Office of Small & Medium Enterprises Seminar 1 with Select - June 23, 2011

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Doing Business withDoing Business withthe Government of Canadathe Government of Canada

Supplier Seminar 1Supplier Seminar 1

Presented by:The Office of Small and Medium Enterprises (OSME)

Public Works and Government Services (PWGSC)

©CopyrightOffice of Small and Medium Enterprises (OSME)

Overview: Modules

SUPPLIER SEMINAR 1

M d l 1 U d t di th P• Module 1: Understanding the Process

• Module 2: Registering Your Business

• Module 3: Promoting Yourself• Module 3: Promoting Yourself

• Module 4: Searching for Opportunities

SUPPLIER SEMINAR 2

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SUPPLIER SEMINAR 2

• Module 5: Bidding on Opportunities


Doing Business withDoing Business withthe Government of Canadathe Government of Canadathe Government of Canadathe Government of Canada

Module 1 Module 1 Module 1 Module 1 Understanding the ProcessUnderstanding the Process

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Overview

Office of Small and Medium Enterprises (OSME)

Overview

• Who does the buying?Who does the buying?

• What does the government buy?

• Office of Small and Medium Enterprises (OSME)• Office of Small and Medium Enterprises (OSME)

• How is purchasing done?

• What you need to do to become a supplier

• www.buyandsell.gc.ca

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Who does the buying?


Government of Canada

• The federal government is one of the largest buyers of


• The federal government is one of the largest buyers of goods and services in Canada

• Purchases approximately $15 - 20 billion in goods and services annuallyy

Other Government Departments Contracts

GC in Business with 300,000 Suppliers

Other Government Departments Contracts415,000PWGSC Contracts

60,000

OGDsContract

$PWGSC Contracts Value

Volume

5Includes $6.2B in Military

Procurement

$2.6B$12.4B (1)Value

(1) Based on 3 year average 2005-2008

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Public Works and Government Services Canada (PWGSC)(PWGSC)

• PWGSC is the largest buyer of goods and services for the federal governmentfederal government

• Responsible for approximately 80% of the dollar value of contracts issued by the Government of Canadacontracts issued by the Government of Canada

• Responsible for over 13% of the contracts issued by the Government of Canada

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• Manages procurement for over 100 departments and agenciesg

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Other Federal Departments and Agenciesp g

• Can do their own purchasing within certain dollar limits

• May have own purchasing processes that differ from PWGSC

• Often use PWGSC even for requirements they could purchase themselves

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What does the Government buy?


What does the Government buy?

• Over 15,000 different types of goods and services are purchasedpurchased

• Goods include: cheese, horse saddles, paper clips, printers, sleeping bags, vehicles, etc.

• Services include: business analysts, cleaning, consulting, instructors, systems architects, transportation, etc.

• You can be sure to find a market for your product or service

• Majority of contracts valued at under $76,600

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• Commodities List: https://www.achatsetventes-buyandsell.gc.ca/eng/commoditycodes

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Office of Small and Medi m Ente p ises


Office of Small and Medium Enterprises

Importance of SMEs

• There are 2.4 million SMEs in Canada (~850,000 in Ontario):• SMEs are important to federal procurement• SMEs are competitive and innovative• Supporting SMEs supports the economy• Supporting SMEs supports the economy

• In 2005 Public Works and Government Services Canada established the Office of Small and Medium Enterprises (OSME)to encourage SMEs to do business with the federal governmentto encourage SMEs to do business with the federal government.

The mandate of OSME is: • To assist Small and Medium Enterprises (SMEs) as they

navigate the procurement system;

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navigate the procurement system;

• To represent the views of SMEs within the procurement system to ensure clear and transparent policies and tools

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Canadian Innovation Commercialization Program


Canadian Innovation Commercialization Program (CICP)

• The CICP is a new, $40 million initiative, launched as part of the Government of Canada’s commitment to promote Canada’s economic growth as announced in Budget 2010.

• Created to bolster innovation in Canada’s business sector, the CICP will help companies bridge the pre-commercialization gap for their innovative products and services.

