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Masterclass Session: Bidding for government procurement opportunities abroad - Shared screen with speaker view
Wayne Liko
35:28
Rahul, an attendee has their hand raised
Wayne Liko
41:33
looks good Rahul
Gerard Perreira
45:50
Hi everyone. Gerard Perreira from Trinidad and Tobago.
Wayne Liko
48:29
Welcome Gerard
Rahul - ITU
49:03
Hi Maitalata, you have your hand raised, please use Q&A to ask questions.
Rahul - ITU
50:50
ok its clear, thank you I lowered your hand. thanks and enjoy the session :)
Gerard Perreira
01:00:04
Thank you Wayne
Prof. Steve Schooner
01:04:54
Carlos makes a great point about different e-procurement portals - and also CULTURES. Particularly for English-speaking contractors (whether from English-speaking states or not), you may find many pleasant surprises in terms of e-commerce portals around the world. But, just remember, the portal is a "door" or an entrance-way, but the portal is NOT the contract RELATIONSHIP itself. It's also great to hear Carlos talk about partners with expertise - a great example!
Dominic Tapfuma
01:05:54
Well said
Wayne Liko
01:07:35
Great point Steve. The ongoing relationship is key to SME growth. And as you and Carlos point out, know what expertise you bring and how that differentiates you.
Prof. Steve Schooner
01:07:37
SURETY - SURETIES - another really important topic. There is an analogy between sureties and insurance companies, but the stakes are higher. The surety stands behind the contractor - either to insure (cover losses) or step into the shoes of the contractor to ensure that the contract is completed. Without a surety (or a "bond"), a contractor cannot compete for - or receive - a contract in many countries.
Prof. Steve Schooner
01:11:02
Wayne referenced COTS - commercial off the shelf - which, as he indicates - is somewhat different from "government specific" requirements or specifications. In the US, we have special (streamlined, simplified) procedures for COTS - and that is not uncommon around the world.
Dominic Tapfuma
01:11:05
Surety in African markets - which finance partners are most likely to provide insurance cover for SMEs.
Rahul - ITU
01:12:15
we have a question in chat - does anyone want to take that ? its focused on African market though.Surety in African markets - which finance partners are most likely to provide insurance cover for SMEs.
Prof. Steve Schooner
01:18:03
Wayne makes so many great points - it's so important to understand the solicitation ( the RFP/request for proposals, the IFT/invitation for tenders, IFB/invitation for bids, RFQ/request for quotations) … and focus on the EVALUATION CRITERIA … Being responsive to the solicitation - telling the government customer what they want - and need - to know, is critical. Many small businesses employ "proposal writers" or consultants who help in drafting/assembling tender documents.
Natasha Apollonova
01:20:17
I would like to explore procurement opportunities between Canadian SMEs and European government in the context of Canada-European Union Comprehensive Economic and Trade Agreement (CETA). Any comments?
Natasha Apollonova
01:21:11
Could you also comment around opportunities with Singapore.
Prof. Steve Schooner
01:22:50
I will defer to Yu Ling Mah, but - by most measures - Singapore has the most open procurement system in the world. If you compare the "annexes" to the WTO (World Trade Organization) GPA (Government Procurement Agreement), you will see that Singapore has fewer restrictions on foreign competition than most countries - indeed, far fewer than the U.S.
Yu Ling MAH
01:26:44
in Singapore, about 80% of opportunities are available for SME to bid based on annual ICT procurement opportunities available in the last 3 years. These can be found in the eProcurement Portal - GeBIZ .
Wayne Liko
01:27:06
That's an excellent point; some government agencies state things in an open procurement process but there may be language expectations at a project level
Yu Ling MAH
01:27:12
in Singapore, about 80% of opportunities are available for SME to bid based on annual ICT procurement opportunities available in the last 3 years. These can be found in the eProcurement Portal - GeBIZ .
Wayne Liko
01:31:58
We rarely see it being beneficial to chase directly during a procurement process; in fact it many times states that you will be disqualified
Prof. Steve Schooner
01:31:59
Wayne makes another important point about distinguishing between "the contract," or as many states call them, the "umbrella contract," and task or orders or projects under the contract. As "framework agreements" have expanded around the world, many states award an initial contract to one or more contractors - and then work is assigned (and sometimes competed) on a project-by-project basis. In the US, we distinguish between task orders (for services) and delivery orders (for goods or supplies). But the key point remains - "winning the contract" is often just the BEGINNING of the hard work of working with the government customer, understanding their needs, and meeting their requirements.
Prof. Steve Schooner
01:35:36
*** There are innumerable business combinations you will find around the world - obviously there are partners (or equals) and joint ventures (joining together to create a single unit) - then there are subcontract relationships (and many states, like the US, has a strong MENTOR-PROTEGE program - where the large businesses in incentivized to develop its small business mentees) - and sometimes it makes sense for the small business to be the PRIME (or primary) contractor with a large business (or businesses) in the subcontractor (or support) role.
Prof. Steve Schooner
01:38:42
*** Wayne makes a critical point: READ THE CONTRACT (or the subcontract) - make sure you UNDERSTAND the contract. If you do not understand, ASK. If you are unsatisfied with the explanation, DO NOT SIGN/AGREE. Never assume that things (clauses, provisions, specifications, requirements, policies) you do not understand - or things that are ambiguous or unclear - or thing you do not agree will - can be ignored or will go away.
Wayne Liko
01:40:40
Governments have accelerated their digitization over the last 12 months
Wayne Liko
01:44:05
https://www.edc.ca/en/about-us.html
Wayne Liko
01:44:44
bdc.ca
Wayne Liko
01:45:02
Two examples of government supporting SMEs
Rahul Jha - ITU
01:48:46
A new ITU standard is under development to describe the information that a sustainability passport for digital products should contain to support consumers, industry and government in applying the principles of circular economy.The project is underway in ITU’s standardization expert group for ‘environment and circular economy’, ITU-T Study Group 5.Circular economy can be described as extending a product’s lifespan over multiple lifecycles or increasing the value delivered by a product over its lifespan. Supporting the shift towards circular economy is a key priority for ITU-T Study Group 5, with e-waste now the world’s fastest-growing waste stream.
Wayne Liko
01:49:54
Steve is correct. Measuring it on cost and certification alone are not the only keys and the procurement specialists are not environmental specialists
Prof. Steve Schooner
01:53:51
DEBRIEFING is a powerful tool, and it has increasingly been adopted as a global best practice. Also PROTESTS or CHALLENGES are available in most countries. The better government procurement systems respect the private sectors' investment in competing for its business.
Wayne Liko
01:54:51
We have also used a winning opportunity to do a debrief. It is equally important (and extremely useful) to find out why we won. Many times we forgot to do that.
Rahul Jha - ITU
01:55:15
i have a question to Prof. Schooner / Ms. Yu Ling Mah - Given the focus on quality, and considering that quality interpretation id different based on different segments of customers, what would you advise to SMEs on demonstrating the quality of their products ? Does Government procurement agencies have certain metrics/framework across which quality is measured ? Surely Yelp reviews of products would not be the best way to demonstrate quality ?I could ask this question directly or later.
Reto Malacrida
01:59:35
we should wrap up, yes, but if you wold like to take the qeustion in the chat, happy to give you a quick shot at it.
Prof. Steve Schooner
02:02:54
Enjoyed meetings and chatting with each of you. Nicely done, Reto.
Wayne Liko
02:03:14
Thanks everyone
Reto Malacrida
02:03:56
Big thanks to all. You were a fantastic panel!
Yu Ling MAH
02:04:00
thank you .