References from 8 or 10 years ago raise questions about what you have been doing since then. GSA generally looks at the last 3 to 5 years. If your strongest work is older, include it but supplement with recent engagements to demonstrate current capability.
Wrong or Outdated Contact Information
If GSA cannot reach your reference, they cannot verify your past performance. This delays your proposal and may result in the reference being disqualified. Verify every phone number and email address before you submit.
Overstating Your Role
If you were a subcontractor on a project, do not write the narrative as if you were the prime. GSA evaluators are experienced enough to recognize when a company inflates its role. Be honest about your contribution. A clearly described subcontractor role on a large, complex project is more credible than a vague claim of prime responsibility.
Submitting Too Few References
The minimum is typically two references per SIN. But submitting exactly the minimum leaves you no margin. If one reference does not respond or provides a weak response, your entire SIN application is at risk. Submit three or four references per SIN when possible.
Ignoring the Narrative Structure
Some companies submit a client list with contact information and no narrative at all. Others write dense paragraphs with no structure. Neither works. Use clear headings, bullet points, and a logical flow that makes it easy for the evaluator to find what they need.
Pre-Submission Checklist
Before you finalize your past performance section, verify each of these items:
- Each reference maps to a specific SIN you are applying under
- Contact information for every reference has been verified within the last 30 days
- Every reference has been notified that GSA may contact them
- Narratives include specific deliverables, measurable outcomes, and contract values
- Work described falls within the last 3 to 5 years
- Your role (prime or sub) is clearly stated for each reference
- Language in narratives aligns with your proposed SIN descriptions
- You have at least two (preferably three) references per SIN
- Narratives are free of grammatical errors and formatting inconsistencies
- Any subcontracting work clearly identifies your specific contribution
Frequently Asked Questions
How many past performance references does GSA require?
GSA typically requires a minimum of two references per SIN. More is better if each reference adds distinct value. Quality and relevance matter more than quantity.
Can I use commercial past performance or does it have to be federal?
Commercial past performance is fully acceptable. Many first-time applicants rely entirely on commercial references. The work must be relevant to your proposed SINs, and the references must be able to verify scope, quality, and timeliness.
How recent do past performance references need to be?
GSA generally looks at the last 3 to 5 years. Older references lose relevance. If your best work is older, include it but supplement with recent engagements.
What if my past performance references do not respond to GSA?
Non-responsive references cause delays. Contact each reference before submitting to confirm they will respond. Provide them with context about what GSA will ask. Have backup references ready.
Can I use subcontracting work as past performance?
Yes, but clearly identify your specific role and contribution. The reference should come from someone who can speak directly to your work, not the overall project outcome.
Do I need past performance in the exact same industry as my GSA SIN?
Not exactly. The work must be relevant to the type of services in your SIN, but the client's industry does not have to match. IT services work for a healthcare company supports an IT services SIN application.
Next Steps
Strong past performance does not happen at proposal time. It is built over years of quality delivery and maintained through good record-keeping. If you are planning a GSA application, start documenting your project outcomes and collecting reference contacts now.
Take our free GSA Readiness Assessment to evaluate whether your past performance and other qualifications are strong enough for a successful application.
For expert help preparing your past performance narratives and the rest of your GSA proposal, visit our GSA Schedule consulting services page or contact us to discuss your application.