“Writing proposals is hard.”
“So many RFPs are intimidating, where do we even start?”
“I really struggle to carve out time to respond to bid invitations, especially when they only give me a week or two to submit.”
“Can we hire you to write this proposal for us?”
We hear these comments regularly. The competitive marketplace is full of solid companies facing challenges that make it hard to navigate the procurement landscape. Smaller companies, Indigenous businesses, and those with no in-house procurement expertise can find it especially hard. During our many conversations about this, the need for targeted and accessible training to address these challenges has been raised countless times. So, we got to work.
After many months of development, consultation, and course design, Moyse & Associates has launched ProcureReady™, a suite of expertly crafted professional development courses. The first release is tailored for suppliers and vendors and will be offered in January 2025 (registration now open).
ProcureReady™ for Suppliers & Vendors covers key content that is essential for those bidding on competitive procurements. Suitable for all experience levels, it has been designed for the busy boss who doesn’t have a bidding expert on their team, the business development manager wearing several hats, and the newly hired bidding coordinator looking to elevate their procurement success. Course content is up-to-date, Canadian, and practical. Participants will explore the procurement landscape from the vantage point of instructors with decades of procurement and business development experience. From finding the bid opportunities to writing a winning proposal and navigating online bid portals, each session gives a balance of strategic knowledge and practical takeaways. Four sessions, each 4 hours in length, also cover trends and innovations, Indigenous procurement essentials, time-saving tips, and resources for stronger bids and better results.
ProcureReady™ for Buyers & Owners is our Spring 2025 release, designed for those working in the procurement field. From procurement policy to process innovations, KPIs, contract management, and the essentials of public sector accountability, this course provides a straightforward and extensive curriculum for skill building and career development. Participants will gain valuable insights about procurement approaches and procedures, managing competitions, supplier relationships, and delivering on ESG goals. Over nine full-day sessions participants will also benefit from case studies, group exercises, and recommended tools and resources from an award-winning procurement veteran. Whether new to the field or looking to sharpen their edge, participants will explore trends and innovations as well as the fundamentals essential to procurement excellence.
Participants in ProcureReady™ courses will receive a comprehensive workbook and a certificate of completion. We offer group rates, and government grants are available for qualifying registrants.
ProcureReady™ courses are initially being offered in person in Regina, and we are looking into online offerings down the road. We are committed to keeping class sizes small, so participants benefit from personal attention and an individualized learning experience. For that reason, we encourage interested individuals to register early to avoid disappointment. As an added nudge, we are offering an early registration bonus valued at $200+ for the first five registrants for the January 2025 ProcureReady™ for Suppliers & Vendors course.
For more information or to register: ksmith.moyseandassociates@gmail.com
The start-up year for any business is a mix of excitement, hard work, many firsts, and some trial and error. Canada has fewer entrepreneurs today than 20 years ago, and more than 20% of new businesses here do not survive beyond one year. It can be daunting to launch a new business, but it can also be incredibly rewarding. So, it’s especially sweet to mark Moyse & Associates’ first anniversary on September 18, 2024, knowing that our early efforts are paying off and, most importantly, that our clients have benefited from our services.
Moyse & Associates launched with a vision for doing procurement differently. We knew we could help clients (buyers and vendors) position their procurement efforts for maximum benefit. We recognized the power of procurement as a stabilizing and innovative mechanism in the public realm, within organizations and companies, and in entrepreneurial circles. We set out to be partners in those efforts, which led to our tagline ‘Partners in Procurement Excellence’.
Three things set us apart. As a growing consultancy, our focus on these specific areas ensures that our clients benefit from our greatest strengths and our areas of specialized knowledge and experience.
Procurement Technical Knowledge
First, we offer accessible technical knowledge across all types of procurement. This has allowed us to support in-house procurement teams, complete contracted procurement tasks and projects, and advise on everything from planning and strategy to fairness and risk management. Our business development expertise also helps vendors and suppliers improve their bid submissions and increase their success rates.
Advancing Indigenous Prosperity
Next, we provide strategic procurement expertise that integrates Indigenous economic reconciliation goals and values. From our first day, we have been supporting and advocating for procurement efforts that advance Indigenous prosperity. We’re proud to do this with Indigenous and non-Indigenous clients and partners across several sectors.
