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Information about 5994a68b 7c8b 4a4e 8c9d 1c4ade4d8f23
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Published on April 2, 2008

Author: Bruno

Source: authorstream.com

International Competitive Bidding:  International Competitive Bidding Slide2:  International Competitive Bidding What is ICB:  What is ICB International Competitive Bidding Tenders for products and services to be delivered outside EU Some "Humanitarian" (emergency aid vs. development aid) Some "Public" Some even "Private" Many different products and services Goods and services in ICB:  Goods and services in ICB Nutrition Housing Urban development Rural development Private sector development Energy Financial services Agriculture, fishing and forestry Construction Infrastructure Information and communication technologies Vehicles Chemicals Irrigation Environment Humanitarian aid Reconstruction Oil and gas Water and sanitation Transportation Health Heavy machinery Business potential in numbers:  Business potential in numbers Humanitarian aid: At least SEK 400 billion annually made up by: EU's external aid programmes UN organisations World Bank lending Regional Development Banks National aid organisations Non-governmental organisations Public tenders in developing countries: N/A The procurers:  The procurers World Bank - Financing tenders Regional Development Banks - Financing tenders EU - Financing tenders National aid organisations UN organisations Non-governmental organisations Other organisations and institutions Public authorities and institutions in developing countries Slide7:  The World Bank The World Bank:  The World Bank 40,000 contracts each year EURO 15-20 billion lending per year The World Bank Group:  The World Bank Group International Bank for Reconstruction and Development IBRD Established: 1945 IDA Established: 1960 IFC Established: 1956 MIGA Established: 1988 International Development Association International Finance Corporation Multilateral Investment Guarantee Agency World Bank Lending by Theme:  World Bank Lending by Theme Environmental & Natural Resource Management 11% Financial & Private Sector Development 17% Human Development 13% Public Sector Governance 12% Rule of Law 1% Rural Development 13% Social Development, Gender & Inclusion 6% Social Protection & Risk Management 11% Trade & Integration 5% Urban Development 8% Economic Management 3% World Bank Lending by Sector:  World Bank Lending by Sector Agriculture, Fishing & Forestry 9% Education 9% Energy & Mining 8% Finance 8% Health & Other Social Services 10% Industry & Trade 7% Information & Communication 1% Law & Justice & Public Administration 25% Transportation 14% Water, Sanitation & Flood Protection 10% World Bank Lending by Region:  World Bank Lending by Region Africa $3.9 billion 17% East Asia and Pacific $2.9 billion 13% Europe and Central Asia $4.1 billion 18% Latin America and the Caribbean $5.2 billion 24% Middle East and North Africa $1.3 billion 6% South Asia $5 billion 22% Project Identification:  Project Identification Other Agencies Borrowers Proposals Previous Projects Resident Missions Bank Economic & Sector Work The World Bank:  The World Bank The World Bank – Loan Approvals:  The World Bank – Loan Approvals USD 250 million for HIV/AIDS projects in India The World Bank has recently approved a loan of USD 250 million for the Third National HIV/AIDS Control Project. It is expected that the project will include international tenders for goods and services related to prevention, care and treatment of people living with HIV and AIDS in India. USD 190 million for Water Tank Management Projects The World Bank has recently approved a loan of USD 190 million for the Andhra Pradesh Community-Based Tank Management Project. It is expected that the project will include international tenders for goods and services related to improving the performance of about 3000 tank systems with a command area of about 250,000 hectares and improving on-farm water management and efficiency. Evaluation criteria for goods and works:  Evaluation criteria for goods and works Based on measurable criteria Open competition Bid open – one stage Price is the main criterion Detailed technical specifications Bids are opened in public Negotiations are exceptional Selection Criteria for Consulting Services:  Selection Criteria for Consulting Services Based in knowledge Limited to short list Two stages Quality is the main criterion Terms of reference (overall work program) Only financial proposal is open to the public Negotiations are usual Key success factors:  Key success factors Follow the projects of interest from loan approval Lobby local ministries and possibly World Bank officials – especially