How To Write a Winning Capability Statement For Government Contracting
Kizzy Parks Ph.D.
My new book THE GOVCON Winners? Way is now LIVE. Grab your copy here??
Have you been trying to figure out how to write a winning capability statement?
Well, I’ve got you covered! But first, I want to preface something - and that’s the fact that you don’t need a capability statement.?
I know the Small Business Administration or maybe even a government agency may have asked you, “Where's your capability statement? Don't you have one? May I have a copy of your capability statement?”?
Despite this, you don’t need a capability statement to win work. Now, I'm going to break down the purpose of a capability statement.
What is a Capability Statement?
A capability statement outlines the company's name, provides an overview of what you do, goes into greater detail around your four capabilities. In other words, what are the different things that you offer??
Typically, these documents are saved as PDFs and range in length from one to two pages. However, possessing a capability statement is not always necessary to win a project. When you are bidding, the statement of work typically asks for your pricing and maybe past performance.?
You need a capability statement when you're trying to connect with other businesses or tell people what your company does. Before making a capability statement, you need to find business opportunities that interest you. Carefully check out each opportunity, try to win them, and then do a great job on them.?
Detailed Guidelines on Creating a Capability Statement
Your capability statement should include your name and company's logo. If you don't have a logo, no worries! You can ask someone on Fiverr to make one for you, or you can even make one yourself for free online. After all, this is only a way to show off what your company does.?
This helps you talk to different groups like agencies or partners who may work with you to win a contract. They want you to write a short summary about what your company does, usually between 25 to 100 words. In the summary, you list your main skills or services.?
In your capability statement, include all the major services you offer and any certifications you have. Even if you think you don't have certifications, you probably do. For example, if you're a small business, say so! Agencies are looking for that because they have goals to meet with small businesses. If you have state certifications, list those too.
Also, instead of listing “clients,” I like to call it “past performance.” It shows what you've achieved and sounds more professional. This is especially useful if you've never had a client before and you're listing your previous jobs. There's no problem with that. Simply label it as “experience” instead of “clients.” It sounds more professional.?
You should also list your NAICS codes. If you usually have many, like 50, list the top five on your SAM.gov registration. This is important if you're a reseller, have partners, or have any special clearances. You'll also want to include your CAGE code and your UCI. The site may mention a DUNS number, which is a bit outdated, but don't worry, this advice is still good.?
Having a Visually Appealing Capability Statement
Make sure your capability statement looks good too. You may decide to have someone else make it. Let's say you choose a big picture of someone cleaning, but then your text ends up really small. I get it - you want to show off your janitorial services, and that's great! But keep in mind that the picture doesn't need to be that large.?
Also, avoid using black because many government offices only have black-and-white printers, and you want everyone to be able to read your document easily, including people with visual impairments. Be careful with the font size and the colors you use. Also, make sure everything is written correctly and double-check your NAICS codes, as they can expire.?
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It's okay if your document is two pages, front and back - that makes a two-page PDF. You should definitely save it as a PDF to keep the layout stable, since these are documents that the federal government often uses. They don't need to be flashy, simply clear and professional.
You can make your capability statement using Canva, hire someone on Fiverr, or simply create it in a Word document and save it as a PDF. If you have a website, include it. If not, that’s okay too. You don’t need to add a fax number unless you want to - and yes, some people still use fax machines.
You want the person reading your capability statement to think about how they can work with you. It should clearly communicate what you offer and how you can be of service. So, be sure to customize your capability statement like you would a product for a specific market.?
Making the Most of Your Capability Statement?
Again, while a capability statement is not mandatory to win a contract, it can be very useful, especially if you're considering subcontracting. I suggest making one after your first project to help in discussions and to show off your capabilities.?
For example, in 2013, I hired a company to help me find opportunities. They introduced me to a forecast from the USDA for Distance Learning training. I sent them my capability statement, which was focused on training and development.?
The contact was so great that they asked if I could meet in Maryland. That's how effective a good capability statement can be! I never expected this. I ended up flying to Maryland for a meeting with the client. There, I think someone from their legal team was also present along with another person.?
At the meeting, I was able to share what we could do. I brought training examples and had my team on speakerphone to discuss all our projects. About a month or a month and a half later, I walked away with a $4 million sole source award from the USDA, all because I was able to freely talk about my company and the different challenges we’ve handled and the results we’ve achieved.?
I've also built relationships with Fortune 500 companies thanks to that same capability statement. Back then, I had just one contract worth a bit less than six figures, but I leveraged it and all the experience I had as a contractor and a 1099 worker. My first capability statement may not have been the prettiest, but I was proud of it and it helped me get work.
So, don't worry too much. What you should focus on is getting a win. Find opportunities, bid on them, and win. After you have that first win, then consider creating a capability statement.
And if you want to continue learning and growing on your government contracting journey, then subscribe to my official YouTube channel now. It’s full of videos that will teach you more about becoming a GovCon Winner.
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I’m the author of the newly released book “The GovCon Winners Way: How To Win Government Contracts Faster Than Trying to Do It Alone!” At 28, I was awarded my first 5-figure federal government contract. I own and operate multiple government contracting businesses and have over $50 million in federal government contract awards. Today, I’ve helped my students win over $3M in Federal Government Contracts in less than 6 months, and I’ll help you, too!?
-#EverythingIsPossible
Masters in composition at City University of New York City College
5 个月so Kizzy your UEI and Cage code should be on your capability statement, that shouldn't be kept hidden?
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5 个月Thank you for sharing this information. It has been helpful for me.