ADB Business Opportunities for Consultants. Presentation by Galia Ismakova, Senior Procurement Specialist, COSO April 2011

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1 ADB Business Opportunities for Consultants Presentation by Galia Ismakova, Senior Procurement Specialist, COSO April 2011

2 Regional Multi-lateral Development Bank with HQ in Manila, Philippines

3 Asian Development Bank ADB is an international development finance institution whose mission is to help its developing member countries reduce poverty and improve the quality of life of their people. Headquartered in Manila, and established in 1966, ADB is owned and financed by its 67 members, of which 48 are from the region and 19 are from other parts of the globe. ADB s main partners are governments, the private sector, nongovernment organizations, development agencies, community-based organizations, and foundations. Under Strategy 2020, a long-term strategic framework adopted in 2008, ADB will follow three complementary strategic agendas: inclusive growth, environmentally sustainable growth, and regional integration. In pursuing its vision, ADB s main instruments comprise loans, technical assistance, grants, advice, and knowledge. Although most lending is in the public sector - and to governments - ADB also provides direct assistance to private enterprises of developing countries through equity investments, guarantees, and loans. In addition, its triple-a credit rating helps mobilize funds for development.

4 ADB Fast Facts President: Haruhiko Kuroda Headquarters: Manila, Philippines Founded: 1966 Field offices: 27 Total employees: 2,600+ Nationalities employed: 50+ Members: 67 Regional members: 48 Nonregional members: 19 Total loans in 2009: $13.2 billion Total grants in 2009: $1.1 billion Technical assistance in 2009: $267.2 Mln

5 ADB Operations In 2010, Asian Development Bank s (ADB) operations totaled $17.51 billion, $13.84 billion financed by ADB and Special Funds and $3.67 billion by cofinancing partners. The total $13.84 billion consists of (i) $11.46 billion loans, (ii) $243.0 million in equity investments, (iii) $981.7 million in grants, (iv) $982.3 million in guarantees, and (v) $175.5 million in technical assistance (TA). Including cofinancing, the top five recipients are Bangladesh ($2.97 billion), India ($2.40 billion), People s Republic of China ($1.95 billion), Viet Nam ($1.25 billion), and Pakistan ($1.09 billion). Excluding cofinancing, the top five recipients remain the same except for the ranking that changes as follows: India ($2.38 billion), People s Republic of China ($1.61 billion), Bangladesh($1.25 billion), Viet Nam ($1.10 billion), and Pakistan ($904 million).

6 Board of Directors Philippines, Pakistan, Kazakhstan; Maldives; Marshall Islands; Mongolia; Timor-Leste People s Republic of China Cook Islands; Fiji; Indonesia; Kyrgyz Republic; New Zealand; Samoa; Tonga Brunei-Darussalam Malaysia; Myanmar; Nepal; Singapore; Thailand Afghanistan; Bangladesh; Bhutan; India; Lao PDR; Tajikistan; Turkmenistan United States Canada; Denmark; Finland; Ireland; Netherlands; Norway; Sweden Australia; Azerbaijan; Cambodia; Hong Kong, China; Kiribati; Fed. States of Micronesia; Georgia; Nauru; Palau; Solomon Islands; Tuvalu Japan Republic of Korea; Papua New Guinea; Sri Lanka; Taipei,China; Uzbekistan; Vanuatu; Viet Nam Belgium; France; Italy; Portugal; Spain; Switzerland Austria; Germany; Luxembourg; Turkey; United Kingdom

7 An Asia and Pacific region free of poverty Instruments Loans Technical Assistance Grants Advice and knowledge Lending Our Vision Dominantly to Governments Direct assistance to private enterprises Triple-A credit rating

8 Strategy 2020 ADB's Strategy 2020, approved in April 2008, reaffirms both ADB s vision of an Asia and Pacific free of poverty and mission to help its developing member countries improve their living conditions and quality of life. To achieve this, ADB will support three complementary development agendas: i) inclusive economic growth, ii) environmentally sustainable growth, and iii) regional integration.

