The Government of Canada just updated its Industrial and Technological Benefits Policy, and for once, the changes actually favour smaller Canadian companies. Here's what changed, and what it means for your team.

In Canadian procurement, mandatory requirements are pass/fail: miss one and your bid is disqualified before scoring begins. Rated requirements determine how competitive you are. Buy Canadian policy adds complexity: its requirements can appear as either, depending on the tender. Strong proposal teams identify and track mandatory requirements from day one, with clear ownership and evidence, rather than assuming compliance.