cómo ganar licitaciones y contratos financiados por bancos multilaterales

© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 1

EMILIO BUNGE, Managing Director

WINNING MULTILATERAL DEVELOPMENT BANKS

(MDB) CONTRACTS IN THE RAILROAD SECTOR

NOVEMBER 2015


Why the MDBs?

How do you do business with the MDBs?

Why DFI?

OVERVIEW

What is the procurement process?


ANNUAL OPERATIONS OF KEY MDBS

$100B+ / yrGlobal Funding Across

Sectors

• Transport• Infrastructure• Energy (RE / EE)• Disaster Management• Trade & Competitiveness

• ICT• Climate Change• Water• Urban / Rural Dev.• Agriculture

• Governance• Social Protection• Fiscal Management• Health• Education


30 PROJECTS / $6.5B MDB RAIL INFRASTRUCTURE FUNDING:

WB, EBRD, IDB (2012-PIPELINE)


Programed, Budgeted, Replicable

Set De facto Government

Standard

International Procurement

Standards

Shared Objective

Meaningful, Game-

changing Challenges

Access to regional / in-country

stakeholders

BENEFITS OF DOING BUSINESS WITH THE MDBS


OVERVIEW

Why the MDBs?


Why DFI?



Public Private Partnerships

Jobs

Gender

Fragility, Conflict,& Violence

Climate Change

25 Executive Directors

President: Jim Yong Kim

Board of Governors(188 Member Countries)

General Counsel

CFO

Chief Economist

COO & MD

RegionsEurope & Central Asia

AfricaMENA

LatAm & CaribbeanSouth Asia

East Asia & Pacific

Country TeamTask Team Leader

EconomistSector Specialist

Consultants

Field Offices

Transport & ICT

Global Practices (14)

ED: Jose Alejandro Rojas Ramirez (Venezuela)Sr. Advisor: Beatriz de Guindos (Spain)

Advisor: Carlos Tortola (Spain)

Fiscal Management

Energy & Extractives

Water

Finance & Markets

Urban, Rural, & Social Dev.

Governance

ENGAGING WITH THE WORLD BANK

Special Envoy CC

Social Protection & Labor

Education

Health, Nutrition, & Pop.

Trade & Competitiveness

Poverty

Agriculture

Environment & Natural Res.


CountryPartnership

Strategy Identification

Preparation

Appraisal, Negotiation,

Approval

Implementation

Evaluation

WORLD BANK PROJECT CYCLE: HOW AND WHEN TO ENGAGE

Project Cycle

There is opportunity throughout the Country Partnership Strategy and Project Cycle


INVESTMENT PROJECT CYCLE

Expression of Interest (ICB)EOI due 15 June, 2010

Supply of 26 Trains / 6 Cars Each

MetrÔ de Sao Paulo (CPTM)

State of São Paulo

Contract Awarded ($382.59M)12 July 2011

Construcciones y Auxiliar de Ferrocarriles (CAF)

Brazil: Sao Paulo Metro Line 5 Project (WB, IDB)

Fun

ds

MDB

Gov’t

Tenders

Contract

Flow of Funds – Public Sector

PIU


PEOPLE TO MEET IN MDBS & GOVERNMENT

MDB HQMDB in the

Field

Project Implementation

Unit

• Task Team Leaders / Project Officers*

• Country Program Coordinators

• Thematic Groups

• Procurement Office

• Investment Officer (IFC)

• Task Team Leaders / Project Officers*

• Country Directors*

• Procurement Officer

• Project Director

• Procurement

• Legal

• Technical

• Sector Expert

* Can either be at HQ or field


• Project Information Document (PID)

• Project Appraisal Document (PAD)

• Procurement Plan

• Loan Agreement

• Monthly Operational Strategy

Project

• Country Partnership Strategy (CPS)

• Sector Policy Papers

• WB ICT Strategy

• Energy Strategy

• Transport…

Strategy/Policy Papers

• Procurement Guidelines

• Standard Bidding Documents

• General Procurement Notice (GPN)

• Specific Procurement Notice (SPN)

Procurement

KEY DOCUMENTS TO REVIEW


OVERVIEW

Why the MDBs?


Why DFI?



KEY BIDDING STRATEGIES

Submit Bid

StakeholderRelations

Partners

DFI Support

Competitor

• Build relationships

• Understand procurement rules

• Train partners

• Know competition

• Leverage DFI for support


International Competitive Bidding

National Competitive Bidding

• Limited International Bidding

• Shopping

• Direct Contract

• Force Account

TYPES OF MDB PROCUREMENTGoods, Works, Consulting / Non-Consulting Services

Other


Procurement of Goods, Works, and Non-Consulting ServicesUnder IBRD Loans and IDA Credits & Grants By World Bank Borrowers

Selection and Employment of Consultants Under IBRD Loans and IDA Credits & GrantsBy World Bank Borrowers

