Selling to the Canadian Government

May 9, 2023 | 10:00 AM – 1:30 PM EST | Online

Training Overview

Navigating Procurement Processes to Win Business from the Federal Government

The Government of Canada is responsible for buying over $22 billion worth of goods and services each year on behalf of federal departments and agencies. Yet selling to the government and navigating the ever-complex procurement process is a headache for many small and medium businesses. Public Works and Government Services Canada (PWGSC) plays a crucial role in procurement by helping federal departments and agencies define their requirements or scope of work and obtain what they need at the best value. Understanding this process is essential for anyone looking to sell goods or services to the federal government. By familiarizing yourself with the legal framework and the role of PWGSC, you can position yourself for success.

This interactive training course is designed to help you understand the fundamentals of how PWGSC works including how their procurement activities are governed by a complex legal framework, what the procurement process looks like, and what you need to do to increase your chances of winning lucrative government contracts.

Whether you are a current small business owner, entrepreneur or an established company exploring how to win government business in addition to current revenue streams, this course is designed to make selling to the government easy to understand and initiate.

Who Should Attend

All Sales Leaders, Managers
and Teams

All Marketing Leaders, Managers
and Teams

Senior leaders from both large and mid-size companies

Learning Outcomes

Gain a deeper understanding of how the Government procurement process works

Get acquainted with existing and new terminology to help you pitch and negotiate persuasively and successfully

Learn more about the resources available to support your efforts to successfully sell to the Government of Canada

Dig deep to explore and test your strategy for doing business with the government

Meet Your Facilitator

Pablo Sobrino
Executive Trainer &

Former Government Executive Professional

Pablo Sobrino boasts 38 years’ experience working across several departments in the public sector. Pablo’s career began in 1977, working with the Canadian Coast Guard aboard ships and hovercraft. After spending 10 years training and working on the water, he worked for Fisheries and Oceans Canada, Canadian Heritage (PCH), and Public Works and Government Services Canada. (PWGSC). In 2009, he became Assistant Deputy Minister (ADM) of Strategic Policy, Planning and Corporate Affairs and Chief Financial Officer at PCH and in 2011, he was Associate ADM Acquisitions Branch at PWGSC. He also helped to develop leadership programs for Canada School of the Public Service.

Pablo retired in 2015, but continues to work with Public Services and Procurement Canada, the Canada School of the Public Service, Shared Services Canada and Veteran Affairs Canada on a contract basis.

Training Modules

Module 1Module 2Module 3

An Introduction to Government Procurement in Canada

  • The history of procurement in Canada and how it has evolved
  • The Authorities: An overview of who can buy what in the Government
  • Clarifying the role of PWGSC
  • Understanding the broader government objectives in procurement, including:
    • Socio-economic
    • Green procurement
    • Indigenous procurement
    • Industrial Regional Benefits
    • Value Proposition
    • Defence priorities
    • Reduce costs / best value

Procurement and Policy

  • Procurement policies and frameworks: getting to grips with the policies and processes dictating and constraining procurement in the Canadian Government including:
    • Principle
    • Legislation
    • Trade agreements, including The Canadian Free Trade Agreement
    • Contract directives
  • Understanding procurement volumes, what services the Government typically buys, and what they are worth
  • Exploring key terminology and definitions to help you understand the process and negotiate for success
  • Explaining the difference between competitive and non-competitive procurement
  • How does the government ensure transparency, fairness and competition?
  • What procurement tools are available?

The Procurement Process and Getting Around the Red Tape

  • Methods of supply:
    • Contracts
    • Supply Arrangements
    • Standing Offers
    • ACANS
  • Summary of the tendering process: what can a first-time bidder expect?
    • Preparation: The government prepares a tendering package, including the requirements and evaluation criteria for procurement
    • Advertising: The tendering package is advertised on the government’s procurement website and/or in other media outlets, inviting qualified suppliers to submit a bid
    • Bid submission: Interested suppliers submit a bid, which must meet all the requirements outlined in the tendering package
    • Bid evaluation: The government evaluates the bids based on the criteria outlined in the tendering package and selects the successful bidder
    • Contract award: The government awards the contract to the successful bidder
  • Overview of additional resources that can help you navigate the procurement process


Earlybird Price
Ends March 21st


per person + GST



per person + GST