Genuine Innovation
Third, we offer innovative procurement options for clients looking to elevate their practices and enhance their procurement outcomes. Beyond tracking trends and emerging practices, we filter these through decades of experience to separate the truly innovative from the flavour of the month. This means our clients are able to implement genuine improvements and confidently monitor their outcomes.
A Humbling Milestone
Reflecting on our first year has been humbling on many levels. We are deeply grateful for the support of friends and family and the confidence our clients have invested in us.
We are also honoured and thankful for the opportunities afforded us to learn and share at events like the Indigenous Business Gathering in Saskatoon, Forward Summit West in Alberta, Forward Summit East in Ontario, and the Government of Saskatchewan Business Expo and Procurement Forum, among others.
Looking Ahead
As we move into our second year, we are incredibly excited about what’s ahead. We will be launching professional development and educational programming that has been in development for some time and generating very positive feedback. We’re also looking forward to several innovative projects on the horizon. We are grateful for the many new and ongoing relationships that support our work and the many colleagues whose referrals and recommendations continue to expand our clientele and network.
We look forward to the coming year with enthusiasm and invite you to contact us at any time to discuss how we might support your plans!
Just as the procurement landscape has changed substantially over the last few years, the business development space has evolved significantly. From AI content and SEO rankings to QR codes and advanced CRM tools, business development has become a whirlwind of tech, trends, and strategic tune-ups. Moyse & Associates’ Senior Advisor, Karen Smith, offers some reassuring thoughts for those who might find themselves dizzy from trying to keep up with it all.
Don’t Ignore the Fundamentals
Business professionals who have been around for over a decade or two will remember when business development was mainly about offering a quality product or service, investing in relationships, networking, exposure, and customer satisfaction. And those remain the vital basics. Ignore those, and all the SEO and social followers in the world don’t matter much. The importance of upfront investment in the foundational elements of business planning, values, and service/product offerings cannot be understated.
Preparation Pays Off
Think of business development as the mechanism for going to market—how, where, and when a business meets its potential customers. It can be spontaneous, even chaotic. It can also be strategic, methodical, and measurable. The single greatest influence on whether it’s the former or the latter is how prepared and invested the company is beforehand.
In the rush to generate online followers and increase email response rates, it can be tempting to put time and money prematurely into the design elements of marketing. It’s important to remember that the design and packaging don’t come before the product itself – first, invent the next great toothpaste, then decide what the tube/box/container looks like. Innovative companies ensure their offerings are solid and proven before developing strategies to get them out to the marketplace. In the same way, business development advances must build from the basics.
Three Essentials to Prioritize
Beyond having a decent elevator pitch or colourful website, the hallmarks of business development success are intentional, nuanced, and organic. Spend time and energy on these three essentials:
These basics always stay in style. If a startup did nothing else, attention to the fundamentals would provide a solid start for its business development efforts: a quality offering with a transparent “why,” relationships, and customer satisfaction. Consider them the planks on which to build new and innovative next steps. Yes, an online presence is essential. And there’s an appropriate place for AI in some business development applications. Knowing that the essentials are firmly in place allows for exploration and testing to see what truly fits within the vast options on offer. Add exposure and networking to the mix and these essentials will serve you well.
Procurement Bonus
The bonus of having these business development basics in place is that they make it easier to craft a solid proposal when procurement opportunities arise. Whether responding to a formal Request for Proposals or following up with a casual inquiry, the basics set out above will help increase the success rate of your submissions.
Moyse & Associates provides business development consulting services and support to clients in various sectors. We work with entrepreneurs, private sector companies, organizations, First Nations, and public sector clients. Contact us to discuss how we might help you achieve your business development and procurement goals.
Summer in Canada brings a welcome slowdown for many, but in several sectors, it’s all hands on deck as major projects move forward, and the construction season is in full swing. Procurement specialists are in great demand, especially those with technical skills in complex procurement processes and Indigenous procurement implementation.
Companies and organizations grappling with capacity shortfalls on their procurement team can find a welcome relief in contracted services. Whether it's for planning and assessing procurement options, navigating specific projects, or managing complex competitions, Moyse and Associates can help. We identify the best procurement avenue to meet your unique needs, develop and coordinate competition documents, and guide the procurement process from planning to contract award. Whether you need just one of these services, or all of them, we provide a readily available solution when internal capacity isn’t enough, easing the burden on your team.
