Johan Bert

Head, Technical Cooperation Committee Secretariat

Technical Cooperation, EBRD

Lisbon, 18 June 2015

EBRD Technical Cooperation &

business opportunities for

Portuguese consultants

Technical Cooperation (TC) -

Introduction

2

Local Currency and

Capital Markets

Initiative (LC2)

TRANSITION IMPACT

Investment projects Policy dialogue

Early Transition

Countries (ETC)

Initiative

Sustainable

Energy/Resource

Initiative (SEI/SRI)

Small Business

Initiative

(SBI)

Financial

Institutions

Industry,

Commerce &

Agribusiness

Infrastructure

Energy &

Natural

Resources

Energy Efficiency

& Climate

Change

Equity

Technical Cooperation (TC)

HR IT

Office of the

General

Counsel (OGC)

Office of the

Chief

Economist

(OCE)

Environment Comm. Nuclear

Safety

Office of the

Chief

Compliance

Officer (OCCO)

Strategic Gender

Initiative

(SGI)

Definition of Technical Cooperation:

“Assistance to clients, where there is a lack of know-how, technical skills, expertise; to facilitate capacity and institution building; policy, legal and structural reform, and all other incidental activities and necessary

components of support to deliver that assistance.”

Technical Cooperation (TC) -

Introduction

Technical Cooperation (TC) -

Introduction

Technical Cooperation (TC)

Donor Consultant(s) EBRD

Investment project (transactional TC)

Policy dialogue etc. (non-transactional TC)

Client

Transition Impact

EBRD’s need for (TC) consultants

Contract awards by EBRD and Clients

in 2010-2014

Consultancy Contracts

Awards total

Consultancy Contract Awards to

Portugese Consultants

Year Value, €

million

Number Value, €

million

% of Total

Value

Number

2014 166.55 2,734 0.28 0.17% 5

2013 173.73 2,879 4.02 2.32% 41

2012 168.07 2,764 3.46 2.06% 43

2011 169.49 2,797 1.40 0.83% 23

2010 175.00 2,820 3.44 1.97% 8

Main areas of expertise of Portugese consultants: engineering, environmental, industry

Project sectors: sustainable energy investment, power and energy, municipal infrastructure

Consultancy contracts awarded per sector

(share of value) in 2014

Infrastructure 33%

Financial Institutions

21%

Energy Efficiency

10%

SME 11%

Industry, Commerce & Agribusiness

11%

Policy Dialogue 5%

Others 8%

Consultancy contracts awarded per

country/region (share of value) in 2014

South-estern Europe

13%

Southern and Estern

Mediterranean 7%

Regional 14%

Central Asia 21%

Russia 6%

Eastern Europe and the

Caucasus 12%

Central Europe & the Baltic

States 8%

Turkey 5%

Ukraine 14%

EBRD projects

and related consultancy opportunities

Consultancy services to support transactions

EBRD

Provides

loan or equity

(Project)

to

Consultant support

for Investment

Project

Preparation

Consultant support

for Investment

Project

Implementation

Clients

(~80% private sector)

Consultancy services for transactional TC

(examples)

Project Preparation Project Implementation

Market Demand Studies

(various)

Feasibility Study (sector

engineers, environmental,

financial, legal experts)

Financial and Technical Due

Diligence (various)

Environmental Impact

Assessment (environmental

experts)

Legal Due Diligence (legal

experts)

FOPIP - Financial and Operational

Performance Improvement Programme

(financial, management information

system, corporate restructuring experts)

Corporate Development Programme

(financial, legal, management, IT,

business planning experts)

Project Implementation Unit (procurement

assistance & supervision of works

(procurement experts, engineers)

Creditworthiness Enhancement

Programme (financial, legal, sector

regulation experts)

Lender’s supervision (various)

‒ Policy dialogue and public sector reform (for example anti- corruption

initiatives)

‒ Legal advice on investments to EBRD’s Office of the General Counsel

(OGC)

‒ Legal Transition Programme (LTP)

‒ Institution building/training

‒ Economic/political analysis, research for Office of Chief Economist (OCE)

‒ Environmental , social, gender and assignments/studies

‒ Human Resources, Information Technology, Communications

‒ Nuclear Safety

Consultancy services for non-transactional TC

or the EBRD’s institutional needs

The EBRD’s Procurement Policies and Rules

(PP&R):

Selection and contracting of consultants

EBRD’s Procurement Policies & Rules

(PP&R)

