In certain service sectors, capabilities and corporate experience are talked about as if they are the same thing. While they are related, they are not the same. And they should not be written about in your proposals as if they are the same.
A company can have experience in an area, but not have any capability in it. How’s that?
Staffing. Resources. Infrastructure. A company may not have the other things necessary for experience to be a capability.
Experience is evidence of a capability, but not the capability itself. And it may not be enough evidence. It’s easy to overlook this when some RFPs fixate on experience as the primary means to evaluate capability. But understanding the subtle distinctions enables you to write a more credible proposal.
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