partnering with the asian development bank · 2016-06-24 · cv missing cv nationality not stated...
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Partnering with the Asian Development Bank
AGENDA
ADB at a Glance
Portugal in ADB Operations
ADB’s Consulting Opportunities
ADB’s Goods and Works Opportunities
ADB’s Procurement and Consultant
Recruitment Policy Framework
ADB at a Glance
Overview
Regional Multilateral Development Bank
Established in 1966
Partnership of 67 countries
42 client countries
Headquarters in Manila with 29 resident missions
and 3 representative offices (Tokyo, Frankfurt,
and Washington, DC)
3000+ employees from 61 member countries
ADB’s Vision: An Asia and Pacific Region Free of Poverty
Partners
Governments
Private sector
Nongovernment organizations
Development agencies
Community-based organizations
Foundations
Almost all ADB projects rely on consultants and contractors
Strategic Agendas
Inclusive Social Development
Environmental Sustainability
Regional Cooperation for poverty reduction
Five Core Specializations
Infrastructure
Environment including climate change
Regional Cooperation and integration
Financial sector development
Education
Other: Health, Agriculture, Disaster Assistance
Strategy 2020*
* http://www.adb.org/documents/strategy-2020-working-asia-and-pacific-free-poverty
ADB Portfolio 2015 Assistance by Sector - $27.17 billion
$1.09 B AGRICULTURE, NATURAL
RESOURCES & RURAL DEVELOPMENT
$0.54 B INFORMATION &
COMMUNICATION TECHNOLOGY
$0.38 B HEALTH
$0.03 B INDUSTRY & TRADE
$0.02 B MULTISECTOR
$9.97 B ENERGY
$1.58 B EDUCATION $1.73 B PUBLIC SECTOR MANAGEMENT $2.54 B WATER & OTHER URBAN INFRASTRUCTURE & SERVICES $4.22 B TRANSPORT $5.08 B FINANCE 7
ADB Portfolio 2015 Assistance by Region
SOUTHEAST ASIA $7.95 billion
REGIONAL $0.54 billion
CENTRAL AND WEST ASIA $7.30 billion
SOUTH ASIA $7.80 billion
EAST ASIA $3.12 billion
PACIFIC $0.46 billion
8
Uncontracted Loan Funds By Sector
Uncontracted Loan Funds by Country
Largest Borrowers
Portugal in ADB Operations
PORTUGAL– Shareholding and Voting Power
Share of ADB’s Procurement Contracts
Consulting Services
ADB Consulting Opportunities
Why pursue ADB-Financed Consulting Contracts?
Significant expenditure on consulting services (approximately $555M 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
recruitment activities mitigated through ADB oversight Support a worthy development mission
When are Consultants needed?
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
Types of Consultants
Consulting entities
Consulting firms
Universities
NGOs
Research institutes
Others – UN Organizations
Individuals
Sourced through a firm
Independent Consultants
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
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.
Types of Consulting Assignments
8-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
7. Do good work
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
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)
Step 2: Build your brand name
Business Opportunities Fair and ADB’s Project Pipeline
Background on the 2016 Business Opportunities Fair including Project Pipelines across countries and sectors
ADB’s yearly Business Opportunities Fair - Usually in the month of March; most recent was on 16 – 17 March 2016
http://www.adb.org/news/events/7th-adb-business-opportunities-fair-2016
http://adbprocurementforum.net/?page_id=2388
Check opportunities on ADB website
Submit Expression of Interest on time
Step 3: Express Interest
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 – (%) Geographical experience – (%)
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
Step 5: Offer partnership to firms likely to be shortlisted
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
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
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
Step 7: Do good work
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)
Avoiding Common Mistakes
CV Missing CV
Nationality not stated
Certification not properly accomplished
Discrepancy between person-months in the RFP and proposed person-months
Discrepancy between type of experts in the RFP and those proposed
Proposal makes radical changes to the TORs (Note: Comments on the Terms of Reference)
Proposed price exceeds maximum stipulated in request for proposals
Avoiding Common Mistakes
ADB Procurement Opportunities
Contractual Relationships
ADB SUPPLIER
CONTRACTOR
EXECUTING AGENCY
FINANCING AGREEMENT
BIDDING DOCUMENTS, CONTRACTS
Executing Agency is responsible for all procurement activities
ADB oversees compliance with ADB’s Procurement Guidelines*
* ADB’s review procedures are set forth in Project Administration Instruction 3 at http://www.adb.org/documents/project-administration-instructions
Significant expenditure on goods and works (approximately $8Bn in 2014) 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 activities mitigated through ADB oversight Support a worthy development mission
Why pursue ADB financed goods and
works contracts?
