ADB Business Opportunities Seminar Munich, 9 Nov 2017
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1 ADB Business Opportunities Seminar Munich, 9 Nov 2017 ADB Consulting Opportunities Presented by Walter Poick Director, Procurement Division 2 (East Asia, Southeast Asia and Pacific Operations) Operations Services and Financial Management Department
2 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 processes mitigated through ADB oversight
3 Consulting Services Guidelines Policies and procedures on the selection, contracting and monitoring of consultants Fundamental Principles Eligibility & Conflicts of Interest Transparency Fairness Economy and Efficiency Promotion of Domestic Industries Downloadable at: g/documents/guid elines-useconsultantsasiandevelopmentbank-and-itsborrowers
4 Who ADB works with? Consulting Firms Individual Consultants National / International ADB projects rely on Consultants and Contractors Non-Government Organizations / Civil Society Organizations Research Institutes Foundations, Centers of Excellence Professional Organizations
5 Types of Consulting Assignments Technical Assistance Consulting Assignments (ADB recruits) PPTA (Project preparation) CDTA (Advisory TA) RETA (Regional TA) 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
6 When are Consultants needed? Country Partnership Strategy & Business Plans 1 Individual Consultants Evaluation Consulting Firm or Individuals 6 2 Concept Individual Consultants Implementation 5 3 Preparation Consultants, Contractors & Suppliers 4 Consulting Firm and/or Individuals Negotiations, Approval & Effectiveness
7 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
8 Step 1: Collect relevant business intelligence Study Country Partnership Strategy (CPS) and Country Operations Business Plans (COBP) Obtain information from procurement plans (and project documents) Check ADB website for opportunities in the Consulting Services Recruitment Notices (CSRN) section
9 Step 1: Collect relevant business intelligence Click on countries Click on Strategy
10 Step 1: Collect relevant business intelligence
11 Step 1: Collect relevant business intelligence
12 Step 1: Collect relevant business intelligence Navigate from adb.org to the Consulting Services Portal
13 Step 1: Collect relevant business intelligence Search Procurement Plans by: Country Year Sector /documents/search/type/pr oject_document/subtype/pr ocurement-plans-1200
14 Excerpt from Procurement Plan Step 1: Collect relevant business intelligence
15 Step 1: Collect relevant business intelligence Search Recruitment Notices
16 Step 1: Collect relevant business intelligence
17 Business Opportunities Fair and ADB s Project Pipeline ADB s yearly Business Opportunities Fair - Scheduled on March Background on the 2017 Business Opportunities Fair including Project Pipelines across countries and sectors
18 Step 2: Build your brand name Visit ADB Headquarters/Resident missions Visit departments responsible for projects Brown-bag seminars Business Opportunities Fairs Visit government executing agencies Register in ADB Consultant Management System (CMS)
19 Step 2: Build your brand name
20 Step 3: Express Interest Check opportunities on ADB s website Submit Expression of Interest on time
21 Step 3: Express Interest Considerations Capacity to compete Capacity to deliver Go it alone or associate/joint venture Criteria Eligibility pass/fail Management competence (%) Technical experience (%) Geographical experience (%)
22 Step 4: Know the country and the project site of the assignment Get to know the EA Obtain first hand information Field assessment Identify local partner(s) Estimate the local costs
23 Step 5: Offer partnerships to firms likely to be shortlisted
24 Business Opportunities Fair in Manila Step 5: Offer partnership to firms likely to be shortlisted Network with potential partners online and offline ADB LinkedIn Networking Site
25 Step 6: Prepare a responsive and strong technical proposal The technical proposal usually carries 90% of the weight under Quality and Cost-Based Selection (QCBS) and 100% under Quality-Based Selection (QBS). Key Success Factors: Understand client requirements (ADB, government) Study the Terms of Reference (TOR) Select the best personnel Visit the project site Follow the instructions in the Requests for Proposals (RFP) Understand the evaluation criteria Clarify your understanding in writing
26 Step 7: Focus on Performance ADB conducts Performance Evaluation Reviews (PER) for every consulting assignment and a poor performance record can affect a consultant s future opportunities with ADB Drivers of strong performance: Good team leader Relationships with EA Relationships between International & National consultants Managing replacements
27 Avoiding Common Mistakes Failure to disclose conflicts of interest, e.g. employees from an executing agency included in a proposal Firm or associates/experts not from ADB member countries Proposal received late: insufficient time afforded to enter a proposal into CMS Non-compliant proposal e.g. number of person-months or inclusion of non-nationals for national expert positions Failure to respond to Client requirements When in doubt, ALWAYS seek written clarification
28 Important Features of the New Procurement Framework Removal of geographical balance Removal of requirement for six (6) firms shortlist Framework contracts for ADB administered assignments
29 For further information, please contact: Walter Poick Director Operations Services and Financial Management Department Tel
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