Capability Statements: Your First Step into Government Contracting

Getting into government contracting can feel overwhelming—but your journey starts with one powerful tool: the capability statement.

As part of our Project MOST training series, supported by the County of San Diego, Black Tech Link recently hosted a step-by-step workshop on creating effective capability statements for small businesses and nonprofits. Facilitated by Elizabeth Cotton, Executive Director of Black Tech Link, and featuring Natasha from The Prep Institute, this virtual event provided participants with practical tools, live demonstrations, and insider insights on how to confidently approach contracting opportunities.

What is a Capability Statement?

A capability statement is like a resume for your business. It’s a concise, one-page document that outlines your organization’s core strengths, services, past performance, certifications, and contact details. Whether you’re applying for contracts, connecting with buyers at matchmaking events, or pitching to potential partners, your capability statement is your first impression—and your foot in the door.

Key Uses for a Capability Statement:

  • Responding to Requests for Proposals (RFPs) and Requests for Information (RFIs)

  • Introducing your business to government buyers and agencies

  • Networking at “Meet the Buyer” events and trade shows

  • Building trust with corporate partners or private foundations 

What to Include in Your Capability Statement

During the workshop, Elizabeth walked attendees through her own capability statement, sharing tips and suggestions on how to write one that stands out. She highlighted the following five key sections:

  1. Company Overview
    Include your mission, value statements, and a short description of your services and impact. Think of this as your executive summary.

  2. Core Competencies
    List specific services or products you offer. Be clear and detailed—buyers need to know what you actually do. Examples: copywriting, executive search, workforce development, PR, educational program design.

  3. Differentiators
    This is where you highlight your strengths and what sets you apart from competitors. Mention years of experience, unique certifications, awards, and recognitions.

  4. Past Performance
    Showcase the agencies, corporations, or partners you’ve worked with. Include successful projects and client names like CalTrans, Qualcomm, USC Keck Medicine, and others.

  5. Company Data and Contact Info
    Include your DUNS number, UEI, phone number, email, website, business address (even if it’s a virtual office), and service regions. Also include relevant NAICS codes that categorize your business.

DUNS and UEI Numbers: Why They Matter

Elizabeth broke down the differences between a DUNS number (used for business credit reporting) and the UEI (Unique Entity ID), which is now required for federal contracting. Both are free and important steps in legitimizing your business for B2G (business-to-government) or B2B (business-to-business) work.

Attendees were encouraged to visit:

  • sam.gov to register their business and get a UEI number

  • dnb.com to apply for a DUNS number

NAICS Codes: Classify Your Business for Visibility

One of the workshop’s interactive moments was helping a business owner identify the correct NAICS code for their web design services. These codes classify your business activity and are how buyers search for vendors in specific industries. Without the right NAICS code, your business could be invisible to opportunities.

Helpful tools included:

Certifications That Can Give You an Edge

The workshop also touched on how certifications like Women-Owned, Minority-Owned, Veteran-Owned, and HUBZone can help your business access set-aside contracts. These designations are especially important as many agencies reserve a portion of their budget for certified businesses.

Next Steps and Resources

At the end of the session, Elizabeth emphasized the importance of taking small, actionable steps. If you haven’t done anything yet, start by registering your business, getting a DUNS and UEI number, and crafting your first draft of a capability statement.

If you need help identifying your NAICS code or putting together your capability statement, Black Tech Link offers free consultations as part of Project MOST.

Want to Join the Movement?

If you’re a small business or nonprofit looking to grow, modernize, and get connected to real opportunity—Black Tech Link is here for you.

➡️ Visit blacktechlink.org
📌 Click on the Small Business Mastery Program
🗓️ Book a free session by hitting Talk With an Expert

Your mission deserves to thrive. Let’s make that happen—together.