Past Performance Requirements for GSA Schedule Applications
Past performance documentation is one of the most scrutinized sections of a GSA Schedule offer. It demonstrates that your firm has successfully delivered services or products similar to what you are proposing for the Schedule, and that your customers were satisfied with the results. Weak or insufficient past performance is one of the top reasons for deficiency letters and offer rejections.
What GSA Considers Acceptable Past Performance
GSA typically requires between two and five relevant past performance references, depending on the SIN. "Relevant" means the work scope, complexity, and scale are reasonably similar to what you will offer under the Schedule. The references should be from the past three years. Government contracts (including state and local government) and commercial contracts are both acceptable. Projects completed under another company (for example, if you previously worked as a subcontractor) may be acceptable if you can document your role and the work you personally performed.
What to Include in Each Past Performance Reference
For each reference, provide: the customer name and contact information (name, phone, email — reachable references are critical), the contract or project number if applicable, the period of performance, the dollar value of your work, a description of the scope, and a brief statement of outcomes and client satisfaction. If the reference is a government contract, the CPARS (Contractor Performance Assessment Reporting System) rating is the gold standard — pull any available CPARS ratings and include them.
| Reference Element | Why It Matters |
|---|---|
| Contact info (active) | CO may call references; unreachable contacts weaken the submission |
| Contract/project dates | Must be within past 3 years for most SINs |
| Dollar value | Shows scale; should be comparable to expected Schedule order sizes |
| Scope description | Must match the SIN you're applying for |
| Outcomes/ratings | CPARS ratings or client satisfaction statements add credibility |
When You Lack Sufficient Past Performance
New companies with limited past performance history face a genuine challenge. Options to address this include: (1) using past performance from the firm's principals (previous company experience of founders or key personnel, where your firm was the relevant entity); (2) applying initially for SINs that have lower past performance thresholds; (3) pursuing a CTA arrangement where you team with a more established firm; (4) building commercial past performance before applying — a few successful commercial projects can serve as references. GSA does not require only government past performance.