成人头条鈥檚 programs and services are designed to assist Canadian businesses in accessing foreign procurement markets.聽聽
Our designated聽Customer Acquisition Team聽is always ready to respond to inquiries about our programs and services and help to onboard prospective 成人头条 customers. This page is focused on onboarding for 成人头条鈥檚 International Prime Contractor.
Your business may be the right fit if you have:
Products and services that governments buy
The capacity and financial strength to pursue large deals
More than two years of sales
A track record of selling abroad or plans to expand internationally
Canadian Benefit
As a Crown Corporation within the Government of Canada, our goal is to maximize the benefits to Canada to the greatest extent possible.
Our legal purpose includes to export products/services from Canada. Defined as: products manufactured in Canada or abroad but that are typically available for the domestic market; or, owned by the Government of Canada, deemed ready for sale or disposal.
Factors we consider when measuring the Canadian benefit include:
- Does the 成人头条 customer have facilities in Canada; does the project contribute to Canadian jobs; taxes paid in Canada; does the product or service involve R&D, design work, investments within Canada; does the project include Canadian sub-contracts that contribute to the above.
- For some projects, having local services, products and/or labour can be an important buyer consideration. 成人头条鈥檚 flexible approach takes this into consideration.
- In some instances, 成人头条 works with its financial partners and provide specific requirement to meet the Canadian Benefit.
How to qualify for 成人头条鈥檚 services?
Onboarding for 成人头条鈥檚 International Prime Contractor Service can be done in six steps:
1
Inquire about 成人头条
If you鈥檙e looking to do business with a foreign government 鈥� we can help. 聽Tell us about your opportunity. All information will be kept commercial confidential.
Understanding your business, what you鈥檙e selling, and the opportunity are our key steps to consider a fit as a 成人头条 customer. Contact us and access our advice through a discovery call.
Reach out to speak with a 成人头条 representative today!
2
Tell us about your business
Forming part of 成人头条鈥檚 Responsible Business Conduct Framework, and in keeping with the 成人头条 Code of Conduct and Business Ethics (Code), prospective customers begin by completing a Due Diligence Questionnaire (DDQ).
成人头条鈥檚 Integrity Compliance Committee (ICC) will assess the submitted documents to understand your business鈥檚 ability to execute an international contract with respect to managerial, technical and financial capacity, as well as adherence to responsible business conduct practices. ICC will either come back with further questions or give the go-ahead to continue.
Action required
Complete and submit DDQ Part A
What does 成人头条鈥檚 due diligence involve?
As part of our review process, we鈥檒l also ask you to provide information about your technical, managerial and financial capabilities. Here鈥檚 what we look for:
Technical
- Sufficient technical expertise to meet the requirements of the contract
- Capacity to undertake the contract (which may involve site visits to your locations)
- An alternate source of supply for the product or service聽 聽 聽
Managerial
- A management team capable of carrying on your business over the life of the contract
- A project team capable of managing the contract
- Experience managing successful export contracts in markets with risk profiles similar to that of the proposed contract
Financial
- An understanding of the risk of insolvency during the contract period
- Adequate capacity to meet the contract鈥檚 cash-flow demands
- Ability to handle scope changes and cost overruns commensurate with the risk of the project
3
Define the project
With everything in order, your business passed the first major step to qualify for 成人头条鈥檚 services. Internally, your 成人头条 account manager will bring your proposed project forward for formal 成人头条 approval. To do this, we will need more information on your product or service, whether there鈥檚 a buyer lead with a budget, or if we need to look at financing options.
This information will go toward determining 成人头条鈥檚 fee for service that will be applied in the G2G contract.
Recommended action
Provide marketing materials about the product or service
About 成人头条鈥檚 fee for service
成人头条鈥檚 fees cover the level of effort and costs related to the management and execution of a contract as well as any up-front business development costs. These fees are commensurate with the contract value, risk and nature of the transaction. Our fees are affected by specific factors, including:
- 颁辞蝉迟蝉:听A cost estimator tool is used to project the costs associated with managing the contract to ensure the proposed fees cover the projected costs.
