How to Sell to the Government of Canada

Doing Business with the
Government of Canada
1
Introduction
2
What Does the Government of
Canada Buy?
The
Government
of Canada
buys a wide
range of
goods and
services
3
Contracting with the Government of Canada
New Contracts Awarded to Small and Medium
Enterprises
30%
Less than $75,000
70%
More than $75,000
4
Supplier Relationships
In the
government
procurement
process you
are the
supplier
PWGSC
PWGSC is the
Government
of Canada’s
main
procurement
arm
Supplier
YOU
Departments
and
Agencies
Over 100
departments
and agencies
5
Guiding Principles
Client Service
National
Objectives
Accountability
Integrity
Equal
Treatment
Competition
6
Departments and Agencies
Purchases under $25,000 are considered lowdollar value
Many departments and agencies have the
authority to buy goods valued at $25,000 or
less, with higher values for services
Suppliers deal directly with end users
Building relationships becomes increasingly
important
7
The Office of Small and Medium Enterprises
OSME will assist you in navigating the
procurement process
OSME will provide you with suggestions about
where you may find opportunities
OSME works to reduce barriers on your behalf
in an effort to ensure fairness
OSME guides you in your relationship building
as you seek out new opportunities
8
Understanding the
Procurement Process
9
Why is it useful to understand the
Procurement Process?
Different ways that the federal government will be
able to do business with you
Rules to follow as a result of various laws and
international trade agreements.
Procedures and practices may vary from one
department to another
Having a general awareness of the process will help
you to promote your business, build relationships and
access opportunities
10
Developing a Strategy
11
What can Departments and Agencies Spend?
Federal laws and regulations
and Treasury Board policies
guide the procurement process
Departments and agencies
have the authority to buy up to
$25,000 worth of goods.
For services, this authority can
be up to $2 million
Departments
and
Agencies
Goods
Services
Up to
$25,000
Up to
$2,000,000
Requirements over the
authorities must be purchased
through PWGSC
12
Competitive Procurement Under $25,000
Close to 70% of contracts under $25,000 are
awarded to small and medium enterprises using
a competitive process
Aims to provide best value for Canadians, while
enhancing access, competition and fairness
Buyers use the Request for Quotations (RFQ)
process to solicit bids
Potential suppliers may be identified through
networks, research, as well as supplier
registration systems and databases
13
Competitive Procurement Over $25,000
Requirements above $25,000 for goods,
$78,500 for services and $100,000 for
construction services are posted on the
Buyandsell.gc.ca/tenders website when
one or a combination of trade
agreements apply
Departments and agencies may
choose to post their bid opportunities
with an anticipated dollar value under
these amounts.
14
Non-competitive Procurement
25% of all contracts are awarded non-competitively; also referred to
as sole source requirement.
Non-competitive contracts may be issued in the case where there is:
• A pressing emergency in which delays would be injurious to the
public interest
• A total estimated cost for a good or service does not exceed
$25,000 and it would not be cost-effective to compete
• It would not be in the public interest to solicit bids
• Only one known supplier
• Must be fully justified in writing
15
Contracting and Payment
Government acquisition cards are issued to eligible
procurement and administrative officers to make purchasing
of very low dollar value requirements easier
For requirements under $25,000 a purchase order is often
issued
If a standing offer is in place, a call-up will be established
when a good or service is required. In the case of a supply
arrangement, a contract will be established when a bid is
accepted for a specific deliverable
Under no circumstance should a supplier initiate work until a
contract is in place. Without one of these instruments, there
is no mechanism for payment by the Government.
16
Register as a Supplier
17
Why Register my Business?
In order to do business with Public Works and
Government Services Canada and many
other federal departments and agencies
you will require a Procurement Business
Number (PBN)
A PBN will be supplied to you once you have
completed the registration process in the
Supplier Registration Information (SRI) system
SRI and various other databases can serve
as tools to inform government buyers about
the specific goods and/or services you may
have to sell
18
Developing a Strategy
19
What do I need to Register
in SRI?
Time - registration will take approximately 15
minutes for part 1. Part 2 may take between 20
and 30 minutes as you will need to identify your
goods and services in the system
CRA Number – Canada Revenue Agency Business
Number or GST/HST number
Business Legal Name – you must enter your
business name exactly as it appears on your CRA
registration
20
Where do I Register?
Once you have your Canada Revenue Agency
business number, you can start the registration
process
This can be done by following the link to the SRI
registration page on the Buyandsell.gc.ca website.
