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Winning Government Business in Canada
 

Winning Government Business in Canada

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  • Full Name Full Name Comment goes here.
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  • This is one of the few presentations available online from public or private sector about winning business with the Canadian government. There should be more! Canadian procurement consultants/experts, where are you? Hundreds of small companies want your expertise...and want to know how/whether selling to the Canadian government is good for their businesses, and, if so, what next! Office of Small & Medium Enterprise (OSME) in PWGSC is ramping up outreach...ask them to post stuff here, too!

    Judy Bradt,
    Dynamic Strategist & Speaker on GovBiz. Author of 'Government Contracts Made Easier' - NOW available on Amazon!
    Washington D.C. Metro Area Management Consulting
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  • Nice, thanks for informatif presentation..
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  • YOU HAVE NOT WALL: :-)) .........
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    Winning Government Business in Canada Winning Government Business in Canada Presentation Transcript

    • CanadaBusiness with Government
      A Working Session with
      government-mailing-lists.com
    • Doing Business with Government
      The Structure of Government
      • Parliament
      • Treasury Board
      • Privy Council Office
      • Deputy Ministers
      • Departments, Agencies, Crown Corporations, Special Operating Agencies
      • Regional Operations
      • Local Offices
      • FedNor
    • Doing Business with Government
      Procurement Overview
      • rules set by the Treasury Board
      • there is a central procurement operation which has own procurement guidelines
      • guiding principle is fairness - therefore competition, OBS, GBO
      • departments abide by Treasury Board but set own procedures
    • Doing Business with Government
      Procurement Overview
      • total expenditure $8 billion annually
      • Public Works and Government Services Canada (PWGSC) spends $4 billion
      of total
      • generally, all requirements are open to tender
      • sole source is possible but strictly controlled
      • goods and services contracts are treated differently
    • Doing Business with Government
      Procurement Overview (cont’d)
      Goods
      • departments - up to $5k directly
      • source lists between 5k and 25k - departments can influence lists
      • greater than 25k use Open Bidding System and Government Business Opportunities
      Services
      • 18% through PWGSC
      • departments up to $100k non-competitive,$400k competitive
      • Crown Corporations and Agencies more flexible
    • Doing Business with Government
      Procurement Overview (cont’d)
      • PWGSC uses procurement manual
      • other departments may or may not follow same procedures
      • procurement runs on fiscal year of April 1 to March 31
      • Contract Claims Resolution Board
    • Doing Business with Government
      PWGS Procurement Activities
      Golden Rule - Competitive Procurement
      • Treasury Board Guidelines on Procurement
      • PWGSC Procurement Manual
      • Procurement structured by Directorates
      Armament, Marine and Electronics Systems
      Science, Informatics, and Professional Services
      Industrial and Commercial Products and Standardization
      Real Property Contracting Directorate
      Construction and Maintenance Services
      • Contracts Canada
    • Doing Business with Government
      PWGS Procurement Activities
      How PWGSC Buys
      telephone buy under 5k, 3 companies over telephone
      request for quotation (RFQ) under 25k, selected suppliers
      invitation to tender more than 25k, price only
      request for proposal (RFP) more than 25k, not only price
      request for standing offer extended time period, no commitment
      sole source special circumstances
    • Doing Business with Government
      Structure of Departmental Procurement Activities
      Departmental/PWGSC organization structure the same:
      Deputy Minister
      Assistant Deputy Minister
      Director General
      Director
      Manager/Chief
      Section Head
      Procurement Officer
      Procurement Clerk
    • Doing Business with Government
      Structure of Departmental Procurement Activities
      Departmental procurement structure is different:
      Deputy Minister of department
      Assistant Deputy Minister - Corporate Services
      Director General - Finance and Administration
      Director - Administration
      Manager/Chief - Material Management
      Section Head - Procurement
    • Doing Business with Government
      Procurement Mechanisms
      Open Bidding System
      Government Business Opportunities
      PWGSC and departmental source lists using telephone/trade directories etc.
      Results are:
      individual contracts
      standing Offers - National Master, Regional Master, National Individual, Regional Individual, Departmental Individual
      supply arrangement
    • Doing Business with Government
