PSCC - 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”