Country Strategy and Business Plans Early notices General Procurement Notice Procurement Plan
Specific Procurement notices Invitation for Prequalification Invitation for Bids
Hop-on Opportunities Prequalified Contractors Contracts Awarded
Identifying Opportunities for
Goods and Works
VIE Country Operations Business Plan
adb.org Business Opportunities Portal
Early Notices: Procurement Plans
Early Notices: Procurement Plans
Early Notices: Procurement Plans
Early Notices: Procurement Plans
Specific Procurement Notices
Link to e-Alerts at bottom of adb.org Home Page
e-Alerts (alerts.adb.org)
Hop-on Opportunities
Bidding Strategy
Advice on Bid Preparation
Think strategically!
Position yourself according to your competitive advantage.
Ability to operate in countries that do not generate significant bidder interest
• Afghanistan • Cambodia • Pakistan • Solomon Islands • Papua New Guinea • Timor-Leste and other Pacific States
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
Seek clarification. “Don’t wait ‘til it’s too late!”
BIDDING DOCUMENT POTENTIAL ISSUES
Bid Conditions • Unreasonable bid preparation period
Qualification Criteria • Unclear which entity must comply with
qualification criteria
• Ambiguous criteria
• Restrictive criteria
Requirements • Incomplete, unclear or restrictive requirements
Contract Conditions • Unreasonable contract completion period
• Unbalanced risk allocation
Write to ADB directly if the executing agency fails to respond promptly or there is a complaint against the executing agency.
Bidding Dos
Carefully review qualification and evaluation criteria
Failure to satisfy qualification criteria results in high bid rejection rate
No conditionalities Do not add any conditions. Conditionalities or
qualifications will lead to rejection
Get official clarification If any provisions of the bidding document are unclear
or unacceptable, submit an official inquiry in writing to the EA before the bid closing date or such date as may be specified.
Be on time Submit bid within the stipulated deadline. Late bids
will not be accepted.
During bid opening ensure All relevant prices are read out All discounts are read out Presence and amount of bid security is read out No envelope remains unopened All the above is recorded correctly The record is signed by all bidders present and
by the buyer
Be Aware of Possible Extension There may be a request to extend the bid validity
and bid security periods by several months, as in certain cases the evaluation of bids requires more time than originally expected.
Bidding Dos
Make final check of bid
Amount, validity and text of Bid Security Signatures and power of attorney Joint venture agreement enclosed References enclosed Discounts in covering letter or
appropriate place as specified in the bidding document Marking of envelopes as appropriate
Bidding Dos
No Bid Security
Insufficient Amount of Bid Security
Lack of Supporting Documents
Incomplete Bids
Expiration and Extension of Bid Validity
Partial Quantities
Absence of test reports if required
Bids not signed
Conflict of interest
Bidding Don’ts
ADB Procurement and Consultant Recruitment Policy Framework
Key Policy Documents
Overarching Principles
• Economy and Efficiency
• Transparency
• Fairness
• Promotion of Domestic Industries
• Source of Goods & Services (Eligibility)
Downloadable at: http://www.adb.org/site/business-opportunities/operational-procurement/goods-services/documents
Downloadable at: http://www.adb.org/documents/guidelines-use-consultants-asian-development-bank-and-its-borrowers
Key Eligibility Restrictions
Compliance with UN Security Council decision
Conflict of interest (i.e., party has interests that could
improperly influence that party’s performance of official
duties or responsibilities, contractual obligations, or
compliance with law)
Government-owned enterprises in the borrower’s
country may participate if they can establish that they (i)
are legally and financially autonomous, (ii) operate
under commercial law and (iii) are not dependent
agencies of the borrower or sub-borrower.
Declaration of ineligibility by ADB
Prohibited Practices
Corrupt Practice the offering, giving, receiving, or soliciting, directly or indirectly, anything of value to influence improperly the actions of another party (e.g. bribery, kickbacks, extortion, bid manipulation)
Fraudulent Practice action or omission, including a misrepresentation, that knowingly or recklessly misleads, or attempts to mislead, a party to obtain a financial or other benefit or to avoid an obligation (e.g., false bid security/bank guarantees, work certificates, financial statements)
Collusive Practice an arrangement between two or more parties designed to achieve an improper purpose, including influencing improperly the actions of another party (e.g. leaking of bid information, rigged specifications)
Coercive Practice impairing or harming, or threatening to impair or harm, directly or indirectly, any party or its property to influence improperly the actions of a party
ADB’s Anticorruption Policy requires all parties to observe
the highest standard of ethics during the procurement and
execution of such contracts. In pursuance of this policy,
ADB will
Prohibited Practices
Declare a firm ineligible either indefinitely or for a stated period of time
Cancel the corresponding portion of a loan
Inspect accounts and records of suppliers and contractors and have them audited by auditors appointed by the Bank
Reject a proposal to award contract
How to Report Integrity Violations
http://www.adb.org/site/integrity/how-to-report-fraud
Debriefing: Unsuccessful bidders/consultants may request debriefing
from EA. If they are not satisfied with the explanation given, they may contact ADB directly.
Complaints: Bidders/Consultants may file complaint directly with ADB
and may copy ADB on correspondence with EA.
Debriefing and Complaints
Sabyasachi (Saby) Mitra
European Representative Office
+49 69 2193 6414