Smaller companies and entrepreneurs without procurement staff are often challenged by the amount of time required to manage the competitive procurement process (and often, it’s an already busy CEO or manager juggling this responsibility). Contracted procurement services provide an affordable and effective solution that frees company resources.
Moyse and Associates is proud to work with clients of all sizes, across many sectors. Our recent work with the Regina Public Library and the Regina Exhibition Association is a testament to our larger-scale capabilities. Clients like Synergy Construction showcase our support for growing companies and entrepreneurs. We are partners in procurement excellence and deeply invested in our clients’ success, giving you the confidence that we can deliver positive outcomes for your business.
To find out how we can help with your specific procurement needs, contact us anytime.
One of the valuable resources we have come across in our ongoing learning is Step into the River: A Framework for Economic Reconciliation (June 2022). Co-authored by Sxwpilemaát Siyám (Chief Leanne Joe, Squamish Nation) and Lily Raphael, it is available through Simon Fraser University Economic Development (link below).
As we mark Economic Development Week, it is important to acknowledge what the authors of this framework have shared – “a large part of any reconciliation work is truth-telling”. In the realm of procurement, where much of our work takes place, there have been many systemic barriers facing Indigenous Peoples. Education, training, and skills development as well as opportunity and access are examples. And, importantly, Indigenous worldviews have been missing from procurement and from most economic development initiatives.
Our efforts to educate ourselves need to include recognition of what existed prior to contact with settlers. Historically, as the authors point out, economic development focused on relationships and involved activities like "potlatching" and trading. According to The Canadian Dictionary, the potlatch ceremony “primarily functions to redistribute wealth, confer status and rank upon individuals, kin groups and clans, and to establish claims to names, powers and rights to hunting and fishing territories”. It had both redistributive and kinship functions that held symbolic importance as well as communal economic exchange value. It was outlawed by the Canadian government from 1884 to 1951.
Another important truth that requires acknowledgement is that the procurement playing field has not only not been “level”, but that supply chains have lacked diversity and have not reflected the broad range of vendors and suppliers across all sectors. Policy changes and procurement practices are beginning to address this but should be viewed as early steps on a longer reconciliation journey. Economic development must still attend to issues like cultural appropriation, copyright and intellectual property rights, branding, and land use among others.
The authors of Step into the River point to trust building as a key component for moving forward with reconciliation. They remind us that the substantial trauma history of Indigenous Peoples plays a significant part in building trust and relationships. As procurement opportunities lead to more and more partnerships and joint ventures, the importance of this trust building is magnified even further. The authors also ask important questions, like “how can the economic development sector make space for trauma-informed trust-building?”
Their framework has been invaluable in our work to educate ourselves and to better understand our part in moving ahead with genuine reconciliation. We are deeply grateful to them for this in-depth resource and encourage others to add it to their learning library.
The framework is available to download here: www.sfu.ca/fenv/sea-land-and-sky/framework-for-economic-reconciliation.html
[Photo: Unidentified Plains Cree at a powwow in Fort Qu'Appelle, Saskatchewan; Provincial Archives of Alberta, PR2006.0508/3].
“Culture eats strategy for breakfast”, a powerful statement attributed to Peter Drucker, caused some serious debate at the end of the 20th century. Business and organization leaders, management consultants, and industry thought leaders made much of the notion and its implications, with most agreeing that strategy implementation could be seriously hampered within a less-than-optimal culture.
More than two decades later, we see ample evidence of this across sectors and in all manner of context, including procurement. Corporate culture can indeed be a roadblock for even the most robust and enthusiastic strategy. Shifting a company to an exciting new technology platform? A tall order if internal culture resists change. Adopting ESG targets (environmental, social, and governance metrics)? Culture will be critical to success.
We have encountered examples like these often in our work. It can be painful to watch a solid strategy deflate because internal culture prevented its implementation. It can be equally inspiring to work with clients to ensure their cultural landscape supports their strategic goals and priorities. It can take time to make that happen, and not every group begins from the same place. Success, however, is achievable when an upfront investment in culture paves the way for strategy implementation that is embraced and championed rather than resisted or resented.
When we work with a new client, we start by understanding their “Why” – their purpose or mission. Inevitably these conversations include things like values and aspirations. And they tell us a lot about company culture. Strategy is different – it’s about “How”. It involves choosing an approach and frames the direction and decisions for getting there. Starting down the “How” path without a clear understanding of “Why” will expose the many ways culture can hinder strategy. And it’s a significant reason for the bumps and bruises many organizations experience when trying to implement a strategy without doing the requisite cultural work first.
