Doing Business in the Defence Sector Who we are Nova Scotia - - PowerPoint PPT Presentation

Doing Business in the Defence Sector

Who we are

Nova Scotia Business Inc. (NSBI)

• Business Development Agency
• Making connections
• Attracting new companies
• Growing exports

Your first point of contact in realizing business opportunities in Nova Scotia

Rich Billard Atlantic Canada Aerospace and Defence Association

ACADA Overview

OCTOBER 4TH|2018

Who is ACADA?

ACADA is the voice of Atlantic Canada’s Aerospace, Defence and Security industry

entities in the Atlantic region

medium-sized businesses

employ over 5,200 Atlantic Canadians

in annual economic activity

What do we do?

ADVOCACY

Membership in National Associations

MARKETING & PROMOTION

Major event in each province Participation at Canadian Events Searchable online member capabilities Online Funding Portal

BUSINESS DEVELOPMENT & SUPPLY CHAIN ENGAGEMENT

International Trade Missions Supply Chain / Industry Days B2B Meeting Programs

MEMBER DEVELOPMENT

Training and Professional Development Workshops Information Sessions

INNOVATION & COMMERCIALIZATION

R&D and Commercialization workshops and events Industry‐Academia collaboration

WORKFORCE DEVELOPMENT & CAREER PROMOTION

High School Outreach Career Fairs ACADA Career App Online Job Board

Motivation

 ACADA’s service model goal is to shape and enhance our unified voice increasing membership opportunities and economic

• utput for our sub‐sectors in Atlantic Canada.

 One of ACADA’s key differentiators nationally is the strong emphasis on the Small to Medium Enterprises (SME) segment given the industry base in the region.  ACADA member firms, on average represent companies with 5‐20 employees, and sales under $1M.  Currently (Oct 2018) ACADA represents 165 companies in Atlantic Canada

Upcoming Economic Opportunities for the Aerospace and Defence Industry

Potential Procurement and Export Growth Opportunities

In addition to the CSC program in Canada, there are multiple other Canadian Naval procurements that will require both Canadian content and partners from overseas included but not limited to:

• Multi-Role Boat - $50M - $99M
• Naval Large Tug - $100M - $249M
• Halifax Class Combat Systems Ins Service Support - $500M - $1B
• Halifax Class Integrated Platform Management System In-Service Support - $100M -

$249M

• Minor Warships and Auxiliary Vessel In-Service Support Contract IV - $1B - $4.99B
• Next Generation Maritime Mobility - $50M - $99M
• Victoria Class Modernization - $1B - $4.99B
• Victoria Class In-Service Support - $1B - $4.99B

• When combined the Aerospace and Defense industries contribute almost $1.3 billion in direct contribution

to the region’s GDP. Expanding the industries impact, through economic multiplier effects to include indirect and induced impacts, the overall economic impact on regional GDP is $2.85 billion

• In terms of employment, the A&D industries combined accounted for direct employment of approximately

9,700 people and over 22,700 in total

Economic Impact Study

ACADA Staff

 CEO & President – Rich Billard  Manager, Finance & Admin – Linden Mattie  Manager, Membership & Communications – Catherine MacDonald  Manager, Marketing & Events – Sara Franco  Provincial Director, NS – Alex Himmelmen  Provincial Director, NB – Lisa Clory  Provincial Director, NL – Jody Fancey  Provincial Director, PE ‐ Allan Campbell

Contact Us

ACADA Corporate Office 5151 George Street, Suite #502, Halifax, NS. B3J 3N4 902.425.0070 www.ac‐ada.ca

Glen Chamberlain Public Services and Procurement Canada

Defence and Security Procurement

16

What is Defence and Security Procurement?

