Custom Keynotes Presents: Leading with Your Capabilities Statement Presented By: Eileen Kent Copyright 2015

What is a Capabilities Statement/Line Card? 1-2 Page Document in PDF Format Ready to Email Printed on Quality Paper If Posted at Your Website: Downloadable PDF Modifiable to Fit Agency-by-Agency Modifiable to Add Capabilities, Certifications, Contract Vehicles

What is the purpose of a Caps Statement/Line Card? Your Government Calling Card A Quick Overview for their Files A Quick Description of Your Specialty Products and Services A Chance to Show The Customer You’re Registered at all the Right Places Something to Discuss, to “Jog” their Thoughts About Who They Should Refer ….

What is the purpose of a Caps Statement/Line Card? Market Research on Their Side IE: If they need 3 companies to consider for a project, they’ll quickly go through their “capabilities statements” and call the companies they’ve met first – to see if they “fit” the opportunity – whether it’s early – or too late in the procurement process. Either way, you’re being talked about.

What is the purpose of a Caps Statement/Line Card? Something to Show the SBA They Met You If you’re a small business – the agency has to show the SBA they’ve been talking and “considering” small, 8a, HubZone, Veteran Owned, Service Disabled Veteran Owned, Disadvantaged, Woman Owned, Economically Disadvantaged Woman Owned Businesses You go in the “good faith effort” file!

What is the purpose of a Caps Statement/Line Card? Something to Show the End Users In many cases, this is wishful thinking, but some contracting officers and small business officers will pass along your capabilities – if an end user is looking for something/someone and they can’t find it in their own network. They might ask contracting or small business. Maybe the officer will share it.

What is the purpose of a Caps Statement/Line Card? Something to Leave with the Customer Something to Pass to Primes Something to Pass out at Trade Shows In Government Sales, the Capabilities Line Card is the company’s calling card.

What is on a Capabilities Statement/Line Card? NAME ADDRESS PHONE (24/7 preferably) WEBSITE (DESIGNED FOR GOVERNMENT) CONTACT PERSON BUSINESS SIZE/PREFERENCES & CERTS

What is on a Capabilities Statement/Line Card? DUNS NAICS CODES AND PSC CODES CAGE CODE – IF YOU’RE SAM.GOV REGISTERED, YOUR CAGE CODE IS CONNECTED WITH YOUR SAM RECORD. SAM.GOV REGISTERED (LOGO) CONTRACT VEHICLES: GSA SCHEDULE #, SEWP, EAGLE II, MATOC, JOC, ETC.

What is on a Capabilities Statement/Line Card? OUR CAPABILITIES: A quick paragraph about your company, years in business, general area of expertise and who’s problem you solve CAPABILITY/PRODUCT 1 CAPABILITY/PRODUCT 2 CAPABILITY/PRODUCT 3 CAPABILITY/PRODUCT 4

What is on a Capabilities Statement/Line Card? OUR BEST VALUES: Help them justify, why you at a higher price. PAST PERFORMANCE EXPERIENCE OVER 10 YEARS EDUCATION CERTIFICATIONS MADE IN THE USA

What is on a Capabilities Statement/Line Card? MORE BEST VALUES: Help them justify, why you at a higher price. SPEED LOCAL SECURITY CLEARANCE GREEN/LEED CERTIFIED FASTER, BETTER, SAFER,

What is on a Capabilities Statement/Line Card? PAST PERFORMANCE: Show them you have worked with same type of clients - similar size and scope projects AGENCY PRIMES NAME BRANDS STATE AND LOCAL

Be Careful! Capabilities Statement/Line Card Be Careful! Let’s Discuss: Photos Lead with preferences or capabilities? Design Budget Show them the candy, don’t spill it Action: Encourage them to call, book a capabilities briefing or buy.

QUESTIONS?

THANK YOU! For more information about one-on-one federal sales action planning, or booking Eileen Kent for a custom keynote, call 312-636-5381. Until then, please enjoy, with our compliments, 18 hours of federal contracting expertise at this link: The Federal Sales Sherpa Show