21
How to Enter Information into SRI
To register in SRI, first
select the Start
Registration button at
the top of the page
or in the left menu.
22
How to Enter Information into SRI
Next you will enter
your nine digit business
number.
This is the number the
CRA provides to you
when you register your
business with them.
23
How to Enter Information into SRI
Now you will need to
enter your information in
the required fields.
Make sure your legal
name appears exactly
as it is on your CRA
documents.
Make sure to write down
your user name and
password.
24
How to Enter Information into SRI
When you have
finished entering your
details, select continue.
Your procurement
business number will be
sent to your email
address.
Once you retrieve your
PBN from your email,
you must return to
complete stage 2 in
the registration process.
25
How to Enter Commodity Information into SRI
In this example you can
see a commodity list
that is linked to an
actual PBN. As you
can see, this business
has selected an
assortment of training
and educational
services.
26
How to Enter Commodity Information into SRI
Select the “Add
Commodities” button just
below your existing list and
either type a specific
keyword into the search box
or click on the folder icon to
browse the commodities list
manually.
When registering your goods
and services in the
commodities list for the first
time, you will have a blank
page for your initial listing
27
How to Enter Commodity Information into SRI
This list demonstrates the
variety of results from just one
key word
Think about all the ways your
good or service can be
used; key words might yield
the best results
Remember government
departments and agencies
can see what you have to
offer from these lists, so be as
comprehensive as possible
28
Other Databases in which to Register
SELECT - Construction, architectural,
engineering and consulting services
related to real property opportunities
SELECT
Aboriginal Business Directory - Assists
Aboriginal businesses to gain access to
government opportunities
29
Canadian Company Capabilities Database
The Canadian
Company Capabilities
is a centrally
maintained
searchable database
of 60,000 current
Canadian businesses
30
Building Relationships
31
Why Build Relationships?
If you are interested in selling your goods and
services to federal government departments,
then you must promote your business
Let them know what goods and services you
have and how you can respond to their
purchasing needs
Distinguish yourself from the crowd
Being proactive in promoting yourself to key
industry and government players can help you
get known
32
Developing a Strategy
33
To Prime or Not to Prime?
Typically, small and medium
enterprises sell lower dollar value
goods and services to
government as prime
contractors
However, there are
opportunities to provide goods
and services of higher dollar
value to the Government of
Canada as well
34
To Prime or Not to Prime?
Most higher dollar value opportunities are
found in defence, information
management/technology, and real
property
These opportunities can be in the millions
of dollars.
A small or medium enterprise may not
always be able to act as the prime
contractor
Subcontracting and other partnerships
provide small and medium enterprises
opportunities to participate in these
projects
35
Know Your End User’s Needs
Understanding what goods or services
departments are buying will allow you
to market accordingly
End users will decline to speak with
individual suppliers once a statement of
work is being prepared.
Once you are engaged in the bidding
process you must only contact the
procurement officer responsible for the
bid solicitation
36
Who do I Target?
End users in departments and agencies that may need
your good or service
Many departments and agencies have regional materiel
managers. The Buyandsell.gc.ca website lists their contact
information
PWGSC materiel managers are responsible for short and
long term purchasing planning
Contact Government of Canada regional development
agencies, PWGSC regional offices, and relevant industry
associations
37
Finding Key Government Contacts
38
Finding Key Government Contacts
39
Finding Key Government Contacts
40
Finding Key Government Contacts
41
Watching for Opportunities
42
Why Watch for Opportunities?
Government departments and
agencies purchase many goods
and services each year, and make
their requirements known through a
variety of ways on an ongoing basis
The most successful suppliers are
aware of what government buys,
and how to find opportunities
43
Developing a Strategy
Buyandsell.gc.ca/tenders
•Check regularly
Check
• Standing Offers and Supply
Arrangements
• Past contract histories
44
Buyandsell.gc.ca/tenders Website
Buyandsell.gc.ca/tenders allows users to:
•
•
•
•
Search for opportunities using plain language
Find related procurement information for any
tender
Save searches to include in emails, tweets, or other
social media
Stay on top of new tenders or amendments
Departments and agencies must use the
Buyandsell.gc.ca/tenders website to advertise their
requirements subject to any trade agreements
45
Standing Offers and Supply Arrangements (SOSA)
Standing Offers and Supply Arrangements (SOSA) is open
data about active standing offers and supply arrangements
for goods and/or services held by pre-qualified suppliers
PWGSC issues national standing offers (SO) and supply
arrangements (SA)on behalf of all federal government
departments and agencies
Depending on the nature of the good or service, they may
also exist in individual departments or agencies
If you are not on an existing SO or SA, contact the PWGSC
procurement officer to see if it will be re-tendered after it
expires, find out if there is a perpetual notice on the
Buyandsell.gc.ca/tenders website, and consider partnering
with someone who is on an SO or SA.
