Real Stories & Case Studies
Real Capability Statements That Won Work
If your small to mid-sized manufacturing company wants to grow, win new contracts, or secure government work, having a strong capability statement is essential. But what exactly makes a capability statement effective? How do you craft a document that not only highlights your company's strengths but also convinces decision-makers to choose you over competitors?
What Is a Capability Statement?
A capability statement is a concise document that outlines your company's core competencies, past work, differentiators, and certifications. Think of it as your company's introduction—designed to quickly communicate why you're the right choice for a project or contract.
For many small manufacturing businesses, a well-prepared capability statement can open doors to new opportunities, especially in government contracting or big corporate supply chains. But it’s not just about listing your services—it's about showcasing your strengths in a way that addresses the needs of your prospective clients.
Elements of a Winning Capability Statement
Company Overview: Who are you? Provide a short history, location, and business structure.
Core Competencies: List your main manufacturing services or products—be specific but succinct.
Past Performance: Highlight relevant projects, companies you've worked with, or certifications that add credibility.
Differentiators: What makes your company stand out? This could be faster production, special expertise, quality certifications, or unique capabilities.
Contact Information: Clear details so clients or procurement officers can reach you easily.
Examples of Successful Capability Statements
Let’s look at real-world examples of capability statements that helped companies win work — and how they did it.
Example 1: Small Metal Fabricator Wins Government Contract
A mid-sized metal fabrication shop tailored their capability statement specifically for federal agencies. They included certifications like ISO 9001 and OSHA compliance, emphasizing their safety record and quality standards. They listed relevant past projects, such as supplying parts for military vehicles, showcasing their experience in high-stakes environments. Their differentiator was their ability to produce complex welded assemblies on short notice, backed by a highly skilled workforce.
Example 2: Manufacturer of Custom Plastic Components
This company possessed a niche capability—creating durable, custom plastic parts for medical devices. Their capability statement highlighted their state-of-the-art cleanroom environment, FDA compliance, and fast turnaround times. They showcased past contracts with well-known medical device companies, underscoring their track record. By clearly articulating their quality control process, they instilled confidence in potential clients.
What Makes a Capability Statement Stand Out?
While the examples above are tailored to their markets, some common traits make effective capability statements:
Clarity: Keep it straightforward and avoid jargon. Your goal is to be understood quickly.
Relevance: Tailor your statement to the specific project or client. Highlight what matters most to them.
Conciseness: Usually one to two pages. Decision-makers are busy; give them the highlights.
Proof: Back up claims with certifications, past performance examples, or customer testimonials.
Professional Presentation: Use clean formatting, high-quality PDFs, and correct spelling.
Steps to Craft Your Own Effective Capability Statement
Identify Your Strengths: List your core capabilities, certifications, and differentiators.
Gather Evidence: Collect past project summaries, testimonials, and relevant certifications.
Write for Your Audience: Focus on what the client needs to see—your ability to deliver, reliability, quality, and expertise.
Keep it Simple: Use plain language and a clear format.
Review and Update: Regularly refresh your capability statement to include new contracts or certifications.
Additional Resources
Final Tip
A capability statement isn’t just a document—it's a reflection of your company's professionalism and readiness. Take the time to craft a clear, honest, and tailored statement. When done well, it becomes a powerful tool to help you win new work and grow your business.
If you want help developing your capability statement or need advice on presenting your strengths more effectively, don’t hesitate to reach out to industry-specific consultants or local business development centers. Your next big contract might just be a well-crafted statement away.