1. Lockheed Martin Canada’s SMB Mentoring Program
Doing Business with Canada

2. Introduction
The Government of Canada is one of the largest public buyers of goods and services in Canada, purchasing approximately $16.05 billion worth every year on behalf of federal departments and agencies. As the government's main buyer of goods and services (including construction), Public Services and Procurement Canada (PSPC) plays a key role by helping federal departments and agencies define their requirements or scope of work, and obtain what they need at the best value. Suppliers need to understand the process and be diligent and persistent when pursuing opportunities with Canada.

3. Definitions PWGSC – Public Works and Government Services Canada
PSPC – Public Services and Procurement Canada
PSPC was formerly known as PWGSC. Given that the branding is fairly new, many of the links provided within this presentation may direct the reader to sites that still contain PWGSC branding. The terms are used interchangeably within this presentation.
SACC – Standard Acquisition Clauses and Conditions
SMB/SME – Small and Medium Business / Small and Medium Enterprise (synonymous and interchangeable in this context)

4. Requirements / Steps
1. Understand the procurement process. Know the different procurement vehicles available
Non Competitive (< $25K)
Open Competition
Standing Offers - an offer from a potential supplier to provide goods and/or services at pre-arranged prices, under set terms and conditions, when and if required. It is not a contract until the government issues a "call- up" against the standing offer.
Used when departments or agencies are repeatedly ordering the same goods or services
Tendered the same as other government solicitations
Supply Arrangements- arrangements include a set of predetermined conditions that will apply to bid solicitations and resulting contracts. They allow client departments to solicit bids from a pool of pre-qualified suppliers for specific requirements. Unlike Standing Offers, pricing is not predetermined.
Supply arrangements are used when goods or services are bought on a regular basis but when a standing offer is not suitable because of variables in the resulting call-ups (e.g. there are varying methods or bases of payment, or when the statement of work or commodity required cannot be adequately defined in advance). Individual requirements are either procured on a competitive basis or negotiated based on a specific requirement
Qualification for Request for Supply Arrangements is usually tendered once or twice per year

5. Requirements / Steps 2. Register as a Supplier
A Procurement Business Number (PBN) is required to do business with Canada
Obtain a PBN through the Supplier Registration Information system: Buy and Sell
Register in the PSPC databases, as applicable:
SELECT
ProServices
Translation Bureau

6. Requirements / Steps 3. Become Known to Potential Customers
Research your government market and target departments and agencies that use your goods and services.
Use the Government Electronic Directory Services (GEDS), a directory of federal government employees, to find procurement personnel including materiel managers responsible for purchasing planning and tasks related to procurement such as stock management, order processing, and materiel distribution.
The PSPC Office of Small and Medium Enterprises has six regional offices to support SMEs to find opportunities to do business with Canada
4. Search for Opportunities
Canada publishes it tenders for the supply of goods and services on the Government Electronic Tendering Service (GETS)
Buy and Sell
Some opportunities are published on other electronic databases:
SELECT
ProServices

7. Requirements / Steps 5. Bid on Opportunities
PSPC uses several methods to solicit bids:
Telephone buy (T-buy)
It is a form of Request for Quotation when the bids are solicited from one or more selected suppliers, either verbally (in person) or over the telephone, for requirements valued at $25,000 or less, including all applicable taxes. The order is confirmed in writing by issuing the applicable contract document.
Request for Quotation (RFQ)
This method is used to solicit bids for requirements valued at $25,000 or less (low dollar value), including all applicable taxes, from one or more suppliers. The bidder with the lowest-priced responsive bid will be awarded the contract. They are not publicly posted. The bid documents are kept simple in order to award a contract quickly.
Invitation to Tender (ITT)
This method is used when the requirement is valued at $25,000 and more; two or more suppliers are considered capable of supplying the requirement; the requirement is adequately defined to permit the evaluation of bids against clearly stated criteria; bids can be submitted on a common pricing basis; and it is intended to accept the lowest-priced responsive bid without negotiations

8. Requirements / Steps Step 5 continued… Request for Proposal (RFP)
This method is used for complex requirements, where the selection of a supplier cannot be made solely on the basis of the lowest price. It is used to procure the most cost-effective solution based upon established evaluation criteria.
Request for Standing Offer (RFSO)
This method is used to solicit standing offers to provide goods and services on an as-and-required basis, at firm prices, as per established terms and conditions. It clearly states the requirement, the evaluation method and selection criteria, the call-up procedures, the ranking methodologies, whenever applicable, to be used for making call-ups against the authorized standing offer(s), and all terms and conditions applicable to the contract that is brought into effect, as a result of any call-up.
Request for Supply Arrangement (RFSA)
This method is used to solicit bids from a pool of pre-qualified suppliers for specific requirements. The intent is to establish a framework to permit expeditious processing individual bid solicitations which result in legal binding contracts for the goods and services described in those bid solicitations

9. Requirements / Steps 6. Prepare your offer 7. Attend a seminar
Understand Canada’s Procurement Code of Conduct
Code of Conduct
Be compliant to all mandatory requirements
In competitive solicitations acceptance of the Terms and Conditions is mandatory
Seek clarification or modification to the solicitation through questions
Understand the evaluation and selection criteria
Be prepared to provide company financial data to PSPC to support their risk assessment
Submit your proposal on time as specified in the solicitation. Late proposals will not me accepted.
7. Attend a seminar
The Office of Small and Medium Enterprises offers free seminars related to doing business with Canada
Seminars and Events

10. Indirectly Doing Business With Canada
Innovation, Science and Economic Development Canada (ISED) publishes all Government of Canada programs that include an Industrial Regional Benefit (IRB) or Industrial and Technological (ITB ) obligations:
IRB Obligations
ITB Obligations
The sites includes contact information for each Prime Contractor that has an obligation
To be given due consideration from a Prime Contractor:
Understand the company’s needs
Understand the status of the project
Understand how your goods and services may fit into the company’s needs

11. Summary / Benefits
Canada has a commitment to develop SME’s. Understanding how to leverage this commitment to meet your company’s growth targets could increase your chances of success and/or even accelerate your growth plan:
Understand the process
Use the Office of Small and Medium Enterprise (OSME)

12. Helpful Links Supplier Registration Supply Manual
Standard Acquisition Clauses and Conditions (SACC) Manual
PSCS’s Office for Small and Medium Enterprises