Businesses looking to implement strategies such as those aimed at supply chain diversification, sustainable procurement, or incorporating AI, among others, will benefit from an honest assessment of corporate culture to identify any issues before moving ahead. Are there beliefs or behaviours that don’t align with the desired strategic outcomes? Is education or development needed to support the changes anticipated? What will ensure that everyone involved is enthusiastic about what’s to come?
Never mind breakfast. Culture sets the table for strategic success, and that’s enough to make it an ongoing and active priority. Feel free to reach out to us to talk about what that looks like in your specific circumstance and how we can help.
There’s an incredible energy when 700+ people gather in a room with a shared purpose. At the recent annual Indigenous Business Gathering in Saskatoon, that purpose was to strengthen and support the success of Indigenous businesses. And it’s powerful.
Our Moyse & Associates team members heard a lot of people talking about procurement at the event, which by itself wasn’t surprising. What stood out was that “procurement” is a buzzword, and that while it’s a hot topic it is also problematic. For example, we heard from several attendees that procurement processes remain (both public and private) onerous and need to be a lot more open and accessible. Others talked about the challenges of meeting requirements that are seen as mismatched with contract opportunities – in other words, unnecessary or excessive. And, of course, verification of Indigenous businesses also came up.
Some of the most interesting conversations we had were about the changes that are happening across the procurement landscape. The notion of “levelling the playing field” came up, for example, as policies change to require far more Indigenous participation. Yet that’s not really the goal, is it? Rather than merely “level”, shouldn’t we be aiming for the field to be a robust and dynamic environment of opportunity? We had great conversations about what the future could look like if procurement was seen in a strategic way, as an innovative economic driver and not simply a purchasing process or risk mitigation tool.
We heard that capacity-building and education are needed in the context of procurement – beyond knowing what the process looks like, it’s vital for businesses to know how to get through it successfully. For contract owners, we heard about challenges that include significant cultural and procedural shifts. These will require more training and dialogue, and technical know-how, as we pursue that shared goal together.
Involvement from all levels of government, evident at the Indigenous Business Gathering, is helping to focus attention on what is possible. And it’s more than reconciliation or a level playing field. Lac La Ronge Chief Cook-Searson, Saskatoon Tribal Chief Arcand, and Métis Nation Saskatchewan President McCallum all spoke about the importance of seeing the success of one being tied to the success of many. They reminded us that the ripples coming from each advancement ultimately mean more individuals, families, communities, and businesses thriving.
No doubt these conversations will continue in May when we travel to Tsuut’ina Nation, Calgary for Forward Summit West. Tammy Moyse will be one of the speakers for a roundtable session titled "Beyond the 5%: The Power of Procurement”. More than 1000 attendees will be there, so it’s another exciting opportunity to convene and connect in support of empowering Indigenous economies. For more about Forward Summit, visit www.forwardsummit.ca
Back in November, we featured a blog discussing the future of procurement and highlighting the challenges (and risks) facing the industry. A shortage of experienced procurement professionals continues to pose significant challenges, and we wanted to follow up on that previous post with an update that gives us reason to be optimistic.
Following several productive discussions, the uptake of interest about supporting procurement careers has been very reassuring in terms of strengthening this vital profession moving forward.
In December, Tammy Moyse initiated an online interactive session hosted by Supply Chain Canada to empower newcomers to Canada and to the procurement profession. Together with Richard LeBlanc from Farm Credit Canada (FCC), Tammy answered questions and engaged participants in a robust discussion about careers in procurement and supply chain. For many newcomers, gaining local experience is a challenge and highlights a potential gap between employer expectations and the talent pool currently seeking positions within the field.
More recently, Tammy has been working with a leading post-secondary institution to develop a formal educational program focused on procurement. This exciting initiative is aimed at those seeking a progressive career in procurement, including the latest in policies, practices, trends, and essential qualifications. Indigenous procurement as a driver for economic reconciliation will be a vital component as the curriculum is developed.
Our interest in apprenticeships and co-op placement opportunities has also resulted in conversations with potential partners. We continue to encourage businesses and organizations to consider this option as part of a progressive workforce development strategy and to remain open to discussions with others whose support might help to make such opportunities available.
As always, we welcome your feedback and invite you to reach out to us at any time.
