Gear Up Rocky

Business Readiness

Video 3 Booklet

Supply Chain Promotion

Gear Up Rocky - Business Readiness Seminar

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CONTENTS

1. SUPPLY CHAIN PROMOTION ............................................................................................................................... 3

1.1. Your Capability Statement .......................................................................................................................... 3

1.2. Your Website .............................................................................................................................................. 5

1.3. Business Awards ........................................................................................................................................ 7

1.4. Tender-Ready Activities ............................................................................................................................. 8

2. NEXT STEPS .......................................................................................................................................................... 8

APPENDIX A: CAPABILITY STATEMENT TEMPLATE ................................................................................................. 9

APPENDIX B: TENDER-READY EVALUATION ............................................................................................................ 11

APPENDIX C: TENDER-READY ACTION PLAN EXAMPLE ......................................................................................... 12

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1. SUPPLY CHAIN PROMOTION

1.1. Your Capability Statement

Major project proponents and major contractors require prospective contractors and suppliers to have an up-to-date

Capability Statement so that key information about the supplier’s capabilities and capacity is available in one concise

document.

Attraction Tool: A Capability Statement is a communication and promotional tool that is also used to attract target

customers, business collaboration partners, banks, stakeholders, shareholders, investors, suppliers, and employees to

your company.

Strategic Importance: The importance of the Capability Statement is so significant, that it can lead your company to

millions of dollars of supply opportunities. Readers of your Capability Statement may base a lot of their decisions on your

Capability Statement alone, prior to wanting to find out more information about your company or wanting to invite your

business to tender. Capability Statements need to be updated on a continuous basis so that all information on the

statement is current, and needs to be validated by your target market to ensure information requirements have been met.

Content vs Graphic Design: The content in a Capability Statement is more important than the graphic design of the

document, although graphic design still plays an important role in presenting the information clearly, displaying relevant

images appropriately and overall professional appearance. Some companies call their document a Company Profile,

however it should be noted that a Capability Statement has specific information requirements.

An effective Capability Statement:

• Provides the evidence that illustrates the capabilities of your company

• Increases the credibility and professionalism of your company

• Differentiates your company from your competitors

• Reinforces your company brand with your target audience

• Prepares your company in its attempt to win business by improving responses to: Supplier Registration, Supplier

Pre-Qualification, Expressions of Interest, Tenders, Requests for Quotes.

Capability Statement Types: There are four main types of Capability Statements:

1. Short Form: 1-2 Page Executive Summary - General

2. Short Form: 1-2 Page Executive Summary - Tailored

3. Long Form: General

4. Long Form: Tailored

Tailored Capability Statements allow a company to meet the specific information requirements of the intended recipient

of the Capability Statement. For example: Industry Specific, Capability / Type of Work Specific, Purpose Specific etc.

Types of Capability Statements General Tailored

Short Form (Executive Summary) � � requested by major proponents

Long Form � most common �

Key Information Components: The key information components typically included in a Capability Statement include:

• Company Details, Legal Structure, Key Contacts

• Company Overview, Nature of Business, Core Competencies, Value Proposition, Competitive Advantage

• Organisational Structure (optional but informative)

• Capabilities & Capacity – Services, Products, Facilities, Equipment

• Key Personnel - experience, expertise, achievements, qualifications

• Track Record – Major Projects - project description, dollar value, location, requirements, achievements

• Current Projects and Other Past Projects

• Client List

• Health, Safety, Security, Environmental and Quality Commitment

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• Insurance Coverage

• National Code of Practice for The Construction Industry (if applicable)

• Licenses, Certificates, Accreditations, Associations & Testimonials.

Capability Statement Template: A Capability Statement Template is provided in Appendix A: Capability Statement

Template.

Capability Statement Examples: Examples of Capability Statements are available on the following websites:

SMW Group http://www.smwgroup.com.au/group-companies/smw-heavy-fabrication-engineering/

Coxon’s Radiator Service

http://www.coxonsradiators.com.au/wp-content/uploads/2015/09/Coxons-Radiators-Mining-Capability-Statement.compressed.pdf

Austrak http://www.austrak.com/files/files/CapStatement%20LR(1).pdf

High Point

Industries

http://haar.com.au/about-us/

CQG Consulting http://cqgroup.com.au/wp-content/uploads/CQG-Cap-Stat-Overview.pdf

Penti-M

Engineering

http://www.penti-mengineering.com.au/wp-content/uploads/2017/01/Penti-M-Engineering-

Capability-Statement.pdf

The Hydraulic Shop http://www.thehydraulicshop.com.au/wp-content/themes/Hydraulic%20Shop/docs/hydraulic-

profile.pdf

Minecorp http://minecorp.com.au/wp-content/uploads/2015/03/cb-004_capability_statement.pdf

