2020 Webinar Series: International Development Business ...
Transcript of 2020 Webinar Series: International Development Business ...
2020 Webinar Series:International Development
Business Opportunities
Session 1: Leveraging on IFI Opportunities
30 June 2020, 11:00AEST (9:00 AM Manila)
Austrade, Manila
© 2020 Development Finance International, Inc.® All rights reserved. Confidential.
UNDERSTANDING
AID FUNDED BUSINESS
IN ASIA PACIFIC
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Dave de la Cuesta, Head of Asia Operations <[email protected]>
Dianne Tan, Manager<[email protected]>
30 June 2020
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A . WH Y IF IS
? B . WH O ARE TH E IF IS
C. H OW TO PURSUE IF IS
D . T IP S AND BEST P RACTICES
E. Q& A
OBJECTIVES & AGENDA
S U C C E S S
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This presentation will allow participants to:
Develop an understanding of International Finance Institutions
Gather the knowledge and tools to be successful in aid funded business
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ABOUT DFI
Business WonPartnerships Facilitated
Both
Strategic Partner
DFI Office
Cli
en
tsN
etw
ork
s
• ~30 years success
• $3.5B closed
• 35 Global 500 clients
• 30-100X ROI
• 2-10x Funding leveraged
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INTERNATIONAL FINANCIAL INSTITUTIONS: AN OVERVIEW
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$200 B Annual IFI funding across sectors
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Policy Making
Industry Expertise
Convening Power
Access to Funding
IFIS: MUCH MORE THAN FUNDING
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Meaningful, Game-changing
Challenges
BENEFITS OF DOING BUSINESS WITH THE IFIS
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A. WH Y IF IS
? B . WH O ARE TH E IF IS
C . H OW TO P U RS U E IF IS
D . T IP S AND BEST P RACTICES
E. Q& A
AGENDA
S U C C E S S
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regional & non-regional members
I N V E S T M E N T SF A S T F A C T S (2019)
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Top Investments by Sector, 2019
• 35% Transport• 12% Energy • 10% Agriculture, Natural Resources, Rural Devt• 10% Finance• 6% Water and Other Urban Infrastructure• 5% Education• 3% each on Health, Industry and Trade, and ICT
$745M consulting contracts
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Commitments by Geography
• 31% South Asia• 30% Southeast Asia• 24% Central Asia• 12% East Asia• 2% Pacific• 1% Regional
$ 268 B
$ 23 B
capital
commitments
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$ 268 B
$ 62 B
capital
commitments
contracts
regional and non-regional members
I N V E S T M E N T SF A S T F A C T S
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$ 9.5 B
189
(2019)
Top Investments by Sector, 2019• 14% Energy and Extractives• 10% Social Protection• 9% Industry, Trade, and Services• 9% Agriculture, Fishing, and Forestry• 8% Education• 7% each for Health; Water, Sanitation, and
Waste Management; Finance; Transportation• 3% ICT
Commitments by Geography
• 33% Africa• 20% South Asia• 14% Latin America and the Caribbean• 12% East Asia and Pacific• 12% Middle East and North Africa• 10% Europe and Central Asia
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$ 16 B avg. annual commitment
regional and non-regional members
F A S T F A C T S
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102
(2019)
Thematic Strategies
• Mobilizing private capital for infrastructure
• Transport sector strategy• Sustainable cities strategy
$ 4 B commitments
countries present27
Top Investment Areas• Effective governance• Infrastructure and trade• Building resilience• Education• Health• Agriculture, fisheries and water
F A S T F A C T S (2019)
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$ 33 B avg. annual commitment
countries present
F A S T F A C T S
12
139
(2019)
Top Investments Areas
• 34% Health (Basic health, HIV/AIDS, MCH and FP)
• 21% Emergency response• 9% Government and civil society• 4% Food security• 4% Basic Education• 3% General environmental
protection
$ 14.5 B commitments
countries present150
Top Investment Areas• Infrastructure • Poverty Reduction • Agricultural and Rural • Peacebuilding • Gender and Development • Climate Change • Human Resource Development• Global Environment • Industrial Dev’t and Public Policy
F A S T F A C T S (end 2018)
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A. WH Y IF IS
? B . WH O ARE TH E IF IS
C . H OW TO P U RS U E IF IS
D . T IP S AND BEST P RACTICES
E. Q& A
AGENDA
S U C C E S S
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• What’s the opportunity?
• When?
• How much?
• Who is the final decision-maker?
• Is there enough budget?
• Does my solution fit?
