Capability Statements

Clients sometimes ask for pre-qualification evidence to be produced in the form of a capability statement. There are no hard-and-fast rules about how this differs from an expression of interest, though a capability statement generally focuses on market sectors and fields of expertise rather than addressing a particular contract opportunity, and the structure of the document is usually left for the individual contractor to decide. Capability statements are meant to answer the following questions:

• Can you perform satisfactorily the services we need?

• What special qualities do you bring to your work?

• What professional resources do you have available?

They typically include the following material:

• information about the contractor (or group) putting forward the statement;

• an outline of the contractor's or group's fields of activity;

• details of specialist skills and the availability of professional resources;

• short profiles of key personnel;

• a brief analysis to indicate familiarity with the context in which the client operates;

• a summary of relevant contract experience.

Evidence of financial status may be required, as well as the names of existing and recent clients who can vouch for the contractor's performance.

One useful thing you can do in a capability statement is disarm the sort of assumptions that may be keeping your name off shortlists. Clients may for one reason or another associate your name with a particular line of activity that represents only part of what you offer. They may see only stereotypes - viewing large firms as poor value for money, monolithic and unable to provide the small teams and close relationships they would expect from small specialist firms, or believing that a small firm would be no match for the responsibility of a large contract. They may have preconceived opinions about particular professions or career backgrounds, or any of a host of factors all of which may be reducing your opportunities to bid for work. None of these assumptions may be justified, but until you address them directly you cannot begin to limit the damage they may cause.