Positioning
A capability statement contracting officers actually read
June 2026
One page, five blocks, zero fluff. What to include and what to cut.
A capability statement is a reference card, not a brochure. A contracting officer glances at it for fifteen seconds to answer one question: can this company do the thing, and are they easy to buy from?
The five blocks
Core competencies in plain language. Past performance with agency, scope, and value. Differentiators that are actually specific. Company data — UEI, CAGE, NAICS codes, certifications, socioeconomic status. Contact information for a human who answers.
Write competencies as services, not adjectives
"Innovative, customer-focused solutions provider" says nothing. "Facility HVAC maintenance for buildings up to 500,000 square feet" tells a buyer exactly when to call you.
Tailor it per target
Keep one master file and cut a version per agency, leading with the past performance closest to their mission. Ten seconds of editing doubles the relevance.
Cut everything else
No mission statement, no stock photography, no history of your founding. One page, readable at a glance, with the codes a buyer needs to find you in a system.
Takeaways
- Fit it on one page with five clear blocks
- Describe services concretely instead of using adjectives
- Tailor past performance to each agency you send it to
- Include UEI, CAGE, NAICS, and certifications every time
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