Pitch Factory Session 4 _ Capability Statement and Pitch Setup.pptx
- 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