Business Opportunities Seminar
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1 Business Opportunities Seminar In Finland, Norway, Denmark, Ireland and The Netherlands (22 29 September 2015) Presented by: Rustam Abdukayumov Senior Procurement Specialist Operations Services and Financial Management Department
2 Introduction to ADB Regional Multilateral Development Bank Established in member countries 42 client countries (DMCs) 28 offices worldwide employees 50+ nationalities
3 Introduction to ADB Annual operations: $22.9 Billion (2014) Largest Borrowers: India India India PRC PRC PRC Indonesia Pakistan Pakistan Viet Nam Indonesia Viet Nam Bangladesh Philippines Philippines Philippines Bangladesh Bangladesh
4 Introduction to ADB Cumulative Total Lending By Sectors (31 Dec 2014) Sector Amount ($ billion) % of Total Agriculture & Natural Resources Education Energy Finance Health Industry & Trade Information and Communication Technology Multisector Public Sector Management Transport Water & Other Urban Infrastructure Total
5 Introduction to ADB Goods and Works under Loans (31 Dec 2014) Rank ADB Member Country USD Mil USD Mil USD Mil USD Mil USD Mil 1 China, People s Republic of 1, India 1, Viet Nam Pakistan Uzbekistan Sri Lanka United States Bangladesh Azerbaijan Turkey Netherlands Denmark
6 Introduction to ADB Consulting Services under Loans (31 Dec 2014) Rank ADB Member Country 2014 USD Mil USD Mil USD Mil USD Mil USD Mil. 1 India Viet Nam Australia United States Bangladesh Azerbaijan France Denmark Timor-Leste Spain Netherlands
7 Introduction to ADB Consulting Services under TAs (31 Dec 2014) Rank ADB Member Country 2014 USD Mil 1 Australia USD Mil 2012 USD Mil 2011 USD Mil 2010 USD Mil 2 United States India United Kingdom Germany Philippines Japan China, People s Republic of Netherlands Indonesia Ireland Denmark Finland Norway
8 Introduction to ADB Consultant Registration in 2014 Country Consulting Entities Individual Consultants United States PRC United Kingdom Australia Canada Netherlands Switzerland Finland Ireland 6 32 Norway 5 19 Denmark 3 35
9 Why ADB? Significant opportunities in ADB s consulting services ($555 Million contracted in 2014) and procurement of goods and works New opportunities in ADB member countries across multiple sectors Availability of funds is assured by ADB Risks related to transparency, fairness and integrity mitigated through ADB oversight Enhancing international experience and improving competitiveness in the market
10 Types of Consultants Consulting entities Consulting firms Universities NGOs Research Institutes Others UN Organizations Individuals Sourced through a firm Independent Consultants
11 Where you can compete? Technical Assistance PPTA (Project preparation) CDTA (Advisory TA) RETA (Regional TA) Loan Projects Project implementation supervision/support Capacity building Monitoring & Evaluation Staff Consultants Project preparation Evaluation Others Others (In-house IT systems, maintenance, etc.)
12 Consulting Opportunities Across ADB Project Cycle Staff Consultants 1. Country Partnership Strategy Staff Consultants 1 2. Concept 6. Evaluation 6 2 Individual Consultants Individual Consultants Preparation 5. Implementation 4 Consulting Firm 4. Loan Negotiation & Board Approval Consulting Firm
13 ADB Policies ADB Charter Commercial Practices Other MDBs ADB Board Policy ADB Experience
14 Guidelines on the Use of Consultants Guiding Principles (para. 1.4) High quality services Economy and efficiency Opportunity for all qualified consultants to compete Encourage use of national consultants Transparency Increasing focus on anticorruption and ethics
15 Selection Methods Quality and Cost Based Selection (QCBS) Quality Based Selection (QBS) Fixed Budget Selection (FBS) Least Cost Selection (LCS) Consultants Qualification Selection (CQS) Single Source Selection (SSS)
16 Guiding Principles (para. 1.2) Procurement from member countries Economy and efficiency Equal opportunity for all qualified bidders to compete Encourage use of domestic industries Transparency Procurement Guidelines
17 Types of Contracts Contract Works Supply Purpose Contract for construction of engineering structures such as roads, bridges and dams. Unit price or lump sum contract may be used depending on whether input requirements are known with precision. Contract for supply and delivery of equipment or materials to specified location. Scope may include provision of related services such as installation, testing, commissioning and training. Design-Supply- Install (Turnkey) Single contract provides engineering design, supply of equipment, construction, testing and commissioning of complete facility to meet specified performance targets.
