Working with the EBRD Consultant Opportunities at European

Trieste, September 26, 2012

Consultant Opportunities at European

Bank for Reconstruction and

Development

RESULTS OF THE FS GROUPTurnover €8,246.7 MlnNº of employees 76,417

ITALFERR and the FS Group

MISSION-ITALFERR

Italferr is in charge of implementingthe projects contemplated by theinvestments of the FS Group on the

TURNOVER (2011) €180 Mln

Nº OF EMPLOYEES 1400 (62% engineering– 34% administrative)

Projects managed by Italferr €75 Bln(Past 20 years)

PROJECTS currently underway 559

investments of the FS Group on thebasis of the total allotted funds,guaranteeing the utmost quality andperforming all of the necessarytechnical and administrativeactivities, from the projects’ earlieststages to completion, including finaltesting.

Italferr offers to export its know-howthroughout the world, developingrailway and technological innovationprojects in the infrastructure sector.

P R O J E C T MANAGEMENT

MARKET ANALYSISTraffic studies

Transportation development plans

FEASIBILITY STUDIESInvestment cost/benefit studiesEnvironmental impact studies

Preliminary projects

SECTORS

•HS SYSTEMS

•TRAFFIC MANAGEMENT AND TECHNOLOGICAL SYSTEMS

•CONVENTIONAL NETWORK RAILWAY LINES

Our Railway engineering services

Preliminary projects

DESIGNFinal project and cost estimate

Technical specifications

TECHNICAL SUPPORTCost control and works supervision

Complete management of works

TESTING AND STARTUP OF OPERATIONS

Testing and commissioningTraining

RAILWAY LINES

•METRO AND URBAN TRANSPORTATION

•ROLLING STOCK DEPOTS/MAINTENANCE FACILITIES

•TUNNELS, BRIDGES AND OTHER CIVIL WORKS

•PASSENGER STATIONS

•FREIGHT TERMINALS

Works managed in Italy

Total value of works managed by Italferr in the past 20 years: €75,000 Mln

High Speed lines

Conventional lines

Urban junctions

Technologies

BALKANS

CZECH REP.

ROMANIA

BULGARIA

RUSSIAKAZAKHSTAN

Areas of Interest

USA

ITALFERR’s Areas of Interest

MOROCCO

ALGERIA

LIBYA

EGYPT

TUNISIA

MAURITANIA

UGANDA

KENYA

TANZANIA

VENEZUELA

COLOMBIA

BRAZIL

BOLIVIA

PARAGUAY

URUGUAY

ARGENTINA

CHILE

TURKEY

SYRIA

JORDAN

IRAQ

KUWAIT

SAUDI ARABIA

U.A.E.

OMAN

YEMEN

AUSTRALIA

INDIA

Italferr projects in Europe

Countries:AustriaBosnia-HerzegovinaBulgaria CroatiaCzech RepublicFranceHungary MacedoniaMontenegro

UKRAINEUKRAINE

POLANDPOLAND

RUSSIARUSSIA

CZECH REPUBLICCZECH REPUBLIC

SLOVAK REPUBLICSLOVAK REPUBLICMontenegroPolandRomaniaRussia San MarinoSerbia Slovak RepublicSloveniaSwitzerlandTurkeyUkraine

SWITZERLANDSWITZERLAND

SAN MARINOSAN MARINO

FRANCEFRANCESLOVAK REPUBLICSLOVAK REPUBLIC

ROMANIAROMANIA

BULGARIABULGARIA

MACEDONIAMACEDONIA

SERBIASERBIA

SLOVENIASLOVENIACROAZIACROAZIA

BOSNIABOSNIA

HUNGARYHUNGARY

MONTENEGROMONTENEGRO

AUSTRIAAUSTRIA

TURKEYTURKEY

Our experience with EBRD procurement

� The first EBRD initiative followed by Italferr dates back to 1993, not muchlater than the birth of our company.

� Italferr took part to 13 EBRD procurement processes during this period,almost 10% of the total procurement processes of the firm in the samearea.

� We succeeded in obtaining 3 contracts that were positively implemented� We succeeded in obtaining 3 contracts that were positively implementedafter the awarding with the Bank.

� Our participations were not so numerous but with a good “capture ratio”(3 contracts out of 13 initiatives - and 1 under negotiation - , meaning a23% c.r.), and in the end worth enough to delineate some ideas for theconsultancy opportunities at the EBRD (3 “H”s of How to read aProcurement Notice, How to prepare an Expression of Interest, How torespond to a Request for Proposal).

The Contracts executed for the Bank

� Central Europe Initiative - Central European Transport Information Reporting (CETIR) System (1993-1995)

� CEI Romanian Railways Cooperation: project preparation and implementation assistance (2001-2004)

� Technical assistance for monitoring railway track renewal in Macedonia and Serbia (2011-on going)

� Tirana Public Transport Terminal - Feasibility Study and Concession Tender Preparation Support (under negotiation)

PROJECT 1 - Central Europe Initiative - Central Euro pean Transport Information Reporting (CETIR) System (1993-1995)

� By setting up database management systems, the project identified for eachbeneficiary country (Bosnia-Herzegovina, Croatia, Czech Republic, Hungary,Macedonia, Poland, Slovak Republic and Slovenia) and for each mode of transporta methodology for delineating a multimodal planning scheme for regional andnational transport.

