While the federal procurement process endures its share of debate and criticism, OCRI's Entrepreneurship Centre is hosting a pair of events meant to help small business win business from all three levels of government.

A workshop on the ins and outs of proposal writing for government contracts takes place Tuesday at 9 a.m. An all-day event on Feb. 18, the Small Business Forum, will include a host of workshops in addition to dealing with government, such as marketing and finances. The highlight of the forum will be the chance to hear from representatives from all three levels of government in the same session, said course facilitator Vicky Webb.

"They will give short presentations on how to do business with the government, so everyone will get insight on how all three levels work," she said. "This will be quite an event because I've never had them all together before."

As far as procuring proposals with the federal government, Ms Webb said creativity and a little homework often pave the road to success.

"You have to learn how to read the request for proposal (RFP). They don't want canned proposals that have been cut and pasted from others. They need to be unique, like fingerprints. You have to write according to the criteria of that particular RFP."

Ms Webb added that a company's experience, bid cost and risk factor all play major roles in winning or losing the contract. "We can show them how to take past experience and relate it to this contract. Also, how to cost it out and whether you can manage the risk. What can possibly happen? And how to separate yourself from the competition."

And regardless of whatever else you do, she stressed, don't write checks your organization can't cash. "Prove what you say. If you say black is white, make sure you can back it up."

The RFP workshop is one of the best attended the Entrepreneurship Centre has to offer, said the centre's executive director, Stephen Daze. "It runs about every six to seven weeks and is always very popular," he said. "If you're looking to access contracts with any level of government, this is the workshop for you."

Barry Fournier of Contracts Canada will also be on hand to offer his expertise on identifying government contract opportunities, handling the bidding process, contract letting, preparing and writing effective proposals, and responding to solicited RFPs.

The Entrepreneurship Centre is an initiative of OCRI, dedicated to helping Ottawa entrepreneurs make educated decisions about starting and growing their businesses.

For more information on the centre's events, call 560-6081 or visit www.entrepreneurship.com

By Scott Taylor

scott.taylor@transcontinental.ca