How do I get government contracts for a small landscaping company with no past performance?

It is true, Jordan, that federal contracts below the simplified acquisition threshold often have less stringent requirements, and many state and local governments have their own procurement rules, but you should also look for federal opportunities above that threshold that are set aside for small businesses. Above the simplified acquisition threshold, the contracting officer shall set aside the acquisition for small business when there is a reasonable expectation of offers from at least two responsible small business concerns and award at fair market prices, a rule known as the Rule of Two (FAR 19.502-2(b)). The governmentwide goal for small business participation is not less than 23 percent of the total value of all prime contract awards each fiscal year, so there is pressure on agencies to make these set-asides.

Jordan, you are correct that finding your first government contract can be challenging when solicitations require past performance references. Local government procurement offices, like the one I worked in, often allow vendors to submit commercial references instead of government ones if they are new to government contracting. The county I worked for would accept commercial references if they were from similar scopes of work and the vendor provided contact information for verification. You should always check the specific instructions in each solicitation and the local government's vendor guide or procurement code for details on what types of references are acceptable.