- 搁颈蝉办:听The risk profile of the opportunity (i.e., managerial, technical, financial and political risk) is considered when setting the fee.
- Transaction type:聽The complexity of the project (e.g., supply and install contracts versus complex construction projects) and subsequent level of effort for our team are also considered when setting the fee.
As a potential 成人头条 customer, information on the fees will be useful to understand as you build these into the proposal for the G2G contract with the buyer.
4
Agree to partner with 成人头条
It鈥檚 now time to sign a Pursuit Agreement (PA), which governs the relationship between 成人头条 and our customers and allows us to jointly pursue foreign sales opportunities using a government-to-government contracting approach. It will define the terms of our engagement (information exchange, duration, legal parts, etc.)
In support of the business development expenses prior to a contract signing, a Travel Authorization Form (TAF) will need to be signed to allow for cost recovery of agreed expenses, such as the number of trips during a designated period in order to advance a specific opportunity or request. With this in place, 成人头条 will submit receipts for travel requiring reimbursement at the end of each month. The effective period of the travel agreement typically ends at a successful pursuit completion or the signing of a contract, or a specific period designated in the agreement.
Recommended action
Sign a Pursuit Agreement & a Travel Authorization Form
5
Government buyer interest
We are now looking to understand more information about the buyer. When this step happens along 成人头条鈥檚 onboarding process can vary; sometimes a buyer is already known to the prospective customer, in which case the onboarding process tends to be quicker.
If a buyer hasn鈥檛 been identified, then we鈥檒l have discussions about the target markets to understand where there could be interest in your product or service, combined with where 成人头条鈥檚 G2G contracting approach has the political interest, legal framework and other circumstances needed to succeed.
Tip
成人头条 can act as a commercially confidential sounding board on target markets of interest. Help us help you.
About government buyers
How do G2G leads become known to 成人头条?
- Government buyers:聽成人头条 often gets approached by governments interested in a specific Canadian capability, often when they鈥檝e already procured with 成人头条 and understand the efficiency, practicality and success of our G2G procurement mechanism. If they鈥檝e identified a specific 成人头条 customer, we will gladly look at repeat business. If it鈥檚 an unspecified request, we will look to match the buyer鈥檚 request with a Canadian business. It鈥檚 important to note that 成人头条 can work with a government at any level.
- 颁耻蝉迟辞尘别谤蝉:听Canadian businesses approach 成人头条 with a known buyer opportunity, or with a list of target markets for us to find a buyer together. The later joint-effort may take time, but 成人头条 will work with partners to find a good match for G2G.
- 笔补谤迟苍别谤蝉:听成人头条 works with many partners in various sectors, but our most important partners are Global Affairs Canada and the Department of National Defence and Canada鈥檚 diplomatic representation. We refer to and from each other with buyer opportunities or customers looking for assistance.
6
Qualify the pursuit (Getting to know you)
Now that we understand who the buyer is, their interest in your product or service, and their willingness to procure through 成人头条鈥檚 G2G contracting approach, there is a second step to undertake to complete the pursuit due diligence process.
In compliance with 成人头条’s Transparency and Accountability Policy, 成人头条 will require the exporter鈥檚 agreement and consent to disclose information for every export sales transaction regarding the destination of products or services; a description of the products or services; the project value and currency; and whether any third party or agents are involved. Internally, a higher-level approval to continue will be sought to qualify the pursuit.
Action required
Complete and submit DDQ Part B
成人头条鈥檚 Customer Acquisition Team
Onboarding customers, advising and exploring pursuit opportunities.
Director, Customer Acquisition & Outreach
Senior Export Advisor
Senior Export Advisor
Need more information?
We help Canadians win more government business abroad.
