Marketing to government
How to Write a Capability Statement
7 min read · Updated August 15, 2026
Quick answer
A capability statement is a one-page document — your company's résumé for government work — that tells a buyer who you are, what you do, why you're the right choice, and how to reach you. Six sections do the job: company overview, core competencies, differentiators, past performance, company data, and contact info. Keep it to a single, scannable page; a busy buyer should get the picture in fifteen seconds.
Key takeaways
- It's a one-page document — a buyer should absorb it at a glance.
- Six sections: overview, core competencies, differentiators, past performance, company data, contact.
- Differentiators must be specific — 'quality and integrity' says nothing.
- Include your identifiers: UEI, CAGE, NAICS codes, and certifications.
- Use it for Sources Sought/RFIs, buyer intros, and matchmaking events.
What to put on a capability statement
Build the page from these six sections. Keep each tight and written for the buyer, not for you.
Company overview
Open with a short paragraph on who you are and what you do — your trade, where you work, and the value you bring. Two or three sentences, written for a buyer skimming a stack of statements.
Core competencies
List your primary services and specialties as a scannable bullet list. Use the language a government buyer would search — trades, project types, and keywords that match the work you want. Keep it focused on what you actually self-perform.
Differentiators
State clearly why a buyer should pick you over another qualified contractor — bonding capacity, geographic coverage, specialized certifications, safety record, response time, or niche experience. Be specific and concrete, not generic ('quality and integrity' says nothing).
Past performance
Show 3–5 relevant projects: the client, a one-line scope, the value, and the date. Government past performance is best, but relevant commercial work counts when you're starting out. This is often the section buyers read first.
Company data and codes
Include the identifiers a buyer needs to verify and contract with you: UEI, CAGE code, relevant NAICS codes, any socioeconomic certifications (SDVOSB, WOSB, HUBZone, 8(a)), your business type, and DUNS-era references only if still requested.
Contact information
Put a clear point of contact — name, title, phone, and email — where a buyer can reach a decision-maker fast. Make it obvious; the easier you are to contact, the more likely a busy buyer follows up.
How buyers actually use it
A capability statement is a door-opener, not a proposal. You send it when introducing your company to a buyer or a prime, attach it when responding to a Sources Sought notice or RFI, and hand it out at matchmaking and industry-day events. Its job is to get you on the radar so that when a relevant need appears, your company is one the buyer already knows. Refresh it as you add past performance and certifications.
Many of the identifiers on your statement come from registration — see the SAM.gov registration guide for your UEI and CAGE code, and NAICS codes for choosing yours.
Frequently asked questions
What is a capability statement?
What is a capability statement?
A capability statement is a concise, typically one-page marketing document that presents a contractor's core competencies, differentiators, past performance, and company data to government buyers. Think of it as your company's résumé for government work — the single sheet a buyer keeps on file and pulls up when a relevant need arises.
How long should a capability statement be?
How long should a capability statement be?
One page. The entire point is that a busy government buyer can absorb it at a glance and file it for later. If you can't say why you're the right contractor in one well-designed page, the document is doing too much. Save the detail for proposals.
What should a capability statement include?
What should a capability statement include?
Six things: a short company overview, core competencies (your services), differentiators (why you over a competitor), past performance (a few relevant projects), company data (UEI, CAGE, NAICS, certifications), and clear contact information. Keeping those sections tight and buyer-focused is what makes it useful.
How do contractors use a capability statement?
How do contractors use a capability statement?
You send it to government buyers, prime contractors, and small-business liaisons when introducing your company; attach it when responding to Sources Sought notices and RFIs; and bring it to matchmaking and industry-day events. It's a door-opener that puts your company on a buyer's radar before a specific solicitation exists.
Do I need past government work to have a capability statement?
Do I need past government work to have a capability statement?
No. When you're new to government contracting, use relevant commercial past performance and lean on your differentiators and certifications. As you win public work, swap in government projects. The document evolves — the goal is always to show a buyer you can do the work they need.
Put your capability statement to work
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