10 Reasons B2B Buyers
Love Your Capabilities Statement
A panel of corporate buyers from large enterprises (DynCorp, American Airlines, and Kiewitt) spoke recently about what they expect from subcontractors and service providers when they have open bids.
They gave 10 reasons why they would choose one company over another. Many of these reasons are best presented in your Capabilities Statement flyer, a key element of a successful B2B marketing ensemble.
Be clear about what differentiates you from the competition. Your Capabilities Statement visually connects your logo with a tagline, mission, bullets and representative product and service images.
2. Capabilities & Competencies
Make it easy for buyers to tell if you are you a good match for the capabilities and competencies required for their open bids. List relevant NIGP and NAICS Codes, and make sure your capabilities statement is searchable.
3. Capacities and Schedule
Buyers should be able to tell if you have the capacity and schedule to fulfill their needs. What kind of turnaround or process can they expect? Depending on your line of business, you might list your unique qualifications, facilities, equipment, and resources used to provide your products and services, as well as working hours and availability.
4. Financials and History
Buyers want to know if you have the requisite bonding/insurance coverage and safety or other certifications. Show your D&B and CAGE numbers for buyers to look up your credit and contracting history.
5. Past Performance
List three or four key customers, past and present. The names of the organizations are sufficient. But to stand out: consider awards, recognizable logos, brief testimonials and/or succinct performance metrics.
Buyers want to know that you meet their clearance requirements, and can properly handle their data and access policies.
7. Quality and Satisfaction
Buyers want to know what guarantee, warranty, and standard you provide for quality of work and customer satisfaction.
8. Sourcing Goals
Showing certification that your supply and packaging comes from eco-friendly and ethical sources can help buyers meet their quotas.
Showing certification that you are a small business, or owned by women/minority/ veteran/disabled, or part of a historically underutilized or disadvantaged segment can help buyers meet organizational quotas.
10. Responsiveness to RFQ
Clearly show contact names, email addresses, and phone & fax numbers. The contact info should result in timely response in order to compete for opportunities.
Marfield's Capabilities Statement
B2B buyer needs are duly noted in Marfield's own Capabilities Statement flyer, which is also available in a searchable PDF format for downloading.
Marfield Can Help You
- Design and Print your 1- or 2-page capabilities statement flyer, related brand identity and marketing collateral.
- Provide a Searchable PDF of your capabilities statement to email or upload to your website or to supplier portals.
- Impress with unique cuts or designs.
Marfield helps you meet requirements for brand integrity, sustainable printing and supplier diversity.
For your expert consultation, describe your capabilities statement or other marketing needs in the form at right.
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