on new technology Prepare an offer that cannot be rejected / is in full compliance with tender requirements Have the right quality Have the right prices Have good local representation that will keep up a constructive dialogue with the responsible ministry Be careful with unethical business conduct Slide20:  Regional Development Banks Regional Development Banks:  Regional Development Banks Inter-American Development Bank African Development Bank Asian Development Bank European Bank for Reconstruction and Development Slide22:  EU EU:  EU Various external aid programmes EuropeAid is the European equivalent of SIDA Every year more than SEK 60 billion is spent on projects in many different countries EU finances projects, procurement is decentralised Main sectors: Access to clean and safe water Rural development and food security Health Education Trade and private sector development Human rights and good governance Security, justice and regional cooperation How to bid for EU tenders:  How to bid for EU tenders Very elaborate tender documents Offers must be detailed and in complete compliance with tender documents Requirements for country of origin Requirements for currency of offer Requirements for period of validity Requirements for contents of tenders Terms of payment Tender guarantee Performance guarantee Tender opening Technical evaluation vs. financial evaluation Advantages of WB, dev. Banks and EU:  Advantages of WB, dev. Banks and EU Strong and reliable organisations Transparent and harmonised guidelines Easy access to the relevant information Danish and Swedish technology and know-how Large projects => High growth potential Slide26:  The UN System The United Nations System:  The United Nations System 43 different organisations Local offices Total procurement by UN agencies:  Total procurement by UN agencies The 10 UN agencies with highest procurement levels: World Food Programme: USD 2,180 million United Nations Procurement Services: USD 1,555 million Unicef: USD 1,135 million UNDP: USD 1,027 million UNOPS: USD 719 million UNFPA: USD 253 million PAHO: USD 206 million UNDP/IAPSO: USD 193 million WHO: USD 150 million UNRWA: USD 115 million 10 major countries of supplies to the UN:  10 major countries of supplies to the UN UNICEF:  UNICEF Procurement Services located in Copenhagen, Denmark Annual procurement volume: Approx. USD 1,135 million Main commodities purchased: Vaccines/biologicals Education supplies Medical supplies and equipment IT and office equipment Water and sanitation Nutrition Printing Pharmaceuticals Transport Bednets and household technologies UNICEF - Main Supplier Countries:  UNICEF - Main Supplier Countries UNICEF - Countries of Delivery:  UNICEF - Countries of Delivery World Food Programme:  World Food Programme Procurement service located in Rome, Italy Annual procurement volume: USD 2,180 million Main commodities purchased: Food Transport Warehousing and logistics Vehicles IT equipment Office services Communication equipment Utilities and rental Office supplies and furniture Training and conferences United Nations Procurement Services:  United Nations Procurement Services Procurement division located in New York, USA Annual procurement volume: USD 1,555 million Main commodities purchased: Air transportation services Chemical and petroleum products Motor vehicles/parts and transportation equipment Telecommunications equipment and services Freight forwarding and delivery services EDP equipment and maintenance services Food rations / catering services Architecture, engineering and construction related services Building management and maintenance Travel and related services United Nations Development Programme:  United Nations Development Programme Procurement division located in New York, USA Annual procurement volume: USD 1,027 million Main commodities purchased: Information and communication technolgies Electrical equipment Public administration Education, training and social services Cooling and heating equipment Agriculture Laboratory equipment Motor vehicles Printing services Transportation Medical equipment and supplies UNOPS:  UNOPS Procurement division located in Copenhagen, Denmark Annual procurement volume: USD 719 million Main commodities purchased: Construction, engineering and architectural services Motor vehicles and other transport equipment Office and IT equipment Mine action services Iron, steel and metal products Natural resources development, environmental management Paper products and stationary General management services Communication equipment Transport services Machinery UNFPA:  UNFPA Procurement division located in Copenhagen, Denmark Annual procurement volume: USD 253 million Main commodities purchased: Audio/visual equipment