GOVCONJun 30, 202608:36
How small business owners can use capability statements as a follow up marketing tool
Your host
Eric Coffie
Eric Coffie built a construction company from zero to $20M+ in federal sales, then founded GovCon Giants to teach everyday people how to win government contracts.
About this episode
Most capability statements get sent once and never updated, which is exactly why government reps forget who you are. In this episode, Zach Golden walks through a live capability statement grading session, showing exactly what scores high, what gets flagged, and why trying to list too many services actually hurts your chances. If you've ever wondered whether your capability statement is actually working for you, this breakdown will show you what to fix first.
Why doing 12 things instead of one specialty makes contracting officers trust you less
Show notes & timestamps
- 0:00Why your capability statement gets sent more than anything else
- 1:24Why doing too many things hurts your core competency message
- 2:02Best file format to send your capability statement in
- 2:44Using updated capability statements as a follow up marketing tool
- 3:36What government small business reps actually remember about you
- 4:47Live grading demo on a construction company's capability statement
- 5:36Fixing empty certification boxes and listing only what you have
- 6:18Adding federal context and differentiators to stand out
- 7:35Adding measurable achievements like safety records and CPARS ratings
- 7:54Tools used to build and grade capability statements with AI
