1. Lisa Wood Statewide Director of the Procurement Technical Assistance Centers of Ohio Lisa.wood@development.ohio.gov Capability Statement Workshop

2. This material is copyrighted ©2012 TargetGov and provided free of charge. For more information visit www.TargetGov.com or call toll free: 866-579-1346.www.TargetGov.com

3. Why have a Capability Statement? 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 competition ©2012TargetGov

4. Types of Capability Statements Door-opener Obtain decision-maker meeting Tool to use during meetings Requested as part of a Sources Sought or RFI response Required in a RFP ©2012TargetGov

5. Keep it Simple Use bullet points Short sentence fragments No long narratives Simple language No “trade” language or jargon Call the document a “Capability Statement” Show branding and logo elements ©2012TargetGov

6. Do your research Know what they are about and what their mission is Know their current and future needs Explore their forecasts for out year procurements Offer solutions to problems or issues they might have ©2012TargetGov Customize It

7. Format Brief (1page front and back) Specifically related to target agency Simple graphics Easily sent as a PDF (WORD) Create your branding and logo ©2012TargetGov

8. Content Labels Core Competencies Past Performance Differentiators Corporate identification Contact information Link to website Company Data ©2012TargetGov

9. Core Competencies Short introduction statement relating the company’s core competencies to the agency’s specific needs followed by key word heavy bullet points. This is NOT everything you can do, but the core expertise of your firm, specifically related to this agency, its mission and identified opportunities. ©2012TargetGov

10. Past Performance Clients or customers you have successfully contracted with Relevant Scope of Work Relevant award amounts Date of award (not older than 2 years) Customers most similar to the ones you want to do business with ©2012TargetGov

11. Past Performance Do include your commercial work Any Federal, State, and Local Pertinent contact information (email, phone, name) Make sure they will back you up (on time and within budget) ©2012TargetGov

12. Example (if you were a Prime) Department of Homeland Security: We provided w-y-z services to enable the effective use of a- b-c thereby reducing costs by $xxx,xxx over three years. Name contract vehicle & amount. Give contact reference, name, title, phone, and email ©2012TargetGov

13. Example (if you were the subcontractor) Department of Homeland Security: As a subcontractor to PRIME, provided the x-y-z services to enable the effective use of a-b-c thereby reducing costs by $xxxxx over three years. Give contact reference, name, title, phone, and email. ©2012TargetGov

14. Example (if you were an employee) Department of Homeland Security: As an employee of COMPANY, provided the x-y-z services to enable the effective use of a-b-c, thereby reducing costs by $xxxxx, over three years. Give contact reference, name, title phone and email. ©2012TargetGov

15. Sample Info for Past Performance VA High Speed Wireless Link GS35FxxxN$70k Bill Delete Willidelete@med.va.gov (301) 734-999 VA High Speed Wireless Link GS35FxxxN$70k Bill Delete Willidelete@med.va.gov (301) 734-9999

16. Differentiators How does your company best suit the needs of the agency How does your service make you stand out from the rest How does your staff give you a competitive edge Why are your products superior to your competition ©2012TargetGov

17. Other Key Assets Location Training ISO Exclusives Relationships Experience Quality control Reduced carbon footprint plan ©2012TargetGov

18. Company Data Size of your firm Revenue Number of employees Geographic area serves Fiscal responsibility Brief paragraph of company history, longevity is golden List any awards, accolades or notable accomplishments relating to the agency ©2012TargetGov

19. Company Data Unique processes or products Offices, warehouse or locations Square feet, shipping/receiving etc. Unique equipment special resources technologies or techniques State of the art program or approaches Access to Skilled labor ©2012TargetGov

20. Company Data Accept Credit and Purchase Cards Years in business Summary of your company’s expertise Key individuals in the company Education Special knowledge or abilities Skills and technical expertise Geographical area served ©2012TargetGov

21. Company Data Company name, address, phone, fax, email address, and website NAICS or SIC codes for services/products UNSPSC for Ohio Cage code DUNS number EIN number Socio-economic Certifications: WBE, MBE, EDGE, DBE 8(a), HUB Zone, SDVOB GSA Schedule Contract Number(s) ©2012TargetGov

22. A Capability Statement is NOT A Power Point Presentation More than two side of one page.jpg or.tif file A large file over 1MB A substitute for personal contact A resume A Capability Brief ©2012TargetGov

23. To Whom Do you Send It To? Target agencies that are most likely to purchase your products and services (no more than 5) Geographically convenient Regional or national coverage Purchasing vehicles Prime Contractors ©2012TargetGov

24. Do Your Homework Identify Project Managers, Contracting Officers, Small Business Liaison Offers and in your targeted offices and build a relationship. Do not forget, Procurement Officers, Engineers, Operating Supervisors, Program Managers, Scientists and Program Professionals ©2012TargetGov

25. Market Aggressively Identify your target contacts Contact each person Ask for an in-person or telephone meeting Ask about opportunities below the $25,000 threshold Ask about projections for the coming year Coordinate all of your collateral materials ©2012TargetGov

26. Don’t… Try to market to every federal agency Bid on every contract Try to be all things to all people Rely on electronic communication100% of the time Assume that your web site is 100% government friendly Expect people to stay year to year Expect contracting officers to make it easy on you Expect “low hanging” fruit Be inconsistent ©2012TargetGov

27. Do not have them asking “SO WHAT”!

28. Call a PTAC, They Can Help !!

29. Thank you! Questions?