Standard Bidding Documents

Guidelines

THE RULE BOOKS – THE WORLD BANK


General Procurement

You

Outlines the general areas of expected procurement

First published when project is approved, then annually

Published in UN’s Development Business or dgMarket

Meet customer

© 2014 Development Finance International, Inc. All rights reserved. Confidential 17


SAMPLE WB GENERAL PROCUREMENT NOTICE (GPN):

TANZANIA – TANZANIA INTERMODAL AND RAIL PROJECT (TIRP)

Total Project Cost / Total WB Loan: $300MPIU: Reli Assets Holding Company (RAHCO) Approval Date: 24 April 2014Closing Date: 31 July 2019

• Component A: Improvement of Rail Infrastructure ($232.5M)– Rehab, upgrade, and maintenance of railway track, 970km– Rehab of weak bridges to increase capacity to minimum of 11 tons/axle load

• Component B: Rolling Stock ($19.3M)– Purchase of 3 new locomotives – Purchase of wagons and civil engineering rolling stock

• Component C: Development Isaka Terminal and Dar Port Platform ($15.3M)– Design and civil works to construct rail exchanges

• Component D: Institutional Strengthening and Capacity Building / Consulting ($32.9M)– Capacity Strengthening of Tanzania Railway Ltd (TRL)


Specific Procurement

Advertisement for specific tender of goods or services

Published in UN’s Development Business online or dgMarket

Buy/review bid docs and alert concerns ASAP

Attend pre-bid conference and ask for clarifications

Prepare responsive bid© 2014 Development Finance International, Inc. All rights reserved. Confidential 19

You


SAMPLE WB SPECIFIC PROCUREMENT NOTICE (SPN) FOR GOODS:

MEXICO – URBAN TRANSPORT TRANSFORMATION PROJECT

Total Project Cost: $2.7B

Total WB Loan: $150M

GoM: $2.29B

Carbon Fund: $50M

Clean Technology Fund: $200M

PIU: Banco Nacional de Obras y Servicios Publicos

Goods: Acquisition of 12 Trains. Deadline 6 Nov 2015.

1. Supply of 12 electric units / 2 cars per unit (Light Rail, 750 Vdc and 1435 mm standard gauge type)


SAMPLE EBRD EXPRESSION OF INTEREST (EOI) FOR CONSULTANTS:

UKRAINE – KHARKIV METRO EXPANSION PROJECT

Total Project Cost: EUR 350M

Total EBRD Loan: EUR 175M

Total EIB Loan: EUR 175M

PIU: Kharkiv Metro Company

Consulting Services: Feasibility Study for €350M rail project (€500K, 7 months). Deadline 17 Feb 2015.

1. Detail route alignment and prepare ridership demand forecast

2. Prepare detailed costing for high-quality metro extension investment capable of meeting forecast demands

3. Analyze project barriers and risks such as expropriation, construction

4. Prepare full cost / benefit analysis to inform decision making of banks

5. Prepare environmental and social due diligence

6. Prepare pre-qualification and full tender documents

Evaluation Criteria

• Previous Experience in Engineering, Transport, Urban Rail: 35%

• Experience in Ukraine / Neighboring Countries: 15%

• CVs of Key Experts with Relevant Experience: 50%


In addition to price…

1 Payment Schedule

2 Delivery Time

3 Operating Costs

6 References

7 Team Member Bios / CVs

8Related Training, Safety and Environmental Factors

EVALUATION CRITERIA

4Efficiency and Compatibility of Equipment 9 Financial Strength of Bidder

5Availability of Serviceand Spare Parts

10 Methodology & Work Plan


BIDDING: WHAT TO DO AND WHEN

Before Bid Deadline

• Buy and review tender document immediately

• Attend pre-bid conference and raise any concerns

At Bid Opening

• Be on time and vigilant

• Document discrepancies at bid opening

• Consider spotlight letter

During Evaluation

• Diligent local monitoring

• Document deficiencies, lodge concerns and seek support


PROCUREMENT TIPS

Criteria Change: Express in monetary terms

The MDB is NOT a party to the contract

Joint Ventures• Firms may form joint ventures, provide joint and several liability

• Joint ventures may not be mandatory

• Bid securities must be in the name of the JV and each JV partner must be named

Clarification Questions• Negotiate tender requirements

• Ask – Don’t assume

• Crafting questions is an art

• Use questions strategically


Why the MDBs?


Why DFI?

