Cómo ganar licitaciones y contratos financiados por Bancos Multilaterales

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Information about Cómo ganar licitaciones y contratos financiados por Bancos Multilaterales

Published on January 13, 2016

Author: SPRICOMUNICA

Source: slideshare.net

1. © 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

2. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 2 Why the MDBs? How do you do business with the MDBs? Why DFI? OVERVIEW What is the procurement process?

3. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 3 ANNUAL OPERATIONS OF KEY MDBS $100B+ / yr Global 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

4. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 4 30 PROJECTS / $6.5B MDB RAIL INFRASTRUCTURE FUNDING: WB, EBRD, IDB (2012-PIPELINE)

5. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 5 30 PROJECTS / $6.5B MDB RAIL INFRASTRUCTURE FUNDING: WB, EBRD, IDB (2012-PIPELINE)

6. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 6 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

7. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 7 OVERVIEW Why the MDBs? How do you do business with the MDBs? Why DFI? What is the procurement process?

8. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 8 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 Regions Europe & Central Asia Africa MENA LatAm & Caribbean South Asia East Asia & Pacific Country Team Task Team Leader Economist Sector 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.

9. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 9 Country Partnership 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

10. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 10 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) Funds MDB Gov’t Tenders Contract Flow of Funds – Public Sector PIU

11. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 11 PEOPLE TO MEET IN MDBS & GOVERNMENT MDB HQ MDB 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

12. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 12 • 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

13. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 13 OVERVIEW Why the MDBs? How do you do business with the MDBs? Why DFI? What is the procurement process?

14. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 14 KEY BIDDING STRATEGIES Submit Bid Stakeholder Relations Partners DFI Support Competitor • Build relationships • Understand procurement rules • Train partners • Know competition • Leverage DFI for support

15. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 15 International Competitive Bidding National Competitive Bidding • Limited International Bidding • Shopping • Direct Contract • Force Account TYPES OF MDB PROCUREMENT Goods, Works, Consulting / Non-Consulting Services Other

16. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 16 Procurement of Goods, Works, and Non- Consulting Services Under IBRD Loans and IDA Credits & Grants By World Bank Borrowers Selection and Employment of Consultants Under IBRD Loans and IDA Credits & Grants By World Bank Borrowers Standard Bidding Documents Guidelines THE RULE BOOKS – THE WORLD BANK

17. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 17 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

18. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 18 SAMPLE WB GENERAL PROCUREMENT NOTICE (GPN): TANZANIA – TANZANIA INTERMODAL AND RAIL PROJECT (TIRP) Total Project Cost / Total WB Loan: $300M PIU: Reli Assets Holding Company (RAHCO) Approval Date: 24 April 2014 Closing 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)

19. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 19 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

20. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 20 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)

21. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 21 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%

22. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 22 In addition to price… 1 Payment Schedule 2 Delivery Time 3 Operating Costs 6 References 7 Team Member Bios / CVs 8 Related Training, Safety and Environmental Factors EVALUATION CRITERIA 4 Efficiency and Compatibility of Equipment 9 Financial Strength of Bidder 5 Availability of Service and Spare Parts 10 Methodology & Work Plan

23. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 23 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

24. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 24 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

25. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 25 Why the MDBs? How do you do business with the MDBs? Why DFI? OVERVIEW What is the procurement process?

26. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 26 Evaluation & Strategy Assessment Partner Build Out Project Pursuit Financing 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

27. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 27 Step 2 World Bank, IDB, and ADB on-going and proposed client addressable 400 Projects Step 3 Filter and Refine: Intel and detailed next steps 40 18 7 Step 1 World Bank, IDB, and ADB Potential EXAMPLE CLIENT-ADDRESSABLE ASSESSMENT PROJECT FILTERS $10M

28. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 28 Sale and closure Pre-Tender Tender Post Tender R F P Pre-RFP development activity Estimate Addressable, Case studies, References Influence mapping and engagement Formal conversion to opportunity MDB CAPTURE STRATEGY Proactive 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

29. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 29 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 Leader Masood Ahmad Bangladesh Ministry of Food Minister (Muhammad Abdur Razzaque) Director General (Ahmed Hossain Khan) Bangladesh Country Program Coordinator Johannes Widmann Bangladesh Country Director Johannes Zutt Alternate US Executive Director Sara Aviel Executive Director for Bangladesh Mukesh N. Prasad Commercial Advisor to US ED Scott Bozek US Embassy in Dhaka Ambassador (Dan. W. Mozena) Commercial Officer (Etienne LeBailly) STAKEHOLDER INFLUENCE MAP Accelerate existing proposals through advocacy

30. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 30 IFC PROJECT SUBMISSION AND REVIEW Eligibility Submit 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

31. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 31 MARKET ENTRY & PARTNER IDENTIFICATION Example: 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

32. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 32 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 contractOutcomes Procurement Bid Disqualification: €2.5M Thermal Power Plant Rehabilitation in Bosnia Herzegovina

33. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 33 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!

34. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 34 • 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 BothStrategic Partner DFI Office 34 22 YEARS, GLOBAL SUCCESS

35. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 35 Clients Networks African Development Bank Confederation of Indian Industry REPRESENTATIVE DFI CLIENTS & NETWORKS

36. © 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 36 Global Headquarters 7201 Wisconsin Avenue Suite 505 Bethesda, MD 20814 United States 1 301 986 1226 Asia Regional Office 11/F Net One Center Bonifacio Global City Taguig, Metro Manila 1634 Philippines 632 818 1156 India Office 9th Floor Spaze i-Tech Park Tower-A1, Sector-49 Sohna Road, Gurgaon-122018 India 91 124 676 8688 www.dfintl.com Africa Regional Office 6th Floor, Wing A Westend Towers Waiyaki Way, Nairobi Kenya 254 20 421 4206

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