Consultant Opportunities with the EBRD Mr Andrea Baldan Head of CSU, Operations Mr Martin Ehrenberg Senior Advisor Consultancy Services Unit Thursday 17 th March, 2011 NL EVD Internationaal
6 things you need to know… …in order to be successful in providing consultancy services to the EBRD: 5 “W”s “Why” does EBRD need consultancy services 1. “Where” does EBRD operate and are services needed 2. “When” are consultancy services needed 3. “What” kind of consultancy services are needed 4. “Who” are the key players in EBRD and their roles 5. (and “ whom ” are you offering your services to) …and 1 “H” “How” does EBRD select consultants (incl eSelection) 1.
1. why? 1. why?
“ why ” does the Bank need Consultancy Services: Bank’s operations � EBRD finances projects in both private and public sector , providing direct funding for financial institutions, infrastructure and other key sectors. � The Bank’s investments also help to develop skills, improve efficiency and strengthen institutions . � Within this framework consultancy services are provided to support the Bank’s operations and projects.
“ why ” should you be interested: Consultancy Contract Awards* in 2006-2010 Value in € of all Consultancy Contracts awarded (and number of Contracts awarded) 160,000,000 trend 140,000,000 120,000,000 100,000,000 80,000,000 (1.565) 60,000,000 (1.409) (1.063) (1.100) (918) 40,000,000 20,000,000 - 2006 2007 2008 2009 2010 * CSU contracts only
“ why ” should you be interested (2): Contract Awards* to Dutch firms in 2006-2010 Value in € of Consultancy Contracts awarded to Dutch firms (and number of Contracts awarded) (and % on EBRD total value) 5,000,000 4,500,000 4% trend 4,000,000 3,500,000 4% 4% 3,000,000 3% 2% 2,500,000 (34) 2,000,000 (17) (36) (30) (29) 1,500,000 1,000,000 500,000 - 2006 2007 2008 2009 2010 * CSU contracts only
2. where? 2. where?
“ where ”: 36 offices in 30 countries more than half bankers based in the regions
“ where ”: 2010 Contract Awards* by Country of Operation (share of value) Kazakhstan, 3% Moldova, 3% Georgia, 3% Armenia, 4% Bosnia Herzegovina, 2% Turkey, 3% Kyrgyz Republic, 4% Romania, 3% Azerbaijan, 2% Bulgaria, 5% Belarus, 3% FYR Macedonia, 2% Tajikistan, 6% Serbia, 2% Croatia, 2% Poland, 2% Russian Other, 21% Federation, 9% Mongolia, 1% Turkmenistan, 1% Albania, 1% Montenegro, 1% UK**, 10% Slovak Republic, 1% Hungary, 0% Latvia, 0% Ukraine, 13% Slovenia, 0% Regional, 12% (…) * CSU contracts only ** Headquarters’ related contracts
“ where ”: 2010 Contract Awards by Country of Operation to Dutch consultants (share of value) % of % of EBR Value, € total D value Total Bosnia and UK 9% Slovak Herzegovina 724,000 25% 30% Republic Russian Federation 552,580 19% 4% 7% Hungary, 12% Kosovo, 1% Regional 391,652 13% 2% Kazakhstan Hungary 338,002 12% 75% 6% CRO 2% United Kingdom 262,627 9% 2% UA, 2% Azerbaijan, 1% Regional, 13% Slovak Republic 200,000 7% 25% Other, 4% Kazakhstan 179,795 6% 4% Bulgaria, 1% Croatia 66,150 2% 3% Ukraine 62,840 2% 0.3% Russian Federation Bosnia and Herzegovina, 26% 19% Kosovo 36,357 1% 9% Montenegro, 1% Azerbaijan 30,090 1% 1% Turkmenistan, 0% Bulgaria 28,150 1% 0.4% Montenegro 24,950 1% 2% Turkmenistan 8,550 0% 1% * CSU contracts only
3. when? 3. when?
“when” are Consultancy Services needed Understand the Bank’s project lifecycle to know: � When does the consulting opportunity arises (concept, pre-signing, post-signing?) � What kind of consultancy services are needed (project preparation or project implementation?) � Whom to market the services to (Bank or Clients?)
