1. How to Conduct Business with the VA &
Building an Effective Capabilities Statement
Trina Berry Small Business Liaison

2. Lesson Objectives Define VA’s Mission & Vision
Understand How to do Business with the VA
Understand the importance of a capabilities statement
Identify the information needed to write a capabilities statement
Distinguish the five section of a capabilities statement

4. Three (3) Service Area Offices (SAOs)

5. Eight (8) Medical Centers
C.W. Young VA Medical Center, Bay Pines, FL
Orlando VA Medical Center, Orlando, FL
West Palm Beach VA Medical Center, FL
James A. Haley Veterans’ Hospital, Tampa, FL
Lake City VA Medical Center, Lake City, FL
Malcom Randall VA Medical Center, Gainesville, FL
Bruce W. Carter VA Medical Center, Miami, FL
San Juan VA Medical Center, San Juan, PR

6. Seven (7) Contracting Office Locations
NCO 8 Structure
Healthcare System
Seven (7) Contracting Office Locations
VA Sunshine Healthcare Network
VISN 8 Headquarters
St. Petersburg, FL
Miami, FL
San Juan, PR
Tampa, FL
Gainesville, FL (Supports Lake City)
Bay Pines, FL
Orlando, FL
West Palm Beach, FL
Contracting Professionals Purchase Products and Services by Product Lines:
Commodities
Services
Prosthetics
Construction
Medical Personnel Support (Doctors, Nurses, etc.)
Leasing (Real Estate and Associated Services)

7. NCO 8 Small Business Program
Strive to Exceed VA Small Business Goals
Ensure Small Businesses Receive Fair Opportunity to compete for VISN 8 Requirements

8. Small Business Programs
Service-Disabled Veteran-Owned Small Business (SDVOSB) Set-Asides or Sole Source (Public Law and FAR 19.14)
Veteran-Owned Small Business (VOSB) Set-Asides
(Public Law )
Section 8(a) Program (FAR 19.8)
Historically Underutilized Business Zone (HUBZone)
Set-Asides (FAR 19.13)
Women-Owned and Economically Disadvantaged Women-Owned Set-Asides or Sole Source (FAR 19.15)
Small Business Set-Asides (FAR 19.5)

9. Public Law 109-461 Set-Aside Authorities
U.S. Supreme Court Decision
Contracting Officers “shall award contracts” by restricting competition to VOSBs based on the “Rule of Two”
Service Disabled Veteran Owned Small Business (SDVOSB) and Veteran Owned Small Business (VOSB):
Competitive – Unlimited by dollar value
Sole Source – Limited to $5M

10. Current FY Goals & Results
Socioeconomic Category
VA Goal
VISN 8
Performance
Dollars Awarded
Small Business (SB)
45%
61.96%
$254M
Veteran-Owned Small Business (VOSB)
22%
39.22%
$77M
Service-Disabled Veteran-Owned Small Business (SDVOSB)
18%
37.06%
$152M
Small Disadvantaged Business (including Section 8(a)) 5%
17.65%
$17M
Historically Underutilized Business Zone (HUBZone) 3%
4.74%
$19M
Woman-Owned Small Business (WOSB)
5.19%
$21M
Total spend $847,508,037.04

11. NCO 8 Leads SAO EAST in Meeting Small Business Goals
Current FY Goals & Results
NCO 8 Leads SAO EAST in Meeting Small Business Goals

12. Locating Contracting Opportunities
GSA eBuy
NASA SEWP
Federal Business Opportunities (FBO)
Forecast of Contracting Opportunities (FCO)

13. VISN 8 Forecasting of Contracting Opportunities

14. VISN 8 Forecasting of Contracting Opportunities (continued)
FORECAST 2018 Quarter 4
Class
Description
Approximate Dollar range
Procurement Vehicle
Procurement Method
Scio-Economic Category
MIAMI Construction
Ponce Vet Center Relocation (VA
$150, to $5,000,000
Other Government Contracts
Not Set-Aside
NF/SG Construction
573-CSI Renovate Radiology for Equipment Installation
Open Market
Total Set-Aside
Service Disabled Veteran Owned SB
Tampa Construction
NRM - (Project: ) A/E: Upgrade Facility Security Phase 2
Station (PROJ: ) B/B: Replace Cooler and Refrigerators Phase IV
Competitive Total Set-Aside
VISN/CSI (573A4-CSI-107) D/B: Replace Radiology Equipment in Room 1
Sole Source
VISN/CSI (PROJ: 573A4-CSI-105) D/B: Install Additional CT

