Doing Business with the Government of Canada

Doing Business with
the Government of
Canada
1
Minister of Public Works and Government Services, Canada
2010
©Copyright
All rights reserved. Permission is granted to electronically copy and
to print in hard copy for internal use only. No part of this information
may be reproduced, modified, or redistributed in any form or by any
means, for any purposes other than those noted above (including
sales), without the prior written permission of the Minister of Public
Works and Government Services, Ottawa, Ontario, Canada K1A
0S5.
2
Outline
Part 1: Overview of Federal Government Purchasing
Part 2: The Contracting Process
Part 3: Standing Offers (SOs) and Supply Arrangements
(SAs)
Part 4: Registering Your Company
Part 5: Marketing
Part 6: Bidding
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Part 1:
Overview of Federal
Government Purchasing
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Public Works & Government Services
Canada
Transport
Canada
Canada Revenue
Agency
PWGSC
Department of
Fisheries and
Oceans
Supplier
Industry
Canada
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Who does the buying?
3-Year Average (2007/2008-2009/2010)
Government of Canada - $27.7B
Spend
Inter-departmental transfers,
Leases, etc. - $5.2B
Contract
Common Goods, Services & Construction - $22.5B
Managed by PWGSC-AB - $15.4B
Value
OGD
Processed $3.3B
Includes $7.6B in Military
Procurement
Decentralized
Buying
Departments conduct 88% of government contractual documents, accounting
for 18% of the total contracted value.
Specialized
Contracting
PWGSC conducts 12% of government contractual documents, accounting
for 82% of the total contracted value, comprising mostly complex/higher risk
contracts.
Source: Spend, Reporting and Market Analysis Directorate, PWGSC, September, 2011
Goods and Services Sold by Pacific Vendors
(across the Country)
FY2007-08 to FY2009-10, Yearly Average
In millions of dollars
Sector
Construction
Goods
Services
Total
Source: AIS, August 2010
Small
$75M
$124M
$151M
$350M
%
82%
43%
43%
48%
Vendor Size
Medium
%
$14M
15%
$80M
28%
$72M
20%
$166M
23%
Large
$3M
$83M
$131M
$217M
%
3%
29%
37%
30%
Total
$92M
$287M
$354M
$733M
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Pacific Region Demand
FY 2010-11
Here are the top goods and services provided to government departments in BC/Yukon:
1. Construction
$150 m
2. Vehicle and Equipment Rentals
$45 m
3. IT Equipment, Software, Supplies and Support
$25 m
4. Ground and Motor Vehicles
$20 m
5. Maintenance and Repair Services
$19 m
6. Professional and Administrative Services
$15 m
7. Custodial and Operations Services
$12.5 m
8. Environmental Services
$11 m
9. Architect and Engineering Services
$10 m
10. Watercraft
$9.5 m
Federal Government Procurement
The Government of Canada buys…
STUFF
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Part 2:
The Contracting Process
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Who Does the Buying?
All Federal Departments
$0 - $24,999
•Departments are able to make purchases
using the method of their choice
PWGSC and Some Federal
Departments
+ $25,000
•Purchased using MERX™
or supplier systems*
• Governed by trade agreements
*Exceptions Apply
Competitive Contracting
•
Request for quotation
(RFQ) – low dollar value
purchases
•
Request for proposal
(RFP) - MERX™
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Non-Competitive Contracting
•Pressing Emergencies
•Public Interest (e.g. national security)
•A single supplier (e.g. Patent)
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Part 3:
Standing Offers (SOs)
and
Supply Arrangements (SAs)
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SO/SA - Recurring Purchases
Goods and services purchased on a regular
basis where…
• a future need is anticipated
• precise demand is unknown
• the contract is formed when a
call-up is issued
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What is a Standing Offer (SO)?
It prequalifies suppliers to provide goods and/or services
on an ‘as-required’ basis
• Pre-arranged prices
• Set terms and conditions
• Specific timeframe
• Can be national, regional or
departmental
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What is a Supply Arrangement (SA)?
Non-binding agreement to provide goods and services ‘asrequired’
• Pool of qualified suppliers
• Pre-determined terms and
conditions
• Allows for greater flexibility
resulting contract
of
• Simplified RFP process
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What’s Next?
• Find out if Standing Offers or Supply Arrangements exist for
your goods or services
• If one exists:
• Is it mandatory?
• When is it competed/re-competed?
• (Check contracts history/MERX™)
• Speak to a key contact or contact OSME
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Part 4:
Getting Started
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Registering Your Company
1. Supplier Registration Information
2. Professional Services Online
3. SELECT
4. MERX™
5. Other systems
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www.buyandsell.gc.ca
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1. Supplier Registration Information (SRI)
Service
• Directory of businesses potentially
used by federal government buyers
• Register using your Canada
Revenue Agency GST/HST or
Business Number
• Register:
• Online: www.buyandsell.gc.ca
• By telephone: 1-800-811-1148
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Why Register in SRI?
• Mandatory to do business with PWGSC
• Registration is free
• Required to register in other
PWGSC databases
• Download federal opportunities
for free on MERX™
• You will receive your Procurement Business
Number (PBN) – you need this to get paid!
