Course description


Past Performance is a key proposal element that customers use to evaluate potential contractors. A strong presentation of past performance can significantly influence the outcome of a proposal evaluation.

Effectively showcasing your organization's capabilities helps you stand out from the competition and build trust with evaluators, both of which are critical to winning new business. This course provides a systematic approach to selecting and presenting past performance references to maximize evaluation scores. It offers practical techniques to organize, customize, and align your past performance content with customer expectations.

The course is designed for individuals responsible for Proposal Management or the preparation of Past Performance content, helping you develop the skills needed to strengthen your organization's proposals and improve competitiveness.

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Course objectives


Master the Art of Past Performance in Proposals
Unlock the full potential of your proposal by mastering critical techniques in Past Performance. This comprehensive course will guide you step-by-step through every aspect of preparing persuasive, well-documented past performance sections that meet RFP requirements.

In this course, you will learn how to:

  • Assess bid opportunities to determine alignment with organizational strengths and goals.

  • Interpret RFP instructions and evaluation criteria to ensure compliance and maximize evaluation scores.

  • Review and analyze Performance Work Statements (PWS) to identify relevant contracts.

  • Customize Past Performance Templates to match RFP requirements.

  • Use a Past Performance Matrix to evaluate contracts and select the best references systematically.

  • Populate Past Performance References with clear, well-structured information to present organizational strengths effectively.

Course overview


The Optimize Your Past Performance course is part of the integrated proposal development process. This course teaches you how to effectively select, organize, and present your organization's experience in proposals, ensuring that your achievements are clearly and persuasively communicated to evaluators.
Who this course is for

This course is designed for individuals responsible for proposal management or preparing past performance content, including references and corporate capability statements.

Prerequisites

Prior to starting this course, learners should have intermediate Microsoft Word Skills.

Course Format

This course includes lessons, activities, templates, quizzes, and additional resources. A brief quiz is provided at the end of each chapter, with a final quiz at the end of the course to assess your understanding of the material.

Will I be assigned an instructor?

Most courses are self-paced, allowing you to learn on your schedule. All materials are available within the course, and the syllabus will guide your learning. You have up to 12 months to complete the course.

Some courses include scheduled workshops where you will interact directly with an instructor. If you would like additional support outside of scheduled workshops, Personal Coaching is available as a separate option and can be added at any time to provide guidance or answer questions. Contact our Support Team at https://www.prglearn.com/pages/contact-us/#ContactUs.

How long will it take to complete the course?

The time needed to complete the course varies based on your interest, motivation, and the time you can dedicate. You may choose to finish a self-paced course in a day, a week, a month, or over a longer period, as they follow an instructor-led schedule and may include activities that must be completed between sessions.

You will have access to all course content for 12 months, allowing you to work at the pace that best fits your schedule.

Learning outcomes

Select, organize, and present past performance references to strengthen proposal submissions and maximize evaluation scores.

Reviews


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."

VP Business Development

"After a recent bid loss, we sought personal coaching to understand how to improve our content. The targeted feedback and strategic recommendations provided invaluable insight, introducing us to new techniques that significantly increased our confidence and prospects for future success."

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."

Business Development Executive

"I wish I had this training when I first started working on Past Performance all those years ago."

VP Business Development

"Each topic builds on the other seamlessly, allowing you to develop a comprehensive proposal strategy step by step."

Course curriculum

  1. Course Introduction

  2. Proposal Toolkit

  3. Ch 1 - Overview

  4. Ch 2 - Analyze the Requirements

  5. Ch 3 - Plan your Response

  6. Ch 4 - Build your References

About this course

  • $1,450.00
  • eLearning 24/7
  • Course Workbook
  • 12-month access

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