Helping businesses sell to the Government of Canada Introductory supplier seminar - Presented by: The Office of Small and Medium Enterprises
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Helping businesses sell to the Government of Canada Introductory supplier seminar Presented by: The Office of Small and Medium Enterprises
Outline
• What does the Federal Government buy?
• Who buys for the Federal Government?
• What do you have to do?
• Register your company
• Search for opportunities
• Market your product
• Contracting process
• Bidding
• Conclusion
• Resources for Small and Medium Enterprises
2
Federal Government
Procurement
The Government of Canada buys …
• Over $20B annually
• Over $1B on average per year in Atlantic Canada
• Thousands of different items
3
Top 5 commodities (goods, services and construction)
purchased from SMEs in Atlantic Region
2009/2010
– Construction $183 M
– Telecom Equipment $ 64 M
– Maintenance and Repair Services $ 35 M
– Transportation, relocation &
freight services $ 22 M
– Custodial & Operations Services $ 19 M
4
PSMD AIS extraction 05/06/10
Other Government purchases we have made
in Atlantic Region
• Hay
• Dental services
• Barbering Services
• Wildlife Management Services
• Meat cutting instruction
• Sunscreen
• Insect repellent
• Underwear
• Blankets
• First-Aid Kits
5
Who does the buying?
People in federal departments and agencies whom we
refer to as:
• Buyers
• Procurement Officers
• Materiel Managers
• Purchasers
• These people buy goods and services for:
• Program Managers
• Project Managers
• Employees
• Administrative Assistants 6
Office of Small and Medium Enterprises (OSME)
Federal Departments and Agencies like…
• Department of National Defence
• Veterans Affairs Canada
• Fisheries and Oceans
• Natural Resources Canada
• Correctional Services Canada
• Parks Canada
• RCMP
•Atlantic Canada Opportunities Agency (ACOA)
• Transport Canada
• Public Works and Government Services Canada
7
Public Works and
Government Services Canada (PWGSC)
• Canada's largest public purchaser of
goods and services
• Responsible for more than 80% of the
dollar value of contracts issued by the
Government of Canada
• Manages procurement for over 100
departments and agencies
8
8
Other Federal Departments &
Agencies
• Has authority to purchase up to a certain
limit which varies from department to
department
• May have more flexibility in requirements
less than the NAFTA threshold
• In the region, departments may still rely on
the expertise of PWGSC buyers for more
complex and higher value contracting. 9
What do you have to do?
• Register your company
• Marketing
conduct research and make contacts
• Search for opportunities
10Registering Your Company
111. Supplier Registration Information (SRI)
Service
• Directory of businesses used by federal
government buyers to identify potential
suppliers
• Register using your Canada Revenue Agency
GST or Business Number
at 1-800-959-5525)
• Register:
– Online:http://buyandsell.gc.ca
12
– By telephone: 1-800-811-1148Why Register in SRI?
• Mandatory to do business with PWGSC
• Required to register in two
other PWGSC databases
• Used for low-dollar value buys
• Registration is free
13Tips for Registering in SRI
• Registration takes approximately 15 minutes if you have
your CRA GST or Business Number
• Make sure you register using the exact same legal name
you have registered with CRA
• Check off the commodities relevant
to your good or service
• Keep your information up to date!
14Market your product or service
Gather intelligence
Make yourself known
15Procurement Allocations Directory
(PAD)
• Key purchasing contacts in PWGSC
• Directory organized by commodity
• Can search by Goods, Services or
Construction
• Ask these contacts about:
• Purchasing cycles
• Standing offers
• Further contacts 16
• Green considerationsDepartmental Materiel Managers
• Purchasing contacts outside of
PWGSC – organized by region
and department
• Contact specific departments
you are interested in selling to
• Find out:
– How they purchase
– Who the end users are
17Information to find out
•Purchasing cycle
•Decision makers
•Are standing offers in place?
•When will they expire and retender?
