Government buyers and prime contractors are risk averse, and as a new company they’ll assume that working with you introduces risk. So we need to convince them that you’re ready to deliver, and the best way to do that is by demonstrating that you’ve successfully done similar work in the past, which is known as past performance.
So open your workbook to the credibility page, and make a copy per option you're still considering, so if five options looked promising after the market analysis then you’ll need five copies.
At the top of each page, write down one of the options, and in the body of each page write down all the relevant projects you’ve done.
There’s no hard rule for how much past performance you need but government RFPs frequently ask for three. So if you have three strong past performances that should be enough to convince most prospective partners and customers that you can deliver.
Next, list any relevant degrees & certifications that you’ve earned.
Do this analysis for each option and then consider the strength of each
And when we say strength, think about it this way. You need to convince prospective partners and government agencies that you can deliver, so ask yourself whether the projects you’ve listed would make you feel comfortable if you were the customer.
Once you’re done, compare the options and remove any where your past performance is light.
And next let's think about your value proposition.