Upload
others
View
1
Download
0
Embed Size (px)
Citation preview
Johan Bert
Head, Technical Cooperation Committee Secretariat
Technical Cooperation, EBRD
Lisbon, 18 June 2015
EBRD Technical Cooperation &
business opportunities for
Portuguese consultants
Technical Cooperation (TC) -
Introduction
2
Local Currency and
Capital Markets
Initiative (LC2)
TRANSITION IMPACT
Investment projects Policy dialogue
Early Transition
Countries (ETC)
Initiative
Sustainable
Energy/Resource
Initiative (SEI/SRI)
Small Business
Initiative
(SBI)
Financial
Institutions
Industry,
Commerce &
Agribusiness
Infrastructure
Energy &
Natural
Resources
Energy Efficiency
& Climate
Change
Equity
Technical Cooperation (TC)
HR IT
Office of the
General
Counsel (OGC)
Office of the
Chief
Economist
(OCE)
Environment Comm. Nuclear
Safety
Office of the
Chief
Compliance
Officer (OCCO)
Strategic Gender
Initiative
(SGI)
Definition of Technical Cooperation:
“Assistance to clients, where there is a lack of know-how, technical skills, expertise; to facilitate capacity and institution building; policy, legal and structural reform, and all other incidental activities and necessary
components of support to deliver that assistance.”
Technical Cooperation (TC) -
Introduction
Technical Cooperation (TC) -
Introduction
Technical Cooperation (TC)
Donor Consultant(s) EBRD
Investment project (transactional TC)
Policy dialogue etc. (non-transactional TC)
Client
Transition Impact
EBRD’s need for (TC) consultants
Contract awards by EBRD and Clients
in 2010-2014
Consultancy Contracts
Awards total
Consultancy Contract Awards to
Portugese Consultants
Year Value, €
million
Number Value, €
million
% of Total
Value
Number
2014 166.55 2,734 0.28 0.17% 5
2013 173.73 2,879 4.02 2.32% 41
2012 168.07 2,764 3.46 2.06% 43
2011 169.49 2,797 1.40 0.83% 23
2010 175.00 2,820 3.44 1.97% 8
Main areas of expertise of Portugese consultants: engineering, environmental, industry
Project sectors: sustainable energy investment, power and energy, municipal infrastructure
Consultancy contracts awarded per sector
(share of value) in 2014
Infrastructure 33%
Financial Institutions
21%
Energy Efficiency
10%
SME 11%
Industry, Commerce & Agribusiness
11%
Policy Dialogue 5%
Others 8%
Consultancy contracts awarded per
country/region (share of value) in 2014
South-estern Europe
13%
Southern and Estern
Mediterranean 7%
Regional 14%
Central Asia 21%
Russia 6%
Eastern Europe and the
Caucasus 12%
Central Europe & the Baltic
States 8%
Turkey 5%
Ukraine 14%
EBRD projects
and related consultancy opportunities
Consultancy services to support transactions
EBRD
Provides
loan or equity
(Project)
to
Consultant support
for Investment
Project
Preparation
Consultant support
for Investment
Project
Implementation
Clients
(~80% private sector)
Consultancy services for transactional TC
(examples)
Project Preparation Project Implementation
Market Demand Studies
(various)
Feasibility Study (sector
engineers, environmental,
financial, legal experts)
Financial and Technical Due
Diligence (various)
Environmental Impact
Assessment (environmental
experts)
Legal Due Diligence (legal
experts)
FOPIP - Financial and Operational
Performance Improvement Programme
(financial, management information
system, corporate restructuring experts)
Corporate Development Programme
(financial, legal, management, IT,
business planning experts)
Project Implementation Unit (procurement
assistance & supervision of works
(procurement experts, engineers)
Creditworthiness Enhancement
Programme (financial, legal, sector
regulation experts)
Lender’s supervision (various)
‒ Policy dialogue and public sector reform (for example anti- corruption
initiatives)
‒ Legal advice on investments to EBRD’s Office of the General Counsel
(OGC)
‒ Legal Transition Programme (LTP)
‒ Institution building/training
‒ Economic/political analysis, research for Office of Chief Economist (OCE)
‒ Environmental , social, gender and assignments/studies
‒ Human Resources, Information Technology, Communications
‒ Nuclear Safety
Consultancy services for non-transactional TC
or the EBRD’s institutional needs
The EBRD’s Procurement Policies and Rules
(PP&R):
Selection and contracting of consultants
