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International Prime Contractor

Bringing Canadian businesses and government buyers together in successful commercial contracts.

Canada’s G2G for the world

To help Canadian businesses find, qualify, and pursue sales to governments around the world, we offer a proven government to government (G2G) contracting service to support Canadian contract wins. Canada’s G2G, called the International Prime Contractor service, offers an arrangement for your pursuit, opens the door for an unsolicited proposal, and offers your buyer a Government of Canada guarantee of contract performance.

Canada’s G2G builds trusted commercial relationships between Canadian businesses and their foreign government buyers, builds a stronger pursuit team and delivers preferred positioning for your proposal.

Collaborating with governments abroad

The International Prime Contractor service enables government buyers to move from an arms-length vendor selection process to a collaboration with the Government of Canada supported by the expertise of the private sector to scope the right solution.

By the time we deliver an unsolicited proposal, we have thoroughly evaluated the integrity, technical, financial, and managerial capabilities of the Canadian vendor and their ability to successfully deliver on the contract and project. This significantly reduces procurement risks and increases the chance of successful project delivery.

Supporting Canadian business success

International Prime Contractor service was created for Canadian businesses because some international sales need government advocacy to level the playing field.

The pursuit arrangement that is signed as part of the International Prime Contractor service allows us to work with Canadian businesses to co-create unsolicited proposals, advocate for Canadian businesses and their proposals, seek the right terms and conditions for contract success, be there to troubleshoot until final payment and provide a Government of Canada guarantee of contract performance.

We help Canadian businesses navigate and win in complex government procurement markets

Our 2023-2024 achievements

$1.8B

Value of new export contracts signed through the International Prime Contractor service

$796.5M

Value of exports delivered by Canadian companies through the International Prime Contractor service

Who can access the International Prime Contractor program?

Canadian businesses

We support Canadian businesses that have experience selling internationally, sell directly to government buyers as a normal sales mode, and have a sales lead that is relatively large (>$10M) or will lead to a larger deal that will get attention at senior levels of the buying government.

Government buyers

We can enter into G2G commercial contracts with most governments for the sale of Canadian solutions. We can work with all levels of government – national, subnational, and municipal, as well as their agencies and government-owned enterprises.

Sectors

We place a priority on opportunities in aerospace, clean technology, defence, infrastructure, and information and communications technology (ICT) sectors but we also support other sectors like agriculture and health.

These growth sectors reflect priority areas for government buyers and align with the Government of Canada’s progressive trade agenda.

International Prime Contractor customers

Aecon

What we do for International Prime Contractor customers

We validate the sales lead and sign a memorandum of understanding (MOU) with the relevant government ministry for the acquisition. We also define the requirements with the government buyer and the Canadian company to pave the way for an unsolicited proposal.
After we perform due diligence on the Canadian supplier, we establish a service agreement or pursuit agreement with the Canadian company to co-create a proposal for the government buyer.
We develop and submit an unsolicited proposal with the Canadian company with a Government of Canada endorsement of the company’s technical, managerial, and financial strength to deliver on the contract. We also thoroughly evaluate the proposed end use of the product or service and assess the environmental and human rights impacts to ensure that the project aligns with the Government of Canada’s expectations of us as a Crown corporation.

We negotiate the G2G contractwith the government buyer where we undertake the role of prime contractor and we provide a Government of Canada guarantee that the contract will be performed in accordance with its terms and conditions. We also issue a domestic contract to the Canadian company that passes through the contractual obligations of the international G2G contract.
As the Canadian supplier delivers on the contract, CCC is available to support both the Canadian vendor and the government buyer.
We manage the contract performance of the Canadian company and administer funds from the government buyer. We also coordinate advocacy with other Government of Canada partners as required.
After the project is successfully completed, we explore other potential collaborations with the government buyer and the Canadian business.

Why choose International Prime Contractor

For Canadian companies

1

Gain a local BD partner

We leverage the Canadian embassy and a government to
government relationship to help identify and advance your
pursuit to negotiation and signature.

2

Go from RFP to co-creation

Our unsolicited G2G proposal approach moves you from an arms length vendor selection to a collaboration between governments supported by your expertise to design the right solution

3

Mitigate risks to your pursuit

As prime contractor, we reduce political, corruption, human
rights, and payment risks, and leverage the Government of Canada network to help navigate the complex government procurement decision-making process effectively.

4

Differentiate yourself from competitors

With a Government of Canada guarantee of contract performance, we help increase the buying government’s confidence in their selection of your proposal.

Differentiate your proposal by elevating it to a government to government contract.

For Government buyers

1

De-risk the procurement process

We remove contract performance risk with our proven G2G
contracting model, vendor due diligence, and government
guarantee of contract performance.

2

Faster and better procurement

We satisfy priority needs with unsolicited proposals from
qualified Canadian suppliers. We welcome value for money
assessments on our proposals.

3

Attract sources of financing

We bring a proven track record of successfully delivered public
sector projects and a network of commercial banks to attract
project financing.

4

Building our shared bilateral relationship

Each G2G contract is an opportunity to deepen our trade
relationship and builds meaningful ties between our governments.

We offer reliable companies, a guarantee of contract performance and an enhanced relationship with the Government of Canada.

Get more information

Download our eBook on the benefits offered by CCC through a government to government contracting approach.

CCC has been assisting Cascade Aerospace Inc. for years, providing guidance, assistance and multilevel support with government to government opportunities. Because of this healthy, ever-growing relationship, CCC and Cascade Aerospace Inc. have secured a steady influx of important aerospace and defence work that has benefited Canada's economy.