� The services included:� Study and analysis of existing transport plans� Quantification of traffic volumes (passenger and

freight) and vehicle fleet

9

freight) and vehicle fleet� Analysis of demand (passenger and freight) by

origin and destination� Inventory of transport infrastructure characteristics� Definition of the geometric and performance

characteristics of the transport systems� Evaluation of investment, operation and

maintenance costs� Study of transport management modalities� Upgrading of database management systems using

dedicated software� Installation of hardware and software in each

beneficiary country

PROJECT 2 - CEI Romanian Railways Cooperation: proje ct preparation and implementation assistance (2001-2004)

� The main objective of the assignment was to advise and assist the client to prepare forfinancing by the EBRD for the following: refurbishment of main city stations to improvecustomer services, maximize revenue earning opportunities and minimizemaintenance and operating costs; refurbishment/ conversion of approximately 500freight wagons; refurbishment of electric locomotives for passenger services.

� The services included:

� Analysis and critical appraisal of the preparatory work of CFR Freight SA, CFR Passengers SA and CFR SA

10

CFR Freight SA, CFR Passengers SA and CFR SA� Definition of technical scope, performance

specifications, and implementation plans of project components

� Detailed project description and independent commercial justification;

� Detailed project cost estimates;� Environmental appraisal and preparation of the

Environmental Action Plans for each proposed investment

� Assistance to CFR in project implementation checking draft tender documents to ensure their compliance with the Bank's Procurement Policies

PROJECT 3 - Technical assistance for monitoring rail way track renewal in Macedonia and Serbia (2011-on going)

� In FYR Macedonia, the programme of track renewal along Corridor X will be financed as three contracts with a total distance of 53 km. Similarly, in the Republic of Serbia EBRD will finance a programme of track renewal again along Corridor X with a total distance of 100 km. The Bank decided to engage a Lender Monitoring Advisor (‘LMA’) to monitor the implementation of these track renewal projects both in FYR Macedonia and Republic of Serbia.

� The services:

� Monitoring of Tendering and contract award

11

� Monitoring of Tendering and contract award� Quarterly site visits and management of critical issues� Check Quality Control system� Report on Cost Control, Disbursements and Cash Flow� Review progress reports received from the PIU and the

Supervision Consultant� Monitoring of performance of Project Parties� Review project documentation� Report on compliance with Environment, health and

safety rules� Advise on Completion and Acceptance

“Tirana Public Transport Terminal – Feasibility Study and Concession Tender Preparation Support

� The purpose of this assignment is to provide the Municipality of Tirana with a feasibility study, containing an environmental and social analysis, and to assist the Municipality in preparing a public tender for the construction of a transport terminal and in the subsequent phases of allotment through a Design, Build, Finance, Operate and Transfer (DBFOT) contract

� In the restructuring process of bus services routes, the main need is to create an

12

routes, the main need is to create an integrated bus service and develop an intercity bus terminal, connected with other mass transit modes

� Italferr proposal has been selected for award of the contract and currently the contract is under negotiation with the bank.

Our approach to EBRD procurement

� Our approach is completely focussed on the transportationsector, mainly rail.

This aspect (should) imply a specialization in terms of know how,� This aspect (should) imply a specialization in terms of know how,capabilities and economic competitiveness.

Our approach to EBRD procurement

Phases of interest for Consultants’

actions

Finalization of the process (in the

hands of the Bank)

Our approach to EBRD procurement

� Timing of information.� Obtain as soon as possible the

information of a futureinitiative, possibly well beforeits publication

� Lobbying with the Bank.� Establish contacts in order to

understand the real needs tobe satisfied by the project and,in case, propose theConsultant ‘s point of view onthe matter.

Our approach to EBRD procurement

� Prepare the ground.� Identify local firm for possible

cooperation, both as a partnerin the initiative or only assubcontractors

Local firms generally bring� Knowledge of the area and of local rules� Local experts� Lobbying capabilities

� Careful preparation of the firmcredentials for EOI.� Firm references, administrative

data are essential for short listselection (depending on thebudget, this phase might bedecisive!)

� Lobbying capabilities� Economics to the organization

Our approach to EBRD procurement

� Professional preparation of atechnical and economical proposal

� Participation to possible site-visit /information meeting

� Analyze the award criteria proposedby the Client: normally the mostimportant is methodology and key staff(technical)(technical)

� Propose clarifications in case ofunclear definition of project scope orcontractual clause

� Organize a proposal team suitable forthe initiative and sized also accordingto the time allowed for offerpreparation

� Cooperate strictly with local partners inorder to best tailor the proposedapproach to the local expectations.

Our approach to EBRD procurement

� Finalization of the process� Follow up and duly reply to possible

requests of clarifications.� In case, provide more detailed

breakdown of costs not askedpreviously

� Confirm company data presented inthe previous stages, in case providingthe previous stages, in case providingadditional certifications

� Confirm professional skills of expertsinvolved

... hopefully waiting for theawarding of the services

THANK YOU FOR YOUR ATTENTION

Italferr Italferr S.p.AS.p.A..Marco Marco StegherStegher

International ActivitiesInternational ActivitiesSales ManagerSales Manager

+39 06 4975 2036+39 06 4975 2209info@italferr.it

www.italferr.it/italferr.html

Via V.G. Galati 7100155 Rome (RM), Italy

Ferrovie dello Stato Italiane Group