What Should a Capability Statement Look Like?

Unlike a corporate brochure, your Capability statement is brief, emphasizes your experience, and lists information and codes specific to federal contracting (GSA #; CAGE code; NAICS codes; small business status, and set-asides).


Capability Statements Show:

  • Core Competencies: short introductory statement, with bullet points of key words
  • Past Performance: past customers for whom your business has done similar work
  • Differentiators: How do you stand out from the competition? Why should the agency award a contract to you?
  • Company Information: DUNS; Socio-Economic (woman/small/veteran-owned); NAICS; CAGE; GSA #; federal/state contracts.
  • Resources: Facilities, equipment, certifications, qualifications, industry standards
  • Contact Information: Name; Phone; Email – a specific person, NOT sales@ or info@


Ask Not What the Agency Can Do for You; Ask What You Can Do for the Agency…

Remember to focus on the value to the agency – not on how good your company is! Avoid generic statements that add little meaning or value…’quality product’….’solutions provider’….’best in class’…..


What Are Your Company’s Differentiators? Ask Yourself These Questions:

Why did your biggest customer choose you? What is it that makes your company stand out from the rest – Training? Certifications?  Experience? Why are your services/products/solutions better than others that are available?


Differentiators are NOT your Socio-Economic Certifications:

A Contracting Officer or agency buyer will be interested in your capabilities, your ability to perform, and your past performance – how you can help the agency; what your company can bring to the table.

While your status as a small business (or WOSB, Vet , 8a ) is important,  it comes AFTER you show them your capability to perform.


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