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Selling to the Canadian Government: Opportunities and Strategies for U.S. Companies

Procurement Group Webinar Series
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Canada is not only the United States’ closest neighbor, but the two countries also share similar business practices, a common language, and an excellent trading relationship. This makes Canada an ideal market for US companies and a unique opportunity to sell to the Canadian government.

Unlike the U.S. government, the Canadian federal government does not have a comprehensive set of regulations similar to the U.S. Federal Acquisitions Regulations, making the Canadian procurement landscape difficult to navigate. The federal government response to the COVID-19 Pandemic is also resulting in immediate and long-term changes to the way that it procures goods and services from industry.

In this two-part series, Marcia Mills, Andrew House, Shannon Kristjanson and Faye Voight from Fasken's Procurement Group will provide an overview of how federal procurement in Canada works, explore how federal procurement may change in the future, and present ways to best position your company for success. This program will be moderated by Neil Kravitz, Co-Leader of Fasken’s U.S. Practice.

Tuesday, October 20, 2020

Part 1: Introduction and Refresher: Fundamentals of Canadian Federal Procurement

This session is for companies new to Canadian federal procurement as well as those who would like a refresher on the Canadian federal procurement process, contractor programs and significant federal policies. Topics to be covered include:

  • The Canadian federal government procurement process and essential differences between Canadian and US government programs
  • Canadian government programs and policies that contractors need to be aware of
  • Contract dispute process and essential differences between the Canadian and US government approach
  • Eligibility requirements


Thursday, October 22, 2020

Part 2: Beyond the Fundamentals: The Current Environment for Canadian Federal Procurement

As a follow up to Part 1, this session will provide more details on specific programs and how recent events are making a difference. Included will be defense procurement, the importance of National Security and the impact of the USMCA on Federal Procurement. This webinar will be most helpful to defence contractors and companies wishing to expand their understanding beyond the procurement fundamentals provided in Part 1, as well as those who want to know “what’s next” in Canadian procurement. The presentation will cover:

  • Controlled Goods Program
  • Industrial and Technological Benefits program (ITBs)
  • Impact of COVID on federal government procurement, including the application of the national security exception under trade agreements
  • Post-NAFTA environment and what that means for US suppliers
  • Canada-US relations; Canadian political landscape; the Security Climate and best practices in Canadian government relations



  • 10:00 am - 11:30 am (ET) Program and Q&A


This is event is only available via webinar. The login details will sent out the day before the program.

Webinar Recording: If you are unable to attend the event but wish to receive the webinar recording, please click the "Webinar Recording" option at bottom of this page.

Event contact

Nick Fan Marketing Events Specialist