ADB Consulting Opportunities. Vienna, Austria

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ADB Consulting Opportunities

Vienna, Austria

10-11 November 2015

Presented by: Walter Poick

Director, Procurement Division 2

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Why pursue ADB-Financed Consulting

Contracts?



Significant expenditure on consulting services (approximately $555M contracted in 2014)



Gateway to new opportunities in fast growing emerging

economies across multiple sectors



Availability of funds is assured



Risks related to transparency, fairness and integrity of

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Procurement of Consulting

Services - Types of Consultants

 Consulting entities  Consulting firms  Universities  NGOs  Research institutes  Others – UN Organizations  Individuals

 Sourced through a firm

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 Technical Assistance Consulting Assignments  PPTA (Project preparation)

 CDTA (Advisory TA)

 RETA (Regional TA)

 Loan Project Consulting Assignments

 Project implementation supervision/support

 Capacity building

 Monitoring & Evaluation

 Staff Consulting Assignments

 Project preparation

 Evaluation

 Others

 ABD engages consultants for ‘in-house’ projects, (e.g.

Information Systems and Technology Project, building services, etc.), internal training, auditing, institutional/organizational

reviews etc.

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1. Country Partnership Strategy

6. Evaluation 6 2

2. Concept

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4. Loan Negotiation & Board Approval 5 5. Implementation 3 3. Preparation Staff Consultants Individual Consultants Consulting Firm Individual Consultants Consulting Firm

Consulting Opportunities Across

ADB Project Cycle

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7-Step Plan to Win 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

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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

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http://www.adb.org

Click on “countries”

Click on “Strategy”

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Step 1: Collect relevant business intelligence Navigate from adb.org

to the Consulting Services Portal

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Search Procurement Plans by:  Country  Year  Sector

http://www.adb.org/projects /documents/search/type/pr oject_document/subtype/pr ocurement-plans-1200

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Excerpt from Procurement Plan

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Business Opportunities Fair and

ADB’s Project Pipeline

 Background on the 2015 Business

Opportunities Fair including Project Pipelines across countries and sectors

 ADB’s yearly Business Opportunities Fair -

How to register on 16 – 17 March 2015

http://www.adb.org/news/events/6th-adb-business-opportunities-fair-2015

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 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)

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 Check opportunities on ADB website

 Submit Expression of Interest on time

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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 – (%)

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 Get to know the EA

 Obtain first hand information

 Field assessment

 Identify local partner(s)

 Estimate the local costs

Step 4: Know the country of the assignment and project site

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Step 5: Offer partnership to firms likely to be shortlisted

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 Network with potential partners online and offline

Step 5: Offer partnership to firms likely to be shortlisted Business Opportunities Fair in Manila ADB LinkedIn Networking Site

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Step 6: Prepare a responsive and

strong technical proposal

Technical proposal usually carries 80% of the weight under QCBS and 100% under QBS and FBS

Key Success Factors:

 Understand client requirements (ADB, government)  Study the TOR

 Select the best personnel

 Personnel carry > 50% of the weight in technical score

 Team Leader normally carries the heaviest weight  Visit the project site

 Follow the instructions in the RFP  Understand the evaluation criteria  Clarify your understanding

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 ADB conducts Performance Evaluation Review

(PER) for every consulting assignment and a

poor performance record can affect consultants’ future opportunities with ADB

 Drivers of strong performance:

 Good team leader

 Relationships with EA

 Relationships between International & National consultants

 Managing replacements

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Learning from an Irish Success Story



Irish companies unknown to ADB because Ireland became an ADB member country in 2006



From 2007 to 2009, IrishCo (not its real name) submits many EOIs remotely but does not get shortlisted



IrishCo attributes failure to lack of: (i) track record in ADB financed assignments, (ii) strong

commitment to winning ADB financed assignments and (iii) strong partnerships.

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

In 2009, IrishCo’s top management makes a strategic commitment to winning ADB financed assignments



Frequent travel to ADB HQ in Manila



Focus initially is exclusively on small assignments

 Shorter and simpler recruitment process

 Recruiters are more willing to take risks with new firms due to smaller budget

 Opportunity to build valuable project references

 Opportunity to build brand recognition

 Gain familiarity with ADB processes and personnel



By end of 2009, IrishCo wins three small contracts

($37K, $60K, $175K)

The Solution:

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Individual Contracts PPTAs Loan Implementation/ Grants Project Scale Time



Equipped with project references and a network of

relationships, IrishCo targets larger assignments and wins two contracts worth $580K and $660K in 2011

The Solution:

IrishCo’s Business Development Approach

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 Failure to disclose conflict of interest

 Firm or any of its associates not organized in an

ADB member country

 Wrong type of technical proposal is submitted  Technical Proposal includes costs (QCBS)

 Proposal was not delivered in time to meet

deadline

 Employees from executing agencies included in

consultant’s proposal (caution for government employees in general)

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ADB Consulting Opportunities. Vienna, Austria