Course description

Past Performance is a key proposal element used by customers to select new contractors. Learn how to present your organization's capabilities, stand out from the competition, and build trust with evaluators. This course presents a systematic approach to selecting and presenting your past performance references effectively to maximize your evaluation scores.

Designed for individuals responsible for Proposal Management or the preparation of Past Performance content for your organization.


Course objectives

  • Understand the role of past performance references in proposal evaluations.

  • Learn how to select which references best align with the contract you are bidding on.

  • Review contract requirements for past performance.

  • Analyze past performance data using a matrix to align with bid requirements.

  • Develop clear scope statements and contract descriptions to highlight relevance.

  • Improve branding by presenting your contract experience using templates.

Course overview

Who this course is for

Designed for individuals responsible for proposal management or technical writing for the past performance response including references and corporate capabilities for your organization.


Prior to starting this course, learners need to have  basic MS Word Skills and we recommend learners complete  Proposal Development: Core Skills to Win New Business.

Course Format

This course consists of a series of lessons, activities, templates, and resources. At the end of the course there is a Past Performance FAQ and a quiz to test your learning for the content for this topic.

Learning outcomes

Effectively showcase your organization’s past performance in proposals.


NPA Proposal Manager

"Even though this is an eLearning course it’s just like being in face-to-face training. The training is very thorough and engaging."

Barbara, Proposal Editor

"The content is divided into digestible sections which makes learning easier. The quizzes in each lesson are satisfying and I know I am learning the material."

Course curriculum

  1. Course Introduction

  2. Ch 1 - Overview

  3. Ch 2 - Analyze Requirements

  4. Ch 3 - Plan your Response

  5. Ch 4 - Build your References

  6. Ch 5 - Questions & Answers

About this course

  • $1,250.00
  • eLearning 24/7
  • Case Study
  • Activities