• The acquisition of goods or services in response

to Canada’s defence and security needs

• Project values typically range from the low

millions to billions of dollars

• It can take between one to five years to develop a

procurement plan and to solicit and evaluate bids, with some projects having a contract life cycle spanning 20-30 years

• Specialized clothing, ships, armoured vehicles,

airplanes, weapons, technological systems, equipment and in-service support are some examples

1 6

17

Roadmap to Defence and Security Procurement

1 7

• Defence and Security procurement

follows the same general process as standard Government of Canada procurement, but the process is more complex

• Many Defence and Security

procurement opportunities are exempt from international trade agreements and therefore may not be posted publicly

18

Roadmap to Defence and Security Procurement

1 8

Procurement Process Could Take 1-5 Years

Government of Canada Defence and Security Procurement Process

Consult with Industry Make a Plan Invite Bids via buyandsell Evaluate and Negotiate Bids Award the Contract Administer the Contract SME Involvement Sub- contract

• r

Partner Prime Contractor Lower Dollar Value Larger Company ITB Prepare your Business

Federal Departments & Agencies Industry Associations Know the Industry

Contract Administration, Including In-Service Support: Spanning 20-30 Years

19

Who are the Federal Players

Major Purchasers

• Department of National

Defence

• Canadian Coast Guard
• Canadian Space Agency
• Public Safety Canada
• Royal Canadian Mounted

Police

• Canadian Security Intelligence

Service

• Communications Security

Establishment

1 9

Supports buyers and suppliers

• Public Services and

Procurement Canada

• Innovation, Science and

Economic Development Canada

• Global Affairs Canada
• Canadian Commercial

Corporation

• Regional Development

Agencies

20

Who are the Industry Players

• Original equipment

manufacturers (OEMs) and

• ther large defence and

security suppliers

• Supply chains of suppliers
• Subcontractors to original

equipment manufacturers or their top tier suppliers

2

21

Defence and Security R&D Procurement Markets

2 1

• Generally more accessible to small and medium enterprises involved

in research and development work, in terms of process, time and business capacity

• Many are under $500,000 per contract and can provide small and

medium enterprises an opportunity to:

• Work with world-class scientists
• Gain insight into upcoming defence and security requirements
• Understand the defence and security environment

22

• The biggest federal markets for R&D procurement projects are

Defence Research and Development Canada (DRDC).

• You can sign up for departmental R&D newsletters and monitor

R&D procurement on Buyandsell.gc.ca/tenders

• If you are an intellectual property owner, visit the Treasury

Board Policy on Title to Intellectual Property Arising Under Crown Procurement Contracts to understand how Intellectual Property is treated in federal procurement.

2 2

Defence and Security R&D Procurement Markets

23

Preparing your Business to Participate

2 3 Know the Industry

Develop a Portfolio Website and Promo Materials

Financial and Management Structures

Intellectual Property Rights

Certifications and Security Prepare Your Business

24

Security Requirements

• A security clearance is necessary when a Government of Canada contract requires

your personnel to access classified or protected information, assets or sensitive federal work sites

• Security requirements are identified in the solicitation document. If the opportunity that

you are interested in requires a security clearance and you do not have one, contact the contracting authority as soon as possible to get the process started

• The time required to obtain a security clearance will vary
• Delays in the security process could result in your bid being declared non-responsive

25

Security Requirements

Contract Security Program (CSP) Phone Toll-Free: 1 866 368-4646 National Capital Region: 613 948-4176 Email ssi-iss@tpsgc-PSPC.gc.ca Website http://www.tpsgc-PSPC.gc.ca/esc-src/index-eng.html

26

Promoting your Good or Service

2 6

Many Defence and Security opportunities are not posted

• publically. This makes promoting your business even more

important:

• Be proactive in promoting how your business can make

a contribution to the industry or specific projects

• Build relationships to help you get noticed and

remembered, and find potential opportunities

• Consider partnering with a third, second or first tier

player, to get known and involved with larger businesses over time

• Have a generic confidentiality agreement prepared in

case you need to engage in a detailed conversation with a prime or lower tier supplier

27

Staying Aware of Projects

• Search and monitor websites:
• The Department of National Defence (Doing Business) website
• The Defence Acquisition Guide
• The RCMP website for procurement plans
• The Public Services and Procurement Canada Military and Marine Procurement website
• Staying connected to individual departments and agencies, for lower dollar-value opportunities
• Buyandsell.gc.ca/tenders will have competitive defence and security opportunities posted on it

2 7

28

Summary Checklist

Here is a list of activities you can do to get started:

