What Canadian Cleantech exporters should know about G2G contracting

Posted by The CCC Team on January 21, 2020 at 10:01 AM

With more and more countries taking action on climate change, the value of the global cleantech market has topped $1.15 trillion annually. One of the most effective ways Canadian cleantech companies can claim a share of that market is through government to government (G2G) contracting. (You can learn more about how CCC can help you secure G2G cleantech deals at Globe 2020 by scheduling a meeting with our Cleantech Sector Director, Rob James.)

Because our G2G contracting model is unique, Canadian exporters often have questions about what it can — and sometimes can’t — do for them. The following is a handy at-a-glance explanation. If you’d like to learn more, download our Guide for Canadian Cleantech Exporters.

For exporters of all sizes in a wide range of sectors.
We work with a broad range of Canadian businesses whose products or services are needed by foreign government buyers in sectors ranging from clean technology and ICT security to infrastructure, aerospace and defence.
For startups.
We require the companies we work with to have been in business for at least two years and demonstrated ability to deliver on international contracts. We will work with small companies just starting to take advantage of trade opportunities outside of Canada, but having a balance sheet and some business track record is key.
Beneficial to exporters and buyers alike.
As an exporter, your risk is managed because we help you navigate complex procurement procedures and get you talking to the right people. Your buyer’s risk is lower because we’ve already confirmed you as a supplier for whom we are willing to extend a guarantee of contract performance.
For just one level of government.
Some people think G2G means national governments only, but we negotiate deals on behalf of Canadians with foreign governments at all levels — national, state/provincial and municipal — and with government-owned enterprises such as utilities. If it’s a government project in a country we do business with, we’re interested.
Ethical and socially responsible.
As a Crown corporation, CCC respects trade obligations, laws and regulations both here at home and the countries in which we do business. We work with exporters who have the same standards. Our projects provide a range of social benefits including local employment, training, knowledge transfer and other types of community engagement.
An end run around public procurement processes.
While foreign government buyers may bypass competitive tendering processes when they have urgent requirements, our G2G approach respects local procurement laws and practices. We work with governments to find a path to a G2G contract that all parties see as a commitment to strengthening bilateral relations.
Value for money.
The fees we charge cover our effort and costs related to the management and execution of a contract as well as any up-front business development costs. Fees are line with the contract value and the risk and nature of the transaction and included in the contract we negotiate with the foreign buyer (Contracts with the United States Department of Defense (DoD) are not subject to a CCC fee per the Canada–U.S. Defence Production Sharing Agreement).
An international marketing or financing program.
While we help you connect and negotiate with buyers abroad, we aren’t your agent or representative. We don’t organize trade shows or junkets: our focus is purely on doing deals. At the same time, CCC is not a bank. If you need financing, we will happily connect you with one of our partners — including EDC and other potential sources — to help you put a competitive term sheet in front of the buyer. 

If you have a potential sale to a foreign government buyer, increase your chances of success by contacting CCC at 1-800-748-8191, or email info@ccc.ca.

Tags: Cleantech, energy and the environment



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