18 Procurement Methods International Competitive Bidding Limited International Bidding National Competitive Bidding Shopping Direct Contacting Procurement under Private Sector Arrangements
19 Opportunities in Energy Sector Power Generation Plants Power Transmission Transmission Lines and Substations Distribution Network Advance Metering Infrastructure - Smart Meters Energy Efficiency - Light Emitting Diode (LED) and Compact Fluorescent Lights (CFL) bulbs, Equipment Clean and Renewable Energy - Solar, Wind, Small Hydropower, Biomass Decentralized District Heating Project Preparatory TA Feasibility Studies Policy and Advisory TA Sector Reforms, Tariffs Capacity Development TA Training in new technologies Supply of Goods Transformers, Cables, Turbines, etc. Civil Works Dams, Substations Turnkey Power Plants, Transmission Lines, Substations
20 Opportunities in Health Sector Three Focus Areas: Health Infrastructure Health Governance including Regional Public Goods Heath Financing Opportunities to bid for: Project Preparatory TA Feasibility Studies Policy and Advisory TA Sector Reforms Capacity Development TA Training of human resources, management systems, e-health, fiscal management of social health insurance Supply of Goods Medical and Laboratory Equipment, Vaccines, Consumables, essential medicine, including supply chain management Civil Works and Turnkey Contracts Construction of New and Rehabilitation of Existing Health Facilities, 21st century model hospital
21 How to Win ADB-Financed Contracts 1. Develop your own corporate strategy 2. Collect relevant business intelligence 3. Build your brand name 4. Express interest / CSRN and IFB 5. Know the country of the assignment and local conditions 6. Offer partnership to more experienced firms 7. Prepare a responsive and strong proposal / bid 8. Do quality work on time (no integrity violations!)
22 Develop your own strategy Assess your corporate interest, technical capacity and comparative advantage Decide on priority regions, countries, sectors Decide on priority types of assignment: - Consulting (project preparation or project implementation / construction supervision) - Supply of Goods (Equipment, Machinery) - Civil Works (Roads, Bridges, Tunnels, Ports) - Turnkey contracts (Plant)
23 Collect relevant business intelligence Study Country Partnership Strategy (CPS) and Country Operations Business Plans (COBP) Obtain information from project related documents: procurement plans and general procurement notices Regularly check ADB website for opportunities in the Consulting Services Recruitment Notices (CSRN) section and Invitations for Bids (IFBs)
24 Collect relevant business intelligence Click on Countries Click on Strategy
25 Collect relevant business intelligence
26 Collect relevant business intelligence
27 Collect relevant business intelligence Navigate from adb.org to the Consulting Services Portal
28 Collect relevant business intelligence Search Procurement Plans by: Country Year Sector /documents/search/type/pr oject_document/subtype/pr ocurement-plans-1200
29 Excerpt from Procurement Plan Collect relevant business intelligence
30 Collect relevant business intelligence Search Recruitment Notices
31 Collect relevant business intelligence May be of interest
32 Collect relevant business intelligence Search Procurement Notices
33 Collect relevant business intelligence Search Procurement Notices
34 ADB s Business Opportunities Easy Way to Find on Resources For: Businesses Operational Procurement: Consulting Services Procurement Plans Shortlisted Firms Contracts Awarded Documents on Consulting Services: Consulting Guidelines Consulting Services Operations Manual User s Guide for Submission Forms Guidance Note on Financial Evaluation Operational Procurement: Goods, Works, and Related Services Procurement Notices (IFB) Principles Advance Actions Bidding Procedures Procurement Documents Procurement Plans Prequalified Contractors Contracts Awarded
35 ADB s Business Opportunities More Structured Way to Find on Countries Select a Country Strategy Projects Opportunities Country Operational Business Plan Country Partnership Strategy Approved Proposed Procurement Plans Procurement Notices Consulting Opportunities Check Annexes for Loan and TA Projects by Sector Check Procurement Plans for Contracts Check IFB for Goods and Works, and CSRN for Consulting
36 Business Opportunities Fair and ADB s Project Pipeline ADB s yearly Business Opportunities Fair - To register visit: Background on the 2015 Business Opportunities Fair including Project Pipelines across countries and sectors Country Partnership Strategies and Country Operational Business Plans for 21 member countries are available on flash disk
37 Build your brand name Register in ADB Consultant Management System (CMS) Visit ADB Headquarters and Resident Missions Visit departments responsible for projects Offer brown-bag seminars Business Opportunities Fairs Visit government executing agencies
38 Build your brand name
39 Express Interest Check opportunities on ADB website Submit Expression of Interest on time
40 Express Interest / Submit a Bid Considerations Capacity to compete Capacity to deliver Alone or as association/joint venture Criteria for Consultants Eligibility pass/fail Management competence (%) Technical experience (%) Geographical experience (%) Criteria for Contractors - pass/fail Eligibility Experience in Similar Contracts Financial Resources Cash Flow
41 Know the country of the assignment and local conditions Get to know the EA Identify competitors Identify local partners Field assessment - visas, registration, transportation, housing, translation, taxes Estimate local costs
42 Offer partnership to more experienced firms Business Opportunities > Operational Procurement > Consulting > Contracts Awarded
43 Offer partnership to more experienced firms Business Opportunities > Operational Procurement > Goods, Works and Related Services > Contracts Awarded
44 Offer partnership to other firms Network with potential partners online and offline ADB LinkedIn Networking Site Business Opportunities Fair in Manila
45 Do good work Consulting Services ADB conducts Performance Evaluation Review (PER) for every consulting assignment and a poor performance record can affect consultants future opportunities with ADB Drivers of strong performance: Appoint a good team leader Establish good relationships with EA Coordinate relationships between International and National consultants Timely deliver expected outputs Manage replacements of experts
46 Avoid Common Mistakes Failure to disclose conflict of interest Firm or any of its associates not incorporated in an ADB member country Proposal / Bid was not delivered on time Employees from executing agencies included in consultant s proposal Contractors are connected with executing agencies Submission of fake documents to substantiate experience, financial resources, power of attorney
47 Thank You! Rustam Abdukayumov
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