A capability statement is a subcontractor’s proof of delivery. It’s the document builders read to decide if you’re worth shortlisting, and covers trade licences, project history, compliance credentials, and more. A tailored statement wins work, but a generic one gets ignored.
What kind of capability statement wins work?
Most subbies write their capability statements to satisfy a checklist, but the ones winning work write them to sell (with compliance underneath holding it up). This essentially means that your capability statement is a sales asset, not a compliance doc. A winning capability statement speaks directly to the buyer’s risk concerns and proves the claims made within it (preferably with specific project case studies). The capability statements that win work are specific, easy to read, and built on proof (not promises). Builders aren’t really interested in your full company story; they’re looking for evidence to shortlist you.
In the first quarter of 2026, more than 5,700 tenders were issued across VIC, NSW, and QLD. Every one of those tenders came with a stack of submissions, and someone was looking for any excuse to cut the pile down and create a shortlist. Procurement officers are assessing risk and seeking evidence that a provider can deliver without creating problems. You need to do this with skimmable and compelling information.
How do you start strong in a capability statement?
Always open your capability statement with what you do, where you do it, and why a builder should care. You have a very small window to capture attention, and you’ll lose the reader if they have to wade through your company history to understand what you can offer.
Steer clear of tired statements like “our team always goes the extra mile.” Instead, write something specific that gives a clear idea of what you are offering:
“We provide specialised electrical work for remote sites, ensuring reliable work even in challenging conditions. Our team is continually upskilling to include the use of new tech, and we are certified in environmental management.”
That tells a builder exactly what you do, while explaining some other unique benefits you offer. It is short and easy to read, and it gives some credibility to the sections that will follow. We then recommend these two points to round out your opener:
- List your core competencies and match them to the classifications used in the National Prequalification System or your state’s Construction Supplier Register. Procurement teams search documents for specific terms, so use the language everyone else does, not your own internal titles.
- Make very clear what you have that your competitors don’t. Whether it’s equipment, niche experience or beneficial in-house crews, make it clear and say it early.
The primary goal of your opener is to quickly explain what you do and why you do it well to separate your bid from others. Once you have them hooked in, you can get a bit more granular as the statement continues. Consider the first section as your foot in the door.
What should be included in trade-specific sections?
You need to explain your specific trade, covering licences, scope, and project history. Here are some recommendations for the top trades:
Electrical contracting
In Victoria, Energy Safe Victoria requires all electrical contractors to prominently display their Registered Electrical Contractor (REC) number on all marketing materials and tender submissions. You’ll also want to include details of your A-Grade Electrician technical supervisor, including their Certificate III in Electrotechnology (UEE30811), safety management systems and Certificates of Electrical Safety.
Always describe the complexity of your previous projects, but keep the explainers concise:
“Electrical services for a 17-storey residential development, including main switchboard installation, distribution boards on each level, emergency lighting, and energy-efficient LEDs throughout. Received the project safety award for innovative cable management that eliminated trip hazards and reduced installation time by 15%.”
Plumbing services
Plumbing tenders are split into Main and Specialised classes. Be clear on which you hold and the scopes you execute.
Main classes (Certificate III in Plumbing):
- Drainage
- Gasfitting
- Mechanical services
- Roofing
- Sanitary work
Specialised classes (parent class registration plus specialised units):
- Backflow prevention
- Thermostatic mixing valves
- Type A/B gasfitting
For licensed status, you’ll need business skills units covering legal responsibilities (BSBESB402), estimating (CPCPCM4011), and procurement (CPCPCM4012).
A strong plumbing case study mentions the building type, specific scopes, scale, and an outcome; here’s an example:
“Mechanical services installation for a new medical centre, including hot and cold water, natural gas supply to commercial kitchen equipment, roof plumbing and stormwater drainage for a 2,000 square metre facility. Completed three weeks ahead of schedule despite supply chain delays due to established relationships with local suppliers.”
Civil construction
For civil contractors, a capability statement doubles as a plant and equipment register. Always detail excavators by tonnage, and list any specialised equipment or digital maintenance process you use.
Civil case studies should focus on problem-solving where relevant:
“Gangway enabling works for passenger terminal, including bulk earthworks, drainage infrastructure, and concrete foundations. With strict operational constraints, we coordinated 24-hour deliveries during low-traffic periods, implemented dust suppression measures above environmental requirements, and finalised works two months ahead of schedule.”
How do I write a state-specific capability statement that will win work?
The tender mix differs by state, and your statement should be suited to the region you are applying in to best win work. If you were to create a statement for the same scopes in VIC and WA, they should be meaningfully different. Here are some examples as to why:
- Victoria is 81% public tenders, concentrated heavily in Education, so public sector experience and compliance, particularly around the Social Procurement Framework and the Building Equality Policy, should be demonstrated to help convert to a shortlist.
- NSW has private commercial work leading the pipeline, so showing abilities in budget management, established builder relationships, and experience with fast-track programs is key to winning jobs.
- WA sees a lot of Government and refurbishment projects, so demonstrated experience with occupied-site conditions, asset upgrade programs, and state government procurement is to your benefit.
Which compliance credentials help win contracts?
There are some standard requirements across most government and major private work that must be in your capability statement (when relevant). These will better position you to win jobs. Most capability statements should include:
- ISO 9001 (Quality), ISO 45001 (Occupational Health and Safety), ISO 14001 (Environment)
- $20M public liability and $5M professional indemnity insurance for government works
- Federal Safety Commissioner accreditation for principal contractor roles on federally funded projects
- State-specific registrations: Queensland’s PQC or Victoria’s CSR
Always have certificate numbers and expiry dates in the body of the document, not in attachments. Evaluators will skim, and credentials aren’t something you want them to miss if you want to win the big jobs.
Capability statement prep quick tips
- Show how you use modern construction methods, like prefabricated modules, BIM capability, or low-carbon or recycled materials
- Mention any in-house training programs that upskill workers
- Mention local supply capability if possible
- Use clear headings, bullet points and high-quality project imagery
- Write for the administrative procurement officer as much as the technical project manager
- Include primary and secondary contacts who can actually answer questions about the tender
- Put your ABN and ACN in the header or footer of every page
Let your capability statement win you work
E1 (EstimateOne) is the industry standard for subcontractors looking to quote on tenders. The Australian infrastructure pipeline is an opportunity for work, and your capability statement is a powerful tool for winning it. Create an account today, fine-tune your capability statement, and show builders that your business is a secure choice.
Frequently asked questions
What are the main capabilities that are in demand?
The four most requested capability types are technical, financial, compliance, and delivery. Strong submissions provide evidence across all of these categories.
What does a capabilities statement look like?
A capabilities statement starts with a quick company explainer that includes a point of difference, followed by core competencies, trade-specific licences, compliance credentials, and case studies. Keep it concise and skimmable, professionally formatted, and built around specific proof points.
How long should a companys capability statement be?
Anywhere between two and eight pages should suit most subcontractor tenders, and a one-page version is fine for EOI submissions. Length is not a proxy for quality; however, always remember that evaluators are looking for proof, not volume.
Alexander
Green
General Manager - Subcontractors
