If you have marketed to Government Agencies you have most likely been asked for a capabilities statement. Clients often ask us what needs to be included in a capabilities statement. Most vendors that pursue business with the government have one, but how do you get started? This post will discuss what information should be included, what to express to your customers, and an example of a capability statement.
What is the Purpose of a Capability Statement?
Your capability statement could be your one shot to highlight what you can offer to your potential Government customer. Your statement must demonstrate not only that you are qualified, but why you are better than your competitors. It should be a brief document that is eye catching and clearly identifies how you bring solutions to your customer’s need.
What Information Should a Capability Statement Include?
Below is a list of essential items that should be included in your capabilities statement:
- Point of Contact: Include name, phone number and email address
- Company Credentials: Taxpayer ID, DUNS and CAGE Code
- Business Size: Include any small business classifications your company fits Under
- NAICS: Include the NAICS that cover your company capabilities
- Contract Vehicles: Highlight what contracting vehicles your company has such as GSA Schedules or GWAC’s
- Past Federal Clients: Provide a list of agencies you have worked to demonstrate past performance
- Statement on Core Competencies- Briefly identify your competitive advantage and how you fulfill a customer’s needs better than another company
The Small Business Administration has also offered information on what to include in a Capability Statement. You can review their instructions in this resource.
Improve Your Existing Capability Statement
Your capabilities statement should let your customer know why you are a better choice than the competition. When creating the statement on your core competencies you want to ensure you include quantifiable and factual data on how you can fulfill a need.
For example, instead of saying “We offer on time delivery” say “For the past 5 years we have delivered on time 99.5% of the time.”
A statement that demonstrates exactly what your company is capable of with facts supported by quantifiable data will instill more confidence that using verbiage that is usually disregarded, especially since every other vendor may say the same thing.
Be sure you are in tune and publish what your government customers want to know. For some, your expansive inventory will be the differentiator, but for others the fact that you have a customer service hotline for government clients may be why they choose you. Meet with your prospective clients, to ask questions what are the challenges they face, what is currently working for them and what the value most. In addition, ask your past customers for feedback on what they would value most about the products/services in your industry.
Is Yours a Living Document?
You should have a general capabilities statement that you can hand out at trade shows, conferences and leave at a customer’s office. However, your capability statement should be considered a living document that changes depending on the Agency you are targeting. Consider tailoring your capabilities statement if you are responding to a specific opportunity. Below is a sample general capabilities statement you can review.
If you have any questions about capabilities statement or would like assistance creating your Government capabilities statement give Coley GCS a call at 210-402-6766 or send an email to [email protected].
Vice President for Coley GCS, LLC, a Government Contracts Consulting, Coaching and Training company. Daniel is a Certified Federal Contracts Manager (CFCM) and leads the day-to-day operations of Coley’s consulting practice. He has two decades of experience with the acquisition, management, and marketing of Federal, State, and Local government contracts. Daniel specializes in all aspects of GSA Schedules management and marketing and has helped hundreds of Coley clients remain compliant with the terms of their GSA contract while helping them expand their business.