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Capabilities & More


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Capabilities & More

  1. 1. Pat Dotter Southwestern Area Manager, PTAC MN 507-549-3193 February 20, 2014 1 Capabilities & More *
  2. 2. Agenda for the Today  Line Cards (one page capabilities)  Capability Statements  Past Performance Narrative Discuss structure, design, information & review of:  Business Cards  Letterhead, Email Signatures
  3. 3.  Capabilities Statement * (one page – “Line Card”) Electronic Extension of your Business Card – ₋ Much more information – NO BS, No fillers ₋ ONE page, business capabilities, information ₋ Core Competencies, Past performance ₋ Differentiators, Capacity ₋ no less than 10pt font ₋ Design – Layout: your choice, pix(s)? (optional) ₋ Logos – for company & contracts or programs (Include the tag line, other branding?) ₋ Balanced appearance, organized, informational, stress the key points, name drop, wrap up
  4. 4. Capabilities Statement “DO’s” • DUNS, CAGE, NAICS with descriptors • Certifications, Verifications (federal first, then state) • Phone, Fax, Professional email, physical address with zip+4 • Business name, tagline if needed • Web address, contact email • Socio-economic category • GSA Contract logos, program • Name drop the best (speaks to capabilities)
  5. 5. Capabilities Statement “DO’s” • Brag about BUSINESS, Capabilities (discrete, logo or statement, small print) • Major accomplishments, projects (new technology, new industry, etc.) • General personnel statements • Past Projects, “includes”, largest project • Extra Values, Problems you can solve • Name drop the best
  6. 6. Cap. Statement “DON’Ts”  Focus on personal, personnel  Brag about individual awards or accomplishments  Highlight the Boss  Too many pictures (have purpose)  Detracting background or pictures  Small font or hard to read font  Duplicate Information
  7. 7.  Capabilities Statement * (Line Cards)  Focused on Business  One page Elevator Speech (Capabilities)  A “Snap Shot” of what the business can bring to the table  Include the criteria – NAICS, DUNS, CAGE, Socio-Econ Goal, contacts, info, web address, location, physical address, etc.  Look Good, balanced, effective, communicate YOUR JOB TO MAKE IT WORK
  8. 8.  Capabilities Statement (for contract) • Used to evaluate the businesses capacity to perform • Used to make final decision, B2B comparison Should include: - experience - past performance - key personnel & qualifications - facilities, equipment - understanding of work to be performed
  9. 9.  Capabilities Statement * • This should be a living document • Updated on a regular basis • Any time changes occur • Different document created from this base for each specific agency or solicitation • Should align with the project focus • Project focus changes, key people
  10. 10.  Past Performance Narrative * This should be a living document base: • Created at end of every project • Archived for future use in Solicitations Narrative should include: • Specifics of the project • Attention to details, methods, systems • Key personnel involved, qualifications • Project focus, results
  11. 11.  Past Performance Narrative Should also include: • Any problems that occurred • Subsequent resolutions • Key players, names, contact info • Key agency/company people, info, contacts From this database, future agency specific documents will be created as needed
  12. 12.  Past Performance Narrative Each new document created should: • Align with the particular project focus • Provide the appropriate key personnel • Meet the requirements of that particular solicitation (page limitations, font size) • Follow all instructions Ultimate Goal: project the exact type of company, with exact capabilities for the project proposed
  13. 13. Agenda for the Today  Line Cards (one page capabilities)  Capability Statements  Past Performance Narrative  Discuss structure, design, information & review of: Business Cards Letterhead, Email Signatures
  14. 14. • Purpose? – Who you are, what you do, contact info, calling card, business name, your title, location • Criteria – Government Perspective – What is your business, what does your business do, where can I find your business, how can your business help me?  Business Cards * 15
  15. 15. • What’s in YOUR business name? “What is your Business??” • What does your business do? - Do you need a tagline? • 3 to 5 word explanation, not brand recognition, that clearly provides a picture of what you do - NAICS codes – pick your focus, your best 16 Alphabet? Actual Business? Mystery service? Will a stranger know what this business does?
  16. 16. • LOCATION, DUNs, CAGE, website url? – Location – City and State, physical address not necessary – D-U-N-S (Data Universal Numbering System) number is a unique nine digit identification number, for each physical location of your business, used to identify a business. It is a “social security number” for businesses world-wide, but not officially used for anything other than identification of a business and not even necessarily required. DUNs IS required to do business with the government “Where do I find your Business?” 17
  17. 17. • LOCATION, DUNS, CAGE, website url? – CAGE (Commercial and Government Entity) Code - standardized method which identifies specific facility and its location. Always 5 alpha-numeric characters assigned by the DLIS (Defense Logistics Information System) – Website url – do you have one? Use www. Or http:// – Contact information – person, title, phone, email (professional) “Where do I find your Business?” 18
  18. 18. “How can YOUR business help me?” How can your BUSINESS help Uncle Sam? • What do you bring to the table? - Are you a preference program goal? 8a, Minority, WOSB, EDWOSB, SDVOSB, VOSB, or HUBZone? DBE through DOT? (socio-economic marketing) - Are you on a GSA schedule? GSA program? Schedule #, GSA STARS?, Approved PBS, TMSS? - Others? Room for GSA logo? • State certifications? - list Federal first, then State 19
  19. 19. • Format of the business card: – Font size 10 +, style – Layout – (follow any logo rules if they apply) – Detractors? – color, background color, combinations of colors or style? Too busy? • This is the first “FACE” of YOUR company  Business Cards 20
  20. 20.  Purpose?  Criteria – Government Perspective  What is your Business?  What does your business do?  Where do I find your Business  Who do I talk to?  How can your BUSINESS help Uncle Sam?  Format?  Business Cards 21
  21. 21.  Email Signature • Signature – extension of YOU & the business - your contact name, title, phone, email - Business name, tagline (optional), logo (optional), important qualifiers (socio- econ goals) • EMAIL! • Message Board – your choice 22
  22. 22. Agenda for the Today  Line Cards (one page capabilities)  Capability Statements  Past Performance Narrative  Discuss structure, design, information & review of:  Business Cards  Letterhead, Email Signatures
  23. 23. Need help? Call a Local PTAC visit our website: