Building a Strong Capability Statement for Hawaii’s Defense Economy: What to Include and Why It Wins

A capability statement is one of the most useful tools for any business trying to grow in Hawaii’s defense economy. It is a fast, scannable document that helps government buyers and prime contractors understand what you do, how you reduce risk, and why you belong on their shortlist. When it’s done well, it opens doors to meetings, teaming discussions, and invitation-only bids. When it’s vague or cluttered, it gets ignored.

The first rule is to keep it focused on the buyer’s needs, not your company’s story. Many capability statements read like an “About Us” page with extra logos. Defense buyers typically want to know three things quickly: what you can deliver, whether you can deliver it reliably in Hawaii, and how to contact you. Everything else should support those points.

Start with a clear headline and a short summary that states your value in plain language. Avoid buzzwords like “innovative solutions” unless you back them up with specifics. A strong summary might include your specialty, your typical customer, and your operating footprint. In Hawaii, it’s often helpful to highlight on-island presence, response time, and familiarity with local permitting or logistics constraints.

Next, present your core competencies as a tight list. Think of these as the services or products you can deliver repeatedly with consistent quality. This is not a wish list. If you include something you cannot staff or source on short notice, it may increase perceived risk. For each competency, use action-oriented language and be specific. For example, “network monitoring and incident response for hybrid environments” is more useful than “IT support.”

Then add a differentiators section. This is where you show why you are not interchangeable with other vendors. Differentiators should reduce buyer anxiety. Useful differentiators might include cleared personnel, experience on military installations, a documented quality management approach, cybersecurity maturity, safety performance, or the ability to mobilize quickly across islands. If you have specialized equipment, a unique facility, or a proprietary process, explain what it enables and why it matters.

Past performance deserves careful attention. Many businesses assume they need federal past performance to compete, but relevant commercial or state experience can still carry weight if it mirrors the same environment: regulated operations, 24/7 reliability, strict safety standards, or complex stakeholder coordination. List two to four examples with measurable outcomes. Include the customer type (without oversharing sensitive details), the scope, the timeframe, and a result that proves value. Metrics are powerful: “reduced mean time to repair by 30%,” “completed 120,000 square feet of renovations with zero recordable incidents,” or “maintained 99.9% uptime.”

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Include key codes and business data so buyers can quickly verify eligibility. This commonly includes NAICS codes, a short list of relevant PSC or product/service categories if you use them, and your socioeconomic status if applicable (for example, small business, woman-owned, service-disabled veteran-owned). Keep this section accurate and current; outdated codes or incorrect status can create problems later.

Contact information should be unmistakable. Provide a single point of contact with name, title, phone, email, and website. If you have multiple offices, list the one that supports Hawaii-based work. If you participate in teaming, note that you are open to subcontracting or joint ventures, and specify your preferred role.

Formatting matters more than many people expect. Buyers skim. Use a clean layout, readable fonts, and clear section headers. Keep it to one page whenever possible. If you need a second page for certifications or project lists, consider creating a one-page “front” version and a separate attachment so you can send the right level of detail depending on the audience.

Avoid common mistakes that weaken credibility. Do not overload the page with every certification badge you can find. Only include credentials that are current and relevant to defense buyers. Do not claim partnerships that are informal or unverified. And do not use generic stock photos that add no meaning. Instead, use one strong visual element such as a map of your service area across the islands or a simple graphic showing your service workflow.

Once your capability statement is drafted, test it in real conversations. Share it with a procurement counselor, a trusted prime contractor contact, or a colleague who understands government buying. Ask them to tell you what they think you do after reading it for 30 seconds. If their answer is fuzzy, revise until it becomes obvious.

A capability statement is not a one-and-done file. Update it as you win projects, expand staff, add security or compliance milestones, or refine your niche. In Hawaii’s defense economy, where trust and performance drive repeat work, your capability statement should function like a low-friction introduction: clear, credible, and ready to support the next opportunity.