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What is a capability statement, and what goes on it when you have no government work yet?

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  • A good capability statement for a federal agency meeting focuses on how your commercial experience translates to solving government problems, and it must be backed by an active SAM.gov registration.
  • Tom is correct about the key sections.
  • For past performance, instead of just listing clients, describe the type of work you performed in a way that aligns with the agency's mission or known needs.
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I'm meeting with a small business specialist at a federal agency next month, and she asked me to bring a capability statement. We do mostly commercial work for IT services, NAICS 541511. We have never had a government contract before.

I looked at some examples online and they all look pretty different. Some are one page, some are three pages. Some have a lot of bullet points, some are more narrative. I'm not sure what the small business specialist will actually be looking for.

For past performance, all of our work is commercial. Do I just list our commercial clients and projects? What information should I include for each one? And what sections do buyers actually read on these things?

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asked Jo R. Freelance proposal writer · Denver, CO · 409 rep

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A good capability statement for a federal agency meeting focuses on how your commercial experience translates to solving government problems, and it must be backed by an active SAM.gov registration. Tom is correct about the key sections. For past performance, instead of just listing clients, describe the type of work you performed in a way that aligns with the agency's mission or known needs. For example, if you provided IT security services to a commercial bank, you can highlight that experience as relevant to federal cybersecurity requirements, such as those found in FAR 52.204-21. The small business specialist will be looking for evidence that your firm understands how to operate in a regulated environment, even if your experience is commercial.

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answered Priya S. Verified vendorCapture manager, IT services · Herndon, VA · 225 rep
It is true, your past performance section needs to show that you know how to operate in a regulated environment. Commercial projects with tight security or compliance requirements are good examples. · Tom B. ·
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A capability statement is a marketing document that summarizes your company's core competencies, past performance, and differentiators for government buyers. When you have no government work yet, you list your commercial clients and projects as past performance.

For a small business specialist meeting, a one-page capability statement is usually sufficient. It should highlight your strengths and how they align with the agency's needs. Key sections include:

  • Core Competencies: List your primary services and expertise. For NAICS 541511, this would be IT services like custom programming, network support, or software development.
  • Past Performance: Describe relevant commercial projects. Include the client name, a brief project description, the problem you solved, and the results achieved. Quantify achievements where possible. This shows your ability to deliver.
  • Differentiators: Explain what makes your company unique. This could be specialized technology, a specific methodology, or unique certifications.
  • Company Data: Include your company name, UEI, CAGE code, NAICS codes, socio-economic set-asides, and contact information. Ensure your SAM.gov registration is active.
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answered Tom B. Construction estimator, public works · Phoenix, AZ · 225 rep
I agree completely, especially about listing the commercial projects. We always told vendors to show us their experience, no matter who the client was. · Helen M. ·
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A capability statement is a marketing document, but it also serves as a quick check for the small business specialist to see if your company has the required registrations to do business with the federal government. Tom mentioned company data, but having an active SAM.gov registration is crucial because it is required when submitting an offer or quotation and at the time of award. The small business specialist will also verify your NAICS code and relevant certifications against your SAM.gov registration. This is how they determine if you are actually eligible for any set-asides you claim.

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answered Dana K. Retired contracting officer, 22 years · Alexandria, VA · 141 rep

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Sign up to answerCite the FAR clause or procurement code where you can.

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