# How to write a capability statement for a cleaning or grounds company

URL: https://us.falkview.com/guides/capability-statement/
Updated: 2026-11-04

> **What should a janitorial company put on its capability statement?**
>
> One page: what you do in a sentence, your core services, three past jobs similar to the buyer's work, what sets you apart, and your company data: UEI, CAGE code, NAICS and PSC codes, set-aside status, bonding, insurance and a named contact. Tailor it to each agency and send it with sources sought responses.

## Key facts

- Contracting officers and small business specialists use capability statements to find capable small firms during market research.
- List NAICS 561720, 561730 or 561210 and PSC S201, S208 or S216 as they apply.
- Your SAM.gov registration feeds SBA's Small Business Search, so keep both consistent.
- One page, PDF, readable in a minute.

## What to include

Five blocks: a one-sentence summary, core services, past performance, differentiators and company data. Put the company data where a buyer can find it at a glance.

- Summary: what you clean or maintain, where, and for whom.
- Core services: custodial, floor care, window cleaning, grounds, snow removal, as they apply.
- Past performance: three jobs with building type, size, dates and scope.
- Differentiators: things a buyer can check, like response times, retention or certifications.
- Company data: UEI, CAGE code, NAICS and PSC codes, set-aside status (8(a), SDVOSB, WOSB, HUBZone), bonding, insurance, contact.

## How to tailor it

Lead with the work that agency buys, use their words from the performance work statement, and put the most similar past job first.

A capability statement for a VA clinic should show medical-office cleaning and infection control; one for an Army Corps lake should show mowing and park restrooms. Keep a master version and change the first third for each buyer.

## When to send it

With every sources sought response that allows it, to the agency's small business specialist before a solicitation comes out, and at industry days.

- [How to respond to a sources sought notice](https://us.falkview.com/guides/respond-to-sources-sought/)

## Questions

### Should I list contracts I subcontracted on?

Yes, and say you were a subcontractor and what share of the work you did. Buyers care about relevant work, not only prime contracts.

### Do I need a CAGE code?

Federal SAM.gov registration assigns one. Put it on the statement next to your UEI.

## Sources

- [SBA contracting guide: how to win contracts](https://www.sba.gov/federal-contracting/contracting-guide/how-win-contracts)
- [SAM.gov entity registration](https://sam.gov/content/entity-registration)
- [FAR 10.002, market research procedures](https://www.acquisition.gov/far/10.002)

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