“ when ”: Consultancy Services and project cycle Final repayment Initiation Final maturity Concept clearance [Sale of equity] Concept/ structure review Project Project Preparation Preparation Final review Consultancy Consultancy Repayments Services Services Board approval Disbursements Publication of Project Summary Document Project Implementation Project Implementation Publication of Board Signing Consultancy Services Consultancy Services approved Projects
4. what? 4. what?
“ what ” kind of consultancy services does the Bank need � Consultancy Services type: project preparation and project implementation � Funding sources: TC, Bank Budget and loan proceeds � Business sectors
“ what ”: type of Consultancy Services To assist the Bank’s Clients with: Project Preparation e.g. feasibility studies, project design, � environmental impact assessment Project Implementation: � – capacity building, institutional development, eg. project implementation units – role of a partner – project supervision: Independent Engineer – very clearly defined contractual role To assist the Bank with: due diligence (technical, financial, environmental, integrity etc) � project monitoring, lenders technical supervisor �
“ what ”: funding sources available to Dutch Consultants � Technical Co-operation Funds from: – Dutch Technical Cooperation Funds (tied and untied) – Shareholders’ Special Fund established with the Bank’s net income, operational since July 2008 – Other untied Donor funds (e.g. Japan, Sweden, Norway, Multi Donor Fund for Early Transition Countries, European Union), Western Balkans Fund � Bank Administrative Budget � Loan Proceeds
“ what ”: Technical Co-operation funds Focus on: Initiatives to address economic crisis in the EBRD’s countries of � operations, e.g. FI Institution Building and Targeted Crisis Response Framework Facilities, Trade Facilitation Programme Crisis Response Training programmes, Risk Management Advice Sustainable energy financing facilities incl. renewable energy � Infrastructure including Municipal and Environmental Infrastructure � & Transport and PPP’s Support institution building and training - e.g. Turnaround � Management Programme (TAM), Business Advisory Services (BAS), TAM/BAS Crisis Response Programme, Legal Transition Programme (LTP); Policy Dialogue
“ what ”: ALL* Consultancy Assignments by source Technical Co-operation Bank Administrative Bank loan proceeds funds budget Annual €40 to 100 m €5 to 30 m €30 to 70 m Estimates In 2010 €85.66 m €2.57 m €48.94 m 1,587 contracts 7 contracts 1,227 contracts Clients Contract party Clients Bank or Bank Technical Co- Bank operation funds, Administrative 62% budget, 36% Bank loan proceeds, 2% * Includes CSU, TAM (6.5Mil - #728), OGC (16.7Mil - #509) and loan funded
“ what ”: 2010 CSU Contract Awards by Project Sector* (all EBRD) (�������������)� ������������������ �*��� ����������������� ������������������� �� �����'��� ������ �� ����������������� �� ��������������� &���������!� ����������������� "�#����$� ������%� � ����!� �������� * Share of Value
“ what ”: 2010 CSU Contract Awards by Project Sector* (Dutch Consultants) ,���-����������� ������������� "�#����.� ����$� �������������� 2% �����'�����)+� ����������� 10% ��������$� 6% % value of EBRD total % value of EBRD total 2% &���������!� 3% � ������ * Share of Value
“ what ”: an example of Municipal and Environmental Infrastructure (MEI) Sector The MEI sector covers: • direct revenue earning services (water supply, waste- water collection and treatment, solid waste management, district heating, natural gas distribution and urban public transport). • Infrastructure (urban roads, environmental clean-up operations). The provision, financing and management of these municipal and environmental services are the responsibility of local or regional governments. • Environmental services, such as industrial and hazardous waste management, that may be organised nationally or outside local government responsibility.
“ what ” MEI Standard Consultancy Assignments and Types of Specialists Financial Audit � (auditors) Feasibility Study � (sector engineers, environmental, financial, legal experts) Environmental Impact Assessment � (environmental experts) Financial and Operational Performance Improvement � Programme (FOPIP) (financial, management information system, corporate restructuring experts) Legal Due Diligence � (legal experts)
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