• Scan Government of Canada websites for

existing and upcoming defence and security projects

• Research security and certification requirements
• Develop a portfolio, website and promotional

materials

• Review the Government of Canada Intellectual

Property policy

• Develop an intellectual property policy and have

a generic confidentiality agreement prepared

2 8

29

Summary Checklist

• Be prepared to demonstrate the long-term financial

and managerial capacity of your business

• Connect with your regional development agency

and relevant industry associations

• Identify and get to understand the major industry

players

• Attend bidders’ conferences, trade shows and

industry days and visit Buyandsell.gc.ca/tenders;

• Register on the Canadian Company Capabilities

(CCC) List

• Follow up on the Industrial and Technological

Benefits (ITB) Policy, R&D procurement, and the Build in Canada Innovation Program (BCIP)

2 9

30

What's Next?

3

Attend the Doing Business with the Government of Canada Seminar Contact OSME, Regional Development Agencies or Industry Associations For Businesses section of Buyandsell.gc.ca

31

Other Seminars

• Doing business with the Government of Canada
• Finding Opportunities on Buyandsell.gc.ca
• Bidding on opportunities
• Supplying Professional Services to the Government of

Canada

• Obtaining Security Clearance

32

OSME Contact Information

Buyandsell.gc.ca National Infoline: 1 800 811-1148 Atlantic Region – Halifax Telephone: 902 426-5677 Facsimile: 902 426-7969

• sme-bpme-atl@PSPC-tpsgc.gc.ca

Ontario Region – Toronto Telephone: 416 512-5577 Toll free: 1 800 668-5378 Facsimile: 416 512-5200

• nt.bpme-osme@PSPC-tpsgc.gc.ca

Québec Region – Montréal Telephone: 514 496-3525 Facsimile: 514 496-5891 QueBPME.QueOSME@tpsgc-PSPC.gc.ca National Capital Region – Gatineau Telephone: 819 953-7878 Facsimile: 819 956-6123 RCNBPME.NCROSME@tpsgc-PSPC.gc.ca Western Region – Edmonton Telephone: 780 497-3601 Toll free: 1 855 281-6763 Facsimile: 780 497-3506

• sme-bpme-wst@PSPC-tpsgc.gc.ca

Pacific Region – Vancouver Toll free: 1 866 602-0403 Facsimile: 604 775-7395

• sme-bpme-pac@PSPC-tpsgc.gc.ca

Kaitlin Russell Innovation, Science and Economic Development

THE INDUSTRIAL AND TECHNOLOGICAL BENEFITS POLICY DEFSEC 2018

OVERVIEW

What is the ITB Policy? The Value Proposition Recent Enhancements Case Study: NRWS Next Steps

OVERVIEW OF DEFENCE PROCUREMENT IN CANADA

Department of National Defence Innovation, Science and Economic Development Public Services and Procurement Canada

Determines Canada’s technical requirements and specifications for the platform

• r service being procured

Determines Canada’s requirements for economic benefits to create jobs and economic growth in Canada, through the Industrial and Technological Benefits Policy Acts as the contracting authority and handles the costing, development, and payment of contracts and agreements

CAPABILITY COST ECONOMIC BENEFITS

INDUSTRIAL AND TECHNOLOGICAL BENEFITS POLICY

Requires companies awarded defence procurement contracts to undertake business activity in Canada equal to the value of the contracts

General Aspects of the Policy When Does it Apply?

• Market driven
• Work in target industrial areas identified

through analysis and industry engagement

• Includes plans for regional distribution of

work across Canada

• Investments in small and medium‐sized

businesses from across Canada

• Recognizes incremental business activity
• All eligible defence and Canadian Coast

Guard procurements over $100 million or to procurements to which the National Security Exception is invoked

• All eligible defence procurements with

contract values between $20‐100 million will be reviewed for the application of the ITB Policy

HOW DOES THE ITB POLICY BENEFIT CANADA?

