Historical Awards

Research past contract awards to understand who wins what, typical pricing, evaluation timelines, and competitive patterns. Historical award data is critical for bid/no-bid decisions, pricing strategy, and competitive intelligence.

Accessing Historical Awards

Filtering for Awards

Find awarded tenders across all sources:

Quick Access:

• Tenders page > Status filter > Select "Awarded"
• Or use preset filter: "Awarded Contracts"
• Shows all awarded tenders from all sources

Refine Award Search: Combine awarded status with:

• Department: Who awarded the contract
• Category: Type of work awarded
• Value Range: Contract size
• Award Date: When awarded (last 30/90/365 days)
• Location: Where work was performed
• Keywords: Specific technologies or services

Example Searches:

• "Awarded + DND + IT Services + Last 90 days" = Recent defense IT awards
• "Awarded + Healthcare + $1M-$5M" = Major healthcare contracts
• "Awarded + Cloud Computing + CanadaBuys" = Federal cloud awards

Award Data Fields

Each awarded tender includes:

Winner Information:

• Vendor Name: Company that won contract
• Vendor City: Vendor headquarters location
• Vendor Province: Vendor location
• Vendor Type: Large business, SME, Indigenous business
• Vendor Details: Link to vendor analytics profile

Contract Details:

• Award Value: Final contract value (CAD)
• Award Date: When contract was awarded
• Contract Number: Government contract reference
• Contract Duration: Start to end dates
• Options: Option periods included in award value

Original Tender:

• Link to original tender notice
• Closing date
• Posted date
• Evaluation period (closing to award)

Competition Details (when available):

• Number of bidders
• Lowest bid value
• Highest bid value
• Average bid value
• Your company's bid (if you bid)

Competitive Intelligence

Who Wins What

Identify dominant players in your market:

Vendor Win Patterns:

Filter awards to find:

• By Vendor: All awards to specific competitor
• By Department: Who wins with specific departments
• By Category: Who dominates specific work types
• By Value: Who wins small vs. large contracts
• By Location: Regional players vs. national firms

Analysis Questions:

• Who are the top 5 winners in your category?
• Which vendors win most often with your target department?
• Are wins concentrated or distributed?
• Who wins the largest contracts?
• Which small firms are winning?

Example Analysis:

Query: "Awards + DND + IT Security + Last 12 months"

Results show:

1. SecureTech Corp - 12 wins, $15M total
2. CyberDefense Inc - 8 wins, $11M total
3. National Security Systems - 6 wins, $22M total (larger projects)
4. Your Company - 2 wins, $3M total

Insights:

• SecureTech wins volume (many contracts)
• National Security wins value (large projects)
• You're in the market but not dominating
• Focus on mid-size contracts or partner with leaders

Incumbent Analysis

Research current contract holders:

Why Incumbents Matter:

• Significant advantage in re-competes
• Deep customer knowledge
• Proven performance
• Established relationships
• Transition costs favor retention

Finding Incumbents:

1. Find original award for service you're bidding on
2. Check contract end date
3. If approaching, likely re-compete coming
4. Plan incumbent displacement strategy

Incumbent Displacement Strategies:

• Performance Issues: Research past performance
• Technology Refresh: Propose modern solutions
• Cost Savings: Demonstrate efficiency gains
• Enhanced Services: Offer additional value
• Risk Mitigation: Address known problems

Partnering with Incumbents: If can't beat them, join them:

• Incumbent + your specialized capability
• Incumbent needs capacity, you provide
• Incumbent handles prime, you deliver value

Market Share Analysis

Understand market concentration:

Calculate Market Share:

For a specific market (e.g., Federal Cloud Services):

Total Awards (12 months): $250M across 50 contracts

Top Vendors:

• CloudTech: $75M (30% share)
• Your Company: $15M (6% share)
• MegaCorp: $50M (20% share)
• Others: $110M (44% share)

Market Insights:

• Concentrated: Top 3 hold 56% → Competitive
• Fragmented: "Others" 44% → Opportunity exists
• Your Position: 6% → Room to grow
• Target: Grow from 6% to 10% → $10M more revenue

Market Entry: If 0% share:

• Analyze who's winning
• Identify gaps they don't serve
• Partner with winner for entry
• Target small wins first

Pricing Analysis

Historical awards reveal pricing patterns:

Contract Value Analysis

Value Distributions:

For a category (e.g., Application Development):

Awards analysis (100 contracts, 12 months):

• Min: $50,000
• Max: $5,000,000
• Average: $450,000
• Median: $300,000
• 25th percentile: $150,000
• 75th percentile: $750,000

Sweet Spot: 50% of awards fall between $150K-$750K → Target range

Your Positioning:

