Contractors often struggle with the idea that their Capability Statement is more effective if it is thought of as a “living document” and changed every time it is sent out. Usually when clients approach me for consulting on their Capability Statement they’re looking for a static piece of marketing material that they can mass mail to everyone they’re interested in doing business with.
I understand why this is the impression of Capability Statements people have before coming to TargetGov for help. They’re imagining something closer to a brochure or a flyer that highlights their company’s accomplishments and past performance within the federal space. It might make sense to create one generic Capability Statement that you can use to approach any target instead of having to write new copy for every statement sent out.
However, to be effective, a Capability Statement must speak to the customer directly – and especially their needs. If you are an engineering firm, what kind of engineering is your target looking for? That’s the kind of engineering your Capability Statement needs to highlight, it is what the focus of your Past Performance and Differentiators should be. You want that Capability Statement to make it clear that not only can you do the work, but you can do the specific work being asked for along with a list of reasons why, with proof that you have done it before.
For this reason, we advise clients to take the time to ensure their Capability Statement matches the requirements of their targeted agency or prime contractor. What is the agency’s mission regarding the procurement? What is the prime contractor bidding on? What Past Performance can you use to showcase your ability? How do your Differentiators match the work you are able to do for the target?
For assistance in crafting a high quality Capability Statement, send me an email at firstname.lastname@example.org or call 443-543-5067.