Business Opportunities Fair

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1 Business Opportunities Fair Increasing Consulting Capability in ADB s Developing Member Countries March Hamid Sharif Principal Director Central Operations Services Office Asian Development Bank 1

2 Asian Development Bank A regional multilateral development bank Established in 1966 A partnership of 67 countries 42 client countries 28 offices worldwide 2

3 3 Welcome to ADB!

4 ADB s Partners Governments Private sector Nongovernment organizations Development agencies Community-based organizations Foundations Professional Associations ADB projects rely on Consultants and Contractors 4

5 ADB Portfolio Strategic Agendas Inclusive Social Development Environmental Sustainability Regional Cooperation for poverty reduction ADB s Long-Term Strategic Framework: Strategy 2020 (published 2008) Five Core Specializations Infrastructure Environment including climate change Regional Cooperation and integration Financial sector development Education 5

6 Largest Borrowers - Annual Pakistan India Indonesia India India Viet Nam PRC PRC PRC PRC India Pakistan Viet Nam Bangladesh Viet Nam PRC Indonesia India Viet Nam Pakistan Indonesia Philippines Philippines Indonesia Uzbekistan Bangladesh Viet Nam Bangladesh Uzbekistan Bangladesh 6

7 Largest Borrowers - Cumulative Indonesia Indonesia Indonesia Indonesia Indonesia PRC PRC PRC PRC India Pakistan India India India PRC India Pakistan Pakistan Pakistan Pakistan Philippines Philippines Philippines Philippines Bangladesh Bangladesh Bangladesh Bangladesh Bangladesh Philippines 7

8 8 ADF projects

9 ADB Policies and Procedures Guidelines on the selection, contracting and monitoring of consultants for loan and technical assistance projects, conducted by ADB and Borrower/ Executing Agencies Guidelines for the procurement of goods and works conducted by the Borrower/ Executing Agencies 9

10 Guidelines Fundamental Principles Transparency Fairness Economy and Efficiency Source of Goods & Services (Eligibility) Promotion of Domestic Industries 10

11 ADB s Capacity Development in Consulting Recruitment Strengthen Borrowers capacity to recruit consultants; Assess national consultant capacity and implement consultant specific training using ADB loans and grants; Developing DMC consulting industries at 4 levels: 1. policy/regulatory: promoting governments role to facilitate a business environment conducive to the evolution of the industry; 2. consulting associations: guide and develop industry training and strong representation; 3. Organizations: TORs of international firms can include knowledge transfer to national firms or individual consultants; 4. individual: creating awareness of consulting job opportunities 11

12 Training Consultants When ADB assignments include training or knowledge transfer program for borrower staff or national consultants: TORs indicate objectives, nature, scope, and goals, including trainers and trainees, skills to be transferred, time frame, and monitoring and evaluation arrangements. Cost is normally included in the consultant s contract and budget for the assignment. 12

13 Example: Nepal Assessment of local consulting environment showed requirement to build capacity ADB provided funds to Society of Consulting Architectural & Engineering firms, Nepal (SCAEF) to promote Nepal's engineering consulting industry SCAEF ran seminars/workshops focusing on the industry ADB funded report which provided strategic direction (including ideas on accreditation of consultants) for the industry. TA in 2009: Development of a Consulting Industry Act

14 Example: Thailand Thai consulting firms were not winning ADB bids (less than 3% of total consulting) ADB provided seminar giving some improvement ideas, e.g. how to access and research opportunities in advance network with communities of practice Associate with complementary firms to increase the breadth of qualfications and experience Correct issues which had occurred in previous Thai bids which had prevented them from winning

15 Obstacles for Consultants Government expenditure on professional training Regulation of key professions Lack of professional organizations Lack of awareness by consultants of how to win ADB business Experience: Exposure to International standards English language skills (for ADB) 15

16 ADB Shortlists favor developing countries At least 1 firm from a developing country included in shortlists of 6 qualified firms with wide geographic spread, no more than 2 firms from one country Shortlists may comprise entirely national consultants, if assignment is below $ value specified by ADB. If foreign firms express interest in national opportunities, they are considered, but may be at a cost disadvantage. Nationality = where firm is registered or incorporated (for JVs: firm = lead firm appointed to represent the joint venture). 16

17 Promoting Business Opportunities and partnerships for Consultants Business Opportunities Seminars Trade Bodies and Associations Trade Directories Official ADB LinkedIn Networking Sites ADB Suppliers Network: ADB Consultants Network: 17

18 ADB Business Opportunities Fair Business Opportunities Fair Presentations by ADB staff One-on-one meetings with ADB staff Consultant Networking 2012: March Registration closed 18

19 ADB Consultants Network Professional discussion and meeting space for over 500 Consultants globally interested in ADB opportunities, also provides details of ADB s Business Opportunity seminars and fairs 19

20 Your contribution: a call to action for senior FIDIC practitioners If you believe your profession has served you well, you can help develop its future in Asia and Pacific Can you give a little more back by offering a work placement, sponsor a student or mentor someone from a developing country? Only YOU can show people in developing countries how to be at the top of the game : YOU can make real changes in business and economies. The benefits can be significant in reducing poverty 20

21 21

22 22 Thank you

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