Capability Statement

Shajed
 Capability Statement

Table of Contents

Capability Statement...................................................................................................................................2
Types of Capability Statements...................................................................................................................2
Objectives....................................................................................................................................................2
Capability Statement Contents....................................................................................................................3
Core Competencies.....................................................................................................................................3
Past Performance........................................................................................................................................3
Differentiators.............................................................................................................................................4
Corporate Data............................................................................................................................................4
Value Proposition........................................................................................................................................4
Target Audience..........................................................................................................................................4
Matchmaker Events.....................................................................................................................................4
Expertise......................................................................................................................................................5
Customers...................................................................................................................................................5
Capability Statement Template...................................................................................................................5

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 Capability Statement

Capability Statement

A Capability Statement is a business document or record of your individual and organizational

competencies, achievements, associations and accreditations. Its purpose is to communicate
clearly and effectively to potential business partners, stakeholders, suppliers, customers and
even employees about your business and business capabilities.

A Capability Statement is important because it provides target audiences with specific

information about your organization that will assist them to make a decision on whether they
should do business with your company. When written powerfully and persuasively, a Capability
Statement will differentiate your business from your competitor, helping to reinforce your
business brand and value proposition in the minds of existing and potential new customers.

A Capability Statement is a critical tool to help you be as successful as possible, no matter what
size company you represent.  Successful firms use their Capability Statement for a number of
purposes:

 Required in many government registration processes

 A door-opener to new agencies
 Proof of qualification
 Proof of past performance
 It will set you apart from your competitors

Types of Capability Statements

There are essentially three types of Capability Statements. The first is a one page document
(can be two sides) that is used to open doors and make introductions with targeted agencies,
primes and teaming partners. The second is a capability statement that is part of a Request. For
Proposal response. The third is the document used during a meeting called a Capability Briefing.

Objectives

The objective of the preparatory exercise is to facilitate participant’s ability to:

 Clearly define current target markets by geographical boundaries

 Clearly identify existing and potential customers
 Clearly identify existing competitors
 Collate essential information for a Capability Statement.

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 Capability Statement

Capability Statement Contents

The five key elements included in a successful capability statement are:

 Core competencies
 Past performance
 Differentiators
 Corporate data
 Contact information
 Client list by industry or sector
 Description of products and/or services

As you begin to create your firm's Capability Statement, begin by labeling the document as a
Capability Statement. This should be stated at the top of the document. This is a term used by
government contracting decision-makers, and indicates that you have knowledge of the
contracting process. This title sets your document apart from all other flyers, brochures and
line cards that are filling your prospect's mailbox. A Capability Statement should also show the
firm's logo and related colors and other branding elements to improve name and brand
recognition. It should be free of long paragraphs, instead, using short sentences and bulleted
lists for quick visual scanning.

Core Competencies

Core competencies are the main strengths or strategic advantages of a business. Core
competencies are the combination of pooled knowledge and technical capacities that allow a
business to be competitive in the marketplace. Theoretically, a core competency should allow a
company to expand into new end markets as well as provide a significant benefit to customers.
It should also be hard for competitors to replicate.

Past Performance

Poor performance under a federal contract can have immediate consequences for contractors,
who could be denied award or incentive fees, required to pay damages, or terminated for
default. In addition, it could affect their ability to obtain future contracts because federal law
generally requires agencies to evaluate contractors’ past performance and consider past
performance information when making source selection decisions in negotiated procurements
and determining whether prospective contractors are “responsible.” “Past performance” refers
to performance on “active and physically completed contracts” and certain orders under
existing contracts.

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 Capability Statement

Differentiators

Key differentiators a company can leverage to develop a competitive advantage:

 Market Responsiveness
 Product or Service Superiority
 Production Efficiency
 Natural or Human Resources
 Market Dominance
 Short Term Profit
 Method of Sale
 Distribution Methods
 Technological Advantage

Corporate Data

Organizational memory (OM) (sometimes called institutional or corporate memory) is the

accumulated body of data, information, and knowledge created in the course of an individual
organization’s existence. Falling under the wider disciplinary umbrella of knowledge
management, it has two repositories: an organization's archives, including its electronic data
bases; and individuals’ memories.

Value Proposition

Having a clear understanding of your value proposition and nature of your business is essential
to viability and remaining competitive in the market. Having a proper and clear understanding
of your value proposition is also essential for helping customers to understand exactly what it is
that you can offer them. A value proposition is meant to explain to people what it is that is
superior about your products and/or services and encourage decision-makers to do business
with you instead of with your competitor

Target Audience

Current customers looking for additional sales

Potential customers you wish to add

Matchmaker Events
 Meet new customers
 Promote your business to as many agencies

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 Capability Statement

 As possible within a very short period of time

 Great tool to get your foot in the door

Expertise

A brief summary of your expertise, as well as that of your key personnel/staff, highlighting their
education and technical experience as it relates to your business.

Customers

Provide a list of at least three or four of your key customers, past or present. Company names
are sufficient.

Capability Statement Template

<Insert Company Logo>
Company Details
Company Name
Trading Name
ABN ACN
Year Established
Legal Structure/Ownership Annual Turnover
Location(s)
Postal Address
Phone Number Fax Number
Email Website
Primary Contact:
Name
Position title
E mail address
Mobile Phone Telephone

Company Profile

Core Competencies: Introduce the nature and core competencies of the company and relate those to
the customer’s specific needs. Write approximately 1 – 2 paragraphs or dot points.

Brief History: An overview of the company. 1 – 2 paragraphs

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 Capability Statement

Value Proposition: Include the company’s Mission Statement and/or Vision Statement. Know what is
important to your customer and clearly define the value that your company can offer in responding to
those needs.

Competitive Advantage: How is your company distinctive and better positioned in the market against
competitors.

Capabilities and Capacity

Business Units: <List business areas within the company>

Services: <List the key services your company provides as well as the features of each and the benefits
those services provide>
Products: List the key products of your company as well as the features and benefits.

Facilities:
Equipment:
Fleet:
Software/Systems:
Typical Value of Projects: Provide the $ range of projects
Geographical area served: Identify the areas your company has serviced or has capacity to service
Financial Capability:

Key Personnel
Name:
Position Title:
< Describe relevant experience, expertise, achievements, qualifications>
Name:
Position Title:
< Describe relevant experience, expertise, achievements, qualifications>
Name:
Position Title:
< Describe relevant experience, expertise, achievements, qualifications>

Project Showcase
Project Name:
Project Description: <Identify an achievement associated with this project>

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 Capability Statement

Scope:
Location:
Referee/testimonial:
Project Name:
Project Description: <Identify an achievement associated with this project>
Scope:
Location:
Referee/testimonial:
Project Name:
Project Description: <Identify an achievement associated with this project>
Scope:
Location:
Referee/testimonial:

Current Projects
<Insert list of current projects>

Client List
<Provide a list of current and past clients by industry. This identifies your company’s capacity to partner
with others>

Quality Commitment
Quality Management: Quality Track Record:

Insurance Coverage
Public Liability:
Product Liability:
Professional Indemnity:
Work Cover:

National Code of Practice

<Identify whether your company complies by the national code of practise>

Licenses/Certificates/Accreditations/Associations & Testimonials

Licences:
Certificates: <Include any relevant personnel certificates>
Associations: <Identify if Industry association member or other companies contract with>

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 Capability Statement

Accreditations:
Testimonials:

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