• Won $200K project → Below median, room to grow
• Lost $1.2M project → Above typical, needed partnership
• Target $300K-$750K for best win rate

Price Benchmarking

Compare award values to estimate pricing:

Similar Work Comparison:

Your upcoming bid:

• Scope: Cloud migration for 500 users
• Duration: 12 months
• Department: Transport Canada

Find similar awards:

1. Immigration Canada cloud migration (400 users, 10 months) = $850K
2. Environment Canada cloud migration (600 users, 14 months) = $1.2M
3. Agriculture Canada cloud migration (450 users, 11 months) = $950K

Estimate:

• Average: ~$1M for 400-600 users, 10-14 months
• Your scope: 500 users, 12 months
• Estimated range: $900K-$1.1M
• Your bid target: $975K (middle of range)

Pricing Factors:

• User count (scale)
• Duration
• Complexity of existing environment
• Compliance requirements
• Support and training included

Rate Card Analysis

For time-and-materials contracts:

Extract Rates: Some awarded contracts disclose rates:

• Senior consultant: $1,800-$2,200/day
• Intermediate consultant: $1,200-$1,500/day
• Junior consultant: $800-$1,000/day
• Project manager: $1,500-$1,800/day

Market Rates: Understand competitive rate ranges:

• Premium firms charge upper range
• Smaller firms charge lower range
• Government expectation is mid-range
• Geographic variation (Ottawa vs. Regina)

Your Rate Strategy:

• Align with market mid-range for competitive bids
• Justify premium rates with unique value
• Lower rates for entry into new market
• Rate flexibility for larger volume

Cost Modeling

Build cost models from award data:

Resource Pricing:

Award shows: "Web development project, $600K, 12 months"

Infer:

• $600K / 12 months = $50K/month
• Assume $1,500/day blended rate
• $50K / $1,500 = 33 days/month
• 33 days / 22 business days = 1.5 FTE

Estimated Delivery Model:

• 1 full-time developer (1.0 FTE)
• 0.5 project manager (0.5 FTE)
• Total: 1.5 FTE

Validate Model: Check against other similar awards for consistency

Evaluation Timeline Analysis

Understand how long evaluations take:

Time-to-Award Metrics

Evaluation Period: Time from closing date to award date

Analysis by Solicitation Type:

RFP (Request for Proposal):

• Average: 45-60 days
• Range: 30-120 days
• Factors: Complexity, number of bidders, protests

RFQ (Request for Quotation):

• Average: 14-21 days
• Range: 7-45 days
• Factors: Simple evaluation, fewer bidders

RFSO (Standing Offer):

• Average: 60-90 days
• Range: 45-180 days
• Factors: Pre-qualification process, volume

By Department: Some departments consistently faster/slower:

• DND: 60-90 days (complex evaluations)
• PSPC: 45-60 days (standardized processes)
• ECCC: 30-45 days (smaller procurements)

By Value:

• < $100K: 14-30 days
• $100K-$1M: 30-60 days
• $1M-$10M: 60-120 days

• $10M: 90-180+ days

Planning Implications

Use timeline data for:

Pipeline Planning:

• Bid submitted March 1
• Expected award: April 15 (45 days)
• Plan for May 1 start
• Budget revenue for Q2/Q3

Resource Planning:

• Know when to hold resources for likely win
• Balance multiple bids with staggered timelines
• Avoid resource conflicts on similar awards

Cash Flow:

• Estimate when contract revenue begins
• Plan bridge financing if needed
• Manage gap between bid costs and revenue

Recompete Timing:

• 3-year contract awarded Jan 2024
• Expect recompete RFP: Oct 2026
• Award: Jan 2027
• Prepare 6 months before RFP

Win Pattern Analysis

Your Historical Performance

Track your own win/loss patterns:

Win Rate Calculation:

Last 12 months:

• Bids submitted: 20
• Wins: 8
• Win rate: 40%

Win Rate by Category:

• Cloud services: 6/10 = 60% (strength)
• Application development: 2/8 = 25% (weakness)

Win Rate by Value:

• < $500K: 5/8 = 63% (best)
• $500K-$1M: 2/7 = 29% (harder)

• $1M: 1/5 = 20% (tough)

Insights:

• Focus on cloud services (60% win rate)
• Improve or avoid application development
• Sweet spot: < $500K contracts
• Partner on > $1M opportunities

Loss Analysis: Why did you lose?

