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Business Opportunities Seminar

Tokyo, Japan
Consulting Services
14 December 2015
Presented by:
Keiko KOISO
Procurement Specialist
Procurement Division 2
Operations Services and Financial Management Department

AGENDA
ADB Overview
Business Opportunities

7-Step Plan to Win ADB-Financed


Consulting Contracts
Q & A

Overview
Regional Multilateral Development Bank
Established in 1966
Partnership of 67 countries
41 client countries
Headquarters in Manila with 29 resident missions
and 3 representative offices (Tokyo, Frankfurt,
and Washington, DC)
3000+ employees from 61 member countries
ADBs Vision: An Asia and Pacific Region Free of Poverty

Overview of Sovereign Portfolio

Uncontracted Loan Funds By Sector

Overview of ADB Operations


Largest Borrowers
2012

2013

2014

India

India

India

PRC

PRC

PRC

Indonesia

Pakistan

Pakistan

Viet Nam

Indonesia

Viet Nam

Bangladesh

Philippines

Philippines

Philippines

Bangladesh

Bangladesh

Uncontracted Loan Funds by Country

Why pursue ADB-Financed Consulting


Contracts?

Significant expenditure on consulting services


(approximately $555M contracted 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

Types of Consultants
Consulting entities
Consulting firms
Universities
NGOs
Research institutes
Others UN Organizations
Individuals
Sourced through a firm
Independent Consultants

Types of Consulting Assignments


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.

Consulting Opportunities Across


ADB Project Cycle
Staff
Consultants

1. Country Partnership Strategy

1
2. Concept
6. Evaluation
Individual
Consultants
5. Implementation

Individual
Consultants

3. Preparation

4. Loan Negotiation &


Board Approval

Consulting
Firm

Consulting
Firm

7-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

Step 1: Collect relevant business intelligence


http://www.adb.org
Click on countries

Click on
Strategy

Step 1: Collect relevant business intelligence

Step 1: Collect relevant business intelligence

Step 1: Collect relevant business intelligence


Navigate from adb.org
to the Consulting
Services Portal

Step 1: Collect relevant business intelligence

Search
Procurement
Plans by:
Country
Year
Sector
http://www.adb.org/projects
/documents/search/type/pr
oject_document/subtype/pr
ocurement-plans-1200

Step 1: Collect relevant business intelligence

Excerpt from
Procurement
Plan

Step 1: Collect relevant business intelligence

Search Recruitment Notices

Step 1: Collect relevant business intelligence

Online registration will close on 10 February 2016, Wednesday, by close of business Manila time
(GMT+8)

http://www.adb.org/news/events/7th-adb-business-opportunities-fair-2016

Step 2: Build your brand name


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

Step 3: Express Interest


Check opportunities on ADB website
Submit Expression of Interest on time

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 (%)

Step 4: Know the country of the assignment


and project site
Get to know the EA
Obtain first hand information
Field assessment
Identify local partner(s)
Estimate the local costs

Step 5: Offer partnership to firms likely to


be shortlisted

Step 5: Offer partnership to firms likely


to be shortlisted
Network with potential partners online and offline
ADB LinkedIn
Networking
Site

Business Opportunities
Fair in Manila

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

Step 7: Do good work

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

Avoiding Common Mistakes

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


consultants proposal (caution for government
employees in general)

Keiko KOISO
E-mail: kkoiso@adb.org