Capability Statement Presentation

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

2. 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

3. 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

4. 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

5. CAPABILITY STATEMENT
Why, Where & How do I use?
 RELATIONSHIP Building
 Virtual Email, Website,
Blog, LinkedIN
 Hardcopy
 RFP Response Requirement
 Agency & Base Events
 Matchmaking
 Associations; Social Events
 Referral from Decision
Makers
 Conferences
 Vendor Outreach Sessions
 You as a Prime Contractor to an
Agency
 You as a Sub-Contractor to an
Agency
 You as a Team Member to Other
Companies
 Contracting & Acquisition Staff
 Program & Technical Managers

6. 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

7. AREAS
OF
FOCUS
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
Commodity/NAICS/PSC/
Certifications
5. Contact information

8. 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.

9. 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.

10. 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

11. 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.

12. 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)

13. 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

14. Contracting
explained
Small business contracting goals
The government works to make sure small
businesses get at least 23% of all federal
contracting dollars.
Additionally, the government tries to award
a certain percentage of all federal prime
contracting dollars to small businesses that
meet certain socio-economic conditions.
For some large contracts that can’t be
awarded directly to small businesses, the
government requires a small business
subcontracting plan as part of the award. A
small business subcontracting plan directs
the prime contractor to subcontract out
parts of the award to small businesses. A
subcontracting plan is required when these
conditions are met:
The contract is expected to exceed
$750,000 ($1.5 million for construction).
There are capable small businesses who
could do subcontract work at a fair market
value, without significantly disrupting
performance
The rules that govern subcontracting plans
are set forth in Subpart 19.7 of the Federal
Acquisition Regulation (FAR).
Small business
category
Contracting dollar
award goal
Women-owned small
business
5%
Small disadvantaged
business
12%
Service-disabled
veteran-owned small
business
3%
Small business in a
HUBZone
3%
This is WHY
Certifications Are
IMPORTANT………
Federal
State
Local

15. Certifications
 Certifications are available for small businesses owned by women, minorities, LGBTQ+
members, veterans, and economically disadvantaged entrepreneurs. Additionally,
businesses that meet certain environmental standards can apply for specific building
certifications.
• U.S. Small Business Administration (SBA): The SBA is a government agency that
provides support and opportunities to entrepreneurs and small businesses. This organization
offers certification programs like the Woman Owned Small Business (WOSB) Program,
HUBZone Program, and 8(a) Business Development Program, which make businesses
eligible for certain government contracts.
• Minority-centered organizations: Some minority-centered organizations, such as the
National Minority Supplier Development Council, offer certifications that help minority
entrepreneurs gain new business from the private sector.
• Other government and industry organizations: There are also certifications that are
provided by state and city governments. The contracts they award are smaller and typically
only within their jurisdiction.
WHY YOU SHOULD CONSIDER HAVING
ONE?
 Access to contracts: The federal government, as well as certain private-sector
corporations, set aside contracts to be awarded to businesses with certain verified
certifications. These contracts are only given to businesses with these certifications in
order to ensure equal opportunity.
 Ability to form joint ventures: Once you become certified, you often can join other
businesses within your certification in order to compete for certain contracts.
 Additional management and technical assistance: Many of these certification programs
offer management and technical assistance to help their businesses grow and succeed.

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

17. 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

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

19. 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

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

21. Thank you
Workforce 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 GWDF, CPRW, CCEP
“The Capability Connector”