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Winning with Past Performance by W. Earl Wells, Jim Hiles

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Chapter 2

THE PAST PERFORMANCE CYCLE

Envisioning past performance as a cycle of activities helps to illustrate its potential power as a self-reinforcing process. By generating feedback that can be used to improve performance, these activities can improve contract outcomes and increase chances of business growth. As used by both buyer and seller, the past performance cycle includes some form of information collection, analogous processes of interpretation or evaluation, and a point or phase in the cycle we will call “use.” These cycles operate continuously and incorporate many levels of activity, including purchases, projects, project phases, ...

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