This Government of Canada s Top Consulting, Technology, and Staffing

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1 New! Improved Layout Government of Canada s Top Consulting, Technology, and Staffing Vendors Covering FY Contract Spend Superior knowledge delivers wins. When you know your clients key issues, trends, and opportunities, and when you understand your competitive environment, you better position your company to win more business. This Government of Canada s Top Consulting, Technology, and Staffing Vendors (FY ) report is part of Summit s market research publication series, and is essential reading for anyone who wants to better understand the Government of Canada s buying patterns. Your key questions are answered: What is the size of the Government of Canada s market for consulting, technology, and staffing (CTS) goods and services? Who are the top CTS vendors for the Government of Canada (Cross Departmental)? Who are the top CTS vendors for each of the 39 Government of Canada Departments and Agencies researched? How the Government of Canada s buying patterns impact your strategic planning activities? Among the broadest and most in depth Canadian Public Sector analyses available on the market, Summit is your window into government. Summit Proposal Group Inc. ( Summit ) All Rights Reserved.

2 Table of Contents Excerpt Inclusions 1. Executive Summary Win More Canadian Public Sector Business Buying Patterns Matter Who Should Read This Report? Research Approach and Methodology Government of Canada Spend Overview Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada Top 25 Consulting, Technology, and Staffing Vendors, by Department or Agency Agriculture and Agri Food Canada.. Auditor General of Canada, Office of the Bank of Canada. Canada Border Services Agency Canada Revenue Agency Canadian Food Inspection Agency.. Canadian Heritage.. Canadian International Development Agency. Canadian Space Agency.. Citizenship and Immigration Canada. Correctional Service of Canada. Elections Canada.. Environment Canada. Finance Canada, Department of Fisheries and Oceans Canada. Foreign Affairs and International Trade Canada Health Canada Human Resources and Social Development Canada.. Indian and Northern Affairs Development Canada. Industry Canada Infrastructure Canada.. Justice Canada, Department of. Library and Archives of Canada. National Defence, Department of National Research Council Canada. Natural Resources Canada Parks Canada.. Passport Canada.. Privy Council Office Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 2

3 Public Health Agency of Canada Public Safety Canada. Public Service Commission of Canada Public Works and Government Services Canada Royal Canadian Mounted Police Service Canada.. Statistics Canada.. Transport Canada. Treasury Board of Canada Secretariat.. Veterans Affairs Canada Strategic Recommendations Conclusion and Next Steps.. 70 Appendix A Vendors Featured in the Report 71 About Summit Proposal Group Inc.. 74 About the Author. 75 Terms of Use 76 TERMS OF USE The download, receipt, review, or use of this report in any way whatsoever signifies that the reader of any part or all of this report has read, understood and agrees to be bound by the Terms of Use as are set out in section Terms of Use of this report. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 3

4 1. Executive Summary A Vibrant Market for Consulting, Technology, and Staffing Vendors Within the Government of Canada (GoC), a vibrant market exists for consulting, technology, and staffing (CTS) vendors. Based on contract spend reported across 97 Departments and Agencies, the Government of Canada purchased $25,928,723, of goods and services in FY Of these 97 Departments and Agencies, Summit conducted detailed research and analysis on contract spend for 39 Departments and Agencies which, as a group, accounted for $25,648,209,453.17, or 98.92% of GoC Market Share (i.e., 98.92% of all GoC contracts reported, regardless of vendor core business). The following diagram provides a breakdown of contract spend, by Department or Agency: Figure 1: Total FY Contracts Reported by Department or Agency Total FY Contracts Reported, By Department Public Works and Government Services Canada National Defence, Department of Canadian Space Agency Canada Revenue Agency Human Resources and Social Development Canada Royal Canadian Mounted Police Treasury Board of Canada Secretariat Bank of Canada National Research Council Canada Correctional Service of Canada Fisheries and Oceans Canada Passport Canada Parks Canada Environment Canada Foreign Affairs and International Trade Canada Health Canada Transport Canada Canada Border Services Agency Canadian International Development Agency Service Canada Citizenship and Immigration Canada Natural Resources Canada Industry Canada Indian and Northern Affairs Development Canada Statistics Canada Agriculture and Agri Food Canada Elections Canada Infrastructure Canada Public Health Agency of Canada Canadian Food Inspection Agency Justice Canada, Department of Canadian Heritage Finance Canada, Department of Privy Council Office Public Safety Canada Veterans Affairs Canada Public Service Commission of Canada Library and Archives of Canada Auditor General of Canada, Office of the $1,981,706, $1,354,839, $741,328, $506,529, $491,865, $377,799, $364,731, $353,873, $351,713, $306,764, $261,543, $260,294, $258,796, $229,272, $211,802, $194,581, $182,566, $144,631, $137,956, $121,526, $120,404, $117,199, $115,507, $103,993, $71,045, $70,489, $65,908, $65,351, $61,917, $37,773, $36,837, $26,591, $24,355, $22,543, $12,286, $10,721, $6,406, $8,467,210, $7,377,539, Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 4

5 Is Your Company a Top Consulting, Technology, and Staffing Vendor? This Government of Canada s Top Consulting, Technology, and Staffing Vendors (FY ) report presents Top 25 CTS Vendor rankings from two (2) perspectives: (1) at the consolidated Government of Canada (Cross Departmental) level, combining the results of the 39 Departments and Agencies researched; and (2) at the individual Department and Agency level. In some cases, your competitors are who you think; in many, they aren t. Based on contract data reported for FY , at the Government of Canada (Cross Departmental) level, the Top 25 CTS Vendors were: Table 1: Government of Canada's (Cross Departmental) Top 25 Consulting, Technology, and Staffing Vendors for FY Rank Vendor Total Contracts GoC Market Share Core Business National CTS Vendor 1 General Dynamics Corporation $ 1,640,909, % Technology 2 Macdonald, Dettwiler and Associates Ltd. $ 1,566,137, % Technology 3 IBM Corporation $ 650,455, % Technology 4 Hewlett Packard Company $ 442,747, % Technology 5 Accenture Plc $ 362,493, % Consulting 6 MTS Allstream (Manitoba Telecom Services Inc.) $ 309,306, % Technology 7 Microsoft Corporation $ 260,948, % Technology 8 CGI Group Inc. $ 253,878, % Technology 9 ADGA Group Consultants Inc. $ 204,928, % Technology 10 Oracle Corporation $ 185,996, % Technology 11 Calian Technologies Ltd. $ 140,066, % Technology 12 L 3 Communications Holdings Inc. $ 111,749, % Technology 13 Quantum Management Serivces Ltd. $ 111,463, % Staffing 14 Veritaaq Technology House Inc. $ 107,394, % Technology 15 CA Technologies Inc. $ 81,983, % Technology 16 Lockheed Martin Corporation $ 78,291, % Technology 17 S.I. Systems Ltd. $ 75,388, % Technology 18 Sun Microsystems Inc. $ 70,210, % Technology 19 Maplesoft Group Inc. $ 54,828, % Technology 20 Ibiska Telecom Inc. $ 54,260, % Technology 21 IT/NET Ottawa Inc. $ 51,639, % Technology 22 Unisys Corporation $ 50,494, % Technology 23 SAP AG $ 49,375, % Technology 24 BAE Systems Inc. $ 44,609, % Technology 25 Deloitte Touche Tohmatsu Limited $ 43,282, % Consulting Total $ 7,002,838, % Existing vendors have established relationships, organizational knowledge and experience, and demonstrated procurement and contracting success within a Department or Agency all advantageous to winning more business. Accurate and current knowledge of top vendors is essential for competitive analysis and strategy development. Multi year patterns are even more important: the longer a vendor remains a top vendor, the likelier the vendor has reached trusted advisor status and the more difficult it becomes to unseat this incumbent. As a group, GoC s (Cross Departmental) Top 25 CTS Vendors accounted for $7,002,838,306.82, or 27.01% of GoC Market Share (i.e., 27.01% of all GoC contracts reported). If your company has been around the GoC CTS market for some time, these top ranked vendors are the usual suspects. Nevertheless, dark horses are still collectively winning significant market share. Notably, each of the 39 Departments and Agencies researched had a unique set of Top 25 CTS Vendors (see section 5. Top 25 Consulting, Technology, and Staffing Vendors, by Department or Agency ). Thus, while the Government of Canada (Cross Departmental) Top 25 CTS Vendors list (see section 4. Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada ) provides a sound basis for industry level competitive analysis, if universally applied to Departments and Agencies and Requests for Proposals (RFP), that specific list would result in an incomplete picture of a vendor s true competitive environment. The composition of a Department or Agency s Top 25 CTS Vendors also provides insights that can be valuable for strategic planning, such as the distribution of core business (e.g. consulting, technology, or staffing) and vendor Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 5

6 type (e.g. National CTS Vendor or Other CTS Vendor) (see section 2.3 Research Approach and Methodology for more information). Similar to the Top 25 CTS Vendor lists, each of the 39 Departments and Agencies researched had unique core business and vendor type distributions: Figure 2: Cross Departmental Top 25 CTS Vendors Core Business Analysis Cross Departmental Top 25 CTS Vendors Core Business Analysis 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% AGRICULTURE AND AGRI FOOD CANADA AUDITOR GENERAL OF CANADA, OFFICE OF THE BANK OF CANADA CANADA BORDER SERVICES AGENCY CANADA REVENUE AGENCY CANADIAN FOOD INSPECTION AGENCY CANADIAN HERITAGE CANADIAN INTERNATIONAL DEVELOPMENT AGENCY CANADIAN SPACE AGENCY CITIZENSHIP AND IMMIGRATION CANADA CORRECTIONAL SERVICE OF CANADA ELECTIONS CANADA ENVIRONMENT CANADA FINANCE CANADA, DEPARTMENT OF FISHERIES AND OCEANS CANADA FOREIGN AFFAIRS AND INTERNATIONAL TRADE HEALTH CANADA HUMAN RESOURCES AND SOCIAL DEVELOPMENT INDIAN AND NORTHERN AFFAIRS DEVELOPMENT CANADA INDUSTRY CANADA INFRASTRUCTURE CANADA JUSTICE CANADA, DEPARTMENT OF LIBRARY AND ARCHIVES OF CANADA NATIONAL DEFENCE NATIONAL RESEARCH COUNCIL CANADA NATURAL RESOURCES CANADA PARKS CANADA PASSPORT CANADA PRIVY COUNCIL OFFICE PUBLIC HEALTH AGENCY OF CANADA PUBLIC SAFETY AND EMERGENCY PREPAREDNESS CANADA PUBLIC SERVICE COMMISSION OF CANADA PUBLIC WORKS AND GOVERNMENT SERVICES CANADA ROYAL CANADIAN MOUNTED POLICE SERVICE CANADA STATISTICS CANADA TRANSPORT CANADA TREASURY BOARD OF CANADA SECRETARIAT VETERANS AFFAIRS CANADA Consulting Technology Staffing Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 6

7 Figure 3: Cross Departmental Top 25 CTS Vendors Vendor Type Analysis Cross Departmental Top 25 CTS Vendors Vendor Type Analysis 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% AGRICULTURE AND AGRI FOOD CANADA AUDITOR GENERAL OF CANADA, OFFICE OF THE BANK OF CANADA CANADA BORDER SERVICES AGENCY CANADA REVENUE AGENCY CANADIAN FOOD INSPECTION AGENCY CANADIAN HERITAGE CANADIAN INTERNATIONAL DEVELOPMENT AGENCY CANADIAN SPACE AGENCY CITIZENSHIP AND IMMIGRATION CANADA CORRECTIONAL SERVICE OF CANADA ELECTIONS CANADA ENVIRONMENT CANADA FINANCE CANADA, DEPARTMENT OF FISHERIES AND OCEANS CANADA FOREIGN AFFAIRS AND INTERNATIONAL TRADE HEALTH CANADA HUMAN RESOURCES AND SOCIAL DEVELOPMENT INDIAN AND NORTHERN AFFAIRS DEVELOPMENT CANADA INDUSTRY CANADA INFRASTRUCTURE CANADA JUSTICE CANADA, DEPARTMENT OF LIBRARY AND ARCHIVES OF CANADA NATIONAL DEFENCE NATIONAL RESEARCH COUNCIL CANADA NATURAL RESOURCES CANADA PARKS CANADA PASSPORT CANADA PRIVY COUNCIL OFFICE PUBLIC HEALTH AGENCY OF CANADA PUBLIC SAFETY AND EMERGENCY PREPAREDNESS CANADA PUBLIC SERVICE COMMISSION OF CANADA PUBLIC WORKS AND GOVERNMENT SERVICES CANADA ROYAL CANADIAN MOUNTED POLICE SERVICE CANADA STATISTICS CANADA TRANSPORT CANADA TREASURY BOARD OF CANADA SECRETARIAT VETERANS AFFAIRS CANADA National CTS Vendors Other CTS Vendors The bottom line is this: if a vendor based all of its strategic planning and competitive analysis on the same list of vendors universally across the Government of Canada, its target Departments and Agencies, and its RFP opportunities, the vendor is building and making key business decisions on an incomplete picture of its true competitive environment. So, if you re already an existing vendor, how do you continue to grow your Canadian Public Sector business? And, if you re looking to become a new vendor, how do you efficiently and effectively break into the GoC CTS market? Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 7

8 Win More Canadian Public Sector Business At Summit, we believe that growing your company s Canadian Public Sector business requires an informed go tomarket strategy, one that is based on knowledge of your clients, your available opportunities, your competitors, and your company. Accurate and timely market research helps you: Better understand your clients key issues. When you know what keeps your clients up at night, you can craft value propositions that directly link your goods and services to resolving your clients current state issues and/or future state objectives. It s not what you have to sell; it s what your clients need. Better understand your clients key trends and funded opportunities. When you can craft a target account list and an accurate RFP pipeline that is well aligned with your capabilities and capacities, you can better plan and organize your business development, capture management, and proposal management activities. It s about finding and following the money. Better understand your competitive environment. When you can develop a more accurate win probability, you can make better business decisions (e.g. bid / no bid). When you can craft clear value propositions, you become more customer focused and competitive. It s about knowing who your competitors are, especially the dark horses in the race, and devising accurate account and RFP strategies in response. Very simply, when you proactively identify your clients issues, priorities, upcoming initiatives, and spending patterns, you better position your company to win more business. Know Your Client. Know Your Opportunities. Know Your Competitors. Know Your Firm. While a strong business development team can bring significant breadth and depth of market insights, decisions related to industry, account, and RFP strategic planning should be supported by actual client data. Focused on the consulting, technology, and staffing sectors, Summit has developed a series of Canadian Public Sector market research publications, specifically to address information needs at all levels of market research. Why is this report unique? This Government of Canada s Top Consulting, Technology, and Staffing Vendors (FY ) report is not an extrapolation based on other markets data, but is based on actual Government of Canadian payment data. Buying Patterns Matter One of the best sources of competitive information is client purchasing history. Buying patterns matter. Buying patterns are important because they are a solid predictor of future purchasing behaviour, and they are an excellent indicator of a client s actual need (not just what is written into plans and priorities documents), of brand sensitivity, and of efficacy of vendor value propositions. In this report, the following buying patterns were researched and analyzed: 1. What is the size of the Government of Canada s market for consulting, technology, and staffing (CTS) goods and services? 2. Who are the Top 25 CTS vendors for the Government of Canada (Cross Departmental)? 3. Who are the Top 25 CTS vendors for each of the 39 Government of Canada Departments and Agencies researched? To present our findings, this report has been organized as follows: Section 3 Government of Canada Spend Overview. This section outlines research findings on Canada s contract spending on goods and services of all types in FY Section 4 Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada. This section outlines contract spending research findings at the Government of Canada (Cross Departmental) level (i.e. summarizing findings from all 39 Departments and Agencies researched). Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 8

9 Section 5 Top Consulting, Technology, and Staffing Vendors, by Department or Agency. This section outlines contract spending research findings at the individual Department or Agency level. Specifically, this section includes the Top 25 CTS Vendor profiles for each of the 39 Departments and Agencies researched. Section 6 Conclusions and Next Steps. Government of Canada is an account that offers consulting, technology, and staffing vendors consistent and recession resistant growth opportunities. Supported by an informed go to market strategy that is based on highly accurate and timely knowledge including client contract spend analysis and competitive information contained in this report you can position your company to win more Canadian Public Sector business. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 9

10 2. Win More Canadian Public Sector Business Superior knowledge delivers wins. At Summit, we believe that growing your company s Canadian Public Sector business requires an informed go to market strategy, one that is based on knowledge of your clients, your available opportunities, your competitors, and your company. Accurate and timely market research helps you: Better understand your clients key issues. When you know what keeps your clients up at night, you can craft value propositions that directly link your goods and services to resolving your clients current state issues and/or future state objectives. It s not what you have to sell; it s what your clients need. Better understand your clients key trends and funded opportunities. When you can craft a target account list and an accurate Request for Proposal (RFP) pipeline that is well aligned with your capabilities and capacities, you can better plan and organize your business development, capture management, and proposal management activities. It s about finding and following the money. Better understand your competitive environment. When you can develop a more accurate win probability, you can make better business decisions (e.g. bid / no bid). When you can craft clear value propositions, you become more customer focused and competitive. It s about knowing who your competitors are, especially the dark horses in the race, and devising accurate account and RFP strategies in response. Very simply, when you proactively identify your clients issues, priorities, upcoming initiatives, and spending patterns, you better position your company to win more business. While a strong business development team can bring significant breadth and depth of market insights, decisions related to industry, account, and RFP strategic planning should be supported by actual client data. Focused on the consulting, technology, and staffing sectors, Summit has developed a series of Canadian Public Sector market research publications, specifically to address information needs at all levels of market research: Figure 4: Summit s Comprehensive Approach to Market Research Market Research External Analysis Know Your Client Know Your Opportunities Summit s Canadian Public Sector: Key Issues, Trends, Opportunities Report Series The Focus of this Report Know Your Competitors Summit s Canadian Public Sector: Top Consulting, Technology, and Staffing Report Market Research Internal Analysis Know Your Firm Summit s Custom Market Research and Strategy Services This Government of Canada s Top Consulting, Technology, and Staffing Vendors (FY ) report is not an extrapolation based on other markets data, but is based on actual Government of Canadian payment data. Why is this report unique? This report is not an extrapolation based on other markets data, but is based on actual Government of Canada contract data, specifically buying pattern data. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 10

11 2.1 Buying Patterns Matter Competitive analysis is a key component of any effective market research program. The most effective competitive analysis programs are structured and proactive they follow industry best practices, and occur as part of a company s annual strategic planning cycle. Effective programs are also based on knowledge sourced both from a company s internal organization (e.g. Executives, Leaders, Marketing Professionals, Business Developers, Sales Professionals, and Consultants) and external data they are based on known and previously unknown information. One of the best sources of competitive information is client purchasing history. Buying patterns matter. Buying patterns are important because they are a solid predictor of future purchasing behaviour, and they are an excellent indicator of a client s actual need (not just what is written into plans and priorities documents), of brand sensitivity, and of efficacy of vendor value propositions. In this report, the following buying patterns were researched and analyzed: 1. What is the size of the Government of Canada s market for consulting, technology, and staffing (CTS) goods and services? 2. Who are the Top 25 CTS vendors for the Government of Canada (Cross Departmental)? 3. Who are the Top 25 CTS vendors for each of the 39 Government of Canada Departments and Agencies researched? To present our findings, this report has been organized as follows: Section 3 Government of Canada Spend Overview. This section outlines research findings on Canada s contract spending on goods and services of all types in FY Section 4 Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada. This section outlines contract spending research findings at the Government of Canada (Cross Departmental) level (i.e. summarizing findings from all 39 Departments and Agencies researched). Section 5 Top Consulting, Technology, and Staffing Vendors, by Department or Agency. This section outlines contract spending research findings at the individual Department or Agency level. Specifically, this section includes the Top 25 CTS Vendor profiles for each of the 39 Departments and Agencies researched. Section 6 Conclusions and Next Steps. Government of Canada is an account that offers consulting, technology, and staffing vendors consistent and recession resistant growth opportunities. Supported by an informed go to market strategy that is based on highly accurate and timely knowledge including client contract spend analysis and competitive information contained in this report you can position your company to win more business. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 11

12 2.2 Who Should Read This Report? This Government of Canada s Top Consulting, Technology, and Staffing Vendors (FY ) report is essential reading for anyone who wants better understand Canada s spend patterns, and to win more business: Company Executives and Leaders responsible for developing and implementing strategic industry and account plans, and RFP win strategies for their company s Canadian Public Sector business. Business Development and Sales Professionals responsible for developing and implementing strategic account plans and RFP win strategies. Marketing Professionals responsible for developing and implementing company, industry, or account marketing strategies and plans. Capture Managers and Proposal Managers responsible for developing and implementing RFP win strategies. Consultants responsible for delivering projects to Canadian Public Sector clients. This report also provides insights to non profit organizations and citizens interested in GoC s contract spending on consulting, technology, and staffing products and services. We Welcome Your Feedback. Comments and feedback regarding this report can be forwarded to publications@summitproposalgroup.com. Please cite the report name in the subject line, and provide your contact information to facilitate follow up. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 12

13 2.3 Research Approach and Methodology Selecting the 39 Departments and Agencies Researched For FY , contract data was researched and analyzed for 39 Departments and Agencies, including: Department / Agency Figure 5: Government of Canada 39 Key Departments and Agencies Were Analyzed Location in Report Department / Agency These 39 entities were selected based on the size and strategic nature (i.e. core to government) of the Department or Agency. Location in Report Agriculture and Agri Food Canada Section 5.1 Infrastructure Canada Section 5.21 Auditor General of Canada, Office of the Section 5.2 Justice Canada, Department of Section 5.22 Bank of Canada Section 5.3 Library and Archives of Canada Section 5.23 Canada Border Services Agency Section 5.4 National Defence, Department of Section 5.24 Canada Revenue Agency Section 5.5 National Research Council Canada Section 5.25 Canadian Food Inspection Agency Section 5.6 Natural Resources Canada Section 5.26 Canadian Heritage Section 5.7 Parks Canada Section 5.27 Canadian International Development Agency Section 5.8 Passport Canada Section 5.28 Canadian Space Agency Section 5.9 Privy Council Office Section 5.29 Citizenship and Immigration Canada Section 5.10 Public Health Agency of Canada Section 5.30 Correctional Service of Canada Section 5.11 Public Safety Canada Section 5.31 Elections Canada Section 5.12 Public Service Commission of Canada Section 5.32 Environment Canada Section 5.13 Public Works and Government Services Canada Section 5.33 Finance Canada, Department of Section 5.14 Royal Canadian Mounted Police Section 5.34 Fisheries and Oceans Canada Section 5.15 Service Canada Section 5.35 Foreign Affairs and International Trade Canada Section 5.16 Statistics Canada Section 5.36 Health Canada Section 5.17 Transport Canada Section 5.37 Human Resources and Skills Development Canada Section 5.18 Treasury Board of Canada Secretariat Section 5.38 Indian and Northern Affairs Development Canada Section 5.19 Veterans Affairs Canada Section 5.39 Industry Canada Section 5.20 As a group, the 39 Departments and Agencies researched for this report provide an accurate representation of GoC contract spend, with a total of $25,648,209,453.17, or 98.92% of the total GoC contracts reported over the reporting threshold value of $10,000 CDN. Identifying Consulting, Technology, and Staffing Vendors For each of the 39 Departments and Agencies researched, all individual contracts reported for FY were grouped by vendor (where applicable, businesses were grouped under one parent company name). There were two (2) ways by which a vendor was classified as in scope for the Top 25 Consulting, Technology, and Staffing Vendor rankings: 1. Identifying National Consulting, Technology, and Staffing Vendors National Consulting, Technology, and Staffing (CTS) Vendors were selected based on a number of factors, including: being global and/or national companies with established Public Sector Practices; and top industry ranking by third party entities such as Branham Group Inc. s 1 Top 25 ICT Multinational Companies Operating in Canada, Top 25 Canadian ICT Professional Services Companies, and Top 10 Canadian ICT Staffing Companies. The primary purpose of identifying and isolating National CTS vendors was to demonstrate that when conducting competitive analysis, the common approach of limiting research to the usual, or known vendors results in only a partial picture of the actual competitive environment. The following vendors were classified as National CTS vendors: 1 Branham Group Inc. ( without endorsement from Branham Group Inc. of Summit for our use of their work." Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 13

14 1. ADGA Group Consultants Inc. 2. ADP Inc. 3. Accenture plc 4. Adastra Corporation 5. Alcatel Lucent SA 6. Amdocs Limited 7. Annex Consulting Group Inc. 8. Aon plc 9. AT Kearney Ltd. 10. BAE Systems Inc. 11. Bain & Company Inc. 12. BearingPoint LP 13. Booz Allen Hamilton Inc. 14. Boston Consulting Group, The 15. CA Technologies Inc. 16. CACI International Inc. 17. CGI Group Inc. 18. Calian Technologies Ltd. 19. Christie Digital Systems Inc. 20. Ciber Inc. 21. Cisco Systems Inc. 22. Compugen Ltd. 23. Computer Sciences Corp. (CSC) 24. Critical Control Solutions Corporation 25. Cyberplex Inc. 26. Deloitte Touche Tohmatsu Limited 27. Eagle Professional Resources Inc. 28. EDS, an HP Company 29. Environmental Systems Research Institute Inc. (Esri) 30. Ericsson Figure 6: National Consulting, Technology, and Staffing (National CTS) Vendors List 31. Ernst & Young LLP 32. Fujitsu Limited 33. General Dynamics Corporation 34. Raymond Chabot Grant Thornton LLP 35. Hartco Inc. 36. Herjavec Group Inc., The 37. Hewlett Packard Company 38. Hitachi Ltd. 39. Honeywell International Inc. 40. IBM Corporation 41. ICF International Inc. 42. KPMG LLP 43. Lockheed Martin Corporation 44. Logica plc 45. Macdonald, Dettwiler and Associates Ltd. 46. ManTec International Corporation 47. Maplesoft Group Inc. 48. Maximus Inc. 49. McKinsey & Company Inc. 50. Mercer LLC 51. Microsoft Corporation 52. Monitor Group 53. NTT Data Corporation 54. National Computer Professionals 55. Navigant Consulting Inc. 56. Nokia Corporation 57. Northrup Grumman Corporation 58. Nurun Inc. 59. Oliver Wyman Group 60. OnX Enterprise Solutions Ltd. 61. Oracle Corporation 62. PA Consulting Services Limited 63. PMC Sierra Inc. 64. Pitney Bowes Ltd. 65. PrecisionERP Inc. 66. PricewaterhouseCoopers LLP 67. Procom Consultants Group Ltd. 68. R3D Conseil Inc. 69. Randstad Interim Inc. 70. Raytheon Canada Limited 71. SAP AG 72. SI Systems Ltd. 73. SOROC Technology Inc. 74. SRA International Inc. 75. Scalar Decisions Inc. 76. Science Applications International Corporation (SAIC) 77. Softchoice Corporation 78. SunGard Data Systems Inc. 79. Symantec Corporation 80. Systematix Inc. 81. TEKsystems Inc. 82. TES The Employment Solutions 83. Teranet Inc. 84. Towers Watson & Co. 85. Unisys Corporation 86. Veritaaq Technology House Inc. 87. Wipro Limited 88. Xerox Corporation In this report, all references made to National Consulting, Technology, and Staffing Vendors or National CTS Vendors refers to one, several, or all of the vendors identified above. 2. Identifying Other Consulting, Technology, and Staffing Vendors For the remaining vendors, the following guidelines were used to classify a vendor s core business: Consulting Technology Staffing These vendors deliver a broad spectrum of services, including but not limited to Strategy and Operations, Human Capital, and Technology. Vendors whose core offerings included COTS or custom software (thus also product focused) were excluded from this services focused group. Vendors whose core offerings are highly specialized, domain specific services (e.g. agricultural sector growth) were also excluded. These vendors deliver a broad spectrum of products and services related to Information Management / Information Technology. This group included systems integrators, value added resellers, and COTS or custom software publishers. Vendors whose core offerings are focused on hardware and mass market software resellers (e.g. office productivity software) were excluded. These vendors deliver staffing and placement services related to Consulting and/or Technology, either on a body shop or project basis. All other companies classified in scope as a consulting, technology, or staffing vendor were classified as Other Consulting, Technology, and Staffing Vendors or Other CTS Vendors. Thus, if a vendor was classified as a consulting, technology, or staffing vendor, it was either a National CTS Vendor or Other CTS Vendor. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 14

15 Ranking the Vendors Finally, all vendors identified as in scope were ranked based on total contracts received to identify the Top 25 CTS Vendors for each of the 39 Departments and Agencies researched. The composition of each Department or Agency s Top 25 CTS Vendors List was further analyzed to calculate distribution of core business (i.e. consulting, technology, or staffing) and vendor type (i.e. National CTS Vendor or Other CTS Vendor). These research findings can be found in report section 5. Top 25 Consulting, Technology and Staffing Vendors, by Department or Agency herein. The 39 Department and Agency Top 25 CTS Vendor rankings were also consolidated to create a Government of Canada (Cross Departmental) Top 25 CTS Vendor list. These research findings can be found in report section 4. Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada herein. Note that vendors are listed by company entity as reported by the Government of Canada, regardless of operational changes such as mergers and acquisitions, because vendor brand (specifically, brand recognition) is considered a key buyer selection criterion. Thus, although one or more vendors may belong to the same parent company, these vendors will be listed individually. As the consulting, technology, and staffing sectors are constantly undergoing changes through new entrants, mergers and acquisitions, it is recommended that a company s industry, account, and RFP strategic planning activities include regular environmental scans for relevant changes. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 15

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17 5. Top 25 Consulting, Technology, and Staffing Vendors, by Department or Agency This section presents the Top 25 Consulting, Technology, and Staffing (CTS) vendors, by Department or Agency, for each of the 39 Departments and Agencies researched. Each profile contains: A table identifying the Top 25 CTS Vendors for the Department or Agency (based on total contracts reported for FY ), along with a per vendor breakdown of Total Contracts ($), Departmental Market Share (%), Core Business (i.e. consulting, technology, or staffing), and Vendor Type (i.e. National CTS or Other CTS). A pie chart displaying the breakdown of core business among the Department or Agency s Top 25 CTS Vendors group. A pie chart displaying the breakdown of vendor type among the Department or Agency s Top 25 CTS Vendors group. The following table provides a cross reference for each Department or Agency to its location in the report: Department / Agency Table 2: Department or Agency Top 25 CTS Vendors List Cross Reference Location in Report Department / Agency Location in Report Agriculture and Agri Food Canada Section 5.1 Infrastructure Canada Section 5.21 Auditor General of Canada, Office of the Section 5.2 Justice Canada, Department of Section 5.22 Bank of Canada Section 5.3 Library and Archives of Canada Section 5.23 Canada Border Services Agency Section 5.4 National Defence, Department of Section 5.24 Canada Revenue Agency Section 5.5 National Research Council Canada Section 5.25 Canadian Food Inspection Agency Section 5.6 Natural Resources Canada Section 5.26 Canadian Heritage Section 5.7 Parks Canada Section 5.27 Canadian International Development Agency Section 5.8 Passport Canada Section 5.28 Canadian Space Agency Section 5.9 Privy Council Office Section 5.29 Citizenship and Immigration Canada Section 5.10 Public Health Agency of Canada Section 5.30 Correctional Service of Canada Section 5.11 Public Safety Canada Section 5.31 Elections Canada Section 5.12 Public Service Commission of Canada Section 5.32 Environment Canada Section 5.13 Public Works and Government Services Canada Section 5.33 Finance Canada, Department of Section 5.14 Royal Canadian Mounted Police Section 5.34 Fisheries and Oceans Canada Section 5.15 Service Canada Section 5.35 Foreign Affairs and International Trade Canada Section 5.16 Statistics Canada Section 5.36 Health Canada Section 5.17 Transport Canada Section 5.37 Human Resources and Skills Development Canada Section 5.18 Treasury Board of Canada Secretariat Section 5.38 Indian and Northern Affairs Development Canada Section 5.19 Veterans Affairs Canada Section 5.39 Industry Canada Section 5.20 Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 17

18 5.1 Agriculture and Agri-Food Canada Based on contract data reported for FY , Agriculture and Agri Food Canada s Top 25 Consulting, Technology, and Staffing (CTS) Vendors were as follows: Rank Vendor Total Contracts Departmental Market Share Core Business National CTS Vendor* 1 Microsoft Corporation $ 4,890, % Technology 2 Turtle Technologies Inc. $ 2,514, % Technology 3 Equasion Business Technology Consulting Inc. $ 1,952, % Technology 4 Teramach Technologies Inc. $ 1,418, % Technology 5 IBM Corporation $ 1,284, % Technology 6 Leverage Technology Resources Inc. $ 1,204, % Technology 7 CGI Group Inc. $ 1,160, % Technology 8 ITEX Inc. $ 1,031, % Technology 9 Calian Technologies Ltd. $ 877, % Technology 10 Excel Human Resources Inc. (excelhr) $ 743, % Staffing 11 Oracle Corporation $ 684, % Technology 12 Holonics Inc. $ 608, % Technology 13 Conexsys Communications Ltd. $ 585, % Technology 14 Systematix Inc. $ 577, % Technology 15 Nitro IT Business Solutions Inc. $ 558, % Technology 16 PricewaterhouseCoopers LLP $ 537, % Consulting 17 Altis Human Resources Inc. $ 518, % Staffing 18 Ernst & Young LLP $ 502, % Consulting 19 Integra Networks Corporation $ 496, % Technology 20 Environmental Systems Research Institute Inc. $ 491, % Technology 21 Veritaaq Technology House Inc. $ 482, % Technology 22 IT/NET Ottawa Inc. $ 477, % Technology 23 Northern Micro Inc. $ 471, % Technology 24 Softchoice Corporation $ 458, % Technology 25 Deloitte Touche Tohmatsu Limited $ 458, % Consulting Total $ 24,985, % * Please see section 2.3 Research Approach and Methodology for more information. Agriculture and Agri Food Canada Top 25 CTS Vendors Core Business Analysis Staffing $1,261, % Technology $22,226, % Consulting Technology Staffing Consulting $1,497, % Agriculture and Agri Food Canada Top 25 CTS Vendors Vendor Type Analysis Other CTS Vendors $12,580, % National CTS Vendors $12,404, % The composition of the Department or Agency s Top 25 CTS Vendors also provides insights that can be valuable for strategic planning, such as the distribution of core business (see top right), and vendor type (see below right). Please see section 5.40 Strategic Recommendations for more information. National CTS Vendors Other CTS Vendors Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 18

19 5.2 Auditor General of Canada, Office of the Based on contract data reported for FY , Office of the Auditor General of Canada s Top 25 Consulting, Technology, and Staffing (CTS) Vendors were as follows: Rank Vendor Total Contracts Departmental Market Share Core Business National CTS Vendor* 1 PricewaterhouseCoopers LLP $ 492, % Consulting 2 KPMG LLP $ 470, % Consulting 3 Microsoft Corporation $ 452, % Technology 4 Deloitte Touche Tohmatsu Limited $ 200, % Consulting 5 Ernst & Young LLP $ 185, % Consulting 6 RPDATA Solutions Inc. $ 177, % Technology 7 Raymond Chabot Grant Thornton LLP $ 139, % Consulting 8 Nisha Technologies Inc. $ 91, % Technology 9 Softchoice Corporation $ 88, % Technology 10 Mackinnon Charlton Management Consultants Ltd. $ 73, % Consulting 11 Anthony Macauley Associates Inc. $ 73, % Technology 12 Oracle Corporation $ 70, % Technology 13 Samson & Associates Ltd. $ 63, % Consulting 14 Marcil Lavallée $ 62, % Consulting 15 OLAV Consulting Corporation $ 54, % Staffing 16 Quintet Consulting Corporation $ 42, % Consulting 17 IMP Group Limited $ 40, % Technology 18 Teramach Technologies Inc. $ 37, % Technology 19 Mitel Networks Corporation $ 32, % Technology 20 Open Text Corporation $ 32, % Technology 21 Workstream Inc. $ 26, % Technology 22 Maplesoft Group Inc. $ 24, % Technology 23 Interis Consulting Inc. $ 24, % Consulting 24 Lannick Group Inc. $ 24, % Staffing 25 IBM Corporation $ 24, % Technology Total $ 3,008, % * Please see section 2.3 Research Approach and Methodology for more information. The composition of the Department or Agency s Top 25 CTS Vendors also provides insights that can be valuable for strategic planning, such as the distribution of core business (see top right), and vendor type (see below right). Please see section 5.40 Strategic Recommendations for more information. Auditor General of Canada, Office of the Top 25 CTS Vendors Core Business Analysis Staffing $79, % Technology $1,173, % Other CTS Vendors $858, % Consulting Technology Staffing Consulting $1,755, % Auditor General of Canada, Office of the Top 25 CTS Vendors Vendor Type Analysis National CTS Vendors Other CTS Vendors National CTS Vendors $2,149, % Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 19

20 5.40 Strategic Recommendations Recommendation For each target Department or Agency, vendors should include in its account and RFP strategic planning activities a competitive analysis of the target Department or Agency s Top 25 CTS Vendors, and adjust its strategy accordingly. Existing vendors have established relationships, organizational knowledge and experience, and demonstrated procurement and contracting success within a Department or Agency all advantageous to winning more business. Accurate and current knowledge of a Department or Agency s top vendors is essential for competitive analysis and strategy development. Multi year patterns are even more important: the longer a vendor remains a Department or Agency top vendor, the likelier the vendor has reached trusted advisor status and the more difficult it becomes to unseat this incumbent. In some instances, current top vendors can have multi year strategic impacts. For example, if a Department or Agency makes a large payment to a vendor of specific software, this typically represents a strategic and multi year commitment by the Department or Agency. As such, vendors should consider as part of its strategy offering complementary goods and services, or at least avoid offering conflicting goods and services. This section of the report identified the top vendors for each of the 39 Departments and Agencies researched, based on total payments received in FY Notably, each Department and Agency researched had a unique set of Top 25 CTS Vendors. Thus, while the Government of Canada (Cross Departmental) Top 25 CTS Vendors list (see section 4. Top 25 Consulting, Technology, and Staffing Vendors, Government of Canada ) provides a sound basis for industry level competitive analysis, if universally applied to Departments and Agencies as well as RFPs, that specific list would result in an incomplete picture of a vendor s true competitive environment. Thus, it is recommended that for each target Department and Agency, vendors should include in its account (Department and Agency) and RFP strategic planning activities a competitive analysis of the target Department and Agency s Top 25 CTS Vendors, and adjust its strategy accordingly. These top vendors can be potential competitors, partners, or even acquisition targets. Specifically, at the account planning level, vendors should conduct a gap analysis between competitor capabilities and capacities and the target Department and Agency s key issues, priorities, and upcoming initiatives to help identify strengths, weaknesses, opportunities and threats. And, at the RFP planning level, vendors should conduct a similar analysis between competitor capabilities and capacities and the RFP s key client and project issues and objectives to help identify strengths, weaknesses, opportunities and threats. Combined, these activities enable a vendor to build account and RFP strategies based on a more accurate picture of its competitive environment, and better position a vendor to maximize wins while managing the cost of business development (e.g. via more informed bid and no bid decisions, respectively). Recommendation For each target Department and Agency, vendors should analyze the Department and Agency s Top 25 CTS Vendors in terms of core business distribution (i.e. consulting, technology, or staffing), and adjust its strategy accordingly. Publications such as the Reports on Plans and Priorities are an important source of information about a Department and Agency s key issues, priorities, and upcoming initiatives. But because the environment is constantly changing, plans and priorities established during the planning cycle do not always translate to actual spend. Accurate and current knowledge of a Department and Agency s actual spend patterns is essential for competitive analysis and strategy development because actual payments are an excellent indicator of a Department and Agency s demonstrated need. The core principle here is customer focus: it s not what you have to sell; it s what your customers need. This section of the report also outlined the composition of each Department and Agency s Top 25 CTS Vendors in terms of core business (i.e. consulting, technology, or staffing). Again, the results of all 39 Departments and Agencies researched varied: Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 20

21 Figure 7: Cross Departmental Top 25 CTS Vendors Core Business Analysis Cross Departmental Top 25 CTS Vendors Core Business Analysis 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% AGRICULTURE AND AGRI FOOD CANADA AUDITOR GENERAL OF CANADA, OFFICE OF THE BANK OF CANADA CANADA BORDER SERVICES AGENCY CANADA REVENUE AGENCY CANADIAN FOOD INSPECTION AGENCY CANADIAN HERITAGE CANADIAN INTERNATIONAL DEVELOPMENT AGENCY CANADIAN SPACE AGENCY CITIZENSHIP AND IMMIGRATION CANADA CORRECTIONAL SERVICE OF CANADA ELECTIONS CANADA ENVIRONMENT CANADA FINANCE CANADA, DEPARTMENT OF FISHERIES AND OCEANS CANADA FOREIGN AFFAIRS AND INTERNATIONAL TRADE HEALTH CANADA HUMAN RESOURCES AND SOCIAL DEVELOPMENT INDIAN AND NORTHERN AFFAIRS DEVELOPMENT CANADA INDUSTRY CANADA INFRASTRUCTURE CANADA JUSTICE CANADA, DEPARTMENT OF LIBRARY AND ARCHIVES OF CANADA NATIONAL DEFENCE NATIONAL RESEARCH COUNCIL CANADA NATURAL RESOURCES CANADA PARKS CANADA PASSPORT CANADA PRIVY COUNCIL OFFICE PUBLIC HEALTH AGENCY OF CANADA PUBLIC SAFETY AND EMERGENCY PREPAREDNESS CANADA PUBLIC SERVICE COMMISSION OF CANADA PUBLIC WORKS AND GOVERNMENT SERVICES CANADA ROYAL CANADIAN MOUNTED POLICE SERVICE CANADA STATISTICS CANADA TRANSPORT CANADA TREASURY BOARD OF CANADA SECRETARIAT VETERANS AFFAIRS CANADA Consulting Technology Staffing Thus, it is recommended that for each target Department and Agency, vendors should analyze the Department and Agency s Top 25 CTS Vendors in terms of core business distribution (e.g. consulting, technology, or staffing), and adjust its strategy accordingly. For example, if a Department and Agency has a demonstrated higher need for consulting goods and services (e.g. in FY , consulting accounted for 58% of Office of the Auditor General s Top 25 CTS Vendors contracts reported), a vendor should consider focusing its account and RFP strategic planning activities on a Department and Agency s consulting related needs. This is recommended particularly if a multi year pattern shows this need consistently. Unless there is a specific, qualified technology or staffing need, a vendor should be cautious about leading client engagement activities (e.g. sales calls) from those perspectives. Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 21

22 Specifically, at the account planning level, a vendor should conduct a gap analysis between its capabilities and capacities and the target Department and Agency s demonstrated vendor core business need to help identify strengths, weaknesses, opportunities and threats. And, at the RFP planning level, particularly those involving multiple core business requirements, a vendor should consider ways to highlight its capacity and capability tailored to a Department and Agency s demonstrated vendor core business need (e.g. via proposal win themes and content). Combined, these activities enable a vendor to build account and RFP strategies based on a more accurate picture of its target Department and Agency s demonstrated need and better position a vendor to maximize wins through improved customer focus. Recommendation For each target Department and Agency, vendors should analyze the Department and Agency s Top 25 CTS Vendors in terms of vendor type distribution (i.e. either National CTS or Other CTS), and adjust its strategy accordingly. As proposed above, accurate and current knowledge of a Department and Agency s actual spend patterns is essential for competitive analysis and strategy development because actual payments are an excellent indicator of a Department and Agency s demonstrated need. Buyers select suppliers that offer them the best value proposition to meet their needs. Thus, in addition to looking at the distribution of core business among a Department and Agency s Top 25 CTS Vendors, the distribution of vendor type (i.e. either National CTS Vendor or Other CTS Vendor), is also important information because it is an excellent indicator of brand sensitivity and effective value propositions. From a brand perspective, where National CTS Vendors are typically the most established and well known vendors often viewed by Public Sector clients as safe selections Other CTS Vendors are typically smaller to medium sized and niche companies. A higher proportion of National CTS Vendors may indicate that the Department or Agency is more conservative in vendor selection (higher vendor brand sensitivity) and/or less price sensitive. Conversely, a higher proportion of Other CTS Vendors may indicate that the Department and Agency is less conservative in vendor selection (lower vendor brand sensitivity) and/or more price sensitive. From a vendor value proposition perspective, National CTS Vendors typically highlight established brand, proven approaches and methodologies, established project delivery and administrative infrastructure, industry leading delivery capabilities and capacities, and full time resources. Other CTS Vendors typically highlight higher client tovendor executive contact, project approach and methodology flexibility, and relative price consciousness. This section of the report also outlined the composition of each Department and Agency s Top 25 CTS Vendors lists in terms of vendor type (i.e. National CTS Vendor or Other CTS Vendor). Again, the results of all 39 Departments and Agencies researched varied: Summit Proposal Group Inc. ( Summit ) All Rights Reserved. Page 22

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