46
Proactive Disclosure
Know what buyers have
bought in the past and
which companies have
been successful selling to
them
The Government of
Canada provides a link
to information about
past contracts valued
over $10,000 in each
department and
agency
47
Proactive Disclosure
The Treasury Board
Secretariat provides
links to the proactive
disclosure sites for each
department and
agency
Proactive disclosure sites
are organized by date,
and include what was
bought, the contract
amount, and what
company was awarded
the contract
48
Contract History Database
The Contract History
database contains
information on
contracts awarded
by PWGSC on behalf
of all federal
departments and
agencies for the past
three years
49
Other Organizations
Industry associations, regional
development agencies, OSME and
regional PWGSC offices can also
provide advice and guidance on
companies that hold contracts for
complex high dollar value projects
Your company may be able to
provide goods and services as part of
a prime contractor’s supply chain or
as part of the Government of
Canada’s Industrial and Regional
Benefit Policy
50
Build in Canada Innovation Program (BCIP)
Assist Canadian businesses in the later stages of R&D
It is a procurement program – Government of
Canada is buying goods and services for testing
and use
Goods or services in the areas of environment,
health, safety and security or enabling technologies
Stimulate innovation and R&D and provide
feedback on innovation performance
To participate: watch the Buyandsell.gc.ca/tenders
website
51
Office of Small and Medium Enterprises
National InfoLine
1-800-811-1148 (press option #1 after greeting)
Atlantic Region
(New Brunswick, Nova Scotia, Newfoundland
and Labrador, and Prince Edward Island)
Telephone: 902-426-5677
Email: [email protected]
Quebec Region
(Quebec, excluding Gatineau)
Telephone: 514-496-3525
Email: [email protected]
National Capital Region
(Gatineau and Ottawa)
Telephone: 819-953-7878
Email: [email protected]
Ontario Region
(Ontario, excluding the National Capital
Region)
Telephone: 416-512-5577
Toll free: 1-800-668-5378
Email: [email protected]
Western Region
(Alberta, Saskatchewan, Manitoba, Nunavut
and Northwest Territories)
Telephone: 780-497-3601
Toll free: 1-855-281-6763
Email: [email protected]
Pacific Region
(British Columbia and Yukon)
Telephone: 604-666-8295
Toll free: 1-866-602-0403
Email: [email protected]
52
Office of Small and Medium Enterprises
SME BC/YUKON toll-free InfoLine
1-866-602-0403
Tess Menges – Supply Officer
(Tel.) 604-666-5688 (E-mail) [email protected]
John Johnstone – Stakeholder Engagement
(Tel.) 604-775-7650 (E-mail) [email protected]
Sarah Allin – Supply Officer (Aboriginal Engagement)
(Tel.) 604-666-8343 (E-mail) [email protected]
Tyson Atleo – Supply Officer (Aboriginal Engagement)
(Tel.) 604-666-0986 (E-mail) [email protected]
53
Resources
Office of Small and Medium Enterprises
Main Web Page
http://www.tpsgc-pwgsc.gc.ca/app-acq/pme-sme/index-eng.html
Buy and Sell
https://buyandsell.gc.ca/
Contact Phone Numbers and E-Mail Addresses by Region
https://buyandsell.gc.ca/for-businesses/contacts/office-of-small-andmedium-enterprises-osme-regional-offices
Other Government Departments
Industry Canada
http://www.ic.gc.ca/eic/site/ic1.nsf/eng/home
Treasury Board Secretariat of Canada
http://www.tbs-sct.gc.ca/tbs-sct/index-eng.asp
Department of Foreign Affairs and International Trade
http://www.international.gc.ca/international/index.aspx?view=d
National Defence and the Canadian Forces Materiel Group
http://www.materiel.forces.gc.ca/en/index.page
Service Canada – For Employers
http://www.servicecanada.gc.ca/employers
