3 ways to build credibility with foreign government aerospace  buyers

Posted by The CCC Team on July 27, 2021 at 9:18 AM

Canada has a strong international reputation for high-quality aerospace products and is a top-three producer of civil aircraft, engines, and flight simulators. Even so, Canadian companies don’t always have the same mindshare with foreign government buyers as compared to bigger, better-known firms from other countries.

This can be an obstacle to winning export contracts, especially for complex and highly sensitive projects such as custom turbine engine testing facilities or intelligence, surveillance and reconnaissance systems for national defence organizations. The bigger the budget and broader the scope, the more a government is at financial or reputational risk. Credibility counts.

So how do you gain trust and build your credibility with a government buyer in another country? CCC’s government to government (G2G) contracting approach can help by:

  1. Providing a Government of Canada guarantee of contract performance

Being able to tell a prospective customer that the Canadian government is confident in your company and is willing to provide a guarantee of contract performance gives your offer a significant credibility boost. It helps buyers believe you’re in it for the long haul — that you'll be a solid partner throughout the lifespan of the product and won’t just disappear as soon as delivery is complete. That guarantee makes you stand out and provides your buyer with real peace of mind.

  1. Confirming your capabilities

As a CCC exporter, you have the backing of the Government of Canada because you’ve successfully gone through our due diligence process. That includes an integrity compliance assessment to learn more about your business practices, if you use agents or other representatives, how you use them and more. We also assess your technical, managerial, and financial capabilities to ensure you have the organizational capacity to deliver on the project requirements. Foreign government buyers respect the thoroughness of this process and the level of assurance it provides, further establishing your credibility with them. (To learn more about our due diligence process, read our blog on How to become a CCC exporter.

  1. Associating your company with the “Canada brand”

Canada has a generally excellent reputation around the world as a reliable, trustworthy, credible, and ethical trading partner. Many countries actively seek to work with the Government of Canada because they hold Canada in high esteem — even separate from the high-quality Canadian products, services, and expertise they gain access to as a result. Through CCC’s G2G contracting model, foreign buyers may value the opportunity your proposal represents for them to deal with Canada and to associate the project with the Canada brand.

Another hurdle the G2G model helps aerospace companies overcome is price. Given the size of firms in our country, there are bigger competitors out there who can offer comparable products at a lower cost. The G2G guarantee of contract performance can be a powerful offset that helps level the playing field and win over foreign government buyers.

Choosing the G2G contracting route gives you the opportunity to make your pitch in a controlled environment, where you can help your government buyer understand the benefit of buying quality Canadian products that will meet their requirements and will be supported to the end of their lifespan. It can also foster the kind of relationships needed for projects that involve not only the exchange of products and services but also local capacity building and knowledge transfer, both of which require genuine partnership.

In every case, knowing your company is trusted by the Government of Canada can be a significant boost in winning the minds of foreign buyers — and, accordingly, the contract.

Need to demonstrate to a foreign government buyer that your company is the right choice? We can help. Contact us or call 1-800-748-8191.

Tags: G2G Contracting, Civil Aerospace



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