In Canada, public sector contracts represent more than $100 billion annually. These contracts touch on practically every activity sector, and provide opportunities to businesses that want to expand their markets.
Unfortunately, many entrepreneurs are reluctant to bid for public and quasi-public contracts because they are under the mistaken impression that access to these contracts is too complex and out of the range of small and medium-sized enterprises (SMEs).
While it may be true that the process can get complex, several measures have been introduced by the public sector to help SMEs in this regard. Other organizations like Développement économique – CLD Gatineau (DE – CLDG) can also help businesses get their piece of the pie.
Luc Lévesque
Commissioner of business development - Team Leader
DE – CLDG
“If you want to sell to the government, you have to understand that several people are involved in the purchasing decision. Your value added proposal must meet the user’s needs, be precise and clear for the buyer, and benefit the materiel manager.”
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Contact us at 819-595-8002 or click here for more information about our organization.
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Pratical information
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Use the resources at your disposal
There are a number of resources that can help you in this process. The Office of Small and Medium Enterprises would be one of these. It offers free training to help you better understand the federal tendering process. Check our calendar of events for the next training dates.
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Assess your business’ capacity
Before you bid, assess your human, financial and technical resources. This will tell you whether you are in a position to meet the requirements.
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Get your name out there
You can ask to meet with the users or directors to introduce your business.
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Demonstrate your value added
Identify your competitive advantage, and let government buyers know about it so you can stand out from the competition.
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Be rigorous in your approach
Carefully read the technical requirements in the specifications, and respond in a clear and concise manner to each of them.
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Minimize the risks to your client
Anticipate buyers’ concern and prepare alternatives to the main plan. Integrate these scenarios into your offer to enhance your credibility.
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Provide references
Demonstrate your capacity to carry out contracts by doing smaller ones. This will get you references for larger projects.
- « DE – CLDG is there to serve entrepreneurs who have a business idea. For additional information, call 819-595-8002. Our services are free and confidential.
