FedBiz’5 Podcast | Episode 25: Create an Effective Capability Statement
Create an Effective Capability Statement
A Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and positively impacts your ability to win awards.
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss what makes a Capability Statement effective.
A Capability Statement is usually a one-page government centric resume for your company. Just like in a job interview scenario, it is your opportunity to highlight your strengths and experience.
It should be a concise, aesthetically pleasing, document that speaks to your business’s competencies.
Its purpose is to provide specific information that will convince potential customers within government agencies to do business with you. When written well, a Capability Statement will help differentiate your business from others.
Information to Include on Your Capability Statement:
General Company Information – Point of Contact, Contact Information (phone number, email, website, physical address), UEI Number, Cage Code, Certified Socio-Economic Status such (WOSB, SDVOSB/VOSB, MBE, 8(a), HUBZone), GSA Schedule, and other applicable designations.
Industry Codes – NAICS and PSC Codes for your primary business operations. If you have 20 NAICS and PSC Codes, it is hard for someone to determine what exactly you do. Do your research to pinpoint the codes that make the most sense to your target agency for the products and/or services you offer.
Capability Narrative – A brief ‘About Us’ description, similar to a mission statement. This is a short, direct, and concise general overview of your company without delving too much into your products and/or services.
Core Competencies – Listing of products and/or services that speak to the agency you are trying to do business with. What do you do well? Core Competencies do not need to include everything about your business, and what you are able to do. In fact, they should focus on the needs of your audience.
Differentiators – Why should the government choose you to do business with you over your competition? List the unique benefits of your products and/or services that set you apart from your competition. How is your business best suited for the needs of the targeted government agency? A clear statement that relates to specific needs of the agency can help the buyer understand why they should choose you over everyone else.
Past Performance – List your previous customers, typically best to list government agency clients, but you can also list commercial clients that you have done similar projects for previously. You should include details such as the date, location, and value of the award so the reader knows the types of projects you are capable of handling.
If you don’t have Past Performance and are a new business, but have extensive past professional experience in the field, list your qualifying experience.
Tips for a Success Marketing Campaign Using Your Capability Statement:
Be fluid with your Capability Statement to meet your audience’s (buyer’s) needs.
There is a big difference between self-certified and third-party certified.
Maker sure your Capability Statement clearly communicates your value proposition.
Speak with the agency’s Office of Small Business Programs (“OSBP”) to find out if there is anything specific their agency wants to see or terminology they want you to use on the Capability Statement.
Bring your Capability Statement to seminars and agency industry days, as well as have a digital version for emails and an online version on your website.
Regarding contact information, a professional website show your business has legitimate commercial visibility. You may also include a QR Code that can be scanned to provide additional information.
Use a unique email address (not a Yahoo, Hotmail, AOL, Gmail address, which can often be blocked by government agencies) that is the same URL as your website.
There may be times when you need to include a second page with your Capability Statement to address specific information required for a sources sought solicitation.
Your next step is to market your business. Do the buyers know who you are? Do you know how to find them?
FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to pull information from you to ensure your Capability Statement is the best presentation of your business.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.
FedBiz also offers marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package.
FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