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PRIVATE SECTOR QUESTIONS
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FU
ND
S
IFIs – ADB, WB, JICA
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TRANSACTION TA KNOWLEDGE & SUPPORT TA
IFIs – ADB, WB
Tenders Consultants Tenders Consultants
Investment Project
Public-Private Partnership Research Work
• Project Preparation• Project
Implementation Support
• Policy Advice
• Transaction advisory services
• General institutional capacity building
• Policy advice• Thematic / Sector
Research
FLOW OF FUNDS – TECHNICAL ASSISTANCE
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Facilities at university will be constructed and outfitted
• Laboratory equipment for research & training
• Consultants to develop curriculum• Quality Assurance, Standards
PROJECT, $ M
FU
ND
S
IFIs
Components or Outputs
Tenders
Ministry of Education University
Implementing Agency
Government Ministry
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FLOW OF FUNDS – INVESTMENT PROJECTS
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Project Cycle
Consulting firms / individuals for feasibility studies and project design
Contractors for Works and Non-
consulting Services
Consulting firms / individuals for Monitoring
and Evaluation
4 – 12 mo 3 – 5 yrs 6 – 12 mo
There is opportunity to engage throughout the Project Cycle
PROJECT CYCLE
3 mo 1 yr - 2 yr17
Suppliers for Goods
Consultants for procurement, construction design, etc.
Consulting firms / individuals for value chain analysis or other technical assistance
CountryPartnership
Strategy Identification
Preparation
Appraisal, Negotiation
Approval
Implementation
Evaluation
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ADB ONLINE PROJECT DATABASE
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ADB Project Database: https://www.adb.org/projects
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CountryPartnership
Strategy Identification
Preparation
Appraisal, Negotiation
Approval
Implementation
Evaluation Project Cycle
Project Preparatory / Technical Assistance Reports
4 – 12 mo 3 – 5 yrs 6 – 12 mo
PROJECT CYCLE
3 mo 1 yr - 2 yr19
Country Operation Business Plans Initial Poverty and Social Analysis
ADB Thematic & Sector Papers Country Partnership Strategy
Loan / Grant Agreement Reports and Recommendations of
the President
Project Administration Manual Procurement Plan Environmental and Social
Monitoring Reports
Project Completion Report
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PROJECT DETAILS TO NOTE
Project Status
Budget
Objective/s
Project Duration
Components / Outputs
Project Officer
Implementing Agencies
Project Beneficiaries
Planned Activities, Procurement andTimeline
W H E R E T O F I N D I N F O R M A T I O N
Project Page
Project / Program Administration Manual (PAM)
Reports and Recommendations of the President (RRP)
Procurement Plan
Loan Agreement
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I N F O R M AT I O N
AV A I L A B L E
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SAMPLE ADB PROJECT
PROJECT COST$ 193 M
PROJECT DURATIONApr 2011 - Jun 2023
IMPLEMENTING AGENCIES Ministry of Education and
Training
University of Science and Technology Hanoi
OBJECTIVE: To support the establishment of New Model University (NMU) through fostering innovation and cross-disciplinary work, supported by the appropriate facilities and higher levels of research funding
OUTPUT 1: Effective management and governance system for the USTH
OUTPUT 2: Systems to promote high-quality and relevant academic programs at the USTH will be developed and implemented
OUTPUT 3: Facilities at the USTH will be constructed and outfitted
OUTPUT 4: Effective project management and implementation
PROJECT DETAILS
Design, construction, and outfitting of USTH facilities and laboratories, teaching spaces, and buildings, along with provision of equipment, furniture and fittings PROJECT OFFICER
Sakiko Tanaka
ADB USTH NEW MODEL UNIVERSITY DEVELOPMENT PROJECT
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SELECT PROCUREMENT
$75.8 M - Construction Package (Q3/2019)
$2 M - Laboratory Equipment Package 3 (Q2/2019)
$3.4 M PMU-USTH: Project Management and Supervision for Construction (Q1/2019)
$72 k – International Procurement Specialist (Q1/2019)
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Dr. Dihn Thi Mai ThanhUSTH Acting President,
Project Director, University Implementation Unit
Dr. Tran Dinh PhongDirector of Department of
Innovation and Technology Transfer
Dr. Dong Van QuyenDirector of Department of
Pharmacological, Medical and Agronomical Biotechnology (PMAB)
ADB
Ministry of Finance
Ministry of Education and Training
University of Science and Technology Hanoi (USTH)
Sakiko TanakaProject Officer
Mr. Pham Vu LuanMinister of Education
and TrainingLegendDonor Agency
Government Ministry
Project Implementing Unit