ITB PORTFOLIO

1986 – 2017

at a glance

144

Contracts

$43.8 B

in Obligations

$31.8

Completed

$8.8 B

Activities in Progress

$3.2 B

Future work

• pportunities

Results have included marine and defence sector growth and major spill-over benefits to the broader economy

Leverages High Value Investments

• Criteria tailored to each project
• Weighted and rated factor in evaluation
• Streamlined policy features and processes
• Supports leading Canadian industrial capabilities and

emerging technology areas Reinforces Government Policies

• Reinforces government policies such as Canada’s

Innovation and Skills Plan, and Strong, Secure, Engaged: Canada’s Defence Policy

THE VALUE PROPOSITION

• A bidder’s economic proposal to

Canada

• The weighted and rated element of

contractor selection along with technical and cost elements

• Designed through internal market

analysis, industry engagement and third party defence analytics OBJECTIVES OF THE VALUE PROPOSITION

1

Support long-term sustainability

2

Support the growth of prime contractors and suppliers in Canada

3

Enhance innovation

4

Increase export potential

5

Leverage opportunities in skills development and training

WHAT IS THE VP?

THE VALUE PROPOSITION: BID PROPOSAL

The Value Proposition bid proposal is prepared by the contractor, and typically consists of:

MANDATORY REQUIREMENTS RATED CRITERIA IDENTIFIED TRANSACTIONS

• Commitment to achieve the total contract

value in ITB activities

• A commitment of 15% of bid price to work

with Small and Medium Businesses (SMBs)

• Commitment to achieve transactions

according to the performance schedule

• Acceptance of the ITB Terms and Conditions
• Signed Mandatory Requirements Certificate
• Detailed ITB Plans, e.g. SMB plan, Regional

plan, Gender & Diversity Plan

• Could include other requirements

Commitments under Value Proposition Pillars (note: pillars may change based on project):

Commitments become part of the contract signed with the winning bidder

• Transactions equal to no less than 30% of bid price
• Each transaction should correspond to a

targeted Value Proposition Pillar

Skills Development & Training Defence Sector Work Exports Canadian Supplier Development Research and Development

RECENT POLICY ENHANCEMENTS

KEY INDUSTRIAL CAPABILITIES (KICs) SKILLS DEVELOPMENT AND TRAINING VP PILLAR GENDER AND DIVERSITY PLANS

KEY INDUSTRIAL CAPABILITIES

EMERGING TECHNOLOGIES

Advanced Materials Artificial Intelligence Cyber Resilience Space Systems Remotely-piloted Systems and Autonomous Technologies

LEADING COMPETENCIES & CRITICAL INDUSTRIAL SERVICES

Aerospace Systems & Components Armour Defence Systems Integration Electro Optical / Infrared Systems Ground Vehicle Solutions In- Service Support Marine Ship-Borne Mission and Platform Systems Munitions Shipbuilding, Design and Engineering Services Sonar & Acoustic Systems Training & Simulation

SKILLS DEVELOPMENT AND TRAINING VALUE PROPOSITION PILLAR

• Tailored to target skills gaps based on market research and

industry engagement

• Bidders will be encouraged to identify initiatives to develop skills

and training through:

• Work integrated learning programs (e.g., co-operative education;

work placements)

• Apprenticeship programs
• A new or existing skill development program at or through a post-

secondary institution

• Other activities that align with the ITB objectives for skills

development and training

Our goal is to gain a better understanding of:

• gender and diversity

within the defence sector

• the approaches different

firms take to promoting gender and diversity

• the elements of a good

gender and diversity plan

GENDER AND DIVERSITY PLANS

• Canada is a country where diversity is

recognized as a source of strength – part of

• ur unique Canadian identity
• Prime contractors to be asked to provide a

gender and diversity plan describing their approach to increasing gender and diversity in their corporate structures and broader supply chains in Canada

• A mandatory element; however, will not

receive an evaluated score at this time

THE VALUE PROPOSITION IS WORKING

Accountability and transparency are encouraging effective participation by Canadian firms and early achievement by contractors Scaling up SMBs with commitments of 15 percent of contract value (up from 12 percent from 2011-2015) Earlier supply chain partnerships are being formed in advance of procurements as a result of VP and firms are making early investments to capitalize on the banking feature of the Policy. Commitments of $1.9B in export sales, expanding opportunities for Canadian firms to be embedded in global supply chains Supporting Canadian jobs with 46,000 jobs created or maintained annually from 2012- 2016 Canada is attracting early commitments to R&D investment partnerships with post- secondary institutions and SMBs

