project implementation and administration seminar nz.pdf · asian development bank . 2 agenda ......
TRANSCRIPT
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Business Opportunities Seminar
Consulting Services
New Zealand October 2013
Presented By: Amr J. Qari, Procurement Specialist
Asian Development Bank
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Agenda
Types of ADB-Financed Consultants And
Consulting Assignments
Winning ADB-Financed Consulting Contracts
Learning From An Irish Success Story
Avoiding Common Mistakes
ADB’s Consultant Recruitment Procedures
Q&A
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Types of ADB-Financed Consultants and Consulting Assignments
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Types of Consultants
Consulting entities
Consulting firms
Universities
NGOs
Research institutes
Others – UN Organizations
Individuals
Sourced through a firm
Independent Consultants
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International Consultants
Extensive international experience
International best practices
National Consultants
ADB’s mandate to promote local expertise
Have to be nationals of the beneficiary country
Local expertise is available
Experience with international organizations or firms
Types of Consultants
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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
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
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1
1. Country Partnership Strategy
6. Evaluation 6 2
2. Concept
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4. Loan Negotiation &
Board Approval
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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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Winning ADB-Financed Consulting Contracts
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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. Prepare a responsive and competitive financial proposal
8. Do good work
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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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1 - http://www.adb.org Click on “countries”
2 – Select Region & Country
3 – Click on “Strategy”
Step 1: Collect relevant business intelligence
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Step 1: Collect relevant business intelligence
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Click to download
Step 1: Collect relevant business intelligence
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Click to download
Step 1: Collect relevant business intelligence
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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
Step 1: Collect relevant business intelligence
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Step 1: Collect relevant business intelligence
Also search Procurement Plans by Sector/Projects
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Step 1: Collect relevant business intelligence
Also search Procurement Plans by Sector/Projects
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Step 1: Collect relevant business intelligence
Excerpt from Procurement Plan
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Step 1: Collect relevant business intelligence
Search Recruitment Notices
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Step 1: Collect relevant business intelligence
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Step 1: Collect relevant business intelligence
Customized
E-mail Alert
Sign-up
Form
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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)
Step 2: Build your brand name
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Step 2: Build your brand name
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Check opportunities on ADB website
Submit Expression of Interest on time
Step 3: Express Interest
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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 – (%)
Geographical 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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Technical Proposal Evaluation Criteria
Full Technical Proposal
Simplified Technical Proposal
Biodata Proposal
Experience of the firm
100-200
--
--
Methodology Work program Personnel schedule, etc.
200-400
300
100
for personnel schedule only
Personnel
500-700
700
900
Weight
Step 6: Prepare a responsive and strong technical proposal
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Experience of the Firm 100-200
Experience in similar projects
Experience in the region
Other factor
Factor for evaluating Experience of the Firm
Step 6: Prepare a responsive and strong technical proposal
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Approach & Methodology
200- 400
Understanding of Objectives
Methodology
Work Program
Person month requirement
Innovativeness
Counterpart Support
Presentation
Factors for evaluating Approach & Methodology
Step 6: Prepare a responsive and strong technical proposal
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Personnel (700)
Team Leader
/Expert A
Expert B
Expert C
Expert D
General Qualification
10-25%
Project Experience
60-70%
Country Experience
10-15%
300
200
100
100
Factors for evaluating Personnel
Step 6: Prepare a responsive and strong technical proposal
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Financial Proposal usually carries 20% of the weight under QCBS
Step 7: Prepare a competitive financial proposal
Remuneration
Fee (profit mark up)
Overhead
Social Charge
Salary
Provisional
sums
Reports Reproduction
Office support
Per diem
Communication
Travel
Out-of-pocket
Expenses
Other
Contingency
Competitive
Component
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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
Step 8: Do good work
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Learning From An Irish Success Story
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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.
The Challenge:
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An Irish Success Story
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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An Irish Success Story
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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Avoiding Common Mistakes
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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)
Avoiding Common Mistakes
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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
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ADB’s Consultant Recruitment Procedures
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ADB Consulting Guidelines
All consultants financed by
ADB are engaged in
accordance with the
Guidelines on the Use of
Consultants by Asian
Development Bank and Its
Borrowers
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High quality services
Economy and efficiency
Opportunity for all qualified consultants to compete
Encourage use of national consultants
Transparency
Increase focus on anticorruption and ethics
ADB Consulting Guidelines – Principles
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Upon finding corrupt, fraudulent, collusive or coercive
practices, ADB will:
Declare a firm or individual ineligible either indefinitely or for a stated period of time
Cancel the corresponding portion of a loan
Reject a proposal to award contract
ADB Consulting Guidelines – Principles
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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 Consulting Guidelines – Principles
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Anticorruption Issues:
Payments in cash or in kind to influence decisions
Submission of false CVs
Misrepresentation of academic qualifications
Misrepresentation of firm’s qualifications
ADB Consulting Guidelines – Principles
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Technical Assistance and Staff Consultancy
ADB (Project departments with Central Operations Services Office) selects and engages Consultants
Consultant selection Committee for assignments > $600,000
Loans, Grants and Delegated Technical Assistance
Executing Agencies (client Government Departments) select and engage Consultants
ADB reviews all steps of the process (RFP, Evaluation reports, Award recommendations, contract)
ADB System for Consulting Services:
Who selects consultants?
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QCBS – Quality and Cost Based Selection (Default)
QBS – Quality Based Selection
FBS – Fixed Budget Selection - FBS
LCS – Least Cost Selection
CQS – Consultant Qualification Selection
SSS – Single Source Selection
ADB System for Consulting Services:
Available Selection Methods
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CSRN
Shortlisting
RFP/Submission of Proposals
Technical Evaluation
Opening of Financial Proposals
Ranking of combined scores
Contract negotiations
Consultant mobilization
Financial evaluation
Min.
Qualifying
mark
750
ADB System for Consulting Services:
QCBS As The Default Selection Method
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After contract award, consultants can seek debriefing from the recruiting party (Executing Agency or ADB) about why its proposal was not selected
ADB System for Consulting Services:
Debriefing
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Q&A