‒ Revised Procurement Policies & Rules

(PP&R), revised October 2014:

http://www.ebrd.com/work-with-us/procurement/policies-and-rules.html

‒ Based on fundamental principles of economy,

efficiency, accountability, non-discrimination,

fairness and transparency

‒ In principle no eligibility restrictions, no

domestic/member states preference (exception:

tied donor funds)

‒ Main consideration is capability to perform the

contract

EBRD’s Procurement Policies & Rules

(PP&R)

Section 2: Principles and Considerations

Section 3: Procurement Rules for

Public Sector Operations

EBRD PP&R

Section 1: Introduction

Procurement of

GOODS & WORKS

Section 5: Procurement of

CONSULTANCY SERVICES

Section 4: Procurement Rules for

Private Sector Operations

Understand how EBRD’s Clients

select/contract/manage consultants for TCs

http://www.ebrd.com/work-with-us/procurement/consultancy-services.html

Overview of procedures for consultant

selection (EBRD or Clients)

Direct

Selection (less than EUR 75,000)

Selection from

Shortlist (EUR 75,000 – EUR 300,000)

Evaluation of

Proposals (EUR 300,000 and over)

Select consultant

Negotiations

Contract

Procurement Notice

Expressions of Interest

Shortlist

Select consultant

Negotiations

Contract

Procurement Notice

Expressions of Interest

Shortlist

Proposal (tech & fin.)

Select consultant

Negotiations

Contract

Firms and Individuals Only Firms

Shortlisting (1)

Expression of Interests (EoIs) and Shortlisting

Standard template for EoI No

Financial capacity

(minimum turnover, profit) No

Professional & technical capacity

(number of staff or experts) No

Project references Yes, but no standard

template

CVs Yes, but no standard

template

Shortlisting (2)

Expression of Interests (EoIs) and Shortlisting

Evaluation method Primarily scoring of project references

& CVs, generally no pass/fail tests

Shortlist

3 - 6

(provided those are capable and

qualified)

Geographic limits

1. no more than two firms from any

one country and

2. at least one firm from a country of

operation

Evaluation of Proposals

Evaluation of Proposals

Technical

evaluation criteria

Depending on assignment with focus

on approach and key experts, for

complex or pilot assignments

interviews

Weight of financial

proposal

Case by case

(0%-30%, standard 20%)

Documentary

evidence

Hardly any administrative compliance,

methodology and CVs matter!

Consultant opportunities?

How to start?

Do your research!

(1) Sustainable Resource Initiative (SRI) http://www.ebrd.com/what-we-do/sectors-and-topics/sustainable-resources-and-climate-change/sri.html

(2) Early Transition Countries Initiative (ETC) http://www.ebrd.com/what-we-do/sectors-and-topics/early-transition-countries-initiative.html

(3) Local Currency and Capital Markets Initiative (LC2) http://www.ebrd.com/what-we-do/sectors-and-topics/local-currency-and-capital-markets.html

(4) Strategic Gender Initiative (SGI) http://www.ebrd.com/strategic-gender-initiative.html

(5) Small Business Initiative (SBI) Details to be published soon

(6) Investment Climate and Governance Initiative (ICGI) Details to be published soon

EBRD’s strategic initiatives

Do your research!

(1) Factsheets for EBRD countries, key sectors and themes http://www.ebrd.com/news/publications/factsheets.html

(2) Country strategies http://www.ebrd.com/what-we-do/strategies-and-policies.html

(3) Sector strategies http://www.ebrd.com/what-we-do/strategies-and-policies.html

(4) Sector-specific information, for example on Sustainable Energy

Financing Facilities (SEFF) http://www.ebrd.com/what-we-do/sectors-and-topics/sustainable-resources/seffs.html

(5) Environmental & Social Impact Assessments http://www.ebrd.com/esia.html

(6) Project Summary Documents (with references to required

TC/consultancy support) http://www.ebrd.com/work-with-us/project-finance/project-summary-documents.html

Other information

Consultant opportunities?

Research ebrd.com!

Work with us:

• Project finance

• Procurement (see next!)

• Trade Facilitation etc.

Website update in

progress!

Consultant opportunities?

Research ebrd.com!

Consultancy services

(see next!)

Website update in

progress!!

Consultant opportunities?

Research ebrd.com!