EBRD’s Procurement Policies & Rules
(PP&R)
‒ Revised Procurement Policies & Rules
(PP&R), revised October 2014:
http://www.ebrd.com/work-with-us/procurement/policies-and-rules.html
‒ Based on fundamental principles of economy,
efficiency, accountability, non-discrimination,
fairness and transparency
‒ In principle no eligibility restrictions, no
domestic/member states preference (exception:
tied donor funds)
‒ Main consideration is capability to perform the
contract
EBRD’s Procurement Policies & Rules
(PP&R)
Section 2: Principles and Considerations
Section 3: Procurement Rules for
Public Sector Operations
EBRD PP&R
Section 1: Introduction
Procurement of
GOODS & WORKS
Section 5: Procurement of
CONSULTANCY SERVICES
Section 4: Procurement Rules for
Private Sector Operations
Understand how EBRD’s Clients
select/contract/manage consultants for TCs
http://www.ebrd.com/work-with-us/procurement/consultancy-services.html
Overview of procedures for consultant
selection (EBRD or Clients)
Direct
Selection (less than EUR 75,000)
Selection from
Shortlist (EUR 75,000 – EUR 300,000)
Evaluation of
Proposals (EUR 300,000 and over)
Select consultant
Negotiations
Contract
Procurement Notice
Expressions of Interest
Shortlist
Select consultant
Negotiations
Contract
Procurement Notice
Expressions of Interest
Shortlist
Proposal (tech & fin.)
Select consultant
Negotiations
Contract
Firms and Individuals Only Firms
Shortlisting (1)
Expression of Interests (EoIs) and Shortlisting
Standard template for EoI No
Financial capacity
(minimum turnover, profit) No
Professional & technical capacity
(number of staff or experts) No
Project references Yes, but no standard
template
CVs Yes, but no standard
template
Shortlisting (2)
Expression of Interests (EoIs) and Shortlisting
Evaluation method Primarily scoring of project references
& CVs, generally no pass/fail tests
Shortlist
3 - 6
(provided those are capable and
qualified)
Geographic limits
1. no more than two firms from any
one country and
2. at least one firm from a country of
operation
Evaluation of Proposals
Evaluation of Proposals
Technical
evaluation criteria
Depending on assignment with focus
on approach and key experts, for
complex or pilot assignments
interviews
Weight of financial
proposal
Case by case
(0%-30%, standard 20%)
Documentary
evidence
Hardly any administrative compliance,
methodology and CVs matter!
Consultant opportunities?
How to start?
Do your research!
(1) Sustainable Resource Initiative (SRI) http://www.ebrd.com/what-we-do/sectors-and-topics/sustainable-resources-and-climate-change/sri.html
(2) Early Transition Countries Initiative (ETC) http://www.ebrd.com/what-we-do/sectors-and-topics/early-transition-countries-initiative.html
(3) Local Currency and Capital Markets Initiative (LC2) http://www.ebrd.com/what-we-do/sectors-and-topics/local-currency-and-capital-markets.html
(4) Strategic Gender Initiative (SGI) http://www.ebrd.com/strategic-gender-initiative.html
(5) Small Business Initiative (SBI) Details to be published soon
(6) Investment Climate and Governance Initiative (ICGI) Details to be published soon
EBRD’s strategic initiatives
Do your research!
(1) Factsheets for EBRD countries, key sectors and themes http://www.ebrd.com/news/publications/factsheets.html
(2) Country strategies http://www.ebrd.com/what-we-do/strategies-and-policies.html
(3) Sector strategies http://www.ebrd.com/what-we-do/strategies-and-policies.html
(4) Sector-specific information, for example on Sustainable Energy
Financing Facilities (SEFF) http://www.ebrd.com/what-we-do/sectors-and-topics/sustainable-resources/seffs.html
(5) Environmental & Social Impact Assessments http://www.ebrd.com/esia.html
(6) Project Summary Documents (with references to required
TC/consultancy support) http://www.ebrd.com/work-with-us/project-finance/project-summary-documents.html
Other information
Consultant opportunities?
Research ebrd.com!
Work with us:
• Project finance
• Procurement (see next!)
• Trade Facilitation etc.
Website update in
progress!
Consultant opportunities?
Research ebrd.com!
Consultancy services
(see next!)
Website update in
progress!!
Consultant opportunities?
Research ebrd.com!
