Buyers score your past work to judge whether you can do theirs. Commercial jobs and subcontracts often count, but only if they are written down, with references ready, before the bid drops.
Before you start
Have these ready
Steps
Read what each solicitation counts
Each solicitation sets its own rules for past performance: how recent, how large, and how similar. Read that section before you pick projects. Some accept private-sector or subcontract work. If it is not clear, ask during the questions period.
Build a project inventory, including commercial work
List every job that shows you can do the work, public or private. Commercial clients, subcontract roles, and work for nonprofits all count when the solicitation allows them. Capture the same facts for each one:
Client
Start and end dates
Contract value
Your role (prime or sub)
Scope in one or two sentences
Result, with a number if you have one
Reference name and contact details
Get reference permission and short letters now
Call your best clients before you need them. Ask whether you can list them as a reference and whether they will write a short letter on their letterhead. Tell each reference when they might get a call, so they pick up.
Write a one-page capability statement
A capability statement is a one-page summary of what you do, for buyers and primes who have 30 seconds. Keep one general version and tailor it for each agency or prime.
Core competencies
Three to five things you do, in the words buyers use.
Differentiators
Why you, in facts: response time, licenses, equipment, bonding capacity.
Past performance
Three projects. For each, name the client and say what you did and what it was worth. Commercial work counts.
Company data
Your UEI and CAGE code, NAICS codes, certifications, and the payment methods you accept.
Contact
One named person with a direct phone number and email. Add your website.
Example
Example Electrical Contractors LLC
Commercial electrical installation and maintenance for public facilities
Core competencies
Lighting retrofits
Service upgrades and panel replacement
Preventive maintenance contracts
Differentiators
Master electrician on every job
24-hour emergency response in Bexar County
$2M bonding capacity
Past performance
Office park lighting retrofit, private owner, $180K
School district panel upgrades, subcontractor, $95K
Clinic preventive maintenance, 3 years, $60K a year
Company data
UEI: [your UEI]
CAGE: [your CAGE]
NAICS: 238210
Certified SBE, HABE
Start with smaller jobs and subcontract roles
Your first public record often comes from a subcontract or a small purchase. Agencies buy smaller amounts with simpler quotes, and primes need subs for parts of large jobs. Each one adds a public reference for the next bid.
Keep a past performance narrative ready
Many responses ask for a short narrative per project. Write one for each of your best jobs using the same pattern, then edit it to match each solicitation.
Project: [name] for [client], [start] to [end], [value].
Our role: [prime or subcontractor], responsible for [scope].
The challenge: [one sentence on what made this job hard].
What we did: [two or three sentences on your approach].
Result: [on time, under budget, or a number you can prove].
Reference: [name, title, phone, email].
Common snags
You have no public work yet
Use commercial work where the solicitation allows it, and go after subcontracts and small purchases first.
A reference does not answer
Confirm phone numbers before every submittal and let the reference know a call may come.
Your capability statement is two pages
Cut to the three strongest projects and the codes that match the buyer. One page gets read.
Talk to the procurement navigator
Bring a bid you are looking at, or tell us what you sell. The navigator helps you pick the next step and the agencies worth your time.