Defence contracts In 2017 resulted in…

$1.8 B

Additional ITB Obligations

$300 M

Potential Opportunities for SMBs

$88 M

Innovation Activities in Progress ITBs Incorporated into several contract extensions

CASE STUDY: NAVAL REMOTE WEAPON STATION VALUE PROPOSITION

The NRWS Value Proposition sought to leverage Canada’s strong defence capabilities Acquisition and ISS Contracts motivate a number of

defence related activities focussed on:

• Direct work
• Supplier development
• Research and development
• Broader remote weapon station requirements,

which include exports

CASE STUDY: NRWS – ECONOMIC OUTCOMES

Presents Canadian industry with an opportunity to strategically position themselves for global market opportunities

• NRWS suppliers being considered for similar work on Canadian and global

programs due to credibility gained from supplying DND.

• Established ISS capabilities in Canada that could be utilized on other

Canadian and global programs

Newly formed business partnerships

• Secured a notable commitment to work with SMEs
• Canadian industry to successfully deliver a foreign MOTS solution
• Established ongoing business relationships with Canadian SMEs for

collaboration on upcoming DND procurements

NRWS assembly, integration and ISS are all in-country

• Significant opportunity for integration of Canadian content and expertise

NEXT STEPS: CONTINUOUS IMPROVEMENT

Over 70 projects being monitored for potential application of the ITB Policy

Strengthen internal service standards to verify and validate investments Annual public reporting on ITB obligations with increased focus on communicating results Measure impact of Value Propositions over time Align Value Proposition with Government priorities Balance tailored Value Propositions with predictability

TIPS FOR CANADIAN COMPANIES

Be patient! It can take years to build relationships Determine what industry domain(s) you want to focus on – air, land, marine, cyber Know who the top bidders and contractors are in your target market Register your company online with your target vendors for upcoming tenders Investigate whether your company needs specific credentials or certifications (i.e. controlled goods) Determine the Canadian Content Value

• f your product or service. This will be

your competitive advantage! Visit BuyandSell.gc.ca regularly to keep current of upcoming tenders and industry engagements and visit the ITB Website to better understand the ITB Policy Talk to your Regional Development Agency (RDA) representative and engage with Global Affairs Canada’s Trade Commissioner Service

QUESTIONS?

Visit our website:

https://www.canada.ca/itb

Michael Oldfield Business Development Bank of Canada (BDC)

BDC at a glance

October 2018

DEFSEC

BDC at a glance

53

Agenda

Who we are Why we exist What we do

1 2 3

54

Who we are

01.

Canada’s development bank.

BDC is the only bank devoted exclusively to entrepreneurs

BDC at a glance

56

Flexible financing

Get a business loan that works for you.

We help entrepreneurs succeed

Advisory services

Run a better and more profitable business.

Smart capital

Access specialized financing and investment solutions.

2,100

BDC employees

42,000+

entrepreneurs

110+

BDC business centres

We are where entrepreneurs need us to be

BDC Business Centres BDC Clients

58

Why we exist

Entrepreneurship is big in Canada.

02.

Small and medium-sized

businesses

in Canada

99

.7%

• f Canadian

companies are SMEs

97

.9%

1-99

EMPLOYEES

1

.8%

100-499

EMPLOYEES

.3%

500+

EMPLOYEES

SOURCE: Key Small Business Statistics, June 2016, Innovation, Science and Economic Development Canada

BDC at a glance

60

90% 95% 52%

Small and medium-sized businesses

play a vital role

private sector employment accounted for by SMEs (10.5 million people) private sector jobs created by SMEs between 2005 and 2015 gross domestic product in the business sector produced by SMEs

SOURCE: Key Small Business Statistics, June 2016, Innovation, Science and Economic Development Canada and The Growth of Large Firms in Canada, 2012 (GDP data).

61

What we do

Supporting Canadian entrepreneurship for more than 70 years.

03.

BDC at a glance

62

BDC offers to entrepreneurs Capital Financing Advisory Services

63

Financing

Get a business loan that works for you.

