1. Custom Keynotes Presents:
Leading with Your
Capabilities Statement
Presented By:
Eileen Kent
Copyright 2015

2. What is a Capabilities Statement/Line Card?
1-2 Page Document in PDF Format
Ready to
Printed on Quality Paper
If Posted at Your Website: Downloadable PDF
Modifiable to Fit Agency-by-Agency
Modifiable to Add Capabilities, Certifications, Contract Vehicles

3. What is the purpose of a Caps Statement/Line Card?
Your Government Calling Card
A Quick Overview for their Files
A Quick Description of Your Specialty Products and Services
A Chance to Show The Customer You’re Registered at all the Right Places
Something to Discuss, to “Jog” their Thoughts About Who They Should Refer ….

4. What is the purpose of a Caps Statement/Line Card?
Market Research on Their Side
IE: If they need 3 companies to consider for a project, they’ll quickly go through their “capabilities statements” and call the companies they’ve met first – to see if they “fit” the opportunity – whether it’s early – or too late in the procurement process. Either way, you’re being talked about.

5. What is the purpose of a Caps Statement/Line Card?
Something to Show the SBA They Met You
If you’re a small business – the agency has to show the SBA they’ve been talking and “considering” small, 8a, HubZone, Veteran Owned, Service Disabled Veteran Owned, Disadvantaged, Woman Owned, Economically Disadvantaged Woman Owned Businesses
You go in the “good faith effort” file!

6. What is the purpose of a Caps Statement/Line Card?
Something to Show the End Users
In many cases, this is wishful thinking, but some contracting officers and small business officers will pass along your capabilities – if an end user is looking for something/someone and they can’t find it in their own network. They might ask contracting or small business. Maybe the officer will share it.

7. What is the purpose of a Caps Statement/Line Card?
Something to Leave with the Customer
Something to Pass to Primes
Something to Pass out at Trade Shows
In Government Sales, the Capabilities Line Card is the company’s calling card.

8. What is on a Capabilities Statement/Line Card?
NAME
ADDRESS
PHONE (24/7 preferably)
WEBSITE (DESIGNED FOR GOVERNMENT)
CONTACT PERSON
BUSINESS SIZE/PREFERENCES & CERTS

9. What is on a Capabilities Statement/Line Card?
DUNS
NAICS CODES AND PSC CODES
CAGE CODE – IF YOU’RE SAM.GOV REGISTERED, YOUR CAGE CODE IS CONNECTED WITH YOUR SAM RECORD.
SAM.GOV REGISTERED (LOGO)
CONTRACT VEHICLES: GSA SCHEDULE #, SEWP, EAGLE II, MATOC, JOC, ETC.

10. What is on a Capabilities Statement/Line Card?
OUR CAPABILITIES: A quick paragraph about your company, years in business, general area of expertise and who’s problem you solve
CAPABILITY/PRODUCT 1
CAPABILITY/PRODUCT 2
CAPABILITY/PRODUCT 3
CAPABILITY/PRODUCT 4

11. What is on a Capabilities Statement/Line Card?
OUR BEST VALUES: Help them justify, why you at a higher price.
PAST PERFORMANCE
EXPERIENCE OVER 10 YEARS
EDUCATION
CERTIFICATIONS
MADE IN THE USA

12. What is on a Capabilities Statement/Line Card?
MORE BEST VALUES: Help them justify, why you at a higher price.
SPEED
LOCAL
SECURITY CLEARANCE
GREEN/LEED CERTIFIED
FASTER, BETTER, SAFER,

13. What is on a Capabilities Statement/Line Card?
PAST PERFORMANCE: Show them you have worked with same type of clients - similar size and scope projects
AGENCY
PRIMES
NAME BRANDS
STATE AND LOCAL

14. Be Careful! Capabilities Statement/Line Card
Be Careful! Let’s Discuss:
Photos
Lead with preferences or capabilities?
Design
Budget
Show them the candy, don’t spill it
Action: Encourage them to call, book a capabilities briefing or buy.

15. QUESTIONS?

16. THANK YOU!
For more information about one-on-one federal sales action planning, or booking Eileen Kent for a custom keynote, call
Until then, please enjoy, with our compliments, 18 hours of federal contracting expertise at this link:
The Federal Sales Sherpa Show