• Officially launched on September 24, 2010.y p ,

• The CICP will target innovations in four priority areas: Environment; Safety and security; Health; and Enabling technologies.

• The program will consist of four Calls for Proposals, which will include a full description of the Priority Areas and specific criteria for selection The first Call for Proposals was posted the Priority Areas and specific criteria for selection. The first Call for Proposals was posted on October 5, 2010 on MERXTM and closed on November 16, 2010. The next Call for Proposals is planned for Spring 2011.

• For more information:

• Visit www buyandsell gc ca/innovation

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• Visit www.buyandsell.gc.ca/innovation

• Regularly visit www.merx.com to find detailed requirements for any open Call for Proposals and to obtain details on how to submit a proposal.

• Contact OSME

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What you need to do to become a supplier


What you need to do to become a supplier

• Register Your Business • Register Your Business

• Proactively apply for Security Clearances

• Promote Yourself

• Search for Opportunities

• Bid on Opportunities

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pp

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www buyandsell gc ca


www.buyandsell.gc.ca

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Module 2 Module 2 Registering Your BusinessRegistering Your BusinessRegistering Your BusinessRegistering Your Business

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Overview


Overview

• Supplier Registration Information (SRI) System

• Professional Services Online (PS On-Line)

• SELECT

S it Cl• Security Clearance

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Supplier Registration Information (SRI)


Supplier Registration Information (SRI) System

• Directory of businesses accessible to all federal government buyers to identify potential suppliers

• Register using your Canada Revenue Agency Business Number (GST/HST Number) and legal name

• Register:• Online: https://srisupplier.contractscanada.gc.ca/

l h 800 8 8

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• By telephone: 1-800-811-1148

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Why Register in SRI?


Why Register in SRI?

• Mandatory to do business with PWGSC

• Required to register in other PWGSC databases

• Used for low-dollar value buys

• Registration is free• Registration is free

• You will be issued a Procurement Business Number (PBN)

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Tips for Registering in SRI


Tips for Registering in SRI

• Registration is free and takes approximately 15 minutes if h CRA B i / GST N byou have your CRA Business / GST Number

• Make sure you register using the exact same legal name you have registered with CRA

• Make sure you choose all the commodities relevant to your y yproducts or services

• Keep your information up to date

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Keep your information up to date

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Professional Services (PS) Online


Professional Services (PS) Online• Procurement tool for professional services in areas such

as:f• Information Technology

• Human Resources Management• Organizational Management• Project ManagementProject Management• Organization and Classification Services• Change Management / Organizational Development Services

F f S l A t• Form of Supply Arrangement• Pre-qualification and Mini-RFP process • For professional services contracts up to $76,600

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• Contact: Sharon Dent [email protected]

• Visit: www.tpsgc-pwgsc.gc.ca/app-acq/sp-ps/index-eng.htmlVisit: www.tpsgc pwgsc.gc.ca/app acq/sp ps/index eng.html

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SELECT


• Database of approved suppliers in

SELECThttps://select.pwgsc-tpsgc.gc.ca

• Database of approved suppliers in• Construction• Architecture• Engineering• Related maintenance and consulting services

• Government buyers use it for contracts up to:• $76,600 – Architecture and Engineering• $100 000 – Construction and Trades

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• $100,000 – Construction and Trades

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Registering in SELECT


Registering in SELECT

You will need your PBN and SRI username and password to register

Construction/Maintenance Contract

Consulting Contract

• General company information • Specific Trades for which your

firm wishes to apply

• General company information • The provinces your firm is currently

licensed or authorized to practice E l Q lifi i I f i• Licence Data (if applicable)

• Reference Project Data

• Employee Qualification Information • Project Information and Employee

Responsibility on each project

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You must verify your information every 12 months

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REGISTERING ON SELECTREGISTERING ON SELECTConstruction & Maintenance Contract Registration

Yo ill be eq i ed to p o ide •You will be required to provide:

– General company information

– Specific Trades for which your firm wishes to apply

Li D t (if i t i f li d t d )– License Data (if you are registering for a licensed trade)

– Reference Project Data

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REGISTERING IN SELECTREGISTERING IN SELECTConsulting Contract Registration

You will be required to provide: •You will be required to provide:

– General company information

– The provinces (corresponding to Disciplines) in which your firm is currently licensed or authorized to practice

– Employee Qualification Information

Project Information and Employee Responsibility on each

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– Project Information and Employee Responsibility on each project

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HOW IS SELECT USED BY PWGSC? HOW IS SELECT USED BY PWGSC?