•Get a copy of a previous RFP or standing offer
•Find out who got the last contract/standing offer info
•Does your good/service fall under a mandatory
standing offer category?
18Search for Opportunities
19Search for opportunities
MERX™
• Electronic tendering service on the Internet
• Free for federal government opportunities:
• Public Works and Government Services
Canada and other government departments
post on MERX™
• Look for the Canadian flag
• Contracts usually over $25,000
20On MERX™ you can…
Registration
Action Cost
required
Search - view bidding No
opportunities Free
Download & preview – tender Yes for
documents Federal
Receive e-mail updates – on Yes Notices
downloaded documents
(others
View – previous awards Yes
may have
One “opportunity matching” Yes costs)
profile
21Finding opportunities
•Keep in contact with buyers, maintain relationships
•Check MERX regularly or request updates
•Make a calendar with the purchasing schedules
•Keep up to date on new procurement methods and tools
(PSonline, TSPS, etc.)
•Attend more in depth seminars offered by OSME
22How is purchasing done?
Guiding Principles of Procurement
• Client Operational Requirements
• Competitive Procurement
• Access for Businesses
• Accountability
• National Objectives
• Standardized and Simplified Procurement
• Reasoned and Rational (Justifiable / Defensible)
Every purchase is subject to
• Canadian laws and regulations
• Government policies
• Canada’s trade obligations
23Contracting process
One-time requirements:
• Usually posted on MERX™
• You may be contacted directly for lower value requirements (usually
less than $25,000)
Remember to market your product
24Contracting process
Recurring requirements - Standing Offers and Supply
Arrangements
• Lists of potential suppliers
• Not a contract, but the potential to get a contract
• Is there a Standing Offer or Supply Arrangement for your
commodity?
• Speak to your contact or call the OSME 1-800-811-1148
information line
25Bidding
Bid evaluation and contractor selection
• Criteria and methodology for selection are disclosed in the
bid documents
• The principle of selection is always “the best value for the
Crown”
• Request post-close debrief from the buyer
26Bidding
Top five points to remember:
1. Read all terms and conditions thoroughly
2. Meet all mandatory requirements
3. Follow the instructions completely
4. Have fresh eyes (a colleague) review your
document
5. During bid process, the buyer is your only contact
27Overview
Points to remember:
• Are there opportunities? Yes!
• Register your company
• Research the markets and make yourself known to the
buyers and end-users
• Search for opportunities on MERX™
• When bidding, pay attention to detail!
28Other Resources
29Office of Small and Medium Enterprises
The mandate of OSME is:
To assist Small and Medium Enterprises as they navigate
the procurement system;
To represent the views of SMEs within the procurement
system to ensure clear and transparent policies and
tools
30Buy and Sell Website
www.buyandsell.gc.ca
Resource for businesses interested in selling to the federal
government
You can:
• Register for OSME supplier seminars
• Search Contract History
• Register in Supplier Databases
• Find links to other important information and services
31Resources for SMEs
Buy and Sell at www.buyandsell.gc.ca
-Supplier Registration Information (SRI)
-Procurement Allocation Directory (PAD)
-Departmental Material Managers Directory
-Contract History
Commodities Listed in SRI: http://contractscanada.gc.ca/en/gsin-codes-e.html
Public Works and Government Services Canada: http://www.pwgsc.gc.ca
Other professional services: http://www.tpsgc-pwgsc.gc.ca/app-acq/sp-ps-eng.html
SELECT: https://select.pwgsc-tpsgc.gc.ca
MERX™: http://www.merx.com
Government Electronic Directory Services (GEDS): http://sage-geds.tpsgc-pwgsc.gc.ca/
32Questions? - Contact OSME
Telephone: (902) 426-5677
OSME-BPME-ATL@pwgsc-tpsgc.gc.ca
Additional Resources
National Infoline: 1-800-811-1148
Buy and Sell
: www.contractscanada.com
OSME Website:
www.pwgsc.gc.ca/sme 33Questions?
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