If you currently work as a procurement professional, you’re most certainly busy. But if you’re looking to hire a procurement professional, you might be scratching your head and wondering why that recruitment task is proving so difficult. Although the procurement landscape in Canada is evolving at a rapid pace, the number of qualified and experienced procurement personnel just hasn’t kept up with demand. And while that might seem like a welcome opportunity for a procurement consulting firm, it actually has us deeply concerned about the future of the profession.
Gaps in Education and Development
Part of the challenge is a misaligned professional development system. There are too few pathways available for those looking to become trained and certified as a procurement professional in Canada. True procurement training and education, as distinct from supply chain training and education, is lacking. Those who pursue the Supply Chain Management Professional (SCMP) certification, for example, receive only a small fraction of their education in procurement. And a Certified Professional Public Buyer (CPPB) has been trained and educated on an entirely U.S. curriculum, without any foundation in Canadian legislation, trade agreements, treaty terms, or industry standards.
Formal education opportunities are another part of the issue. There are online courses available, but many are based in other parts of the world with content that isn’t specific to Canadian procurement. Very few are widely recognized by employers. None include curriculum about Indigenous procurement, treaty terms, or economic reconciliation – essential elements for procurement professionals working in Canada and vital to the profession’s role in advancing Indigenous participation and prosperity. Some training options are available for government employees, but only accessible for those already working in public service jobs. The limited college courses available lean heavily towards supply chain content and are not formal procurement education options. Many are restricted to procurement and supply chain only within a project management context.
Inviting Different Perspectives
So how do we build capacity to ensure the procurement profession can serve the needs of Canadian public and private sectors well into the future? Our team has been talking about this, bouncing ideas around and wondering how we might help. How can we support skill development and education? Who might share our interest and be willing to partner on finding solutions?
We invite your input. Do you have any experience with this issue? Any thoughts or ideas to share? Maybe an opinion on the current situation? We would welcome a conversation.
Here are some of the specific questions we have been asking:
Please reach out if you have thoughts or ideas or would like to chat about this further. And thank you for your interest in a robust future for procurement.
Email: tlmoyseconsulting@gmail.com
The topic of economic reconciliation has gained significant traction as people across Canada increasingly tune in to the needs and opportunities associated with Indigenous prosperity. For non-Indigenous businesses wanting to support this goal, it’s important to remember that the Truth and Reconciliation Commission issued calls to action – beyond discussions and planning, tangible effort is necessary to achieve them.
Procurement strategy is central to moving forward, not just in the pursuit of economic reconciliation but in the actual achievement of Indigenous economic prosperity. An intentional, actionable procurement strategy offers a blueprint for doing business with Indigenous vendors, building meaningful vendor relationships, and realizing measurable gains in targeted procurement outcomes.
Moyse & Associates is working with progressive companies and organizations to develop procurement strategies that are values-based, forward-focused, and reflective of a commitment to economic reconciliation. It is inspiring to work with clients who are open to change and willing to roll up their sleeves to move beyond simple, transactional supply chain tactics and replace them with strategic procurement operations.
We are also honoured to be working with Indigenous businesses to put new strategies and practices into place as more and more competitive opportunities open to them. From sourcing those opportunities and engaging new partners to enhanced bidding and contract management, this too supports economic reconciliation and advancement.
Navigating the path towards reconciliation is something we feel deeply about. Helping others with procurement tools and resources designed for that purpose is one of the ways we can be of assistance. Please reach out to Moyse & Associates if you would like to have a conversation about how we might support your procurement journey.
Whether you're a small construction company with little to no competitive bidding experience or a larger organization with a sizeable supply chain, the vital importance of procurement to your operation cannot be overstated. Finding qualified and experienced procurement professionals is a significant challenge, and operating without someone in that vital role can mean, at best, lost opportunities.
Working with a procurement consulting firm like Moyse & Associates can save you valuable time, and money, while making sure you put your best foot forward in your dealings with the marketplace. Issuing a request for proposals? Preparing a quote for a big job? Considering sub-contract work with another vendor? Procurement expertise makes a big difference.
We will explore more of the detailed advantages we offer our clients in future posts. But here are 10 of the benefits that come with having our experienced procurement and business development pros in your corner:
To find out how our procurement and business development expertise can help you, connect with Moyse & Associates. Ask us about doing a targeted assessment to identify gaps and opportunities in your current efforts, or how to elevate your procurement role by adding a trusted advisor to your team.
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