9 Core Areas of Operations ADB estimates that 80 % of its aggregate operations will fall within the five core areas: 1. Infrastructure 2. Environment 3. Regional Cooperation and Integration 4. Finance Sector Development 5. Education

10 Other Areas of Operations (limited scale involvement) Health Agriculture Disaster and Emergency Assistance

11 2010 Approvals by Modality ($ million) Investment Support 15,504 Policy Based Support 1,683 Technical Assistance 327 Modality - Involves the specific application of instruments (loan, equity investment, grant, project cofinancing, and guarantee) classified as investment support, policy-based support, other budget support (countercyclical support facility), or technical and advisory support.

12 Lending Figure 1: Sectoral Distribution of Loans, 2009 Transport and ICT $4.67 b (29.2%) Energy $2.15 b (13.4%) Water Supply and Other Municipal Infrastructure and Services, $841.2 m (5.3%) Agriculture and Natural Resources $472.1 m (3.0%) Education $85.0 m (0.5%) Health and Social Protection $123.1 m (0.8%) Industry and Trade $101.0 m (0.6%) Publc Sector Management $5.62 b (35.1%) Total: $16.00 billion Finance $510.0 m (3.2%) Multisector $1.42 b (8.9%)

13 Grant Operations Figure 2: Sectoral Distribution of Grant-Financed Projects, 2009 M ultisector $107.3m (9.6%) Agriculture and Natural Resources $174.5m (15.7%) Water and Other M unicipal Infrastructure and Services $110.4m (9.9%) Education $173.7m (15.6%) Energy $95.3m (8.6%) Public Sector M anagement $57m (5.1%) Finance $3.5 m (0.3%) Transport and ICT $355.2m (31.9%) Total: $1.11 billion Industry and Trade $1.6m (0.1%) Health and Social Protection, $35m (3.1%)

14 Technical Assistance (TA) Operations Figure 3: Sectoral Distribution of Technical Assistance, 2009 M ultisector: $52.2m (19.5%) Agriculture and Natural Resources a : $33.0m (12.4%) Education: $5.9m (2.2 %) Water and Other M unicipal Infrastructure and Services: $18.4m (6.9%) Transport and ICT: $33.4m (12.5 %) Energy: $35.0m (13.1 %) Finance: $24.8m (9.3%) Health and Social Protection: $6.6m (2.5%) Public Sector M anagement: $52.8m (19.8%) Industry and Trade: $5.0m (1.9%) Total: $267.2 million

15 ADB Project Cycle and Business Opportunities

16 Business Opportunities Consultants Technical Assistance* Staff Consulting* Grants** Loans** Suppliers and Contractors Grants** Loans** Institutional Procurement* * Procured by ADB ** Procured by the Borrower

17 Goods and Works Procurement Ranking* 2008 PAK PRC IND USA INO SPA - 51st POR IND PRC USA PHI PAK SPA - 25th POR PRC IND USA PAK KOR SPA - 33rd POR - 52 * based on Nationality of Bidder ** ADB has 67 member countries

18 Procurement Ranking* Consulting Services (Loans) INO IND UKG USA PAK SPA - 37th POR - 37th - IND PAK INO SPA NZL SPA - 4th POR - 39th *based on Nationality of Bidder ** ADB has 67 member countries IND INO AUS VIE BAN SPA - 27th POR - 39th

19 Procurement Ranking* Consulting Services - TA 2008 AUS USA UKG FRA IND 2009 AUS UKG IND USA PHI 2010 USA IND AUS UKG PHI SPA - 19th POR - 55 SPA - 20th POR - 50th *based on Nationality of Bidder ** ADB has 67 member countries SPA - 15th POR - 60th

20 Consultant Registration with ADB Country Consulting Entities Individual Consultants Spain* * * Portugal 18 32* 27 36* Australia Ireland Netherlands United Kingdom United States Singapore * Includes de-activated accounts as well

