In our Better Way series, we dig deeper into the government to government (G2G) process and how CCC works with exporters to get deals done.
Navigating complex major international contract processes can be challenging. Fortunately, you don’t have to do it alone. CCC can help you get your foot in the door, ensure you get the best deal possible, and build trust and credibility in your ability to deliver. Export Sales Manager Antony Rizk says CCC participation from beginning to end offers a host of benefits, especially in key areas.
Assessing the G2G option
When you want to involve CCC in a deal, one of the first things to determine is the feasibility of the G2G option. Some buyers are comfortable with this procurement option but many have had little exposure to G2G and have many questions.
“This rarely comes in the form of a definitive yes,” says Rizk. “We can help clear things up. We’ve been doing this for a long time, and we’ve learned to recognize the signs of a buyer who’s open to G2G.”
To further cement the G2G opportunity, CCC may formalize a bilateral relationship with a department in the buyer’s government through a memorandum of understanding (MOU). Although it’s non-binding, an MOU can build confidence in the relationship. It’s also a tool a buyer can share in cabinet to build consensus around the G2G option within the government.
While an MOU is usually specific to a single ministry or department, it can have a broad enough scope to cover a variety of possible purchases from multiple Canadian vendors. Once it’s set up, it’s often easier to get the required buy-in the next time an exporter wants to make a deal with that ministry.
Relationship building — and nurturing
Making the right connections and getting the right meetings are important — and also often just the first steps in a long journey toward getting a deal signed. Over time, government priorities may shift and your proposal can be at risk of getting buried as priorities are reset.
CCC and its embassy partners help by keeping your name and proposal top of mind in conversations with the buyer. CCC also uses those conversations to keep an ear out for useful indications that a purchasing decision could be imminent — such as budget discussions, intelligence from reliable sources and relevant news stories. Based on those indications and knowledge of the government’s budget cycles, CCC helps ensure you have the right conversations with the right people at the right times to stay relevant and seal the deal.
Taking care of partners
CCC also keeps in regular touch with you. When a process takes longer than anticipated or encounters obstacles, the CCC team stays connected outside of official meetings that are part of the process.
“Sometimes I’ll just send a quick text to keep communication channels open,” says Rizk. “The partner relationship is especially important when things are moving slowly. With our experience in dealing with government buyers, we can share what the next likely moves will be so we can prepare together. We’re in it for the long haul, and knowing there’s someone who has your back can help you stay positive.”
For help navigating through an international contract, contact CCC.