Dowdens Pumping

& Water Treatment

http://www.dowdens.com.au/resources/Dowdens_Capability_Statement.pdf

Dileigh http://dileigh.com.au/files/Capability%20Statement.pdf

APG Australian

Professional

Galvanizing

https://auprogal.com.au/capability-statement

Vision Surveys http://www.visionsurveysqld.com.au/wp-content/uploads/2015/06/Vision-Surveys-QLD-

Capability-Statement-Surveying_v2.pdf

Ecosure http://ecosure.com.au/capability-statements/

STEA Astute

Architecture

http://www.stea.com.au/wp-content/uploads/2014/11/Stea-Regional-Airports-Capability-

Statement-Nov-2016.pdf

NRG Industrial http://nrgindustrial.com.au/files/2016/08/NRG-Cap-Stat-5-8-16_final.pdf

CMBM Facility

Services

http://cmbm.com.au/wp-content/uploads/2016/09/CMBM-Capability-Statement-Single-pages.pdf

IDEC http://idec.com.au/wp-content/uploads/idec_capability_statement_2015.pdf

Hutchinson

Builders

http://hutchinsonbuilders.com.au/wp-content/uploads/2012/08/HB_CS_Aug2012_slim.pdf

Advanced Asbestos

Removal Qld

http://advancedasbestos.com.au/wp-content/uploads/2016/08/Capability-Statement.pdf

Humes http://www.humes.com.au/fileadmin/templates/HUMES/doc/Brochures/Capability_statement_Hu

mes.pdf

SupplyNation Indigenous Business Direct resources > Example Capability Statements

http://www.supplynation.org.au/indigenous_businesses/Example_Capability_Statements

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1.2. Your Website An effective website for major projects supply chains quickly identifies what the company does and provides instant

access to the information that major project proponents and their major contractors are seeking.

Here are a few website examples and key components sought:

What the Company Does (USP: Unique Selling Proposition/ Point)

• The SMW Group website http://www.smwgroup.com.au/ is a great website example, of a company that has attracted work from major projects.

• The SMW Group has attracted interest from Adani Australia.

• The SMW Group website homepage provides an obvious and quick description about what the company does.

• The Austrak website http://www.austrak.com/ is a great website example, of a company that has attracted work from major projects.

• Austrak is a Major Contractor to Adani Australia to supply of over 700,000 railway sleepers from Rockhampton-based Austrak for the Carmichael rail project. Value: $82M.

• The Austrak website homepage provides an obvious and quick description about what the company does.

Capability Statement

Austrak provides access to their capability statement from their “About Us” webpage. http://www.austrak.com/content/about-us/our-capability/

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Proven Experience, Capability & Capacity

The SMW Group website homepage

provides direct links to relevant projects

completed to illustrate experience,

capability and capacity.

http://www.smwgroup.com.au/

The SMW Group website also has a

webpage dedicated to projects

completed.

http://www.smwgroup.com.au/projects/

Each project link goes to an individual

webpage to provide an overview of the

project and provides a link to a Project

Fact Sheet.

The Austrak website has a webpage dedicated to projects completed, which provides a list of projects to illustrate experience, capability and capacity.

http://www.austrak.com/content/projects/ Each project provides a link to a Project Fact Sheet.

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Credibility & Company Development

Major project proponents seek companies that have won awards. SMW Group promotes an award they won on their About Us webpage. http://www.smwgroup.com.au/about/

Austrak promote winning awards for their commitment to training such as the Northern Land Councils Employer Excellence Award recognising their commitment to training and in particular indigenous people training. Major project proponents and major contractors seek companies that invest in training and development, and have an Indigenous Participation Policy. http://www.austrak.com/content/about-us/our-people/training-and-development

Commitment to Business Growth & Compliance

On their About Us webpage, SMW Group illustrates their commitment to growing their company through: • human resources capacity • commitment to Health, Safety and

Quality Standards and compliance • facilities capability and capacity http://www.smwgroup.com.au/about/

1.3. Business Awards

Major project proponents seek companies that have won awards.

Capricornia Business Awards:

• The Capricornia Business Awards

http://www.capricorniabusinessawards.com.au/

• Facebook: https://www.facebook.com/capricorniabusinessawards/

Queensland Mining Contractor Awards:

• The Bowen Basin Mining Club manages the Queensland Mining Contractor Awards and invites all Mining

Contractors and Suppliers with operations in Queensland to enter. https://www.bbminingclub.com/awards

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1.4. Tender-Ready Activities

• Go to Appendix B and complete the Tender-Ready Evaluation for Supply Chain Promotion

• Go to Appendix C and use the Tender-Ready Action Plan example for this topic to develop your own Action Plan.

2. NEXT STEPS

• Become an Advance Rockhampton Member and keep up to date with the latest news and business opportunities

www.advancerockhampton.com.au/sign-up

• Explore the Advance Rockhampton website for new developments, events and support

www.advancerockhampton.com.au

• Explore the next Video: Framework for Building Supply Chain Capability & Capacity

For more information contact the Regional Development Team:

Phone: 07 4932 9000

Email: AdvanceRockhampton@rrc.qld.gov.au

Webpage: www.advancerockhampton.com.au/

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APPENDIX A: CAPABILITY STATEMENT TEMPLATE

This is a Basic Generic Template Only. Please reproduce using own corporate design; preferred layout design; preferred order of information; photos; delete areas not applicable; add areas required.

