Contents

ACKNOWLEDGEMENTS

INTRODUCTION

MODULE 1: UNDERSTANDING THE OPPORTUNITIES

An Introduction to the Vancouver 2010 Winter Games

Vancouver 2010 Olympic and Paralympic Winter Games

The Role of the Vancouver Organizing Committee for the 2010 Olympic and Paralympic Winter Games (VANOC)

Venue Development
Games Delivery
Business Opportunities with VANOC

Government Partners

Government of Canada
Government of British Columbia
Municipal Governments
Four Host First Nations

Sport Partners

The Olympic Movement
The Paralympic Movement

Corporate Sponsors

Worldwide Olympic Partners
National Sponsors

Broadcasters

Other Organizations

Related Business Opportunities

Regional Infrastructure Projects
Sport Events

2010 Is Only the Beginning

MODULE 2: PURCHASING OBJECTIVES AND PROCESSES

Public Sector Purchasing Objectives

VANOC Core Purchasing Objectives

Value in Kind

VANOC Sustainability Objectives

Environmental Performance
Aboriginal Participation
Social Inclusion and Accessibility

VANOC Purchasing Process

MODULE 3: UNDERSTANDING THE TYPES OF BID REQUESTS

Invitation to Quote

Invitation to Tender

Expression of Interest / Request for Qualifications

Request for Proposal

A Word on Non-Advertised Opportunities

MODULE 4: BID DOCUMENTS — INTERPRETING A REQUEST FOR PROPOSAL

Overview of a Request for Proposal

Key Components of a Request for Proposal

Read it Once — Then Read it Again

MODULE 5: DECIDING WHEN TO RESPOND TO A REQUEST FOR PROPOSAL

Do You Have Enough Time to Respond?

Are You Prepared?

Can You Afford it?

Is the Opportunity in Your Area of Core Strength?

Other Factors to Consider

Consider a Strategic Alliance

Risk Management

Deciding Not to Respond

Let the Buyer Know That You Don’t Intend to Bid
Watch and Wait — A Legitimate Strategy

MODULE 6: PREPARING SUCCESSFUL BIDS

Managing Your Bid Process

First Things First
Know Your Client
Develop a Plan for Assembling Your Bid
Play Fair Within the Competitive Bidding Process
What Is Bid-Rigging?
Attend a Bidders Meeting

Preparing Successful Bids

Develop a Fair and Competitive Pricing Strategy
Profile Your Demonstrated Experience
Draw Upon Previous Bidding Experience
Leverage the Sustainability Advantage
Prepare Your Bid Exactly as Requested

Advice from VANOC Purchasing Managers

MODULE 7: LEARNING FROM LOST BIDS — MAKING THE MOST OF THE OPPORTUNITY

Is the Cup Half Full or Half Empty?

Ask for a Debriefing Interview with the Buyer

There May Be a Second Chance: Always Be Gracious and Be Ready

Look for Subcontracting Opportunities

MODULE 8: WHAT HAPPENS IF I WIN?

Celebrate Your Success and Get Ready to Work Hard

Your Obligation as a Bidder

Your Bid Is a Legally Binding Document
Will There Be Some Contract Negotiation?

Risk Management

Insurance

Other Considerations

MODULE 9: FINDING THE RIGHT BIDDING OPPORTUNITIES FOR YOUR COMPANY

Vancouver 2010 Website

2010 Commerce Centre

Canada 2010 Marketplace

Other Online Sources of Bidding Opportunities

SourceCAN
MERX
Provincial Governments and Agencies
Municipal Websites
Summary of Key Online Sources of Bidding Opportunities

Other Ways to Find Bidding Opportunities

Use Your Local Economic Development Resources

MODULE 10: SUMMARY

Key Points

What’s Next: 10 Tips for Getting Started

GLOSSARY OF COMMON PURCHASING TERMS

BIDDING CHECKLIST

Assessing the Opportunity

Assembling the Bid