1. Capabilities Statement
PTAC of South Central Michigan
Kim Langenberg

2. Objectives When Creating a Capabilities Statement
Creating a first impression
Be accurate
Easily understood
Capture interest of agency
Capture interest of prime
Mistakes
Omissions
Key elements

3. ID your targets
Your Company Target You – the Prime Contractor - AGENCY You – the Subcontractor - PRIMES You – a Team member - Other VENDORS

4. First Impressions Be professional Niche Expertise Mitigate risk
, website, typos
No clip art, stock graphics
Niche
Don’t be all things
Expertise
Prove it!
Mitigate risk

5. Types of Capabilities Statements
Door-opener, begins relationship-building process
Obtain decision-making meeting
Tool to use during meetings
Requested as part of Sources Sought or RFI response
Required in an RFP response

6. Poor Capabilities Statement
Slams doors shut
Shows your weaknesses
Shows your not competent
Shows the risk in hiring you
Shows you don’t have a clue
…and you don’t understand your customer
…or the market

7. Key Elements to Get Noticed
TITLE
Capabilities Statement
Core Competencies
Past Performance
Differentiators
Company Data

8. Title: “Capabilities Statement”
Call it what it is!
First words are “Capabilities Statement”
Then your logo
Your contact info
Mini business card across the top of the document
Capabilities Statement

9. Core Competencies Section title: Core Competencies
Laser-focus on your target
Short intro statement – mention your target
Ex: XYZ Company provides the services the Army requires to meet its mission of ________________.
Give your solid expertise
Relate your company’s core competencies to your target’s specific needs
Followed by key-word heavy bullet points

11. Core Competencies
MET provides training services to which the Navy requires to meet its mission to maintain, train and equip combat-ready Naval forces through making it possible to get the essential medical training sailors need to assist those in need.
We train for combat medical emergencies.
We have trained police & fire fighters.
We continually update certifications, so that trainees can have the current training they need.
We equip all trainees through our online, in-house, or at our facility, with the training that they need for readiness.
Only use generalities in a Capabilities Statement when going to an
event where you don’t know who will be there.

12. Company Data Company Data – could include: DUNS CAGE Code
Socio-Economic Status
Certifications
IDV (Indefinite Delivery Vehicles) – Long tern contracts
NAICs – numbers only
FSC/PSC – numbers only
Key Personnel

14. Differentiators What makes your company different from others?
Unique features
It must be true
It must be important to your client
It must be supportable
Live your differentiators!

16. Past Performance Title: Past Performance
Show the benefit to your customer
List past customers whom you have done similar work. Prioritize by:
Internal to that agency
Related agency
Other government entities: Federal, State, Local
Commercial contracts

17. Past Performance Department of Navy:
Provided emergency medical training to enable sailors to effectively understand medical procedures when in battle. GSA Schedule contract for $200,000. N Y-6666, Tom Simmons, Contracting Officer, ,
You can also put in non-military or non-government contracts that are similar in scope. (i.e. Prime contracts, Sub-contracts)
If past projects do not relate to the targeted agency’s needs, DO NOT list.

19. Where do I use a Capabilities Statement?
Person to person
Conferences
Vendor Outreach
Agency & base events
Matchmaking
Social Events
RFI, RFP, Sources Sought
Referral
Decision makers
Virtual
, website, blog, LinkedIn

20. Want another set of eyes?
If you’d like to send me your Capabilities Statement, I will review it & give you suggestions that will make it the best!

21. PTACs of Michigan www.ptacsofmichigan.org/offices/
Click on your county color to find your PTAC Office Info

22. PTAC Contact Information Contact us with any questions. If you are not a client & would like to know how to become one, please contact us.
Kim Langenberg, Program Director
Lansing Satellite
PTACs are not-for-profit organizations. Reproduction and/or distribution of documentation, in addition to the reselling of PTAC services, is strictly prohibited.