Consultancy Services:
• Procurement Notices
• eSelection system
• Guidelines
• Reports & Data
How to start?
Assess procurement notices!
Search by contract type
- Consultancy services
- Corporate goods, works and services
- Project goods, works and services
Search by sector and country
Search “Project Summary Documents” http://www.ebrd.com/work-with-us/project-finance/project-summary-documents.html
Example of Project Summary Document
Extract from a Project Summary Document
How to start?
Register to eSelection
• Web-based eSelection ensures transparency, efficiency, level playing field and cost reductions as a result of on-line submissions
• Register: https://eselection.ebrd.com/suite/
• Consultants can:
(1) Subscribe for electronic notification about new opportunities by industry sector and area of expertise:
(2) Submit expressions of interest & proposals (including financial proposals) on-line/electronically
(3) View the status of application, manage participation in selection processes and monitor the progress of any selection process
Register to eSelection:
https://eselection.ebrd.com/suite/
Send a query or
request assistance
Sends email with link
to reset password
Register here
Strategies for successful applications
Be realistic! Can you match the submission/
evaluation criteria? If not, consider
(1) consortia or sub-contracting opportunities,
identify potential local, regional or
international partner firms to complement
your firm’s strengths (know-how, project
references, key experts)
(2) engaging external experts to satisfy
requirements related to key personnel
Join forces
• Know the countries/markets (EBRD, World Bank, IFC, EuropeAid etc.). Research and assess:
(1) Contracts awards
(2) Previous shortlists for similar assignments
(3) Statistics
• EBRD Contract award notices/shortlists information available under:
http://www.ebrd.com/pages/workingwithus/procurement/consultancy.shtml
Join forces
EBRD contract award notices/shortlists http://www.ebrd.com/work-with-us/procurement/consultancy-services.html
Key Question: Who is addressee? Who will
evaluate/contract selected firm?
EBRD or the Client?
Are evaluators “EBRD bankers, managers of private
company, civil servants or employees of
municipality”?
“Be kind to evaluators” (1) –
Who evaluates?
• Consider your application from perspective of evaluation committee. Are you able to easily assess your firm’s strengths and compliance with evaluation criteria?
• Submit documents that are
(1) tailored (adapt your regular standard documents)
(2) focussed (all key points/evaluation criteria addressed?)
(3) concise (table of content, clear structure & headlines, easy to assess, short sentences, use tables instead of running text when appropriate etc.)
(4) accessible (submit one pdf-file not many)
“Be kind to evaluators” (2) –
Be focused and concise!
“Be kind to evaluators” (5) –
Example for project references
Reference
No.
Assignment
Title:
Name
Firm
Country Overall
Assignment
Budget
(EUR)
Proportion
carried out
by
Consultant
(%)
No of
Staff
provided
Name of
Client
(public/
private)
Funding
Source/
Donor
Duration Partners
Detailed Description of Assignment Consulting Services Provided
1) Background
2) Overall Objectives
3) Results/Outcome
1) Key Tasks per Objective
2) Activities per Key Tasks
3) Deliverables/Outputs
“Be kind to evaluators” (6) –
Example for describing experts’ experience
Assignment Title:
Duration:
(m/year) to (m/year)
Country:
Company/Client/
Donor:
Expert’s Position/
Job Title:
Description: Relevant Responsibilities/Tasks
Relevant Activities
Relevant Deliverables/Outputs
• Do not submit financial offer when selection is based on quality and do not add financial offer to EoI (unless otherwise requested)
• Do not reveal financial offer (ensure confidentiality!)
• Do not apply if your firm is not eligible (check eligibility clause in notice)
• Do not submit late
• Do not liaise with EBRD/Client after publication of notice (apart from requests for clarifications via instructions)
• Do not stay silent on conflict of interest!
Strategy for winning contracts –
Avoid the “big don’ts”
• For specific assignment-related enquiries every procurement notice provides the name and contact details (phone, email address) of an EBRD TC Advisor
• For general enquiries
(1) call TC Team under +44 20 73386124 or
(2) send an email to [email protected]
How to contact EBRD’s TC Team?
Contact
21
For all further enquiries, please
contact:
Name: Martin Ehrenberg
Title: Head of Stakeholder Relations
Department: Technical Cooperation
Tel: + 44 20 7338 7657
Email: [email protected]
EBRD, One Exchange Square
London, EC2A 2JN
United Kingdom
www.ebrd.com