•SELECT is used to identify firms for the acquisition of:

– Construction Services

Architectural and Engineering Services as well as Services in – Architectural and Engineering Services, as well as Services in related disciplines, and

– Other Real Property Professional or Maintenance Services– Other Real Property Professional or Maintenance Services.

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HOW IS SELECT USED BY PWGSC?HOW IS SELECT USED BY PWGSC?Construction Services Contracts

Fo a eq i ement ith an estimated al e of p to $10K SELECT •For a requirement with an estimated value of up to $10K, SELECT will provide the names of 3 firms to the Project Manager, who will choose one and negotiate with that firm.

– Should negotiations fail, the Project Manager selects a name from the remaining firms and again begins negotiations.

– If none of the three firms agrees to do the work, the Project Manager can request more names from SELECT.

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HOW IS SELECT USED BY PWGSC?HOW IS SELECT USED BY PWGSC?Construction Services Contracts (Cont’d)

•For a requirement with an estimated value of between $10K and •For a requirement with an estimated value of between $10K and $100K, SELECT will provide the names of 5 qualified firms for competitive tenders (this is the default number).

– With the current rate of response to invitations to tender, this With the current rate of response to invitations to tender, this number allows for effective competition and yields satisfactory results.

•Requirements with an estimated value of more than $100K are processed through GETS (MERX) — typically through an Invitation to Tender (ITT).

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HOW IS SELECT USED BY PWGSC?HOW IS SELECT USED BY PWGSC?General Services Contracts•It is not mandatory that SELECT be used.

This is because the SELECT database may not contain the – This is because the SELECT database may not contain the names and qualifications records of firms in the area of services and expertise required.

– When it is known that the database does or could contain the When it is known that the database does or could contain the names and qualifications of such firms, Project Managers are encouraged to use SELECT.

– If SELECT is not appropriate, requirements are processed through GETS (MERX) in a manner similar to the typical approach used in PWGSC.

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HOW IS SELECT USED BY PWGSC?HOW IS SELECT USED BY PWGSC?Architecture and Engineering Services Contracts

•For a requirement with an estimated value of up to $10K SELECT •For a requirement with an estimated value of up to $10K, SELECT will provide the names of 3 qualified firms to the Project Manager, who will choose one and enter into negotiations with that firm.

– Should negotiations be unsuccessful, the Project Manager selects a name from the remaining firms and again undertakes negotiations.

– If none of the three firms agrees to undertake the work, the Project Manager can request more names.

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HOW IS SELECT USED BY PWGSC?HOW IS SELECT USED BY PWGSC?Architecture and Engineering Services Contracts•For a requirement with an estimated value of between $10K and $76 6K (currently NAFTA threshold) SELECT can provide the names $76.6K (currently NAFTA threshold), SELECT can provide the names of 5 firms for competitive proposals (called “mini-proposals”); however, this is rarely if ever done.

– Typically, SELECT will provide one name and the Project yp y, p jManager will negotiate with that firm. Should negotiations fail or the firm be unable to accept the work, the Project Manager can seek a new name from SELECT.

•Requirements with an estimated value of more than $76.6K are processed through GETS (MERX)— typically a ‘Request for Proposals’ (RFP) or via existing standing offers

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(RFP) or via existing standing offers.

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RECAPRECAP•You can register on SELECT for Construction and Maintenance or Architecture, Engineering or related Real Property Consulting services.

•You will require a Procurement Business Number to register on SELECTSELECT.

•Firms MUST have existed for at least three years to be eligible to register in SELECT. g

•Firms changing their legal status (name change, incorporation etc.) will not be eligible to register in SELECT for three years even though they may have personnel with many years of experience

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they may have personnel with many years of experience.