      Procurement Mechanisms
      Sole source contracting
      • only under special circumstances
      • Advanced Contract Award Notice posted on OBS for 15 calendar days
      • any supplier can file Statement of Capabilities
    • Doing Business with Government
      Accessing Procurement Opportunities
      • register as a supplier in the Supplier Registration Information System (SRI) through Contracts Canada
      • obtain OBS account through MERX
      • contact procurement officers in all departments and agencies
      SRI links to (mostly Regional):
      Vendor Management Information System - identifies sources of supply, low dollar value
      Administration and Control of Contracts and
      Regional Data System - low dollar value construction and maintenance
    • Doing Business with Government
      The Open Bidding System
      • created approximately 9 years ago
      • response to perceived lack of fairness in supplier opportunity
      • run by a private contractor under the name MERX
      • linked to the bulletin of Government Business Opportunities published every Tuesday and Friday
      • NOT ALL PROPOSED PROCUREMENT ACTIVITY IS ON THE SYSTEM
      • information retrievable by searchable category, by GSIN, or by creating a profile
    • Doing Business with Government
      The Open Bidding System
      • new contract history site available to see who has purchased what
      • the OBS should not be taken as the sole approach to obtaining government work
      • the system may no be entirely free of bias
    • Doing Business with Government
      The Request for Proposal (RFP)
      • used where the contracting decision is based on more than simply price
      • statement of requirements which must be met by bidder
      • requirements include:
      • mandatory requirements - pass or fail
      • point rated criteria - scope for creativity
      • technical - how the bidder will do the work
      • management - staff, approach to project, understanding of requirement, quality control (the non-cost items)
      • financial section - costs and relationship to deliverables
    • Doing Business with Government
      The Request for Proposal (RFP)
      Preparation:
      • FIRST IMPRESSION COUNTS
      • each point must be addressed in order
      • include chart relating proposal content to RFP requirements
      • include covering letter
      • reference Standard Acquisition Clauses and Conditions Manual if necessary
      • obtain Industrial Security clearance in advance
    • Doing Business with Government
      The Request for Proposal (RFP)
      What procurement officers are looking for:
      • neat, well organized proposal
      • all points must be addressed in order
      • clarity and conciseness of presentation
      • demonstration that supplier understands the request, and proposal speaks directly to it
      • each point in mandatory requirements covered
    • Doing Business with Government
      The Request for Proposal (RFP)
      How to improve proposals:
      • contact procurement officer when unsuccessful
      • obtain debriefing
      • meet with potential clients and determine their specific needs
    • Doing Business with Government
      Action Items
      1. ensure company is on list of government green service providers2. access the OBS twice a week
      2. arrange for industrial security clearance for the company/staff
      3. register on the Supplier Registration Information System
      4. make company known to appropriate procurement officers in PWGSC
      • AMES
      • ICPSS
      • regional offices
      5. make company known to procurement officers in potential client departments, HQ and regions
    • Doing Business with Government
      Action Items
      6. set up OBS bid-matching
      7. subscribe to the GBO bulletin
      8. see about partnerships with clients and with PWGS
      9. obtain Canadian General Standards Board (CGSB) standards for your services
      10. access contract history site to analyse contracts relating to your services
      11. develop lists of key contacts
      12. duplicate above list for provincial departments
    • Doing Business with Government
      Major contractors and Contracts through PWGSC 2000 – 2001 (billions)
      National Defence 4.8
      PWGSC 2.5
      Treasury Board .8
      Canadian Commercial Corp .5
      Canadian Space Agency .19
      CCRA .13
      Fisheries and Oceans .12
      Health Canada .12
      Major Commodities
      Transport services 1.02
      Telecommunications services .86
      EDP equipment .8
      Communications equipment .6
      Fuels, lubes etc. .55
      Facilities operations .45
      Motor vehicles .4
      Architect and Engineering Services .4
    • Doing Business with Government
      Government of Ontario
      • structure of government and procurement similar to federal government
      • procurement limits also similar to federal government - goods over 25k and services over 100k are tendered electronically (MERX) or through the newspaper
      • less than these limits - RFT, RFP, telephone or written quote
      • environmental concerns in contracts over 10k
      • Thank You
      • consulting@government-mailing-lists.com