Santa Cruz de Tenerife, Canary Islands December 10, 2013 opportunities with the … · The World...
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Gilles R. Garcia Manager, Enterprise Outreach Services The World Bank Group Santa Cruz de Tenerife, Canary Islands December 10, 2013 How to be strategic when bidding on WB financed projects
Transcript of Santa Cruz de Tenerife, Canary Islands December 10, 2013 opportunities with the … · The World...
Gilles R. Garcia Manager, Enterprise Outreach Services
The World Bank Group
Santa Cruz de Tenerife, Canary Islands December 10, 2013
How to be strategic when bidding on WB financed projects
• Established in 1944 (together with the IMF) in Bretton Woods, first loan in 1947
• 5 entities (IBRD, IDA, IFC, MIGA, ICSID)
• Headquarters in Washington DC, 200 offices worldwide
• $53B engagement in FY13
• 25 000 employees (15 000 staff and 10 000 consultants)
• AAA Bank and Development institution
• Only active in emerging and developing economies
The World Bank Group
The Transaction Bank
providing financing to exporters and investors
The Solutions/ Knowledge Bank
sharing 70 years of experience in emerging economies
The World Bank Group: 2 Banks in 1…
Ending Extreme Poverty by 2030
Promoting Shared Prosperity
… to reach our two overarching objectives:
The World Bank Group : A Transaction Bank with 2 main doors
For a Total Commitment of $52,6 B in 2013
For Exporters For Investors
• $31,5 B (60%) of WB lending in 2013 turned into $25B worth of procurement opportunities
• $18,3B (35%) of IFC co-financing
• $2,7B (5%) of MIGA guarantees against Political Risks
$ 25 B procurement opportunities on WB financed contracts, $ 100 B on aid funded business
… and $ 4 500 B of public procurement in developing countries (15% of GDP)
World Bank
UN EU
Bilaterals Other Development Banks
Banks Development Agencies
• Regular flow of 100,000 WB financed contracts worth $25 billion per year in all categories (CW,G,C), sectors (Hard to soft) and size(from $10 000 to $600M),
• 10,000 contracts prior reviewed (10%) worth $12.7 billion (50%),
• 77 % contracts are ICB, 10 % contracts are NCB,
• 70 % of contracts awarded to local companies,
• « Best practice » projects
• 220 WB staff involved in procurement , the Bank is a referee for companies who are sure to get paid,
• Large majority of bidders are SME’s.
World Bank $25 B procurement contracts …
…to access $ 4 500 B public procurement contracts
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European Performance on WB-financed contracts FY 2013
In FY 2013, Spain #1 on WB Prior Review Contracts
Data as of September 2013
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European Performance on WB-financed contracts FY 2007-2013 Overall Result
Spain #2 on WB Prior Review Contracts FY 2007-2013 Overall Result
Data as of September 2013
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Spain Prior Review Contract Awards FY07-13 (data as of Sept. 2013)
Amount (USD) % of total amount % of total contracts
A Regular increase since 2010
• In FY 2008-2013, Spain was awarded some 324 Prior Reviewed Contracts, worth close to $2 760 M
• Spanish performance estimates are at some 3000 contracts, worth over $5 500 M
LAC 50%
SA 20%
ECA 18%
AFR 10%
MENA 2%
EAP 0%
By Region
50% of Spanish Prior Review Contracts awarded in LAC, primarily in Brazil, Mexico, and Colombia
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Top Countries for Spanish Bidders on PRC 08-13
55% 25%
16%
1% 1%
1% 1%
By Sectors
Transportation Energy & Mining
Water Public admin & law
Health & SS Finance
Agriculture Education
Infrastructures represent 96% of Spanish Prior Review Contracts FY 2008-2013
Civil Works 53%
Goods 42%
Consultants 5%
By Category
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Leading European Countries in Transportation Sector FY 2008-2013
Spain #2 on Transportation Sector on Prior Review Contracts FY 2008-2013
Data as of September 2013
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Leading European Countries in Energy & Mining FY 2008-2013
Spain #1 in Energy & Mining on Prior Review Contracts FY 2008-2013
Data as of September 2013
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Leading European Countries in Water Sector FY 2008-2013
Spain #1 in Water Sector on Prior Review Contracts FY 2008-2013
Data as of September 2013
• CAF Construcciones y Auxiliar, $358M, Transportation (Goods), Brazil • Dragados, $288M, Water (Civil Works), Poland • Corsan-Corviam Construccion, $212M, Transportation (Civil Works),
Brazil • Isolux Ingenieria, 165M, Energy & Mining (Goods), Bangladesh • Aldesa Constructions, $86M, Transportation (Civil Works), India • Carija, $18M, Transportation (Civil Works), Mauritania • Iberdrola Renovables, $10M, Energy & Mining (Goods), Mexico • Groupement Lopesan/ Volconsa, $5.6M, Transportation (Civil Works),