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2. Professional Services Online (PS Online)
• Database for suppliers offering services such as:
- Information Technology
- Human Resources Management
- Organizational Development
• Been in business for 1 Year
• Form of Supply Arrangement (Pre-qualification
and Simplified RFP process)
• For professional services contracts up to $78,500
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Why Register in PS Online?
• Pre-qualify to become a supplier of professional services
• Used by government buyers
across Canada
• Access contracts not posted
on MERXTM (under $78,500)
• Register at any time
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3. SELECT
• Database of pre-approved suppliers in
• Construction
• Architecture
• Engineering
• Related maintenance
and consulting services
• Been in business for 3 years
• PWSGC buyers use it for contracts up to:
• $78,500 – Architecture and engineering
• $100,000 – Construction and trades
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Why Register in SELECT?
• Point rated rotational system
• Access contracts under
$78,500/$100,000 that are not
posted on MERX™
• Register at any time
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4. www.merx.com
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Recap
• Register in SRI
• Register in PS Online and/or
SELECT (if applicable) for other
pre-qualified systems
• Register in MERX™
• Check for other pre-qualified
systems
• Call OSME for help
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Part 5:
Marketing
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Marketing to the Federal Government
• Marketing to the government is similar to marketing to
the private sector
•
Have your elevator pitch ready
•
Provide contacts with your website
•
Set a clear objective for what you want
to accomplish with the government
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Where Do You Market Your Company?
PWGSC
Departmental
Materiel
Managers
Supplier
End User
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Contract History
www.buyandsell.gc.ca
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Pre-Qualified Supplier Data
www.buyandsell.gc.ca
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Proactive Disclosure
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www.buyandsell.gc.ca
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Procurement Allocations Directory (PAD)
www.buyandsell.gc.ca
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Departmental Materiel Managers
www.buyandsell.gc.ca
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Government Electronic Directory Service
(GEDS)
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Recap
Research how your goods or services are bought
• Contracts History
• Proactive disclosure
 Use buy and sell to find key contacts
• PAD
• Material managers
• GEDS
Need help? Contact OSME
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Part 6:
Bidding
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You realize we're sitting on 45,000 pounds
of fuel, one nuclear warhead and a thing
that has 270,000 moving parts built by the
lowest bidder? Makes you feel good
doesn't it?
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Evaluation Methods
•Evaluation must be conducted
using predefined, published criteria
•Bids that do not meet all
mandatory requirements are
deemed non-compliant
•Selection can be based on lowest
price, point-rated criteria or a
combination of both
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Tips for Bidding
•
Read all terms and conditions thoroughly
•
Meet all mandatory requirements
•
Follow the instructions completely
Due knot re: lie two oft ten on spell Czechs
•
During bid process, the buyer is your only
contact
•
Request a debrief!
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How can I follow up?
Debriefings
• Request a debriefing from the Contracting Authority
• Understand the strengths and weaknesses of your bid
and how and why the contract award decision was
made
• Schedule within 3 weeks of the contract award date
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SNC Lavalin O&M
SNC-Lavalin O&M, through a competitive procurement
process, holds the contract to deliver real property services
in Crown Owned Buildings.
Projects under $200K
•Pre-qualify to be invited to bid
•Vendors are invited on a rotational basis
Projects over
$200K
•On MERX™
•Open to all vendors
www.snclavalin.com
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Canadian Innovation Commercialization
Program (CICP)
www.buyandsell.gc.ca/innovations
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Points to Remember
• Are there opportunities??? YES!
• Register your company
• Search for opportunities on MERX™
• Research the markets and make yourself
known to the buyers and end-users
• When bidding, pay attention to detail
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National Resources for SMEs
•
•
•
•
•
•
•
•
•
•
•
•
•
PWGSC: www.pwgsc.gc.ca
OSME: www.pwgsc.gc.ca/sme
Buy and Sell: www.buyandsell.gc.ca
Office of Procurement Ombudsman: www.opo-boa.gc.ca
Supplier Registration Information: https://srisupplier.contractscanada.gc.ca
Professional Services Online (PS Online): https://www.achatsetventesbuyandsell.gc.ca/eng/professionalservicesonline
SELECT: https://select.pwgsc-tpsgc.gc.ca/
Pre-Qualified Supplier Data: https://buyandsell.gc.ca/pre-qualified-supplier-data
Government Electronic Directory Services (GEDS): http://sage-geds.tpsgcpwgsc.gc.ca/
MERX™: www.merx.com
BC Bid : www.bcbid.gov.bc.ca
SNC-Lavalin ProFac Vendor Management: http://www.snclavalin.com
National toll-free InfoLine: 1-800-811-1148
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Pacific Region Contacts
Calvin Yan – Stakeholder Engagement
(Tel.) 604-666-2635 (E-mail) Calvin.Yan@pwgsc-tpsgc.gc.ca
Scarlett Chan – Supply Team Leader
(Tel.) 604-775-9382 (E-mail) Scarlett.Chan@pwgsc-tpsgc.gc.ca
Walker Pautz – Supply Officer
(Tel.) 604-666-0432 (E-mail) Walker.Pautz@pwgsc-tpsgc.gc.ca
Sarah Allin – Communications Officer
(Tel.) 604-666-8343 (E-mail) Sarah.Allin@pwgsc-tpsgc.gc.ca
OSME BC/YUKON toll-free InfoLine
1-866-602-0403
LinkedIn: www.linkedin.com/company/osme-pacific
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Questions?
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