BDC at a glance

64

Financing

Get the business loan you need for that important project

Market expansion Commercial real estate Equipment Starting your business Buying a new business Growing your business Working capital Technology Transferring your business

Why we are

different

We are a patient, flexible lender

• Higher percentage of financing
• Longer repayment periods
• Repayment schedules matched

to your cash flow cycle

• Higher risk tolerance
• Terms and conditions that don’t

change without due cause

• Personal assets are not taken

as collateral for a loan

~600

BDC account managers help entrepreneurs succeed

Accelerating

growth for

women

entrepreneurs

$

million

• ver 3 years

$50M investment in

women-led technology firms

+

Industry 4.0

68

Technology and equipment purchases Working capital to train your employees Growth and transition capital for high-growth firms

Financing to invest in digital technology, training and equipment

69

Advisory services

Run a better and more profitable business.

BDC at a glance

70

What we do

• Our national network of

experienced consultants provide

• bjective, practical advice on an

enterprise-wide range of subjects

Who we do it for

• Entrepreneurs in all industries

dealing with the inevitable challenges that arise when they are growing their business

Consulting

Expert advice to run a better, more profitable business Manage your business

• Human Resources
• Financial Management
• Business Coaching

Increase revenues

• Sales & Marketing
• International Expansion

Improve productivity

• Operational Efficiency
• ISO
• Technology Consulting

71

Capital

Specialized financing and investment solutions.

BDC at a glance

72

What we do

• Full range of financing options

such as mezzanine, cash flow and quasi-equity financing

• Financing from $250,000

to $35M

Who we do it for

• For established or high-growth

companies that have insufficient tangible assets to pledge for security and that want to limit dilution of ownership

Growth & Transition Capital

Customized financing to support growth and transition projects Working capital Transferring a business Buying a business

Projects we can provide financing for

73

Free business advice

• n bdc.ca

bdc.ca | 1-888-INFO-BDC

BDC BDC_ca BDC

Thank you.

Michael Oldfield

Technology Group - Atlantic 902 426 2475 Michael.oldfield@bdc.ca

Stéphane Crépeau Global Affairs Canada

Stéphane Crépeau Trade Commissioner Regional Office Halifax Oct 4, 2018

What is Global Affairs Canada?

Represents Canada around the world through

Canada has 177 missions in 109 countries

Represents Canada around the world through

Canada has 177 missions in 109 countries

Embassies, consulates and trade

• ffices

Participation in multilateral institutions International treaties and arrangements

What is the TCS?

The TCS promotes Canadian economic interests in the global marketplace The TCS promotes Canadian economic interests in the global marketplace

What is the TCS?

The TCS can help you to: The TCS can help you to:

What is the TCS?

How to do business with us: How to do business with us:

Conduct research on foreign markets Appoint resources dedicated to internationalization Develop a credible business plan Contact your province regional office The TCS will maintain your confidentiality and communicate with you within 5 days

What is CanExport?

• Reimburses up to 50 percent of eligible expenses
• Requires that the applicant match funds on a one-to-one basis
• Maximum annual CanExport contribution per applicant is set at $99,999 per

government fiscal year

• Provides a minimum contribution of $10,000 per project (requires that the

total cost of eligible activities be at least $20,000) and a maximum contribution of $ 50,000 per project (which requires that the total cost of eligible activities be at least $ 100,000);

• Open in any sector, with the exception of sectors for which other specific

federal export development funding programs exist.

Going Global Innovation (GGI)

SMEs, universitie s, other academia, NGOs

Reimburse s up to 75 % of eligible expenses

innovation@international.gc.ca 1-866-203-2454

Strong market potential + consult with TC at post

What is GGI?

Mentorship from industry leaders, partners and Trade Commissioners

Support in accessing financial resources, engaging strategic partners, and refining business models for global market opportunities Greater exposure to global partners and opportunities to pursue clients

Access to office space and resources within shared co-working start-up and tech ecosystems*

Operated in global cities, the CTAs help companies learn to do business in new competitive

• environments. The CTA experience encourages companies to accelerate their knowledge of market

potential, identify competitors, and develop new skills required to help grow their business.

