New Challenges in Selling to Government

According to Ian Bennett, PWGSC’s A/Assistant Deputy Minister, Acquisitions, the GoCM will end the old, fragmented and costly system of purchasing where many items were bought on a “one-off” basis.

Apparently, through this process the department is looking to also save time by giving departments access to goods and services through electronic catalogues. The hope is that this government-wide enterprise system will ensure common adherence to purchasing policies and regulations.

The project is currently in the process of seeking approval from Treasury Board to implement the GoCM in partnering departments and agencies.

While this process may seem innocent in itself, my contacts in private industry have expressed concern. Namely, how will these services be qualified? With a greater concentration into an anonymous database, will small and medium size entrepreneurs have the same ability to set themselves out from the competition? Will they know who they are competing against?

The concern is especially coming from Ottawa SMEs in the hi-tech industries. Highly dependant on government purchases, grouping hi-tech services into one commodity may put them in the same field as IBM or Microsoft. A David vs. Goliath situation? Who knows? The truth is yet to come out as news from Minister Fortier and Minister Baird are still forthcoming.

Often, the path to trouble is paved in good intentions when it comes to government reforms.

My suggestion? Check out your nearest industry association group. Get them to seriously plough through the challenges these reforms will play. Make certain there is a concerted effort to identify the stakeholders and put your lobbying strategy to work immediately. Once reforms are put in place, it can take a long time before they're changed again.
_____________________

Mark Buzan is the owner of Action Strategies, a public affairs & marketing communications consultancy. You can subscribe now to his monthly lobbying tips newsletter by visiting www.action-strategies.ca and dropping down the “newsletter” menu.