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Security Clearances -


Security Clearances When are they necessary?

• Some government contracts require suppliers to have access to PROTECTED and/or CLASSIFIED information

• You will need a reliability screening or security clearance to bid on, or to be awarded a contract when there are security requirementssecurity requirements

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What are they?


What are they?

• An organization security screening/clearance determines whether an organization is eligible to access information whether an organization is eligible to access information and assets of the same or lower level as the screening/clearance being granted

• Under the Government Security Policy, the Canadian Industrial Security Directorate (CISD) is responsible for security screening in the federal government including for security screening in the federal government including screening private sector companies and personnel and specifying security-required terms and conditions in classified contractual documents

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• ssi-iss.tpsgc-pwgsc.gc.ca

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Security Clearance - Levels


Security Clearance - Levels

Facility Facility Security Clearance

DesignatedOrganizationScreeningScreening

N t th t i i i t

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Note that screenings are progressive - a screening at any particular level automatically encompasses the level(s) below

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Requesting documents for security


Requesting documents for security …

• Ontario RegionJohn P Von Zuben John P. Von Zuben Regional Chief Security & Emergency Preparedness PWGSC - Ontario Region4900 Yonge St., Toronto ON M2N 6A6E-mail: [email protected]: 416-512-5968 Facsimile: 416-952-6481

• National Capital Area RegionTower C, Room 0C1-100A

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11 Laurier Street, Gatineau, Quebec K1A 0S5E-mail: [email protected]: 1-800-811-1148 Facsimile: 819-956-6859Telephone: 1 800 811 1148 Facsimile: 819 956 6859



Module 3 Module 3 P ti Y lfP ti Y lfPromoting YourselfPromoting Yourself

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O e ie


Overview

• Finding customers

• Who should I talk to?

• Other Resources• Other Resources

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Overview


Overview

• How do I find customers? • Conduct research and gather intelligence• Conduct research and gather intelligence

• Identify opportunities

• Promote yourself

• Who should I talk to?• Commodity Managers

• Materiel Managers

• Decision Makers

• Other Resources• Contract History database in Contracts Canada

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• Contract History database in Contracts Canada

• Canadian Awards Database in MERXTM

• Treasury Board Secretariat of Canada – Proactive Disclosure

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Delegation of Authority


Delegation of AuthorityPWGSC (Minister)

– Highest Delegation for G d S i &

Sample of Departments and Agencies with $25K delegation for goods:

Goods, Services & Construction.

Departments &

g g• Agriculture and Agri-Food• Canadian Food Inspection

Agency• Canadian Heritage

• Labour• Natural Resources• Public Safety and Emergency

PreparednesspAgencies

– Services & Construction as per Treasury Board –up to $2m

g• Citizenship and Immigration• Foreign Affairs and

International Trade• Environment

P k C d

p• Canada Border Services Agency• Royal Canadian Mounted Police• Transport• Economic Development Agency of

C dup to $2m.– Goods – $5K as per

PWGSC.

25 Ministers have a

• Parks Canada• Human Resources and

Skills Development• Finance• Health

Canada• Office of the Commissioner of

Official Languages• Privy Council Office• Fisheries and Oceans

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25 Ministers have a $25K delegation for Goods.

• Indian Affairs and Northern Development

• Industry• Justice

• Veterans Affairs• Western Economic Diversification• National Defence• Treasury Board

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Contacts


Contacts

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Procurement Allocations Directory (PAD)


• Searchable database of key PWGSC commodity managers located at National Headquarters

Procurement Allocations Directory (PAD)

located at National Headquarters

• Directory is organized by commodity

• You can search for contacts by Goods, Services or Construction

A k th t t b t h d i • Ask these contacts about how your goods or services are purchased, including:• Purchasing cycles• Standing Offers / Supply Arrangements

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• Standing Offers / Supply Arrangements• Further contacts• Green considerations

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Searching PAD


Searching PAD

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Departmental Materiel Managers Directory


• Directory of Materiel Managers who manage purchasing in other departments and agencies

