1. 11.21.14 The Future of Past Performance 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Jim Hiles jim.hiles@jfhiii.com

2. What is this talk about & why do you care  Several factors are converging to make your Past Performance more important than ever: –The Federal Government’s increased efforts to fully document, curate and use this stored information to evaluate offerors –The Federal Government’s increased efforts to document all facets of contractor performance and –The current heightened level of competition in the Federal Government contracting marketplace. 11.21.142014 Mid-Atlantic Conference & Expo2

3. How to assess your past performance citations  What are we assessing? –Is this Past Performance write-up a good fit for a particular proposal –How “good” is a Past Performance write-up –Specific ways to improve a Past Performance write-up –Company fit for a particular project or team 11.21.142014 Mid-Atlantic Conference & Expo3

4. How to assess your past performance citations  Past Performance Ranking on 13 spectrums –Customer response to Past Performance Questionnaire –Writing Style –# of variables –Challenges overcome –Contract type –Firm capability –Recency –Relevancy: scope, $ value, client –Statement of Work –Dollar value –Privity of contract –Key persons –Program support 11.21.142014 Mid-Atlantic Conference & Expo4

5. How to assess your past performance citations  Four levels of write-ups/writing style –Just the facts –Providing Context –Providing Impact –Increasing Understanding 11.21.142014 Mid-Atlantic Conference & Expo5

6. The evolving use of past performance  What caused past performance to rise in importance in the government contracting market –What will cause it to be changed  What are government buyers and policy makers doing –Questioning current practices –Improving the inputs to and the uses of the current system –Exploring ways to increase accessibility –Exploring the use of end-user/mass reviews –Shortening cycle times 11.21.142014 Mid-Atlantic Conference & Expo6

7. The evolving use of past performance  What are leading government contracting firms doing –Proactively managing past performance and associated information –Using an objective customer satisfaction program –Actively managing Contractor Performance Assessment Reporting System reports (CPARs) –Applying knowledge management principles to past performance information –Using past performance and customer satisfaction inputs to improve performance and operations 11.21.142014 Mid-Atlantic Conference & Expo7

8. How will past performance look in the future  Shorter cycle times  Standardization and digitization of past performance information will increase including Past Performance Questionnaires  Information in repositories will increasingly be able to be data mined and analyzed  Identity of the reviewer will increase  Accountability of the reviewer will increase  Increased accessibility of information  More parties able to contribute to reviews  More interaction between buyers, sellers and interested parties  Social responsibility metrics rise in prominence 11.21.142014 Mid-Atlantic Conference & Expo8

9. What are you going to do?  Organize your Past Performance collection  Assess and improve your write ups  Actively monitor and manage your CPARS  Integrate your objective customer satisfaction program into your past performance write ups and performance improvement 11.21.142014 Mid-Atlantic Conference & Expo9

10. Thank You Jim Hiles Jim.hiles@jfhiii.com @jfhiii 301-247-5361 www.linkedin.com/in/jimhiles 11.21.142014 Mid-Atlantic Conference & Expo10