Procurement
Procurement is about selling to government. It is specialized, often highly technical work. The stakes are usually high and the timelines are usually short. All procurement work involves steep learning curves, intense pressure and no margin for error.

Since the mid-1980s, we have worked on a huge range of procurement competitions, helping clients win government public tenders at all levels of government. Consider our track record: we have participated in dozens of procurement processes. In 25 years, we have lost only one – in 1993. Since then, it’s been nothing but wins.

The details of many of these wins are confidential. However, the value of just eight wins over the last 15 years exceeds $5 billion – and that does not include the good will, enhancement of reputation, brand recognition and “bragging rights” that come with becoming a trusted supplier to government.

SAMCI clients have won procurement competitions in areas including:

  • Providing world-class-design street furniture for the next 20 years in the City of Toronto.
  • Equipping Canada’s armed forces with armoured personnel carriers and reconnaissance-enhanced light armoured vehicles - Designing, building, financing and operating the Confederation Bridge across the Northumberland Strait between New Brunswick and PEI.
  • Strategic management advice on IT security, comptrollership, program design and evaluation and customer service redesign to the Government of Ontario.
  • Privatization of Canada’s air traffic control system.

SAMCI helps clients identify procurement opportunities and win tenders to supply goods and services to government. We demystify government decision-making and equip our clients to make their best case effectively, convincingly, and where it matters.

Navigating the myriad interests driving the government's procurement agenda requires specialized expertise and judgment. We analyze the interests involved in a specific procurement, develop a strategic plan, and coordinate the client’s execution of a winning campaign to win the contract. This can involve economic analysis of fiscal or industry impacts; detailed analysis and development of policy options; mobilizing external stakeholders; contact plans; communications strategies; and presentation assistance.


GETTING RESULTS
  • Beginning in 2005, we worked with Astral Media Outdoor (AMO) on a City of Toronto RFP to find an exclusive partner to design, build, install and maintain more than 26,000 pieces of “street furniture” (transit shelters, litter-recycling bins, benches, information pillars, public posting columns, etc.) over a 20-year period. This is the biggest street furniture contract ever tendered. With our help, which included writing the executive summary and introduction and a major role in writing the entire submission, AMO won the contract, which is worth more than $1 billion. Astral’s contract with the City of Toronto began September 1, 2007.
  • We worked for five years with a professional and consulting services consulting firm. At the outset, our client periodically provided services for several Ontario government ministries but had not won a single large contract. During the period of our engagement, the firm dramatically expanded the scope and revenue of its Ontario government services, becoming a leading supplier and trusted advisor to half a dozen priority ministries
  • SAMCI is extremely proud of our nine-year partnership with the Diesel Division, General Motors of Canada. Our procurement record with DDGM is outstanding: every project we worked on together resulted in success, including an order for 199 Bison light armoured vehicles ($250 million), and an order for 229 reconnaissance-enhanced light armoured vehicles ($800 million). Later, we worked with DDGM to win a contract to supply armoured personnel carriers. The initial order was for $552 million. The overall contract in 2006 dollars was worth $2.6 billion.
  • We helped a leading Canadian travel service company win the federal government’s Travel Service account valued at $180 million.
  • SAMCI successfully helped a Canadian company bid against international competitors to win the contract to supply Canadian airports with automated air traffic control systems.
  • For more than two years, we helped a bank-owned securities firm identify procurement opportunities and position the firm as a source of impartial marketplace information to elected and civil service officials. Our assignment related to helping the client increase its profile in supplying technical advice and investment dealer services for privatization and alternative service delivery. This client successfully built solid relationships with officials throughout the federal government.