Business Opportunities Webinar Organized by aicep Portugal Global - - PowerPoint PPT Presentation

Business Opportunities Webinar

Organized by aicep Portugal Global & GPEARI, Ministry of Finance, Portugal

29 June 2018

Outline

ADB’s Operations and Business Opportunities Documents governing the Procurement How to find business opportunities? Procurement Reform

Opportunities for consulting services in ADB financed TAs & Projects

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

Agriculture, Natural Resources and Rural Development, 4,380 Education, 2,078 Energy, 8,239 Finance, 1,726 Health, 589 Industry and Trade, 428 Information and Communication Technology, 28 Multisector, 1 Public Sector Management, 310 Transport, 8,721 Water and Other Urban Infrastructure and Services, 3,997

(in US$ million at 31 Dec 2017) - Total = $30,498M

Transport - 29% Energy - 27% Agriculture- 14% Water/Urban-13% Education- 7%

https://www.adb.org/sites/default/files/publication/27796/por-2017.pdf

Portugal’s Share of ADB Procurement Contracts

Japan’s Share of ADB Financed Contracts

Portugal’s Share of ADB Procurement 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

Evaluation

6 1 2

Concept

3

Preparation

4

Negotiations, Approval & Effectiveness

5

Implementation

Consulting Firm and/or Individuals Consulting Firm or Individuals

Country Partnership Strategy & Business Plans

Individual Consultants Consultants, Contractors & Suppliers Individual Consultants

11 Most ADB projects rely on Consultants and Contractors

When are Consultants, Contractors and Suppliers needed?

The Borrower

(Executing Agency) is responsible for procurement of goods and works

ADB (under TAs) or

Borrower select and recruit Consultants

ADB

SUPPLIER CONTRACTOR EXECUTING AGENCY FINANCING AGREEMENT 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.

ADB Role and Executing Agency’s Role

Documents Governing ADB Procurement

Category Old Procurement Policy Procurement & Consulting Procedures Staff Instructions Bidding Documents

Project Administration Instructions (PAI 2 & 3)

New (after 1 July 2017)

• Staff Instructions (Procurement
• f Goods, Works,

Nonconsulting & Consulting Services)

• TA Staff Instructions
• 24 Guidance Notes
• Standard

Procurement and Consulting documents

Standard Procurement and Consulting documents

How to find Consulting Services Opportunities?

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

Types of Consulting Assignments

Firms Individual (National/International) NGOs / CSOs Research Institutes Foundations, Centers of Excellence Professional Organizations

Who are the Consultants?

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 7-Step Business Development Plan to Succeed in ADB- Financed Consulting Contracts

Selection of Consultants

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Quality and Cost Based Selection (QCBS) –

Balance the quality and cost of the proposed services

Quality Based Selection (QBS) Consultants Qualification (CQS) Fixed Budget Selection (FBS) – Highest quality

within the available budget

Least Cost Selection (LCS) – Prioritize cost

Prioritize Quality

http://cms.adb.org

Finding ADB Business Opportunities Using CMS

http://csrn.adb.org/

Finding ADB Business Opportunities Consulting Services

http://www.adb.org

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Finding ADB Business Opportunities

Finding ADB Business Opportunities

Finding ADB Business Opportunities Identifying Projects

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http://www.adb.org/countries/viet-nam/main

Positioning Yourself for Success Country Program – Viet Nam

24

http://www.adb.org/countries/viet-nam/strategy

Positioning Yourself for Success Country Program – Viet Nam

25

Positioning Yourself for Success Project Information

Positioning Yourself for Success Project Information

How to find Procurement of Works

and Goods Opportunities

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• 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

Identifying Opportunities for Goods and Works

Upper Stream Immediate

• pportunities

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

Procurement Methods

30

Procurement Plans

31

https://www.adb.org/projects/documents

Procurement Plans

32

Invitation for Bids

33

Advance Procurement Action

34

at bottom of

Link to e-Alerts

35

e-Alerts (alerts.adb.org)

36

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

Think strategically!

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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

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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

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