Departmental Materiel Managers Directory

other departments and agencies

• Organized by region and by department

• Contact specific departments you are interested in selling to find out:• How they purchase• How they purchase• Who the end users are• Further contacts• Delegated authority

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• Delegated authority

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Searching for Materiel Managers


Searching for Materiel Managers

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Government Electronic Directory Services


Government Electronic Directory Services (GEDS)

• Internet-based address book of federal government employees

U i h b d f k • Use it to search – by department or agency – for key contacts in your area of interest

Fi d th t t i th di i i th i PAD • Find other contacts in the same divisions as those in PAD and the Materiel Managers Directory

• Identify decision makers and end users to market your

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• Identify decision makers and end users to market your goods and services

• sage-geds tpsgc-pwgsc gc ca• sage-geds.tpsgc-pwgsc.gc.ca

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Searching GEDS


Searching GEDS

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Other Resources


• Previous Award Notices in Contract History Database

Other Resources

• csi.contratscanada-contractscanada.gc.ca

Database of contracts awarded by PWGSC over the last 3 • Database of contracts awarded by PWGSC over the last 3 years

• Search by Commodity, Customer, Vendor or Contract Search by Commodity, Customer, Vendor or Contract number

• Find out: h h d d GSC b

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• Which departments and agencies use PWGSC to buy your goods/services

• Contract value and successful bidder

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Contract History Database


Contract History Database

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Other Resources


• Accessing Canadian Awards in MERXTM

Other Resources

• www.merx.com

• Database of contracts awarded by Government of Canada • Database of contracts awarded by Government of Canada over the last 3 years

• Search by Commodity, Customer, Vendor or Contract b number

• Find out: • Which departments and agencies use MERX to buy

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• Which departments and agencies use MERX to buy your goods/services

• Contract value and successful bidder

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Other Resources


• Treasury Board of Canada Secretariat (TBS) -Proactive Disclosure

Other Resources

Proactive Disclosure

• www.tbs-sct.gc.ca/pd-dp/gr-rg/index-eng.asp

• Links to departmental websites that disclose all contracts issued over $10,000

• Organized by year/quarter

Find ont a t al es and s essf l bidde s

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• Find contract values and successful bidders



Module 4 Module 4 S hi f O t itiS hi f O t itiSearching for OpportunitiesSearching for Opportunities

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O e ie


Overview

• What is the Government Electronic Tendering Service?

What can I do on MERXTM? • What can I do on MERXTM?

• Resources for SMEs

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What is the


What is the Government Electronic Tendering Service?

G t f C d ’ t d i t• Government of Canada’s tendering system• Allows suppliers to search for bid opportunities online• Service is currently hosted on MERXTM

• The only online tendering service used by federal government

• Trade Agreements Thresholds have an impact on postingsg p p g• PWGSC and other government departments post most

opportunities over $25,000 on MERX™ • Federal government opportunities identified with the

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Federal government opportunities identified with the Canadian flag

• www.merx.com

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T ade Ag eements Th esholds


Trade Agreements Thresholds

Agreement Goods Services Constructiong

AIT: Agreement on Internal Trade $25,000 $100,000 $100,000

NAFTA: North American Free Trade Agreement $27,300 $76,600 $9.9 million

WTO-AGP: World Trade WTO AGP: World Trade Organization - Agreement on Government Procurement

$221,300 $221,300 $8.5 million

Other: Canada-Chile Free

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Other: Canada Chile Free Trade Agreement, Canada-Colombia Free Trade Agreement, Canada-Peru Free Trade Agreement

$76,600 $76,600 $8.5 million

Trade Agreement

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What can I do on MERXTM ?


What can I do on MERXTM ?

• You can register on MERXTM with your PBN

On MERX™ you can………

Action Registration Cost

Search - view bidding opportunities

Not required free

Download – tender documents yes freey

Receive updates – on downloaded documents

yes free

Vi i d f

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View – previous awards yes free

Automatic Bid Matching – to your provided profile(s)

yes Free/costyour provided profile(s) cost

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Searching - MERX™ Homepage


Searching - MERX Homepage

• Opportunities sorted by industry type.

