This document outlines an agenda for a training course on writing effective capability statements. The course objectives are to explain what a capability statement is, its typical format, where and how it can be used, the elements of an effective one, and tips for success. Key topics covered in the training include the five elements a capability statement should contain, such as core competencies and past performance examples. The document also provides guidance on how a well-written capability statement can help businesses attract customers, partners, and investors.

2. • June 1 - InoVet.it Canvas & Value Proposition
• June 8 - Jobs To Be Done & Business Model
• June 15 - Customer Journey & Marketing
• June 22 - Capability Statement
• June 29 - Revenue Model & Market Fit
• July 6 - Pitch Prep
• July 13 - Pitch Day
AGENDA

3. Writing Effective Capability
Statements That Make Impact &
Connection!

4. Course
Objectives
 What exactly is a
Capability Statement
 Exact Format
 Where to use it
 What an effective
Capability Statement WILL
DO for you
 5 Elements of an Effective
Capability Statement
 Tips for Success

5. What is a Capability Statement?
In its simplest form, a capability statement is a promotional or
marketing statement about your business and its capabilities and skills
that advertises who you are and what you do.
However, Capability Statements must be tailored to your audience:
Customer Client Partner/Collaboration Investor/Funder
Successful firms use their Capability Statement for a number of
purposes:
• Required in many government registration processes
• A door-opener to new agencies
• Proof of qualification
• Proof of past performance
• It will set your apart from your competitors

6. Capability Statement Format
 1 or 2 pages (Maximum 2 sides)
 Created in Word or Publisher
 Living document format
 Changes to match the Target’s needs
 PDF format, small file size, email, printed
 Searchable keywords
 Five Key elements
 Provides a REAL Solution

7. USES OF CAPABILITY STATEMENT
 RELATIONSHIP Building
 Email Introduction
 Vendor Outreach
 Procurement Conferences
(leave behind paper; follow up
PDF
The five key areas included in a successful
Capability Statement are:
1. Core competencies / capabilities
2. Differentiators / including facilities and
equipment
3. Past performance
4. Corporate data including industry codes
5. Contact information

8. What Will a Great
Capability Statement
DO for YOU?
 Door Opener to New
Agencies
 Entices Customers to
consider you
 Serves as a Focused
electronic summary
 Set you apart from your
competitors
 Mitigates the risk
 Satisfy specific request
 Proves you know and
understand the YOUR
Industry Market and
Deliverables

9. Key
Element #1
Otherwise it is a flyer, a
brochure, a line card, a
three fold, etc. And it will
be discarded!
CAPABILITY STATEMENT
Tip: It is best to call the document a
Capability Statement. This should be
stated at the top of the document. This
is a term known by government
contracting decision-makers and
indicates that you have knowledge of
the contracting process.
A Capability Statement should also show
a firm's logo and other branding
elements for recognition and be free of
long paragraphs, instead, using short
sentences and bulleted lists for quick
visual scanning.

10. Key Element # 2
Core Competencies
Section title:
CORE
COMPETENCIES
Laser-focused on
the target!
Short introduction
statement
Your solid
expertise
Relate your
company’s core
competencies to
the target’s
specific needs
Followed by key-
word heavy bullet
points
These are short introduction statements relating the company's core
competencies to the agency's specific needs followed by key-word heavy bullet
points. This is NOT everything a firm is able to do, but the core expertise of a
firm, specifically related to the agency this Capability Statement is written for,
its mission and identified opportunities.

11. Key Element # 3
Past Performance
List past customers for whom
you have done similar work.
Prioritize by:
Internal to
that agency
/corporation
Related
business
Commercial
contracts
Local/State/
Nationwide
Shows the benefit to the
Customer of Company’s
capabilities, expertise, and
qualifications

12. Key Element # 4
Differentiators
 Identify what makes you
different from your
competitors
 Value
 And how this benefits the
targeted:
 Agency
 Prime
 Team/JV
Ask Yourself:
• How is your company best suited for the needs of this
agency?
• What is it about your services that make you stand out
from the rest? What is it about your people that give you
the advantage over
• your competitors?
• Why are your products better solutions than the others that
are available?
If these benefits cannot be clearly communicated, it is
impossible for a decision-maker to make a clear
recommendation for your company over one of your
competitors.

13. Key Element # 4
Differentiators
What makes you truly
different from your
competitors:
 Location
 Training
 ISO
 Exclusives
(trademark,
branded
service/item)
 Relationships
 Experience (use
metrics to stand
out)

14. Key Element # 5
Company Data
 Duns and Cage Code
 NAICS/PSC
 GSA Schedule Contract
Number(s)
 SAMS
 Socio-economic
certifications: SDB,
WOSB, 8(a), HUB Zone,
SDVOB, VA
 State Contract Numbers
 Licensing/Certifications

15. Key Element # 5
Company Data
1 or 2
sentence
summary of
highlights
Financial Stability
Number of
employees
Capacity
Teams

16. Key Element # 5
Company Data
 Building relationships: It
is about PEOPLE
 YOUR contact
information-
 Name
 Email
 Phone: office, direct
 Printed on the
Capability Statement,
not attached as a
business card

17. More Uses of Door-
Opener Capability
Statement
…….obtaining Decision-
maker meetings!
 Small Business Reps
 Contacting Officers
 Program Managers, end
users
 Network colleagues,
etc.

18. Tips for Success
Tailor the Capability Statement to the target
Tailor
Use their terminology
Use
You will have many versions, one for each target
Have
Make sure the file size is small, under 1 MB
Make
Save as PDF as
•YourCompanyNameCapabilityStatement.pdf
Save

19. Follow Me
on Social
Media!
FB: @alfredatboney
IG: @alfreda.t.boney
LinkedIN:
www.linkedin.com/alfreda-
boney

20. Thank you
Career and Professional Development Training for
Individuals, Corporate, Non-Profit
Small Business Consulting/Mentor/Speaker
aboney@perfectlysuitedcareers.com
904-899-2637
www.pscconsulting.co
Alfreda T. Boney
CEO, CPRW, CCEP
“The Capability Connector”
Manual Download available:
www.stan.store/alfredatboney

21. OUTLINE &
EXPECTATIONS
• Business Model
• Customer Segments
• Revenue Models
• Value Proposition
• Interpersonal Skills / Your Ask
ELEMENTS TO PITCH:
7 Slides
4 minutes to pitch
Must be in person

22. Session
4
Session
1
Session
2
Session
5
Session 2 & 3
Session 1 & 2

23. EXPECTATIONS
FROM JUDGES
• July 13th 6:00 - 8:00 PM
• 5 judges confirmed
• Capability Statement is required
• Ask is required
• Think of how the prize money will effect your
business
• how will you use this money in your business?
NEED TO KNOW FOR DAY OF PITCH:

24. Q&A
PLEASE SIGN UP FOR
PITCH ORDER

25. GROUP
BREAKOUT
IF YOU HAVE YOUR
CAPABILITY
STATEMENT SIT TO THE
RIGHT FOR AUDITS
IF YOU DO NOT HAVE A
CAPABILITY
STATEMENT THIS IS
THE TIME TO MAKE
ONE AND PARTNER UP
FOR PEER AUDITS