Securing contracts as a new business can be challenging. Many procurement processes and potential clients – including Australian state and local government contracts – require a capability statement for a new company, but what if you don’t yet have a track record of completed projects? We outline how to develop strong capability statements for new businesses with no past performance.
Why a Capability Statement Matters for New Businesses
A capability statement serves as a powerful marketing tool, introducing your business to potential clients and partners. It highlights your core competencies, differentiators, and the value you bring to the table. For government contracting, corporate procurement, and even private sector opportunities, having a strong capability statement can position your business for success.
What to Include in a Capability Statement with No Past Performance
Even if you don’t have completed contracts to showcase, your capability statement can still make an impact. Here’s how:
Company Overview
- Clearly define who you are, what services you offer, and the industries you serve.
- Emphasise the experience and expertise of your team members.
- Include your business structure, location, and contact details.
Core Competencies
- Focus on your key service offerings and unique capabilities.
- Highlight the skills, tools, or technology that set your business apart.
Differentiators
- What makes your company unique?
- Do you have a specialised approach, certifications, or a particular niche expertise?
- Highlight innovative solutions, cost-efficiency, or customer service strengths.
Certifications & Compliance
- If applicable, list industry certifications, minority-owned business status, or other credentials that may appeal to procurement officers. Consideration may be especially given to Indigeneous suppliers, Australian Disability Enterprises, local and online providers.
Contact Information
- Ensure your company’s details, including phone, email, and website, are clearly visible.
Creative Ways to Gain and Demonstrate Experience
- Previous Commercial Work: Even if you haven’t completed government contracts, you can highlight past commercial projects, showcasing relevant experience and aligning your proposal with government expectations.
- Pursue and Showcase Micro-Purchases: These small-value government purchases (under $10,000) don’t require competitive bidding and can be an excellent entry point into government contracting.
- Obtain Subcontracts: Partnering with a prime contractor allows new businesses to gain experience by fulfilling a portion of larger contracts.
- Team Up With an Experienced Contractor: Finding an established contractor to collaborate with can enhance credibility and provide access to government projects.
Sample Capability Statement for a New Business
Here’s a simple structure for a sample capability statement for new business:
Company Name Business Overview: [Brief introduction about your company and services]
Core Competencies:
- Service 1
- Service 2
- Service 3
Differentiators:
- Unique feature 1
- Unique feature 2
Team Experience:
- Industry expertise
- Relevant skills
Certifications & Compliance:
- Certification 1 (if applicable)
- Certification 2
Contact Information:
- Website
- Phone
How We Can Help
Creating an effective capability statement with no past performance requires strategic writing and positioning. We specialise in crafting tailored capability statements that highlight your business’s strengths, ensuring you make a strong first impression. Contact us to get started on your professional, polished capability statement.