21 Policies and procedures Guidelines on Use of Consultants by ADB and Its Borrowers Project Administration Instructions

22 Guidelines on the Use of Consultants by ADB and its Borrowers (2010) Policies and procedures for selecting, contracting and monitoring consultants required for loan and technical assistance (TA) projects ADB Guidelines on The Use of Consultants By Asian Development Bank and Its Borrowers April 2010 Asian Development Bank

23 Summary of Recruitment Consulting Services Recruitment Notice (CSRN) Cycle ADB/EA prepares Short-list ADB/EA issues Request for Proposal (RFP) ADB/EA evaluates Technical Proposal Public opening of Financial Proposal ADB/EA does overall ranking ADB/EA conducts negotiations and signs contract

24 Selection Methods Selection Method Technical Proposal Evaluation Financial Proposal Selection procedure LCS Least Cost Selection >= 750 out of 1000 Lowest priced Firm with lowest priced responsive proposal wins QCBS Quality and Cost based selection FBS Fixed Budget Selection QBS Quality Based Selection >= 750 out of 1000 Competitive >= 750 out of 1000 And Highest Technical Score >= 750 out of 1000 And Highest Technical Score (Quality-cost ratio 50:50, 70:30; 80:20; 90:10) Firm representing the best combination of quality and price wins <= budget Firm with the best technical proposal and the financial proposal within the budget wins Supporting documents to Negotiations are conducted with the firm prove financial position of the that presented the best technical proposal firm, remuneration of experts, social and overhead charges CQS Consultants Qualification Selection SSS Single Source Selection Amplified Expression of Interest (EOI) Structured EOI submission >= 750 out of 1000 Negotiations are conducted with the firm that presented the best expression of interest >= 750 out of 1000 Supporting documents to Negotiations are conducted with the firm prove financial position of the that is selected without benefit of firm, remuneration of experts, competition social and overhead charges

25 Guidelines on the Use of Consultants Contracting Arrangements

26 Guidelines on the Use of Consultants Contracting Arrangements Old contracting arrangements Time based contract Lump sum contract New additions Indefinite delivery contract ( Price Agreement) Retainer and/ or Contingency ( Success) Fee Contract Performance based contracts/hybrid

27 Expressions of Interest and Short-listing

28 Basic Strategies/Market Intelligence Register in ADB Consultant Management System (CMS) Study the ADB Country Partnership Strategy Visit ADB (HQ and RM) and EAs Review procurement plans [Loan consultants] Consulting Services Recruitment Notice (CSRN) Report and Recommendations of the President (RRP) Express interest to ADB and/or the EA

29 Information on Business Opportunities

30 Consulting Services Recruitment Notice (CSRN) The Consulting Services Recruitment Notice (CSRN) provides detailed information on the consulting services required for ADB financed or administered technical assistance, loans and grants and provides the ability to collect expressions of interest (EOI). Starting from 26 January 2009, the system also allows advertisements of Staff Consulting Assignments, Indefinite Delivery Contracts and Special Assignments. Starting 1 st week of September 2010, use webmailing facility to inform consultants on currently advertised opportunities.

31 CSRN Consulting firms and individual consultants can: File EOIs on ADBBO (important to Save and Submit) and have the opportunity to edit the EOI before the deadline for submission Get notified of updates to advertisement (if an EOI has been submitted)

32 Expressions of Interest (EOIs) For projects and assignments administered by ADB, EOIs are expected to be presented online through CSRN (Consulting Services Recruitment Notice) For projects administered by Executing Agencies (Borrowers) submit EOIs online (if applicable) and offline (as directed in the notice) If for any reason, you are unable to use the e-facility, send the EOI to project officer stated in the CSRN. Standard template for EOI shall be followed. You may also attach EOI to your Consultant Management System registration page and cross-reference.