CAE is grateful for the hard work and dedication of CCC's business development team as we collaboratively pursued an opportunity to provide a comprehensive pilot training program to a military customer in Europe. CAE is undoubtedly well positioned for future successes with CCC as our trusted government partner.

CCC offers our company the assurance of a smooth contract negotiation, and our customers the peace of mind that comes from knowing they are protected and receiving the best product.

CCC provides excellent value to the end user by guaranteeing the performance of the Canadian company and ensures a corruption-free process.

Our ability to deliver a fully integrated inter-agency safety and security operations center to the Government of Panama would not have been possible without the collaboration and support of CCC and Canada’s diplomatic officials and trade commissioners.

The redevelopment of Bermuda's L.F. Wade International Airport is the second major infrastructure project that Aecon Group Inc. has worked on with CCC. The first was Quito's highly successful International Airport in Ecuador. Working on important projects like these, and helping to deliver world-class terminals and associated infrastructure, would not have been possible without CCC's support. Having the Government of Canada behind our contracts goes a long way in helping to reduce our risk and giving Canadian companies like Aecon Group Inc. a competitive advantage.

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If you answer yes to these questions, we want to know about your Canadian business and help you win more contracts internationally.

Frequently asked questions

What is the difference between CCC and EDC?

EDC is Canada’s export credit agency. They offer financing and insurance to Canadian business to support exports. We are Canada’s government to government contracting agency. We use G2G commercial contracts to promote the sale of made-in-Canada products and solutions to government buyers around the world. We team up with Canadian businesses to jointly pursue and win those contracts. We are not a bank and we cannot finance a deal. We do however, have financial partners, like the EDC, who can provide buyer financing for purchases made through a G2G commercial contract.

Can CCC be prime contractor in a competitive bidding process?

Yes, we can participate in a competitive process. Based on our experience, we have the greatest impact and are most successful when we work with Canadian businesses to deliver unsolicited proposals during the pre-solicitation phase. By connecting with us and the Trade Commissioner Service in market, we can help you to look for international projects before they go to tender.

How do I explain CCC to my potential government buyer?

CCC is Canada’s government to government contracting agency. Countries that sign G2G commercial contracts with CCC have the Government of Canada’s assurance that their contract will be delivered as negotiated – on time and on budget. CCC does rigorous due diligence on each Canadian business we support for a G2G commercial contract. This includes assuring that the company passes our integrity compliance and Technical, Managerial, and Financial strength assessments.

How do I explain the International Prime Contractor service to my potential government buyer?

CCC signs the G2G contract with the government buyer and then signs a sub-contract with the Canadian business to perform the work. CCC takes on the performance oversight and financial administration of the contract G2G contracts are well regarded by financial institutions: G2G contracts are well regarded by financial institutions and commercial lenders, often resulting in favourable financing terms for both government buyers and Canadian businesses. CCC’s G2G contract execution services included in bid price: CCC fees for the G2G contract cover the effort and cost of managing performance oversight and financial administration of the contract, as well as up-front business development costs. Support for local economies: Some G2G commercial contracts also create local jobs, local subcontracting opportunities, and provides opportunities for local training and knowledge transfer.

How do I know if my sales opportunity is right for the International Prime Contractor service?

Based on our years of experience, we find that projects that are most successful with G2G contracting are those where: The government need is urgent and cannot wait for a competitive process. The government has seen failed competitive processes and cannot risk another. The procurement is sensitive and requires confidentiality The government is concerned about the risk of bribery or corruption around the procurement. The government has concerns about successful contract delivery. The government has engaged in G2G contracts in the past.

How much does the IPC service cost?

Our 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. They are commensurate with the contract value, risk and nature of the transaction. Factors that affect our fees, include: 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 taken into account 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 taken into account when setting the fee.

What is involved in a Due Diligence Assessment for the International Prime Contractor service?

As a first step, we’ll send you a questionnaire to learn more about your business and practices. The questionnaire looks to confirm the following: Technical — Do you have the technical expertise to take on and fulfill opportunities in your stated sector. Managerial — Can your leadership team keep the business running for the duration of the contract, and that you have a project team ready to deliver. We may look for past success managing export contracts in markets with similar risk profiles. Financial — Do you have the balance sheet to handle the scope of the contract and that we are not putting the Government of Canada at undue financial risk. We will ask you about your agents or other representatives and that you sign a certificate of compliance for all the information you provide on the questionnaire.

What are the benefits of G2G contracting using IPC service?

G2G contracting significantly reduces the risks associated with international procurement since every contract signed by CCC has the legal effect of being signed in the name of the Government of Canada. CCC takes on all contractual matters, performance oversight and financial administration of the contract. Foreign government buyers will not only have the assurance that the contract will be delivered in accordance with the agreed terms and conditions, but know it can also create attractive conditions for project financing. CCC’s participation in contracts also reduces the risk of unethical business practices that can hinder procurement effectiveness. CCC is also committed to environmental, social and governance (ESG) best practices, as an integral part of supporting inclusive trade and applying responsible business conduct in all its business dealings.

What sectors qualify for G2G solution?

Since there is a requirement for contracts to be USD $250,000 or greater for U.S. DoD opportunities and >$10M for non-U.S. DoD opportunities, typically large-scale projects in major sectors qualify for government to government contracting. This includes: Defence Aerospace Clean technology Information and Communications Technology (ICT) Construction and Infrastructure Transportation including Maritime

With what levels of government will you contract with?

We can enter into a contract with most sovereign governments of all levels including national, subnational and municipal.

Not quite ready?

CCC offers a number of services for you to be successful with government procurement opportunities.