Canada Revenue Agency – Topics for Businesses
http://www.cra-arc.gc.ca/tx/bsnss
1-800-959-5525
Canada Business
http://www.canadabusiness.ca/eng
Regional Economic Development Agencies
Atlantic Canada Opportunities Agency
http://www.acoa-apeca.gc.ca/Eng/Pages/Home.aspx
Canada Economic Development Agency for the Regions of Quebec
http://www.dec-ced.gc.ca/eng/index.html
FedDev Ontario
http://www.feddevontario.gc.ca/eic/site/723.nsf/eng/home
Canadian Northern Economic Development Agency
http://www.north.gc.ca/index-eng.asp
Western Economic Diversification Canada
http://www.wd.gc.ca/eng/home.asp
Register as a Supplier
Supplier Registration Information (SRI) System
https://srisupplier.contractscanada.gc.ca/indexeng.cfm?af=ZnVzZWFjdGlvbj1yZWdpc3Rlci5pbnRybyZpZD0x&lang=eng
1-800-811-1148
Supplier Registration Information (SRI) System Contacts
https://buyandsell.gc.ca/for-businesses/contacts-for-businesses/supplierregistration-information-sri-contacts
Canada Revenue Agency – Business Registration
http://www.cra-arc.gc.ca/tx/bsnss/tpcs/bn-ne/menu-eng.html
1-800-959-5525
Commodities Listed in SRI
https://buyandsell.gc.ca/for-businesses/for-businesses-guide/register-as-asupplier/find-a-commodity-code
Register as a Supplier
SELECT
https://select.pwgsc-tpsgc.gc.ca/indexeng.cfm?af=ZnVzZWFjdGlvbj1sb2dpbi5mYV9kc3BfaW50cm8=&lang=eng
ProServices
http://www.tpsgc-pwgsc.gc.ca/app-acq/sp-ps/index-eng.html
Professional Services Contacts
https://buyandsell.gc.ca/for-businesses/contacts-for-businesses/professional-services-contacts
Aboriginal Business Directory (ABD)
http://www.ic.gc.ca/app/ccc/sld/cmpny.do?tag=248&profileId=381&lang=eng
Other Supplier Databases (PWGSC)
https://buyandsell.gc.ca/for-businesses/selling-to-the-government-of-canada/register-as-asupplier/register-to-provide-services#20
Canadian Company Capabilities Database
http://www.ic.gc.ca/eic/site/ccc-rec.nsf/eng/home
Building Relationships
Departmental Materiel Managers List
https://buyandsell.gc.ca/for-businesses/contacts/departmentalmateriel-managers
Procurement Allocations Directory
http://pad.contractscanada.gc.ca/indexeng.cfm?af=ZnVzZWFjdGlvbj1pbmZvLmludHJvJmlkPTI=&lang=eng
PWGSC Regional Offices – Contact Information
https://buyandsell.gc.ca/for-businesses/contacts/pwgsc-regional-offices
Government Electronic Directory Services (GEDS)
http://sage-geds.tpsgc-pwgsc.gc.ca/cgibin/direct500/eng/TE?FN=index.htm
Watching for Opportunities
Reports on Plans and Priorities
http://www.tbs-sct.gc.ca/rpp/index-eng.asp
Standing Offers and Supply Arrangements (SOSA)
https://buyandsell.gc.ca/procurement-data/standing-offers-andsupply-arrangements
Contract History Database
https://buyandsell.gc.ca/procurement-data/contract-history
Buyandsell.gc.ca/tenders
http://www.buyandsell.gc.ca/tenders
Tenders Frequently Asked Questions
https://buyandsell.gc.ca/procurement-data/tenders/tendersfrequently-asked-questions
Watching for Opportunities
Government Electronic Directory Services (GEDS)
http://sage-geds.tpsgc-pwgsc.gc.ca/cgi-bin/direct500/eng/TE?FN=index.htm
Proactive Disclosure
http://www.tbs-sct.gc.ca/pd-dp/gr-rg/index-eng.asp
Other Government Tendering Sites
https://buyandsell.gc.ca/for-businesses/find-opportunities/government-tendering-sites
Build in Canada Innovation Program (BCIP)
https://buyandsell.gc.ca/initiatives-and-programs/build-in-canada-innovation-program-bcip
Departmental Materiel Managers
https://buyandsell.gc.ca/for-businesses/contacts/departmental-materiel-managers
Aboriginal Business Directory (ABD)
http://www.ic.gc.ca/app/ccc/sld/cmpny.do?tag=248&profileId=381&lang=eng
Canadian Company Capabilities Database
http://www.ic.gc.ca/eic/site/ccc-rec.nsf/eng/home