The Canadian Technology Accelerator offers

With support from: SAN FRANCISCO & SILICON VALLEY SUSTAINABLE TECHNOLOGIES DIGITAL LIFE SCIENCES MULTISECTOR NEW YORK BOSTON PHILADELPHIA* VIRTUAL CLEANTECH* *Fall Only *Fall Only

CTA LOCATIONS

Richard Lincoln Atlantic Canada Opportunities Agency (ACOA)

Industrial and Technological Benefits Presentation

Richard Lincoln

Industrial Benefits ACOA – Ottawa October 2018

Unclassified

Outline

• Economic Benefits for Canadian Industry
• ACOA’s Role in Defence Procurement
• Engaging with Defence Contractors
• How ACOA can help
• Contact Information

8 7

Economic Benefits for Canadian Industry

88

Policies creating opportunities for the Canadian aerospace, defence and marine industry from procurement:

Buy In Canada Policy

• ISED is the lead

Aboriginal Procurement Component

• INAC is the lead.

Abbreviations: ISED = Innovation, Science and Economic Development Canada; PSPC = Public Services and Procurement Canada; INAC = Indigenous and Northern Affairs

Canadian Content Policy

• PSPC is the lead

Industrial & Technological Benefits Policy with Value Proposition

• ISED - ITB is the lead.

3

ACOA’s Role in Government Procurement

89

Canadian Coast Guard

Departmen t of National Defence Public Service and Procurement Canada Technical Authorities Contract Authority ITB Authority

Innovation, Science and Economic Development ACO A CE D-Q FED DEV WD

FED NOR

ITB and VP

90

ITB and Value Proposition

• Potential to be part of bidders’ and contractors economic plan for

Canada and, for Atlantic Canadian companies Things to understand

• Definitions and commitments can be tailored for specific

procurements or be general:

• Key Industrial Capabilities link the procurement to Canadian industrial

capabilities

• Specific VP and ITB commitments reflect intended outcomes

Things Contractors Look For

91

Atlantic Canadian Organizations that are ready through:

• Knowing how their products could meet the requirements of current
• r future contracts (e.g., alignment to Key Industrial Capabilities)
• Being prepared to compete to meet the technical, contractual

and ITB/VP requirements of Canada, its contractors and subcontractors.

• Understanding how they can competitively address the

contractors’ current or future VP criteria (see previous slide)

• Being familiar with the ITB Policy requirements and transaction types

Understand these and feel free to reach out to ACOA for help

Things Contractors Look For

92

Atlantic Canadian Companies should look to develop info on:

• How they fit within Canada’s sixteen KICS
• Canadian Content Value – provide as accurate as possible

calculation

• The following general business elements:
• Number of Employees
• Address contractors needs
• Specific industrial capabilities emphasizing previous defence work
• Short, medium or long-term Strategic or Business plans (if requested)
• Look forward to Skills Development and Diversity plans

Things You Can Do

93

Atlantic Canadian companies can consider the following:

• Follow Buy and Sell for procurements that are related to your

capabilities or contractors that you can help

• Engage with multinational firms to let them know your capabilities

and how you can work with them to meet their requirements

• Engage with ACOA, provincial government and industry

associations so that we know your capabilities

• Be competitive in terms of value to contractors

How We Can Help

94

ACOA’s Industrial Benefits Group can assist suppliers by:

• Government-engagement:
• Provide notifications of potential defence procurements where ITBs may

be applied.

• Connect suppliers with key government stakeholders at DND, CCG, PSPC

and ISED

• Providing information on existing and future contracts including

potential bidders.

• Facilitate engagement with potential bidders and their major

suppliers.

• Providing companies with a better understanding of the ITB/VP

Policy.

ACOA Ottawa Industrial Benefits Team

95

Sector Contacts Naval and Marine Procurements Ocean Tech

Kyle Tucker, Senior Advisor kyle.tucker@canada.ca Richard Lincoln, Advisor richard.lincoln@canada.ca

Land Procurements Sam Fotia, Senior Advisor sam.fotia@canada.ca Air Procurements Alan MacDonald, Acting Director alan.macdonald@canada.ca Elyse Mistry, Officer elyse.mistry@canada.ca Outreach Matthew Johnson, Advisor Matthew.johnson6@canada.ca