Whether selling a good or service to government, or entering into a partnership agreement, government is a unique customer that requires a sophisticated understanding of its motivations and decision-making processes. The skills and experiences of Temple Scott Associates are critical to your success.
No matter how you look at it, governments are a major market for goods and services. In 2008, 22.9% of Canada’s GDP – equivalent to $367 billion – resulted from government expenditures. This number is rising over the medium term as governments work to stabilize the economy in the teeth of the global economic recession and cope with the long-term, demographic-driven increases in health care expenditures.
Government is a large market; it also is a challenging market. Procurement decisions can be subject to a dizzying level of scrutiny and oversight. Criteria for decision-making tend to be complex and bound by terms and conditions that are tough for the private sector to accept. To top it off, performance requirements in public sector contracting are often difficult to achieve.
But for those companies dedicated to succeeding in the government market, the opportunities and pay-off can be very large.
TSA offers specialized procurement services to the private sector based on our first-hand experience with government policy, processes, personnel and operations. Our range of services include:
Market Assessment
TSA will analyze and assess the size, scope and duration of potential opportunities based on known and anticipated government requirements.
Business Development
TSA works with clients to strategically raise their profile and highlight their reputation before and during procurement opportunities. We can help clients match their capabilities with identified problems in government that need to be solved.
Pre-bid
Once a specific business opportunity is identified, we will engage in a range of activities including:
- Identify key decision-makers;
- Assess opportunities for strategic partnerships;
- Advise and counsel on evaluation methodology, and how best to map capabilities to methodology;
- Advise on strategic industrial benefits;
- Advise on political positioning for the bid;
- Communication with decision-makers to ensure evaluation methodology is fair and comprehensive.
Bid Preparation
Activities we may undertake to support our client’s bid once a request for proposal is issued include:
- Review of the RFP to ensure the conditions are fair and not prejudicial to our client;
- Bid strategy development;
- Writing and editing of the RFP response;
- Third-party review and hypothetical scoring;
- Competition monitoring;
- Presentation training.
Post Award
Once the contract is awarded to our client, TSA works to highlight and market the win with other public sector institutions that might be looking for similar products, services or solutions. “Celebrating success” also strengthens the partnership and can lead to expanded opportunities in other parts of the government.