Business Opportunities Webinar Organized by aicep Portugal Global & GPEARI, Ministry of Finance, Portugal 29 June 2018
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
Business Opportunities ADB 2007-2017 Approvals Sovereign and Nonsovereign Approvals, 2008-2017 ($million) 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 Project Approvals Sovereign 9,310 13,702 11,361 11,344 11,127 12,589 11,571 13,159 14,880 15,939 Nonsovereign 1,400 1,474 1,140 1,561 1,355 1,459 1,862 2,626 2,502 3,150 Subtotal 10,709 15,176 12,501 12,905 12,482 14,048 13,433 15,784 17,381 19,089 Technical Assistance Subtotal 189 202 174 145 151 155 158 141 169 206 Cofinancing Subtotal 5,085 5,355 5,162 7,324 8,270 6,647 9,222 10,735 14,061 9,604 TOTAL 15,983 20,733 17,836 20,374 20,903 20,850 22,813 26,660 31,611 28,899 Note: Historical figures are net of terminations before signing of agreement.
Business Opportunities Active Portfolio (as of 31 December 2017)
Business Opportunities Largest Borrowers 2013 2014 2015 2016 2017 India India India India PRC PRC PRC PRC PRC India Pakistan Pakistan Pakistan Indonesia Pakistan Indonesia Viet Nam Indonesia Pakistan Indonesia Philippines Philippines Bangladesh Azerbaijan Bangladesh Bangladesh Bangladesh Kazakhstan Bangladesh Philippines
Uncontracted Loan & Grant Funds - by Country
Uncontracted Loan and Grant Funds - by Sector (in US$ million at 31 Dec 2017) - Total = $30,498M Transport - 29% Energy - 27% Water and Other Urban Agriculture, Natural Agriculture- 14% Infrastructure and Services, Resources and Rural Water/Urban-13% 3,997 Development, 4,380 Education- 7% Education, 2,078 Transport, 8,721 Public Sector Energy, 8,239 Management, 310 Finance, 1,726 Multisector, 1 Health, 589 Information and Communication Industry and Trade, Technology, 28 428
Portugal’s Share of ADB Procurement Contracts https://www.adb.org/sites/default/files/publication/27796/por-2017.pdf
Portugal’s Share of ADB Procurement Japan’s Share of ADB Financed Contracts Contracts
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
When are Consultants, Contractors and Suppliers needed? Most ADB projects Country Partnership Strategy rely on Consultants & Business Plans and Contractors Individual 1 Consultants Concept 6 Evaluation 2 Individual Consulting Consultants Firm or Individuals 5 3 Implementation Preparation 4 Consulting Consultants, Firm and/or Contractors & Individuals Suppliers Negotiations, Approval & Effectiveness 11
ADB Role and Executing Agency’s Role � The Borrower SUPPLIER ADB (Executing Agency) CONTRACTOR is responsible for procurement of BIDDING goods and works FINANCING DOCUMENTS, AGREEMENT CONTRACTS � ADB ( under TAs ) or EXECUTING AGENCY Borrower select and recruit Consultants • 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.
Documents Governing ADB Procurement Category New (after 1 July 2017) Old Procurement Policy Procurement & Consulting Procedures •Staff Instructions (Procurement Project Administration of Goods, Works, Staff Instructions Nonconsulting & Consulting Instructions (PAI 2 & 3) Services) •TA Staff Instructions Standard • 24 Guidance Notes Procurement and Bidding • Standard Procurement and Consulting Documents Consulting documents documents
How to find Consulting Services Opportunities?
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
Who are the Consultants? � Firms � Individual (National/International) � NGOs / CSOs � Research Institutes � Foundations, Centers of Excellence � Professional Organizations
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
Selection of Consultants � Quality and Cost Based Selection (QCBS) – Balance the quality and cost of the proposed services � Quality Based Selection (QBS) Prioritize Quality � Consultants Qualification (CQS) � Fixed Budget Selection (FBS) – Highest quality within the available budget � Least Cost Selection (LCS) – Prioritize cost 18
Finding ADB Business Opportunities Using CMS http://cms.adb.org
Finding ADB Business Opportunities Consulting Services http://csrn.adb.org/
Finding ADB Business Opportunities http://www.adb.org 21
Finding ADB Business Opportunities
Finding ADB Business Opportunities Identifying Projects 23
Positioning Yourself for Success Country Program – Viet Nam http://www.adb.org/countries/viet-nam/main 24
Positioning Yourself for Success Country Program – Viet Nam http://www.adb.org/countries/viet-nam/strategy 25
Positioning Yourself for Success Project Information
Positioning Yourself for Success Project Information
How to find Procurement of Works and Goods Opportunities 28
Identifying Opportunities for Goods and Works Upper Stream • Country Partnership Strategy • Country Operations Business Plan • Procurement Plans • Specific Procurement notices � Invitation for Prequalification � Invitation for Bids • Hop-on Opportunities � Prequalified Contractors � Contracts Awarded Immediate opportunities
Procurement Methods New Procurement Procurement Guidelines Framework • International � Open Competitive Competitive Bidding Bidding (OCB) (ICB) � Limited Competitive • Limited International Bidding (LCB) Bidding • National Competitive � Framework Agreements Bidding (NCB) � Request for Quotations • Shopping � Electronic Reverse • Direct Contracting • Force Account Auction • Community � Direct Contracting Participation in � Force Account Procurement 30
Procurement Plans https://www.adb.org/projects/documents 31
Procurement Plans 32
Invitation for Bids 33
Advance Procurement Action 34
Link to e-Alerts at bottom of 35
e-Alerts (alerts.adb.org) 36
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
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
Overarching Principles 39
Rollout of the New Framework
Thank you! For further information, please contact: Vijay Kumar Akasam Senior Procurement Specialist Procurement, Portfolio and Financial Management Department (PPFD) Asian Development Bank Email: vakasam@adb.org 41
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