• Price: 6 losses (too expensive)
• Experience: 3 losses (insufficient past performance)
• Technical: 2 losses (weak solution)
• Incumbent: 1 loss (couldn't displace)

Actions:

• Pricing: Review cost structure, improve efficiency
• Experience: Target similar projects to build track record
• Technical: Strengthen technical team or partner
• Incumbent: Better incumbent research and displacement strategy

Industry Win Patterns

Broader market analysis:

New Entrant Success:

• Typically 10-20% win rate in new market
• Requires 5-10 bids to win first contract
• First win often small, builds credibility

Established Player Advantage:

• 40-50% win rate common
• Higher for incumbents (60-70%)
• Lower for complex/competitive (20-30%)

Partnership Success:

• Prime-sub partnerships: 30-40% win rate
• Joint ventures: 35-45% win rate
• Consortia: 25-35% win rate (coordination challenges)

Award Notification Analysis

Challenge and Protest Data

Some awards show challenge history:

Debriefing Requests:

• How many bidders requested debriefing
• Indicates competitive intensity
• Multiple debriefings suggest close competition

Protest Activity:

• Formal protests filed
• Protest outcomes (upheld, dismissed)
• Re-evaluation required
• Award overturned

Learning from Protests:

• What issues were protested
• Evaluation criteria interpretation
• Technical approach disputes
• Pricing issues

Your Protest Strategy:

• Request debriefing on every loss
• Identify legitimate protest grounds
• Understand success rate of protests
• Decide when to protest vs. move on

Award Amendment History

Post-award changes:

Contract Modifications:

• Scope increases/decreases
• Budget adjustments
• Timeline extensions
• Option exercises

Implications:

• Original scope may expand (revenue opportunity)
• Timeline slips common (plan for extensions)
• Budget cuts possible (cost control critical)
• Options not always exercised (don't count on them)

Exporting Award Data

Data Export Options

CSV Export:

• All award records matching filters
• Fields: Vendor, value, date, department, category
• Open in Excel for analysis
• Pivot tables for market share analysis

Vendor Report:

• Awards grouped by vendor
• Total value per vendor
• Number of contracts
• Average contract size
• Win rate (if you bid against them)

Department Report:

• Awards grouped by department
• Total spending by category
• Vendor distribution
• Typical contract sizes

Market Analysis Report:

• Category market size
• Growth trends
• Competitive landscape
• Vendor market shares
• Pricing distributions

Integration with Analytics

Link to Vendor Analytics:

• Click vendor name in award
• Opens full vendor analytics profile
• Past performance history
• Capabilities inferred from wins
• Contact information
• Competitive intelligence

Link to Opportunities:

• Find original tender notice
• See requirement details
• Understand evaluation criteria
• Compare to current opportunities

Link to Bid Analysis:

• If you bid, link to your analysis
• Compare your approach to winner's (if available)
• Learn from wins and losses
• Refine future strategies

Strategic Applications

Market Entry Planning

New Market Research:

Considering entry into healthcare IT:

1. Filter: "Awarded + Healthcare + IT + Last 24 months"
2. Identify: Top 10 winners, total market size
3. Analyze: Typical contract sizes, requirements
4. Target: Small contracts for entry
5. Partner: Identify potential partners with track record

Entry Strategy:

• Start small: < $200K contracts
• Partner: With established healthcare IT firm
• Build: 3-5 references over 12-18 months
• Graduate: Bid larger contracts solo

Competitive Positioning

Differentiation Strategy:

Market analysis shows:

• 80% of cloud migration awards to 4 big firms
• All big firms use lift-and-shift approach
• Average customer satisfaction moderate
• Re-compete rate 40% (customers switch)

Your Differentiation:

• Cloud-native re-architecture approach
• Better long-term cost savings
• Modern architecture benefits
• Target re-competes where incumbent used lift-and-shift

Pricing Strategy

Value-Based Pricing:

Awards show:

• Standard approach: $800K
• Your innovative approach: 30% faster delivery
• Value: 2 months earlier go-live
• Value to client: $200K (opportunity cost)

Your Pricing:

• Cost: $700K
• Price: $900K (+$100K vs. standard)
• Justification: 2 months faster = $200K value
• Net benefit to client: $100K + faster delivery

Partnership Identification

Find Complementary Partners:

Your strength: Cloud architecture Your gap: SAP expertise

Search awards: "Awarded + SAP + Cloud" Find vendors: Winning SAP cloud projects Reach out: Partnership discussion

Partnership Types:

• Prime-sub: You prime, they sub (or reverse)
• Joint venture: Co-prime, shared risk/reward
• Teaming: Formal teaming agreement
• Informal: Cooperative bidding

FAQ

Next Steps

Leverage award data for competitive advantage:

• Vendor Analytics - Deep dive on competitor wins
• Opportunities - Find new opportunities to bid
• Bid Analysis - Analyze RFPs with competitive intelligence
• Company Profile - Update your profile based on market gaps
• Saved Filters - Save award searches for ongoing monitoring