Consultancy Services:

• Procurement Notices

• eSelection system

• Guidelines

• Reports & Data

How to start?

Assess procurement notices!

Search by contract type

- Consultancy services

- Corporate goods, works and services

- Project goods, works and services

Search by sector and country

Search “Project Summary Documents” http://www.ebrd.com/work-with-us/project-finance/project-summary-documents.html

Example of Project Summary Document

Extract from a Project Summary Document

How to start?

Register to eSelection

• Web-based eSelection ensures transparency, efficiency, level playing field and cost reductions as a result of on-line submissions

• Register: https://eselection.ebrd.com/suite/

• Consultants can:

(1) Subscribe for electronic notification about new opportunities by industry sector and area of expertise:

(2) Submit expressions of interest & proposals (including financial proposals) on-line/electronically

(3) View the status of application, manage participation in selection processes and monitor the progress of any selection process

Register to eSelection:

https://eselection.ebrd.com/suite/

Send a query or

request assistance

Sends email with link

to reset password

Register here

Strategies for successful applications

Be realistic! Can you match the submission/

evaluation criteria? If not, consider

(1) consortia or sub-contracting opportunities,

identify potential local, regional or

international partner firms to complement

your firm’s strengths (know-how, project

references, key experts)

(2) engaging external experts to satisfy

requirements related to key personnel

Join forces

• Know the countries/markets (EBRD, World Bank, IFC, EuropeAid etc.). Research and assess:

(1) Contracts awards

(2) Previous shortlists for similar assignments

(3) Statistics

• EBRD Contract award notices/shortlists information available under:

http://www.ebrd.com/pages/workingwithus/procurement/consultancy.shtml

Join forces

EBRD contract award notices/shortlists http://www.ebrd.com/work-with-us/procurement/consultancy-services.html

Key Question: Who is addressee? Who will

evaluate/contract selected firm?

EBRD or the Client?

Are evaluators “EBRD bankers, managers of private

company, civil servants or employees of

municipality”?

“Be kind to evaluators” (1) –

Who evaluates?

• Consider your application from perspective of evaluation committee. Are you able to easily assess your firm’s strengths and compliance with evaluation criteria?

• Submit documents that are

(1) tailored (adapt your regular standard documents)

(2) focussed (all key points/evaluation criteria addressed?)

(3) concise (table of content, clear structure & headlines, easy to assess, short sentences, use tables instead of running text when appropriate etc.)

(4) accessible (submit one pdf-file not many)

“Be kind to evaluators” (2) –

Be focused and concise!

“Be kind to evaluators” (5) –

Example for project references

Reference

No.

Assignment

Title:

Name

Firm

Country Overall

Assignment

Budget

(EUR)

Proportion

carried out

by

Consultant

(%)

No of

Staff

provided

Name of

Client

(public/

private)

Funding

Source/

Donor

Duration Partners

Detailed Description of Assignment Consulting Services Provided

1) Background

2) Overall Objectives

3) Results/Outcome

1) Key Tasks per Objective

2) Activities per Key Tasks

3) Deliverables/Outputs

“Be kind to evaluators” (6) –

Example for describing experts’ experience

Assignment Title:

Duration:

(m/year) to (m/year)

Country:

Company/Client/

Donor:

Expert’s Position/

Job Title:

Description: Relevant Responsibilities/Tasks

Relevant Activities

Relevant Deliverables/Outputs

• Do not submit financial offer when selection is based on quality and do not add financial offer to EoI (unless otherwise requested)

• Do not reveal financial offer (ensure confidentiality!)

• Do not apply if your firm is not eligible (check eligibility clause in notice)

• Do not submit late

• Do not liaise with EBRD/Client after publication of notice (apart from requests for clarifications via instructions)

• Do not stay silent on conflict of interest!

Strategy for winning contracts –

Avoid the “big don’ts”

• For specific assignment-related enquiries every procurement notice provides the name and contact details (phone, email address) of an EBRD TC Advisor

• For general enquiries

(1) call TC Team under +44 20 73386124 or

(2) send an email to eselection@ebrd.net

How to contact EBRD’s TC Team?

Contact

21

For all further enquiries, please

contact:

Name: Martin Ehrenberg

Title: Head of Stakeholder Relations

Department: Technical Cooperation

Tel: + 44 20 7338 7657

Email: ehrenbem@ebrd.com

EBRD, One Exchange Square

London, EC2A 2JN

United Kingdom

www.ebrd.com