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What’s the Goal of a Functionality Assertion?
Authorities contracting has developed into a really aggressive market, because of its potential for being very worthwhile. Firms of all sizes, from small, micro-firms with one worker to massive, mega-firms with 1000’s of workers have been profitable in promoting services and products to authorities companies on the federal, state, metropolis, county and municipal ranges.
Nonetheless, competitors has heightened as extra firms attempt to break into, be aggressive in, and keep profitable on this market. 5 years in the past, nobody knew what a Functionality Assertion was, and now, it’s a important software that will help you be as profitable as attainable, regardless of what measurement firm you signify.
One other complicating issue is that fewer persons are employed by the federal government to deal with outreach and acquisitions. Which means that contractors should know easy methods to distill the knowledge that’s most vital to a selected decision-maker, state it in a transparent, concise method, and reinforce its significance to the prospect, much more so than up to now.
Profitable companies use their Functionality Assertion for plenty of functions:
o Required in lots of authorities registration processes
o A door-opener to new companies
o Proof of qualification
o Proof of previous efficiency
o It can set your aside out of your rivals
Functionality Assertion Format
A Functionality Assertion must be very temporary (just one or 2 pages), to the purpose and particularly associated to the person company’s wants. Ideally, it’s a dwelling doc that may change relying on the focused company. Why is that this? As a result of savvy contractors know that every company has it is personal mission and focus, they usually communicate on to these of their functionality assertion.
It can be crucial that the doc be visually fascinating and have related graphic parts to your organization’s model and emblem. It should even be a searchable doc that may simply be despatched as a PDF file.
Subsequently, we suggest that Functionality Statements are created in Phrase or Writer utilizing a template that displays a agency’s model with its personal emblem, colours and graphic id. It is very important match all important data on one aspect of 1 web page. The second aspect, if completely mandatory, could include extra supporting knowledge vital to the focused company corresponding to case research of previous profitable tasks.
Functionality Assertion Contents
The 5 key areas included in a profitable are:
1. Core competencies
2. Previous efficiency
3. Differentiators
4. Company knowledge
5. Contact data
Ideas:
It’s best to name the doc a Functionality Assertion. This must be said on the prime of the doc. This can be a time period recognized all through authorities contracting decision-makers, and signifies that you’ve information of the contracting course of. A Functionality Assertion must also present a agency’s emblem and different branding parts, for recognition, and be freed from lengthy paragraphs, as an alternative, utilizing brief sentences and bulleted lists for fast visible scanning.
When composing a Functionality Assertion, use the next part labels: Core Competencies, Previous Efficiency, and Differentiators. These are the important thing parts that authorities consumers are in search of in order that they’ll make a speedy determination.
Present contact data, together with website and a particular particular person’s identify, e mail and telephone quantity, on both sides (web page) of the doc.
Create a brand new doc for every company, prime or teaming alternative. This manner every Functionality Assertion has all the knowledge it wants for that chance, and solely the wanted data.
A Functionality Assertion is ideally just one web page, one aspect. Go to 2 sides provided that completely mandatory.
Save and distribute as a PDF, not a Phrase, PowerPoint or different format. Save the doc together with your firm’s identify within the file identify. Many federal companies block Phrase and Writer paperwork as a result of they could harbor viruses, nonetheless, a PDF file is far safer, normally smaller and stays visually constant when mailed.
Core Competencies
These are brief introduction statements relating the corporate’s core competencies to the company’s particular wants adopted by key-word heavy bullet factors. That is NOT every thing a agency is ready to do, however the core experience of a agency, particularly associated to the company this Functionality Assertion is written for, its mission and recognized alternatives.
Previous Efficiency
Start by itemizing previous prospects for whom your online business has achieved related work. Prioritize beginning with associated company, to all federal to different authorities, to industrial contracts. If the previous tasks don’t relate to the focused company’s wants, don’t listing it.
Tip: Ideally, embrace particular contact data for instant references. Embody identify, title, e mail and telephone. Use this data when assembly with decision-makers. Go away this data off the Functionality Assertion when you’re sending the PDF as an preliminary outreach effort or leaving as a handout at conferences.
Differentiators
Doing enterprise with the federal government is extremely aggressive. Contractors have the burden of coping with this aggressive market and rising above the opposite contractors. Many firms who’re attempting to extend gross sales to the federal government market shouldn’t have a transparent worth assertion detailing what makes them totally different from their rivals. A succinct, clear assertion that pertains to the precise wants of the company is what is going to assist the procurement and buying folks, this system managers and finish customers perceive why they need to choose your agency over different rivals.
Pattern Differentiator Questions:
How is your organization greatest fitted to the wants of this company? What’s it about your providers that make you stand out from the remainder? What’s it about your those that provide the benefit over your rivals? Why are your merchandise higher options than the others which can be out there?
If these advantages can’t be clearly communicated, it’s inconceivable for a decision-maker to make a transparent advice to your firm over certainly one of your rivals. Many firms fail to take this important step. And so they marvel why they’re lacking out on contracts.
Firm Knowledge
Embody one or two brief sentences with an organization description detailing pertinent historical past. Embody: the scale of your agency, your income, the variety of workers you have got, and the standard geographic space you serve.
Tip: Readers will go to your website for added data. Be certain that your website is continually up to date and government-focused.
Listing Particular Pertinent Codes
- DUNS
- Socio-economic certifications: 8(a), HUB Zone, SDVOB, and many others.
- NAICS (all) Don’t embrace code descriptions, simply use the numbers
- CAGE Code
- Settle for Credit score and Buy Playing cards
- GSA Schedule Contract Quantity(s)
- Different federal contract autos
- BPAs and different federal contract numbers
- State Contract Numbers
- Identify (a particular particular person)
- Handle
- Cellphone (principal and cell)
- Electronic mail (a private e mail, not information@)
In case your agency has received any awards, acquired accolades or has notable accomplishments referring to that company, listing them solely if in case you have house.
Use this data that will help you create a Highly effective Functionality Assertion and open doorways to contracting alternatives within the federal authorities. This doc is the important thing to constructing relationship with vital decision-makers in authorities contracting, offering them with a concise description of the products and providers your online business can present, and a constant reminder of your agency. When correctly written, a Functionality Assertion is the software that units your organization head and shoulders above your competitors.
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Source by Gloria Berthold Larkin