Pharmaceuticals Publication/printing Vehicles Medical equipment Office equipment and EDP Contraceptives Pan-American Health Organisation:  Pan-American Health Organisation Procurement division located in Washington, USA Annual procurement volume: USD 206 million Main commodities purchased: Vaccines Agrochemicals Pharmaceuticals Freight services Syringes and needles Computer supplies and equipment Laboratory supplies and equipment Environmental supplies and equipment Medical and dental supplies and equipment UNDP/IAPSO:  UNDP/IAPSO Procurement division located in Copenhagen, Denmark Annual procurement volume: USD 193 million Main commodities purchased: Automotive products Pharmaceuticals Technical equipment IT equipment Freight and transportation World Health Organisation:  World Health Organisation Procurement division located in Geneva, Switzerland Annual procurement volume: USD 150 million Main commodities purchased: Pharmaceutical products and vaccines X-ray, radiological apparatus, appliances and consumables Computer equipment and office supplies Laboratory supplies and equipment Medical and surgical equipment Transportation equipment Insecticides, pesticides etc. Miscellaneous drugs Electric/electronic intrumentation and equipment HIV test kits UNRWA:  UNRWA Procurement division located in Amman, Jordan Annual procurement volume: USD 115 million Main commodities purchased: Educational and recreational supplies Teaching aids Audio-visual equipment Hand tools Medicines and vaccines Medical equipment Foodstuff Blankets Clothes Building materials Practical tips for suppliers:  Practical tips for suppliers Establish and keep contact with technical and purchasing specialists dealing with your products. Carefully study bid document, conditions and minimum specifications. Ensure offer is complete (include datasheets and QA-certificates). Remember to respond, even if you do not offer. Meet deadline for submission of bid (time and place!). Maintain regular contact and communicate professionally In case of uncertainty - ask for clarification. In addition to request, alternative proposals may be provided. Submit brochures and catalogues in requested language. Facilitate work of purchasing officer: format offer and annexes. Attend public bid openings, whenever called (can be via representative). Take advantage of UN Agencies websites – procurement sections. Bid Evaluation Criteria:  Bid Evaluation Criteria Acceptance of UN payment terms Delivery terms & delivery time Technical requirements Recognized international/national quality standards Supporting documentation Proven production capacity & financial strength Warranty conditions Appropriate after-sales service Previous contract references Price Key Success Factors for Suppliers:  Key Success Factors for Suppliers Market knowledge (if possible, also knowledge on UN structure & culture) Suitable products / services Country knowledge - intercultural skills Export experience / references Languages (employees, documents) Networks: after sales services Capacities (financial, personnel) Competitive prices Flexibility w.r.t. off-take Reliability Persistence, endurance, patience Slide45:  National Aid Organizations National Aid Organizations:  National Aid Organizations DANIDA SIDA NORAD USAID DFID NZAID JICS GTZ National Aid Organizations:  National Aid Organizations Large procurement budgets National preferences Some use procurement agents Slide48:  Non-Governmental Organizations Non-Governmental Organizations:  Non-Governmental Organizations Save the Children Oxfam Red Cross and Red Crescent Societies Church Aid World Vision Non-Governmental Organizations:  Non-Governmental Organizations Thousands of international and local organizations Smaller budgets Characterised by less professional procurement Focus on emergency aid and short-term development projects Based on specific themes (e.g. mine clearance) Dependent on continuous financing – dependent on proven results Non-Governmental Organizations:  Non-Governmental Organizations Main selection criteria Product of interest Minimum 3 years expierence Export experience Legal status Reliability (reputation, experience, references) Professional integrity Capacity (performance, financial) Supplier registration form Acceptance of General terms and conditions Criteria: availability, quality, price, service Slide52:  Cases Useful links:  Useful links The World Bank: www.worldbank.org Asian Development Bank: www.adb.org African Development Bank: www.afdb.org Inter-American Development Bank: www.iadb.org Danida: www.danida.dk USÁID: www.usaid.gov UN: http://www.un.org/english/ Save the Children: http://www.savethechildren.org/ World Vision: www.wvi.org

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