Vanguard Magazine

K KNOWLEDGE 40 OCTOBER/NOVEMBER 2015 www.vanguardcanada.com In travelling around Canada this past year, Canadian SMEs have asked for help to better navigate the system. We set out a "road map" that by no means is complete. Rather, it is meant to point companies in the right direction to help them success- fully participate in Government of Canada defence procurements, either directly or as part of a supply chain. Be it naval, air, space or land, if a com- pany has a special, technology, product or service, it could be applied for military use. This may open up new business op- portunities in Canada or abroad. But what are the key milestones required to become an eligible defence contractor in Canada? Working directly for the Government of Canada In order to work directly for the Govern- ment of Canada, your company must be recognized as a Canadian Government approved supplier. This means obtaining a Procurement Business Number (PBN). To receive your PBN, register your com- pany in the Supplier Registration Informa- tion (SRI) System at https://buyandsell. gc.ca/for-businesses/selling-to-the-gov- ernment-of-canada/register-as-a-supplier. A step-by-step guide is available: https:// buyandsell.gc.ca/for-businesses/selling- to-the-government-of-canada/register-as- a-supplier#100. You need to know that this process can take up to two months. There are different ways that the Gov- ernment solicits work: 1 Standing Offer: A Standing Offer (SO) allows a company to submit a package to any branch of the Government with pricing for a specific product/service that must be valid for a period of time. 2 Supply Arrangement – Task-Based: A Task-Based Supply Arrangement (SA) is one where any branch of the Gov- ernment has a position to fill for a period of time and is looking for a resource. 3 Supply Arrangement – Solution- Based: A Solution-Based Supply Ar- rangement (SA) is one where any branch of the Government has identified an area that requires a solution and is looking to a company to identify a solution to resolve the issue. We've heard from SMEs who have "built a better mousetrap" that the most chal- lenging route to take is to contract directly with the Government of Canada. Some of the obstacles that usually turn up are ad- dressed below. One avenue to pursue is the Build in Canada Innovation Program (BCIP). Winning firms can receive orders for their goods or services up to one mil- lion dollars in funding, for pre-commercial product with a potential government cus- tomer who then tests and provides critical feedback. In 2012 a Military Component was added, which focuses on command and support, cyber-security, protecting the soldier, arctic and maritime security, in- service support, and training systems. For more information: https://buyandsell. gc.ca/initiatives-and-programs/build-in- canada-innovation-program-bcip. Working as part of a supply chain In most cases, given the value, quantity and complexity of what the CAF is look- ing to procure, an SME will become in- volved as part of a supply chain, under the umbrella of a Prime Contractor or further down the supply chain under Tier 1 or 2 suppliers. For this reason, it is important that the Prime Contractor/Tier 1s and 2s understand your capabilities. You get one chance to make a first impression and sometimes that first impression takes years of work. In making that impression, what counts CADSI President Christyn Cianfarani jokes with former Minister of Public Works Diane Finley at CANSEC. In addition to hosting Canada's largest defence trade show, CADSI also hosts an annual event to help SMEs better understand the Canadian procurement process. Credit: PWGSC

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