By Dave Glantz, Director of Research Services, Market Connections, Inc.
The idea of past performance often does not come to mind when contractors pursue Lowest Price Technically Acceptable (LPTA) contracts. As price is the main driver for these procurements, it tends to overshadow the ongoing, vital importance of past performance.
Even in the LPTA environment, demonstrating past performance through the use of customer satisfaction and contract evaluation research is actually more important now than ever. I would even say that we need a new twist on the LPTA acronym to stand for “Let Performance Tap Awards.”
This mind shift is necessary for three simple, linear reasons. Be sure to read the full article about how solid past performance can help contractors be more successful in today’s LPTA world here.