33 Templates for Expressions of Interest (EOIs) Template for EOI (individual) Template for EOI (firm)

34 ADB Business Opportunities Where to Find?

35 ADB website opportunities links

36 ADB Business Opportunities Fair ADB Business Opportunities Fair was conducted twice so far (in 2009 and 2011). ADB set-up network to facilitate collaboration between consultants looking for business partners to pursue ADB-funded opportunities. Consultants/consulting entities will need to have LinkedIn profile to be able to use the facility ADB Consultants Network at ADB Consultants Network: There is also ADB Suppliers Network at LinkedIn

37 ADB Business Opportunities

38 Information on ADB Projects Proposed Projects

39 Information on Projects Approved Projects

40 Consulting Opportunities

41 Consulting Services Recruitment Notice

42 Consulting Services Recruitment Notice and Consultant Management System Consulting Services Recruitment Notice (CSRN) publishes notices of consulting opportunities for firms and individual consultants funded by Technical Assistance projects, Loan and Grant projects and through Internal Administrative Budget of ADB (Staff Consultants) Typically, TA and Staff consultants are engaged by ADB, while Loan and Grant consultants are engaged by the Borrowers. ADB requests online submission of expression of interest, while borrowers may choose to request EOIs offline. To express interest online, consultant (or consulting firm) needs to be registered in Consultant Management System (CMS). There are 2 types of CMS registration i) simplified (shall not take more than 15 minutes to complete; ii) full (depends on the qualifications). Full registration is required prior to issuance of contract

43 Consultant Management System

44 Typical Shortlisting Criteria From Long List to Short List Long list shall include all eligible consultants that expressed interest Short list is drawn, using the following criteria and conditions: The shortlisted firms meet the eligibility criteria in PAI 2.01, Section M. The shortlisted firms meet the technical competence, as determined by the recruiting party. Short lists normally comprise six firms. The shortlisted firms meet the requirements for country/regional experience/s, considering any preference that has been expressly indicated by the recruiting party. For international assignments, short lists should have a wide geographic spread and should normally not have more than two firms from any single country. Short lists should include at least one firm from a developing member country (DMC), unless no qualified firm from a DMC has been identified. For shortlisting and where a consortium comprises firms from a range of countries, only the country where the lead firm/partner is registered will be considered for a geographical spread, but all the firms in the consortium must meet the eligibility requirements. For national recruitments (PAI 2.02, para 61), the short list may comprise entirely national firms (registered in the project country). However, if foreign firms express interest, they should be considered.

45 You are shortlisted What s next? 1. Carefully examine all portions of Request for Proposal (RFP), especially Instructions to Consultants (ITC), Data Sheet, TOR, Summary Evaluation Sheet and Personnel Evaluation Sheet 2. Examine adequacy of budget. Consider total budget versus competitive budget (excluding provisional sums and contingency) 3. Examine contract template and make sure you are OK with it (the template is unlikely to change at your request later). 4. Assemble the best team you can afford within the budget specified. Special consideration selection of Team leader and deputy team leader (if applicable). Be guided by Summary Evaluation Sheet and Personnel Evaluation Sheet in your efforts of assembling the team 5. If in-house expertise is not sufficient to fully meet requirements of the TOR, consider independent consultants or consultants from other firms Contd.

46 You are shortlisted What s next? 6. Don t hesitate to clarify RFP, if it is not clear or contain inconsistencies 7. Remember eligibility criteria and check nationality of proposed experts. (International experts shall be from ADB member countries, national experts from project country). If, in doubt, raise clarification. 8. Remember of the deadline, don t attempt to assemble the proposal (especially submitted through CMS) in the last hour. Target submission 2 days prior to deadline ( you can always work on proposal by returning it to Draft status and then submitting it again before the deadline) 9. Don t give conditional/ restrictive proposal this might disqualify it.

47 You are not shortlisted what s next? 1. Consider joining firm/ entity that have been shortlisted either in association/ JV or by supplying individual consultants 2. Individual consultants can be present in more than 1 proposal, if they are not full-time employee of one of the shortlisted firms.

48 Consulting Services Hop-on Opportunities - Shortlisted Firms

49 Business Opportunities elearning elearning for suppliers and contractors elearning for Consultants Responding to RFP

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