Business Opportunities Webinar

Transcription

1 Business Opportunities Webinar Organized by aicep Portugal Global & GPEARI, Ministry of Finance, Portugal 29 June 2018

2 Opportunities for consulting services in ADB financed TAs & Projects Outline ADB s Operations and Business Opportunities Documents governing the Procurement How to find business opportunities? Procurement Reform

3 Business Opportunities ADB Approvals Sovereign and Nonsovereign Approvals, ($million) Project Approvals Sovereign 9,310 13,702 11,361 11,344 11,127 12,589 11,571 13,159 14,880 15,939 Nonsovereign 1,400 1,474 1,140 1,561 1,355 1,459 1,862 2,626 2,502 3,150 Subtotal 10,709 15,176 12,501 12,905 12,482 14,048 13,433 15,784 17,381 19,089 Technical Assistance Subtotal Cofinancing Subtotal 5,085 5,355 5,162 7,324 8,270 6,647 9,222 10,735 14,061 9,604 TOTAL 15,983 20,733 17,836 20,374 20,903 20,850 22,813 26,660 31,611 28,899 Note: Historical figures are net of terminations before signing of agreement.

4 (as of 31 December 2017) Business Opportunities Active Portfolio

5 Business Opportunities Largest Borrowers India India India India PRC PRC PRC PRC PRC India Pakistan Pakistan Pakistan Indonesia Pakistan Indonesia Viet Nam Indonesia Pakistan Indonesia Philippines Philippines Bangladesh Azerbaijan Bangladesh Bangladesh Bangladesh Kazakhstan Bangladesh Philippines

6 Uncontracted Loan & Grant Funds - by Country

7 Uncontracted Loan and Grant Funds - by Sector Transport - 29% Energy - 27% Agriculture- 14% Water/Urban-13% Education- 7% (in US$ million at 31 Dec 2017) -Total = $30,498M Water and Other Urban Infrastructure and Services, 3,997 Agriculture, Natural Resources and Rural Development, 4,380 Education, 2,078 Transport, 8,721 Public Sector Management, 310 Multisector, 1 Information and Communication Technology, 28 Finance, 1,726 Health, 589 Industry and Trade, 428 Energy, 8,239

8 Portugal s Share of ADB Procurement Contracts

9 Japan s Share of ADB Financed Contracts Portugal s Share of ADB Procurement Contracts

10 Why pursue ADB-Financed Contracts? Gateway to new opportunities in fast growing emerging economies across multiple sectors Availability of funds is assured Internationally accepted procurement procedures Risks related to transparency, fairness and integrity of procurement process mitigated through ADB oversight

11 When are Consultants, Contractors and Suppliers needed? Most ADB projects rely on Consultants and Contractors Evaluation Consulting Firm or Individuals Country Partnership Strategy & Business Plans 6 1 Individual Consultants 2 Concept Individual Consultants Implementation Consultants, Contractors & Suppliers Preparation Consulting Firm and/or Individuals 11 Negotiations, Approval & Effectiveness

12 ADB Role and Executing Agency s Role The Borrower (Executing Agency) is responsible for procurement of goods and works ADB (under TAs) or Borrower select and recruit Consultants ADB FINANCING AGREEMENT EXECUTING AGENCY SUPPLIER CONTRACTOR BIDDING DOCUMENTS, CONTRACTS ADB reviews the procurement activities of EAs to ensure that proceeds of its financing are used with due attention to considerations of the principles defined in these Regulations and agreed rules.

13 Documents Governing ADB Procurement Category Procurement Policy Procurement & Consulting Procedures Staff Instructions Bidding Documents Old Project Administration Instructions (PAI 2 & 3) Standard Procurement and Consulting documents New (after 1 July 2017) Staff Instructions (Procurement of Goods, Works, Nonconsulting & Consulting Services) TA Staff Instructions 24 Guidance Notes Standard Procurement and Consulting documents

14 How to find Consulting Services Opportunities?

15 Types of Consulting Assignments Technical Assistance Consulting Assignments (ADB recruits) TRTA (Transaction Technical Assistance) KSTA (Knowledge and support Technical Assistance) Staff Consulting Assignments (ADB recruits) Project preparation Evaluation Others Others (ADB recruits) ABD engages consultants for in-house projects, (e.g. Information Systems and Technology Project, building services, etc.), internal training, auditing, institutional/organizational reviews etc. Loan Project Consulting Assignments (Government recruits) Project implementation supervision/support Capacity building Monitoring & Evaluation

16 Who are the Consultants? Firms Individual (National/International) NGOs / CSOs Research Institutes Foundations, Centers of Excellence Professional Organizations

17 7-Step Business Development Plan to Succeed in ADB- Financed Consulting Contracts 1. Collect relevant business intelligence 2. Build your brand name 3. Express interest 4. Know the country of the assignment and project site 5. Offer partnership to firms likely to be shortlisted 6. Prepare a responsive and strong technical proposal 7. Focus on Performance

18 Selection of Consultants Quality and Cost Based Selection (QCBS) Balance the quality and cost of the proposed services Quality Based Selection (QBS) Prioritize Consultants Qualification (CQS) Quality Fixed Budget Selection (FBS) Highest quality within the available budget Least Cost Selection (LCS) Prioritize cost 18

19 Finding ADB Business Opportunities Using CMS

20 Finding ADB Business Opportunities Consulting Services

21 Finding ADB Business Opportunities 21

22 Finding ADB Business Opportunities

23 Finding ADB Business Opportunities Identifying Projects 23

24 Positioning Yourself for Success Country Program Viet Nam 24

25 Positioning Yourself for Success Country Program Viet Nam 25

26 Positioning Yourself for Success Project Information

27 Positioning Yourself for Success Project Information

28 How to find Procurement of Works and Goods Opportunities 28

29 Identifying Opportunities for Goods and Works Country Partnership Strategy Upper Stream Country Operations Business Plan Procurement Plans Specific Procurement notices Invitation for Prequalification Invitation for Bids Hop-on Opportunities Prequalified Contractors Contracts Awarded Immediate opportunities

30 Procurement Methods Procurement Guidelines International Competitive Bidding (ICB) Limited International Bidding National Competitive Bidding (NCB) Shopping Direct Contracting Force Account Community Participation in Procurement New Procurement Framework Open Competitive Bidding (OCB) Limited Competitive Bidding (LCB) Framework Agreements Request for Quotations Electronic Reverse Auction Direct Contracting Force Account 30

31 Procurement Plans 31

32 32 Procurement Plans

33 33 Invitation for Bids

34 34 Advance Procurement Action

35 35 Link to e-alerts at bottom of

36 36 e-alerts (alerts.adb.org)

37 Think strategically! Leverage your strength Ability to operate in countries that do not generate significant bidder interest Afghanistan Cambodia Pakistan Pacific Experience in country and with executing agency Access to information regarding local joint venture partners and subcontractors Access to information regarding availability of key inputs Materials Labor Equipment 37

38 Procurement Reform Drivers of the Reforms 1. Increased lending operations 2. Evolving needs of Developing Member Countries 3. Harmonization with Multilateral Development Banks 4. Need to improve procurement delivery systems

39 39 Overarching Principles

40 Rollout of the New Framework

41 Thank you! For further information, please contact: Vijay Kumar Akasam Senior Procurement Specialist Procurement, Portfolio and Financial Management Department (PPFD) Asian Development Bank 41