15. VISN 8 Forecasting of Contracting Opportunities (continued)
FORECAST 2018 Quarter 4
Services
Description
Approximate Dollar range
Procurement Vehicle
Procurement Method
Scio-Economic Category
Bay Pines
NRM (Proj: ) Title: D/B Replace AHU 65 and 66
Greater than $5,000,000
Open Market
Service Disabled Veteran Owned SB
Services, Laundry Equipment Maintenance
$25, to $150,000
Performance Based Service Agreement
Total Set-Aside
Women Owned SB
Miami
Generators radiators (VA )
Veteran Owned SB
Tampa
Services: Medrad CT Injectors
$150, to $5,000,000
Competitive
Small Business
Orlando
OP2 09/01/18-08/31/19 675C80211
Annual Generator Inspection,
Testing, and Repair services
WPB
Toshiba Aquilion CT Service Contract (VA )
Federal Supply Schedule
Not Set-Aside

16. VISN 8 Forecasting of Contracting Opportunities (continued)
FORECAST 2019 Quarter 1 & 2
Class
65 & 66
Description
Approximate Dollar range
Procurement Vehicle
Procurement Method
Scio-Economic Category
WPB
HISTOLOGY AUTOMATION STAINING SYSTEM
$150, to $5,000,000
Federal Supply Schedule
Competitive
Not Set-Aside
Tampa
Supply: Immunochemical Fecal Occult Blood CPT
$25, to $150,000
Sole Source
Non-Competitive
Small Business
Supply: Immunoassay Cost Per Test
General Service Administration Contract
Supply: Bed lease and preventive maintenance and service support
Other Government Contracts
Gainesville
Supplies: NERVE BLOCKER TRAYS/HIGH
Open Market
Supply: Community Blood Blank

17. VISN 8 Open Market Opportunities

19. What is a Capabilities Statement?
Snapshot or “Business Resume” of your Company
Marketing material to showcase your company
Readily available marketing tool that can be handed to your prospective customers and partners

20. When is the Capabilities Statement Used?
When meeting with Procurement Decision Makers (PDMs)
When meeting with Small Business Liaisons (SBLs)
When meeting with Potential Teaming Partners
Any opportunity to market your company

21. Where to Hand Out a Capabilities Statement?
Outreach Events
Local
Regional
National
Through your website
Make it easy to find
Should be a downloadable PDF

22. STRATEGIES TO WRITE EFFECTIVE CAPABILITIES STATEMETS

23. Basics of Capabilities Statements
1-2 pages in length
If 1 page, make sure key information stands out
If 2 pages, when printed, double sided is preferred
Visually appealing and should include similar graphic elements that match your company’s brand or logo
Should be formatted in a searchable PDF file

24. Purpose of a Capabilities Statement
Explains how your product and/or service solves potential customers’ problem or improves their situation
Describes the specific benefits of your product and/or service
Answers the question why a customer should do business with you presents a unique value proposition

25. THE FIVE KEY SECTIONS

26. The Five Sections of the Capabilities Statement
Information included on a CS fall within five key sections:
Core Competencies
Past Performance
Differentiators
Company Data
Pertinent Codes

27. Core Competency Section
A Core Competency is a unique factor or specific expertise
provided by your company. A core competency:
Presents an overview of what your company does
Creates sustainable competitive advantage
Offers the customer substantial benefits

28. Strategies for Writing Core Competencies
Analyze your operations and your experience to determine
your unique capabilities of offerings
Continuously review and update core competencies as your company grows into new markets
Have someone from outside your company read your statement and provide feedback, before sharing with customers/potential customers
Be sure to check spelling, grammar, and formatting

