1. PROCUREMENT TECHNICAL ASSISTANCE CENTER
(PTAC)
Line Cards
Capability Statements
Past Performance Database
Pat Dotter
Southwestern MN PTAC Area Manager
www.mnptac.org
April 25, 2012
2. Business Cards
Purpose?
Criteria – Government Perspective
What is your Business?
What does your business do?
Where do I find your Business
Who do I talk to?
How can your BUSINESS help Uncle Sam?
Format?
Can a stranger tell what your business does?
3. Capabilities Statement
(Line Cards)
Electronic Extension of your Business Card –
₋ Much more information – NO BS, No fillers
₋ ONE page, business capabilities, information
₋ Core Competencies, Past performance
₋Differentiators
₋no less than 10pt font
₋ Design – Layout: your choice, pix(s)? (optional)
₋ Logos – Yes, for company & contracts or programs
Include the tag line, other branding?
₋ Balanced appearance, organized, informational,
stress the key points, name drop, wrap up
4. Capabilities Statement “DO’s”
• Brag about BUSINESS, Capabilities
(discrete, logo or statement, small print)
• Major accomplishments, projects, new
technology, new industry, etc.
• General personnel statements
• Past Projects, “includes”, largest project
• Extra Values, Problems you can solve
• Name drop the best
5. Capabilities Statement “DO’s”
• DUNS, CAGE, NAICS with descriptors
• Certifications, Verifications (federal first, then state)
• Phone, Fax, Professional email, physical
address with zip+4
• Business name, tagline if needed
• Web address, contact email
• Socio-economic category
• GSA Contract logos, program
• Name drop the best (speaks to capabilities)
6. Cap. Statement “DON’Ts”
Focus on personal, personnel
Brag about individual awards or
accomplishments
Highlight the Boss
Too many pictures
Detracting background or pictures
Small font or hard to read font
7. Capabilities Statement
Line Cards
Focused on Business
One page Elevator Speech (Capabilities)
A “Snap Shot” of what the business can bring
to the table
Include the criteria – NAICS, DUNS, CAGE,
Socio-Econ Goal, contacts, info, web
address, location, physical address, etc.
Look Good, balanced, effective, communicate
YOUR JOB TO MAKE IT WORK
9. Capabilities Statement
(for contract)
•Used to evaluate the businesses capacity to perform
•Used to make final decision, B2B comparison
•Should include:
- experience
- past performance,
- key personnel & qualifications
- facilities, equipment
- understanding of work to be performed
10. Capabilities Statement
• This should be a living document
• Updated on a regular basis
• Any time changes occur
• Different document created from this base
for each specific agency or solicitation
• Should align with the project focus
• Project focus changes, key people
11. Past Performance Narrative
• This should be a living document base
• Created at end of every project
• Archived for future use in Solicitations
Narrative should include:
• Specifics of the project
• Attention to details, methods, systems
• Key personnel involved, qualifications
• Project focus, results
12. Past Performance Narrative
Should also include:
• Any problems that occurred
• Subsequent resolutions
• Key players, names, contact info
• Key agency/company people, info,
contacts
From this database, future agency specific
documents will be created as needed
13. Past Performance Narrative
Each new document created should:
• Align with the particular project focus
• Provide the appropriate key personnel
• Meet the requirements of that particular
solicitation (page limitations, font size)
• Follow all instructions
•Ultimate Goal – you project the exact type of
company, with exact capabilities for the
project proposed
14. Need help?
Call a PTAC Area Manager
visit our website:
www.mnptac.org
click on “Receive Assistance”