Capability Statements

EDGE Innovation NetworkJune 18, 2013Capability Statements

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EDGE Innovation NetworkJune 18, 2013Capability Statements

Kachman Consulting GroupDon Kachman, Principal20 years in Government RelationsSupport emerging and second stage businesses and organizationsOpportunity IdentificationProposal PreparationContract Management

Agenda/OutlineWhat are capability statements

The importance of a capability statement

How to make a one or two page capability statement

What Are Capability StatementsCapability Statements

Snapshot of Capability StatementsA Capabilities Statement tells potential clientswho you arewhat you dohow you are different from your competitors.

Once you tell clients get their feedback and update your capability statement.Allow clients to distribute your capability statement within their organizations.A critical tool to begin your dialog with your government contacts.

What is a Capability StatementA statement of how you can provide value and meet your government contacts needs.ConciseDistinctiveInformativeThe information needed to start a dialog and the procurement processYour BrandCompetenciesQualification and ExperienceDifferentiatorsCompany DataSingle Sheet - One or both sidesThere are other typesHard copy or electronic

Other Statements of Capability

Capability Statements Are Not

The ImportanceCapability Statements

Acquisition is a multi-player game

Other functional staff auditing, cost estimating, public affairs, security, 11

Government Marketplace

Market Research - FAR requirementsMajor System Acquisition FAR 7.102(a)Use FAR 10Commercial Items and Services FAR 10 to arrive at the most suitable approach to acquiring, distributing, and supporting supplies and services.Market research is conducted to determine if commercial items or non-developmental items are available to meet the Governments needs.Research and Development FAR 35.004Publicizing requirements and expanding research and development sources.

Build Capability Statement ToRaise awareness with your contactsProvide common ground to build a dialogCreate trust with your contactsTest the marketplaceDo you have the right understanding of players, needs, and solutions?

Effective Use of Capability StatementsFirst ContactDistribute to buyers and potential customersUse at trade shows, meetings, and eventsGetting the word outDistribute via website (pdf format)Responding to Request for Information or Sources SoughtFollowing up and reinforcing your messageAfter phone callsAfter elevator speechInclude in proposals when allowedSend an updated capability statement annually to maintain contact

Remember to tailor to specific audiences

Preparing a Capability StatementCapability Statements

Characteristics of a Capability StatementProfessional AppearanceCustomers first impressionSuccinctFocus on strengths and core capabilitiesEasy to quickly scan (1-2 pages)TailoredModify for specific opportunities or audiencesInclude additional info for government buyers

Drafting Your Capability StatementResearch your desired targetsIdentify contactsIdentify products and services they purchaseLearn their languageIdentify needsBuild solutions for your contacts needsMap your company to the needCore Competencies, Capabilities, ResourcesPast ExperienceDifferentiators

The Five Parts of a Capability Statement

Your Business BrandingBeing Distinctive in the marketplaceLogoColor schemeFontsBusiness background / history / missionTies in to other literature and website designNot being distinctive in your own messaging

Core Competencies, Capabilities, and ResourcesA core competence is a bundle of capabilities and resources that enable your firm:To solve a particular class of problemTo perform a particular serviceTo delivery a particular productIdentify core competencies and relate to your contacts specific needs.Only relevant capabilities and resourcesPresent the unique value propositionKey personnel experience

Describe what a core competency is.21

DifferentiatorsExplain how your company is unique, different, and distinct from competitors in meeting the needs of your contact.Show your unique understanding of your contacts needs.Show how no one else can respond to those needs.ExamplesSecurity ClearancesGeographical CoverageSpecial Accreditations or AwardsEtc.This is all about why your contact should pick your company over your competitors.

Clients and Past PerformanceProvide examples from past workRelate to your contacts needsDescribe how you successfully completed the workWhy that work is representative of your companys future performance.This is about building credibility and showing that your companys selection is a low risk choice.

Company DataCorporate Contact Info(Name, address, telephone, fax, e-mail, website, etc)DUNS #, CAGE code, NAICS, PSC/FSC codesIndustry licenses/certifications or quality assurance certsSmall Business Certifications (potential differentiator)Woman-owned small businessSmall disadvantaged business8(a) certifiedService Disabled Veteran Owned BusinessHUBZoneAcquisition Vehicles (potential differentiator)Government Wide Acquisition ContractsGSA SchedulesAccept government credit cards

Layout Example Story Emphasis

Layout Example Bullet focus

Final TipsProfessional appearanceCover elements as briefly as possibleEasy to readUse bullets/short sentences/tablesBe careful with acronyms and industry jargonUse company logos and color reinforce brandingA searchable document that can be easily changed and sent as a PDF file.Continuously update!

Questions and Thank YouDon Kachman, PrincipalKachman Consulting Groupdon@kachmanconsulting.com(734) 730-2932

Signup for our newsletter at:KachmanConsulting.com

Use Capability Statements to build a dialog with your contacts.

Questions and Thank YouDon Kachman, PrincipalKachman Consulting Groupdon@kachmanconsulting.com(734) 730-2932

Signup for our newsletter at:KachmanConsulting.com

Use Capability Statements to build a dialog with your contacts.