SAMPLE STAKEHOLDER MAPADB USTH NEW MODEL UNIVERSITY DEVELOPMENT PROJECT
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A. WH Y IF IS
? B . WH O ARE TH E IF IS
C . H OW TO P U RS U E IF IS
D . T IP S AND BEST P RACTICES
E. Q& A
AGENDA
S U C C E S S
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Gather all pertinent information from available documents See previous slides Read up on ADB policies and procedures
Engage early Reach out to schedule a meeting / call with project officer and specialists directly
involved in target project / contract
Conduct meetings with ADB in a productive and appropriate manner Be prepared to talk in technical terms and give case studies of past work Keep ADB’s priorities and interests at the forefront Bring something innovative or of interest to add value and enhance ADB’s work in the
country or sector Avoid using confrontational language Do not request meetings for contract discussions with ADB Senior Management Follow up ADB meetings with a Thank You note
Prepare concise proposals / case studies Make proposals as concise as possible Do not include extraneous details not in the Terms of Reference (TOR)
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BEST PRACTICES TO WIN ADB CONTRACTS
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USEFUL TIPS FOR SMALL TO MEDIUM-SIZED COMPANIES
Engage with IFIs early, anticipate the opportunity
Decide on targeted scope, vet pipeline and follow a disciplined approach
Identify partners to increase chances of winning / getting shortlisted
18-24 month commitment
© 2020 Development Finance International, Inc.® All rights reserved. Confidential.e.g. meeting, call, forward docs, etc. 27
DEVELOPMENT-ORIENTED PITCHIntroduction
Discussion about Project
Zero in on relevant component/s
Lead in through questions
Share broad vision
Confirm interest and receptivity
Share further details & case studies
Validate roles and key contacts
Next Steps
2-3 sentence company description
• Focus on target project• Mention having read available docs (PAM,
RRP, Procurement Plan, etc.)
Mention interest in a particular component
Ask questions that will help lead introduction of product / solution / serviceo “Have you considered implementing X?”o Ask re: certain challenges that your product addresses
• Share broader vision of your product and how it can address the problem or contribute to the project’s development objectives
• Always keep ADB’s priorities in the forefront• Scan for verbal / non-verbal cues of receptivity and
interest to the proposed vision
• Share details of products / solutions• Provide case studies or other past work
• Confirm key contacts with PIUs and other decision makers
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A. WH Y IF IS
? B . WH O ARE TH E IF IS
C . H OW TO P U RS U E IF IS
D . T IP S AND BEST P RACTICES
E. Q& A
AGENDA
S U C C E S S
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You may contact us at [email protected] and [email protected] for more information.
© 2020 Development Finance International, Inc.® All rights reserved. Confidential.
USEFUL DOCUMENTS & LINKS
Document Links
Procurement Regulations for ADB Borrowers (new, 2017)
https://www.adb.org/sites/default/files/procurement-regulations-adb-borrowers.pdf
ADB’s Procurement Policy
(new, 2017)https://www.adb.org/sites/default/files/adb-procurement-policy.pdf
Standard Bidding
Documents & User’s guide
to Procurement of Works
(2018)
https://www.adb.org/documents/procurement-large-works-guide
Procurement Plans – Goods,
Works, and Serviceshttps://www.adb.org/site/business-opportunities/operational-procurement/goods-services-pp
Consultant Management
Systemhttps://cms.adb.org/
Documents for Recruitment
of Firms and Individual
Consultants by Executing
Agencies
https://www.adb.org/documents/recruitment-firms-individual-consultants-executing-agencies
UNDB Onlinehttps://www.devbusiness.com/Search/Search.aspx?PreLoadProjects=1
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Global Headquarters7201 Wisconsin Ave. Suite 505Bethesda, MD 208145United States1 301 986 1226
Asia Regional Office11/F Net One CenterBonifacio Global CityTaguig, Metro Manila 1634 Philippines632 8818 1156
India Office9th Floor Spaze i-Tech ParkTower-A1, Sector-49Sohna Road, Gurgaon-122018India 91 124 676 8688
www.dfintl.com
USEFUL ADB DOCUMENTS & LINKS
ADB Virtual Business Opportunity Forum
* OP1: Reducing Poverty & OP4: Livable Cities
* Procurement
* New areas of collaboration (ADB Ventures, Innovation, Knowledge)
TBC 28 to 30 July 2020
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Elodie Journet
Senior Trade & Investment Commissioner
Austrade Manila Development Finance International, Inc.
Contacts
Sheila Trance
Business Development Manager
Dave dela Cuesta
Head of Asia Operations,
Dianne Tan
Manage
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THANK YOU