OVERVIEW



Evaluation

& Strategy

Assessment

Partner

Build Out

Project

PursuitFinancing

Tender

Support

Client readiness

Financing options

Customized strategy

Client-addressable

Project pipeline

Pursuit & capture strategy

Position client

Meet key project stakeholders

Engage on next steps

Level the playing field

Step-by-step support

Clarification documentation

Escalation as needed

Identify sources

Docs preparation & submission

Negotiation / closing support

Identify prospective partners

Vet potential partners

Strengths and weaknesses

DFI APPROACH


Step 2World Bank, IDB, and ADB on-going and proposed client addressable

400 Projects

Step 3Filter and Refine: Intel and detailed next steps

40

18

7

Step 1World Bank, IDB, and ADBPotential

EXAMPLE CLIENT-ADDRESSABLE ASSESSMENT

PROJECT FILTERS

$10M


Sale and closure

Pre-Tender TenderPost

Tender

RFP

Pre-RFP development activity

EstimateAddressable, Case studies, References

Influence mapping and engagement

Formal conversion to opportunity

MDB CAPTURE STRATEGYProactive positioning to build market and capture sales

Pre-pipeline : DFI / Client country planning

DFI

Client

Company review

Target countries

Capabilities Assessment

Prioritization

Project assessment

Develop references

Qualify via executing agency / PIU

Validate scope, timing

Engage stakeholders

Share expertise

Identify partners

Stakeholder mapping,

Meet stakeholders, BBL at MDBs

Procurement

Advocacy

Introduce consultants

Build relationships

Assess competition

Work w/ consultant

Bid consortium

Tracking tenders

Monitor Project

Support bid process

Post award analysis

Monitor specs

Responsive bid

Escalate irregularities


DC Stakeholder

Bangladesh Embassy in

Washington, DC

Ambassador (Akramul Qader)

Commerce Counselor

(Shafiqul Islam)

In Country Stakeholder

WORLD BANK

WB Bangladesh Modern Food Storage Facilities

Project ($290M)

Task Team LeaderMasood Ahmad

Bangladesh Ministry of FoodMinister (Muhammad Abdur Razzaque)Director General (Ahmed Hossain Khan)

Bangladesh Country Program CoordinatorJohannes Widmann

Bangladesh Country Director

Johannes Zutt

Alternate US Executive Director

Sara Aviel

Executive Director for Bangladesh

Mukesh N. Prasad

Commercial Advisor to US EDScott Bozek

US Embassy in Dhaka

Ambassador (Dan. W. Mozena)

Commercial Officer (Etienne LeBailly)

STAKEHOLDER INFLUENCE MAPAccelerate existing proposals through advocacy


IFC PROJECT SUBMISSION AND REVIEW

EligibilitySubmit Concept

•Project description, business and financial plan

•Corporate profile

•Feasibility and environmental studies

•Government support & regulations

Evaluate Proposal

•Early review and appraisal (due diligence)

• Investment review

•Negotiations

•Public notification

•Board review, approval and commitment

•Disbursement of funds

•M&E and Closing

• Developing country (IFC member)

• Technically, financially, environmentally, socially sound

• Benefit local economy

• Project description, business and financial plan

• Corporate profile

• Feasibility and environmental studies

• Government support & regulations

• Early review and appraisal (due diligence)

• Investment review

• Negotiations

• Public notification

• Board review, approval and commitment

• Disbursement of funds

• M&E and Closing


MARKET ENTRY & PARTNER IDENTIFICATIONExample: Global Commercial Build-Out for Renewable Energy Company

• 2 Regional Offices

Added (LAC & EMEA)

• 20 Partners

Appointed

• $200M Vetted

pipeline

• $25M Closed

Business

• 500 Intro’d

stakeholders


SUCCESS STORY: GLOBAL ENGINEERING SERVICES FIRM

• PIU was to disqualify client due to inadequate references, and cancel tender for re-issue

• Client suspected reason was to re-bid for lower prices

Challenge

• Raised concerns over rationale for disqualification under WB guidelines

• Requested reconsideration of bid DFI Solution

• Successfully protected client bid, resulting in €2.5M contract Outcomes

Procurement Bid Disqualification: €2.5M Thermal Power Plant Rehabilitation in Bosnia Herzegovina


BOTTOM LINE

Substantial opportunity to “sell to” and “sell through”

Dedicated resources

Focus: projects & countries

12+ months for wins

SPRI/DFI are here to help you!


• 22 years success

• 60 – 100X ROI for product clients

• 15 – 30X ROI for consulting clients

• DFI integrated into Sales, MARCOM, Finance, Gov’t Affairs, Strategy, and Channel Management, and

DFI TRACK RECORD

$2B+ BUSINESS CLOSED

Business Won

Partnerships Facilitated

Both Strategic Partner

DFI Office

34

22 YEARS, GLOBAL SUCCESS


Clients

NetworksAfrican Development

Bank

Confederation of Indian Industry

REPRESENTATIVE DFI CLIENTS & NETWORKS

http://www.gsk.com/index.htm

http://www.gsk.com/index.htm


Global Headquarters7201 Wisconsin AvenueSuite 505Bethesda, MD 20814 United States1 301 986 1226

Asia Regional Office11/F Net One CenterBonifacio Global CityTaguig, Metro Manila 1634 Philippines632 818 1156

India Office9th Floor Spaze i-Tech ParkTower-A1, Sector-49Sohna Road, Gurgaon-122018India 91 124 676 8688

www.dfintl.com

Africa Regional Office6th Floor, Wing AWestend TowersWaiyaki Way, NairobiKenya254 20 421 4206

cómo ganar licitaciones y contratos financiados por bancos multilaterales

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