CCC’s programs and services are designed to assist Canadian businesses in accessing foreign government procurement markets.
This page is focused on onboarding for CCC’s 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
Ensuring benefit to Canada from our support
As a Crown Corporation within the Government of Canada, our goal is to maximize the benefits to Canada from the support we provide Canadian exporters.
Factors we consider when measuring the Canadian benefit include:
- Does the Canadian business have production 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. CCC’s flexible approach takes this into consideration.
How to qualify for CCC’s International Prime Contractor service?
Assess the G2G fit for your business
If you’re looking to do business with a foreign government — we can help. First, we’d like to learn about your company and your opportunity. Your information about your company and/or lead will be reviewed confidentially by our G2G team and will not be shared without your consent.
Understanding your business, what you’re selling, the markets you’re focused on, and the opportunities in your pipeline that might be a great G2g fit are part of the Discovery Call conversation. We’ll explain what we are looking for in a supplier and you can ask all your questions about us.
This is about finding a mutual fit.
Schedule a call with one of our G2G Export Advisors.
Invitation to Onboard with CCC
If we both decide it’s a good fit, we’ll invite you to complete a Corporate Due Diligence Questionnaire (DDQ). This helps us document important aspects about your company that we need to determine G2G fit.
- We’ll assess the information and run an open-source research on your company and its officers as part of our Integrity Compliance check.
- In some cases, we may have additional questions for you, and we’ll reach out to you if that’s the case.
- If everything aligns, we’ll let you know you’ve been approved.
- Sometimes, primarily for smaller companies, we may determine that we’re unable to qualify you for our International Prime Contractor service. In that case, we’ll see if we might be able to start you off with CCC’s U.S Department of Defense Prime Contractor service.
Approved CCC supplier
Now you’re an approved company we can present to buyers interested in your capability category.
- We start the work of finding the first G2G opportunity in your pipeline.
- If you don’t have an opportunity, we’ll connect you with the Trade Commissioner Service in the Canadian Embassy in a market you are focused on and let them support you to find an opportunity with a foreign buyer.
Canadian Capability Guides
- In the meantime, we’ll add your company to our Canadian Capability Guides we use to promote all our approved suppliers to foreign government buyers.
- This puts you in front of government decision makers we are talking to.
Marketing Letter of Introduction
- In addition, you can request a letter that you can share with potential foreign government buyers that explains the option of government to government procurement.
- It also explains that CCC would be pleased to engage in discussions with the government about purchases from your company.
Approved for G2G opportunity support
Once you have a potential G2G opportunity, we’ll start our Transactional Due Diligence with you. This is where we assess your company’s strength to deliver the project you are pursuing.
Should the government buyer want to proceed, CCC will be signing the government to government contract and then subcontracting the work to you. Because of this, we need assurance that your company can deliver.
Here’s what we look for:
Technical evaluation
- Sufficient technical expertise to meet the requirements of the contract
- Capacity to undertake the contract (which may involve site visits)
- An alternate source of supply for the product or service
Managerial evaluation
- 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 evaluation
- An understanding of the risk of insolvency during the contract period
- Adequate capacity to meet the contract’s cash-flow demands
- Ability to handle scope changes and cost overruns commensurate with the risk of the project
Project evaluation
- Your CCC account manager will bring your proposed project forward for formal CCC approval. To do this, we’ll need more information on your product or service, whether the buyer is interested in a government to government contracts, and whether the buyer has a budget, or if we need to look at financing options.
- This information will go toward determining CCC’s ability to support this pursuit with a government to government contract and what fee for service will be applied.
Validating the G2G opportunity
The next step is to engage with your prospective foreign government buyer and confirm that the opportunity is real.
- Is there a budget or ability to finance the purchase?
- Are they interested in doing the procurement on a government to government basis?
- If the signals are positive, we can move forward together.
Reimbursable expenses
CCC fees only apply after the signed contract is effective. In this phase, CCC will ask you to reimburse travel expenses during the lead up to the contract signing.
Travel Authorization form: Will be signed to allow for cost recovery of agreed expenses, such as the number of trips during a designated period to advance a specific opportunity or request.
Expense recovery: CCC will submit receipts for travel for reimbursement at the end of each month. The effective period of the travel agreement typically ends at the signing of a contract, or a specific period designated in the agreement.
Pursuit Agreement signing
Now we have all the information we need to make the decision to support you, Ifand you want to move forward, we’ll sign a Pursuit Agreement to work together to win the contract.
The agreement will identify the CCC fee that will be applied so you can build this into your proposal to the foreign government buyer.
About CCC’s fee for service
CCC’s 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:
Costs
A cost estimator tool is used to project the costs associated with managing the contract to ensure the proposed fees cover the projected costs.
Risk
The risk profile of the opportunity (i.e., managerial, technical, financial and political risk) is considered when setting the fee.
Transaction type
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.
CCC’s Customer Acquisition Team
Onboarding customers, advising and exploring pursuit opportunities.
Claude Gendron
Director, Customer Acquisition & Outreach
Matthew Lariviere
Senior Export Advisor
Jonathan McAuley
Senior Export Advisor
Ready to talk?
Schedule a call with one of our G2G Export Advisors.
Not quite ready yet? We’d be happy to answer your questions or provide more information. We will reply within 2 business days. Ask a question.