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y y yp

• Shows new tenders published each day.

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Searching – MERXTM Opportunities Page


Searching – MERXTM Opportunities Page

• Closing / Deadline date and timeR i f d li• Region of delivery

• Preview / Order the solicitation document

Canadian Flag indicates a federal government opportunity

Check the region of delivery

Check the closing date to ensure you have enough time to prepare your proposalproposal

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Resources for SMEs


• www.buyandsell.gc.ca

Resources for SMEs

• OSME (Ontario Region): www.tpsgc-pwgsc.gc.ca/ontario/osme

• Public Works and Government Services Canada: www.pwgsc.gc.ca

• Supplier Registration Information:https://srisupplier.contractscanada.gc.ca

• Professional Services Online (PS Online): t / / /i d ht lwww.tpsgc-pwgsc.gc.ca/app-acq/sp-ps/index-eng.html

• Other professional services: www.tpsgc-pwgsc.gc.ca/app-acq/sp-ps-eng.html

• Communication and Printing services:www.tpsgc-pwgsc.gc.ca/app-acq/communications-eng.html

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Resources for SMEs


• SELECT: https://select.pwgsc-tpsgc.gc.ca

Resources for SMEs

• MERX™: www.merx.com

• Procurement Allocation Directory (PAD): pad.contractscanada.gc.ca

• Departmental Materiel Managers Directory (DMMD): https://www.achatsetventes-buyandsell.gc.ca/eng/materielmanagers

• Government Electronic Directory Services (GEDS):y ( )sage-geds.tpsgc-pwgsc.gc.ca

• Contract History (PWGSC) – Business Access Canada: csi.contractscanada.gc.ca

• Find a Commodity Code (GSIN): https://www.achatsetventes-buyandsell.gc.ca/eng/commoditycodes

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Resources for SMEs


Resources for SMEs• Procurement Strategy for Aboriginal Businesses (PSAB):

www.ainc-inac.gc.ca/ecd/ab/psa/index-eng.asp

• PSAB Aboriginal Business Directory (ABD): www.ic.gc.ca/app/ccc/sld/cmpny.do?tag=248&profileId=381&lang=eng

• Canadian Company Capabilities Database: www.ic.gc.ca/eic/site/ccc-rec.nsf/eng/home

• Treasury Board of Canada Secretariat (TBS) Proactive Disclosure: www.tbs-sct.gc.ca/pd-dp/gr-rg/index-eng.asp

• Industrial Security Program- PWGSC:ssi-iss.tpsgc-pwgsc.gc.ca

• Standard Acquisitions Clauses and Conditions Manual (SACC):/ /i d jsacc.pwgsc.gc.ca/sacc/index-e.jsp

• PWGSC Supply Manual:www.tpsgc-pwgsc.gc.ca/app-acq/ga-sm/index-eng.html

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Resources for SMEs


• Access to Information and Privacy (ATIP): privcom.gc.ca

• Office of Procurement Ombudsman (OPO): opo-boa.gc.ca

Resources for SMEs

• Canadian International Trade Tribunal (CITT): www.citt-tcce.gc.ca

Other sites:

• Canada Business: canadabusiness.ca

• Service Canada – For Employers: www.servicecanada.gc.ca/employers

• Canada Revenue Agency – Topics for Business: www.cra-arc.gc.ca/tx/bsnss

• Ministry of Government Services (Province of Ontario):• Ministry of Government Services (Province of Ontario):www.doingbusiness.mgs.gov.on.ca

• MARCAN: www.marcan.net59

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Questions?


Questions?OSME Ontario Region Web Sitewww.pwgsc.gc.ca/ontario/osmewww.pwgsc.gc.ca/ontario/osme

OSME Ontario Region Information Line1 800 668 5378 or 416 512 55771-800-668-5378 or 416-512-5577

OSME Ontario Region [email protected]

National Hot Line

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1-800-811-1148

Thank YouThank You


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Minister of Public Works and Government Services, Canada 1999.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.

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Office of Small & Medium Enterprises Seminar 1 with Select - June 23, 2011

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