Senegal • Instalaciones Inabensa, $2.9M, Energy (Goods), India • Abarloa2, $260,500, Agriculture (Consultant Services), Tunisia • Adasa Sistemas, $211,500, Agriculture (Goods), Morocco • Epypsa, $238,000, Transportation (Consultant Services), Colombia • International Indemar Fisheries, $93,000, Agriculture (Consultant
Services), Ghana
Average Contract: $8.5M, Median one: $500,000 For Spanish companies in 2008-2013
35%
31%
11%
7%
3%
3% 3% 2%
2% 1% 1%
1% Countries
Brazil
Argentina
Colombia
Peru
Jamaica
Bolivia
Haiti
Nicaragua
OECS Countries
Dominica
Belize
Pipeline LAC: 17 projects in Infrastructures (E&M, T, W), worth over $1.8 B
www.worldbank.org/projects
Pipeline LAC: 17 projects in Infrastructures (E&M, T, W), worth over $1.8 B
www.worldbank.org/projects
Key Contact information can be found in the Project Information Document (PID)
Team Leaders
Gaston Mariano Blanco, Senior Social Protection Specialist based in Buenos Aires, [email protected]
Thomas Kenyon, Senior Private Sector Development Specialist based in Washington DC, [email protected]
Lizmara Kirchner, Senior Water & Sanitation Specialist, [email protected]
Implementing Agencies
Brazil State of Ceara, Secretariat of Planning and Management, Cristina Medeiros, Project Coordinator, [email protected] SEPLANDE, Luiz Otavio Gomes, State Secretary of Planning and Economic Development, [email protected] State Secretariat of Special Projects and Metropolitan Management (SEPAM) Regina Curitiba, State Subsecretary of Resource Development, Tel: 55 27 3636 1190
A selection of contacts for Pipeline projects in Brazil
45%
18%
13%
12%
6% 4%
2% 0% By Country
Nigeria
Ethiopia
Africa Regional
Kenya
Mali
Tanzania
Sierra Leone
Rwanda
Pipeline: 14 projects in Water in Africa, worth $1.7 B
www.worldbank.org/projects
Pipeline: 14 projects in Water in Africa, worth $1.7 B
52%
11%
11%
9%
7%
5% 3% 1%
1%
By Country
Nigeria Ghana Cameroon Niger Senegal Burkina Faso Mali Guinea-Bissau Mauritania Gambia
Pipeline in West Africa: 19 Projects worth $ 1.4 B
53%
18%
15%
9% 3% 2%
By Sector
Water Education Agriculture Health & SS Public admin Energy
Pipeline in West Africa: 19 Projects worth $ 1.4 B
www.worldbank.org/projects
The World Bank has NO contractual relationship with companies
World Bank
Companies Government PMU
• Procurement Rules • Information
Dissemination • Complaints
• Project Implementation • Contractual Relation
• Country Assistance Strategy (CAS)
• Contractual Relation
Country Assistance Strategy
Identification
Preparation, Appraisal and
Board Approval
Implementation and Supervision
Implementation and Completion
Evaluation
World Bank Project Life Cycle
http://go.worldbank.org/GI967K75D0
The Key Issue is to address the Real Issues …
… in each phase of the Project Life Cycle
• Systematic Web based Screening
• Strategic Selection • Field Focus • Local Partnership
• Clarity of Bidding Documents
• Be responsive • Ask questions to the
right people
Business Opportunities Identification
• Payments PMU/CM/CD/
TTL/ RPM • Corruption
INT
Bid Preparation
Project Implementation
The Real Strategic Challenge
Mapping of the key actors critical
Timing & Details Critical
Two Sets of Procurement Guidelines
http://go.worldbank.org/U9IPSLUDC0 http://go.worldbank.org/1KKD1KNT40
For Consultants For Goods & Works
http://consultations.worldbank.org/consultation/procurement-policy-review-consultations
Contact the Task Team Leader Copy the Country Director for the borrowing country Copy the Regional Procurement Manager All names and contact information are available in the
Project Information Document (PID)
Mapping of the Key WB Actors Critical…
Consultant Guidelines, Page 47 – Appendix 3: Guidance to Consultants
70 % of contracts awarded to local companies
http://go.worldbank.org/BY6HRBV4E0
Access detailed information on prior reviewed contracts awarded, including:
• Operational region • Client country • Sector
(For 105 Countries with PSLO network representation)
• Type of contract • Supplier name • Contract amount
2 critical steps & sets of documents to track:
• Monthly Operational Summary (MOS)
http://go.worldbank.org/OG8CL2BD20
• PID/ PAD: Project Information Document and Project Appraisal Document
http://documents.worldbank.org
From the Country Assistance/Partnership Strategy…
… to submitting your bidding documents
1. To work on WB-financed projects
2. To work for the WB as consultants
https://wbgeconsult2.worldbank.org/
3. To work for the PMU to prepare the projects
Consultants Have 3 Options
Option 1, 10 times bigger than Option 2
• World Bank General Website: Search by Countries and Topics or by Projects & Operations http://www.worldbank.org/
• Advanced Search for Projects http://go.worldbank.org/YLPQAHBY40
• Procurement Guidelines http://go.worldbank.org/1KKD1KNT40
• Procurement Notices http://go.worldbank.org/YLPQAHBY40
• Procurement Awards and Summary Reports http://go.worldbank.org/BY6HRBV4E0
• Monthly Operational Summary http://go.worldbank.org/OG8CL2BD20
Electronic Resources