Capability Statement

Company Details

Company Name: Location/s:

Trading Name: Postal Address:

ABN:

ACN:

Phone Number:

Fax Number:

Year Established: Email:

Website: Number of Employees:

Primary Contact: name

position title

email address

landline

mobile phone

Legal Structure / Ownership:

Annual Turnover:

(optional)

Company Overview

Core Competencies: <describe nature of business and list/state the core competencies of the business; write

approximately 1-2 paragraphs and/or dot points >

Brief History: <write approximately 1-2 paragraphs>

Value Proposition: <insert Vision Statement and/or Mission Statement and/or Value Proposition. Clearly define the value

offered to customers; write 1-2 sentences>

Competitive Advantage: <how does your business position in the market against competitors; write 1-2 sentences>

Organisational Structure

<name>

<position title>

<name>

<position title>

<name>

<position title>

<name><position title>

Capabilities & Capacity

Business Units: <mostly applicable to medium – large companies>

Services: <also describe features and benefits>

Products: <also describe features and benefits>

Facilities:

Equipment:

Fleet:

Software / Systems:

Typical Value of Projects:

Industry Capability:

Awards:

Patents:

Innovations:

Research & Development:

Improvement Programs:

Skills Development:

Geographical area served

including exports:

Financial Capability:

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Key Personnel

<insert personnel name>

<insert position title>

<describe relevant experience, expertise, achievements, qualifications>

<insert personnel name>

<insert position title>

<describe relevant experience, expertise, achievements, qualifications>

<insert personnel name>

<insert position title>

<describe relevant experience, expertise, achievements, qualifications>

<insert personnel name>

<insert position title>

<describe relevant experience, expertise, achievements, qualifications>

Track Record – Major Projects

<insert project name> <insert project description, dollar value, location, requirements, achievements>

Referee: <insert name, position title, email address, landline / mobile phone>

<insert project name> <insert project description, dollar value, location, requirements, achievements>

Referee: <insert name, position title, email address, landline / mobile phone>

<insert project name> <insert project description, dollar value, location, requirements, achievements>

Referee: <insert name, position title, email address, landline / mobile phone>

<insert project name> <insert project description, dollar value, location, requirements, achievements>

Referee: <insert name, position title, email address, landline / mobile phone>

Current Projects

• <insert list of current projects>

Other Past Projects

• <insert list of past projects>

Client List

• <insert list of current and past clients by industry >

Health, Safety, Security, Environmental, Quality Management Commitment

HSSE Policy:

HSSE Track Record:

Management Systems:

Insurance Coverage

Public Liability: Limit: Expiry Date:

Insurer: Policy Number:

Product Liability: Limit: Expiry Date:

Insurer: Policy Number:

Professional Indemnity Limit: Expiry Date:

Insurer: Policy Number:

Work Cover:

National Code of Practice for The Construction Industry

Statement: <identify whether your company requires compliance or awareness>

Licenses, Certificates, Accreditations, Associations & Testimonials

Licences:

Certificates:

Associations:

Accreditations:

Testimonials:

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APPENDIX B: TENDER-READY EVALUATION

Supply Chain Promotion

Y: Yes

N: No

U:

Unsure

S:

Satisfactory

NI: Needs

Improvement

NA: Not

Applicable

Does your business have a Capability Statement?

Is your Capability Statement up-to-date?

Does your Capability Statement (or Statements) meet the information requirements of your

target markets and has this been validated by your target market?

Is your Capability Statement on your website and is it easy to find?

Does your business have a website; does it meets the information requirements of your

target markets; and has this been validated by your target market?

Is your website attracting work from your target market?

Does your website have a quick and simple description about what the company does?

Does your website promote achievements to boost the company’s credibility?

Is the company’s commitment to HSEQ compliance and management systems obvious

and accessible?

Are the company’s services, goods, capabilities, capacity and proven performance clearly

explained?

Do you have any broken links on your website? (links that don’t work)

Does your website security prevent hacking?

Does your business apply for Local Business Awards?

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APPENDIX C: TENDER-READY ACTION PLAN

EXAMPLE

Develop your own Action Plan to increase your chances of success in winning opportunities in major projects supply

chains. The following Tender-Ready Action Plan template provides suggested strategies and actions.

Strategy Actions Responsibility Start

Due

Due

Date

Success

Measure

Supply

Chain

Promotion

Strategy

Develop or update Capability Statement

Schedule updating of Capability Statement on a quarterly

basis

Validate Capability Statement/s with target markets to

ensure information requirements and format is being met

Ensure Capability Statement is accessible from website

homepage

Update website information and review accessibility to

meet information requirements of target market

Ensure website has no broken links and check website

security

Validate website with target markets

Apply for Business Awards