29. Core Competency Identifiers
When preparing to write your company’s core competency section, Consider the following examples of what to include:
Subject matter expertise
Technical expertise
Distinct process or procedure

30. Past Performance Section
Past Performance details small business
experience and expertise
List your clients and the work you’ve completed for them
Prioritize your information base on relevancy to the project scope
If applicable, add references

31. Strategies for Writing Past Performance
Be sure to describe the following as best as possible:
The client’s situation or need
The resolution you provided
The value your company adds
Information can be:
List-based – identifying for whom you have worked
Narrative – base – describing what you did and for whom

32. Differentiator Section
Unique business features
Benefits of products and/or services offered
to potential customers
What sets your company’s offerings apart from that of competitors

33. How to Differentiate Your Business
Consider the following strategies:
Explain how your company is unique, different and distinct
from your competitors in responding to the needs of the
client
Define and explain the needs of your clients and why your
company is better positioned than others to respond to
these needs
Clearly explain why potential customers should chose your company over other competitors

34. Corporate Data Section
Corporate Data is as important as core competencies, past performance, and differentiators – it is your identity and includes company name, location(s), Phone numbers, and addresses

35. What to Include in the Corporate Data Section
When writing your Capability Statement be sure to include:
Office Locations: Identify the geographical location from which your company operates (i.e., physical address, contact name, phone, fax , )
Web Address: Available to procurement decision makers when more information about your is needed – keep updated and customer focused
Social Media: Include twitter, Facebook, LinkedIn, or other social media information – refresh and update your content
Accolades and certifications: Include awards, certifications, permits, and licenses you have earned or obtained

36. Pertinent Code Section
Pertinent Codes refers to business identifiers and classification, such as:
Data Universal Numbering System (DUNS)
Commercial and Government Entity (CAGE) Code
North American Industry Classification System (NAICS) Code
Product and Service (PS) Codes

37. What to Include in the Pertinent Codes Section
If you have done business with your state or local Government, consider adding the following code:
National Institute of Governmental Purchasing Commodity/Service Code (NIGP)

38. Importance of a Capability Statement
It is a required piece of becoming procurement ready to do business with the VA and other federal agencies
It is an important element in marketing and promoting your company

39. Importance of a Capability Statement (continued)
Once you have a written Capability Statement for your company
make sure you:
Have plenty of copies readily available so that you can
distribute at a moments notice
Update it regularly and make sure it targets your audience

40. Conducting Business with the VA Wrap-up
Define VA’s Mission & Vision
Understand How to do Business with the VA
Understand the importance of a capabilities statement
Identify the information needed to write a capabilities statement
Distinguish the five section of a capabilities statement

41. Improve Your Chances
SDVOSBs and VOSBs must register with the Center for Verification and Evaluation (CVE) to participate in the VETS First Contracting Program
Review Agency Forecasts of Contracting Opportunities (FCO)
Ensure Your Information is Accurate
Register in the System for Award Management (SAM ) for the NAICS in which you hold expertise
Obtain Federal Procurement Data System (FPDS) Account
Consider VA and GSA Federal Supply Schedules (FSS)
Accept Government Purchase Cards (GPC)
Sharpen Your Pencil-Competitive Pricing
Review the Entire Solicitation and Evaluation Criteria
Take Advantage of Capacity Building resources: (e.g. PTAC, SBDC, SBA, etc.)
Maintain ACTIVE Registrations with SAM and VETBIZ
your 1-2 page capability statement to

42. Conducting Business with VA Resources
VA OSDBU:
VA OSDBU Education & Training:
Doing Business with VA Reference Guide:
Procurement Readiness Reference Guide:
Small Business Development Center (SBDC):
Procurement Technical Assistance Center (PTAC):
Small Business Administration (SBA):
VA Small Business Liaisons:
Start small: micro-purchases with credit card and simplified acquisition threshold

43. Q&A

44. VISN 8: VA Sunshine Healthcare Network
Network Contracting Office 8 (NCO 8)
Trina Berry
Small Business Liaison
U.S. Department of Veterans Affairs
Veterans Health Administration (VHA)
Service Area Office (SAO) East
Phone: