Selling to the Government of Canada as a Startup
The Government of Canada buys a lot of technology, but it buys through formal processes that suit some startups and not others. Here is how it works and how to judge whether to pursue it.
How does a startup sell to the Government of Canada?
A startup sells to the Government of Canada by registering as a supplier, finding opportunities on CanadaBuys, and bidding on them, either directly or through standing offers and supply arrangements that pre-qualify suppliers. Contracts with security requirements also need screening through the Contract Security Program.
CanadaBuys sets out the steps in preparing to sell to the government, including registering through SAP Business Network and obtaining a CRA business number before a contract can be finalized.
Is the federal government a realistic market for your startup?
The federal government is a realistic market if departments already buy what you sell, your product can meet their security and language requirements, you can wait months for decisions, and you can afford to write bids. If you would need to change the product significantly for government, treat it as a later market.
| Question | Realistic now | Probably later |
|---|---|---|
| Do departments already buy this category? | Yes, tenders appear on CanadaBuys | No tenders in the past year |
| Can you meet security requirements? | Yes, or screening is feasible | Requires clearances you can’t obtain |
| Can you serve in English and French? | Yes | Not yet |
| Can you wait for procurement timelines? | Yes, with other revenue | Cash depends on a quick win |
| Can you write compliant bids? | Yes, someone owns it | No time or experience |
| Is there a route in without a large tender? | Yes, such as a small contract or ISC | Only large competitive tenders |
What are the main routes into federal contracts?
The main routes are open competitive tenders, standing offers and supply arrangements that let departments buy from pre-qualified suppliers, smaller contracts below competitive thresholds, and programs that buy innovation directly, such as Innovative Solutions Canada. For startups, the last two are often the most realistic first steps.
The Innovative Solutions Canada guide covers the program that funds early-stage technology for government challenges. The federal Buy Canadian Policy, in effect since December 16, 2025, gives Canadian suppliers an advantage on larger contracts in strategic sectors.
Where can a startup get help with federal procurement?
Procurement Assistance Canada offers free seminars and guidance for businesses new to federal procurement. It is the right first contact for questions about registration, finding opportunities and preparing bids. The government also announced new small-business procurement measures in July 2026 aimed at simplifying bidding.
Start with Procurement Assistance Canada. Because the small-business measures are new, check how they apply to your category before relying on them.
Read the tenders before you chase the market.
If departments aren’t already buying what you sell, no amount of registration will create demand. Let past tenders tell you whether government is a market.
What should you do first?
Start by searching CanadaBuys for past and current tenders in your category, then register as a supplier, attend a Procurement Assistance Canada seminar, and look for an Innovative Solutions Canada challenge that fits. Commit to large competitive bids only after you have seen how departments describe what they buy.
- Search CanadaBuys for the last 12 months of tenders in your category.
- Subscribe to notifications for relevant keywords.
- Register through SAP Business Network and confirm your CRA business number.
- Attend a Procurement Assistance Canada seminar.
- Check whether your product fits a current Innovative Solutions Canada challenge.
- Decide who will own bids, and how many hours you can give them.
Provinces, cities and hospitals buy too, often in smaller contracts: see selling to provincial and municipal governments. Founders who want to be close to federal buyers often base the company in Ottawa.
Frequently asked questions
How do I register to sell to the Government of Canada?
Register through SAP Business Network, as CanadaBuys describes, and have a CRA business number ready before any contract can be finalized.
Where are federal tenders published?
On CanadaBuys, where you can search opportunities and subscribe to notifications.
What is a standing offer?
A pre-arranged agreement that lets departments order from qualified suppliers at set terms without a new competition each time.
Do I need security clearance to sell to government?
Only for contracts with security requirements. The Contract Security Program handles screening.
What is the Buy Canadian Policy?
A federal policy in effect since December 16, 2025 that prioritizes Canadian suppliers and content on larger contracts in strategic sectors.
How long do federal contracts take to win?
Often several months from tender to award, and longer for complex requirements. Plan other revenue alongside.
Sources & further reading
Rates, programs and rules change. These government and institutional sources let you verify the current details directly.