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Gilles R. Garcia Manager, Enterprise Outreach Services
The World Bank
St Julian’s, Malta April 18, 2013
Business Opportunities with the World Bank
• The Knowledge/ Solutions Bank • to facilitate business access to
growing markets
• The Transactions Bank • to open new markets to
exporters and investors
The World Bank Group: 2 Banks in 1!
The World Bank Group : A Transactions Bank with 2 main doors
For a Total Commitment of $53 B in 2012
For Exporters For Investors • $35.3B (70%) of WB lending in
2012 turned into $25B worth of procurement opportunities
• $15B (28%) of IFC co-financing • $2.7B (2%) 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, • The large majority of bidders are SME’s.
The World Bank is a « procurement business facilitator »…
…to access this fast growing public procurement market
The World Bank has NO contractual relationship with companies
World Bank
Companies Government PMU
• Procurement Rules
• Information Dissemination
• Complaints
• Contractual Relation • Project Implementation
• Country Assistance Strategy (CAS)
• Contractual relation
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/ RPA • 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
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 Appraisal Document (PAD)
Mapping of the Key WB Actors Critical…
Consultant Guidelines, Page 47 – Appendix 3: Guidance to Consultants
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
• Krug International, Agriculture, G, Romania, $54,000
• Krug International, Public admin, G, Romania, $18,000
• Capt. Alain Tcheng, Transportation, C, Indonesia, $66,000
3 WB Prior Reviewed Contracts awarded in 2007-2012 to companies based in Malta
• 14 active projects worth $850M • 50 WB Staff, 25 IFC based in
Rabat
Country Director: Neil Simon Gray, [email protected] Senior Procurement Specialist: Abdoulaye Keita, [email protected] Communications Associate: Ibtissam Alaoui, [email protected]
The World Bank Group in Morocco
Country Partnership Strategy 2010-2013: http://documents.worldbank.org/curated/en/2012/05/16276883/morocco-country-partnership-strategy-progress-report-period-fy10-13
78%
7%
7% 6%
1% 1% Sectors
Energy & MiningAgricultureTransportationWater
63% of P R C 2007-2012 in Morocco in Civil Works, Top Sector: Energy & Mining (78%)
Civil Works 63%
Goods 29%
Consultant 8%
Category
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Morocco Spain France Canada Argentina USA
Mill
ions
Amount US $ # of Contracts
Best Performers in Morocco based on WB Prior Reviewed Contracts 2007-2012
Average contract: $2.7M, Median contract: $343,000 • Morocco: Medicable, Energy & Mining, $13.7M SPIE Maroc, Energy & Mining, $3.2M Agriconsulting Maroc, Agriculture, $16,000
• Spain: Abengoa, Energy & Mining, $43M
• France: Areva, Energy & Mining, $13.3M BCEOM, Water, $6M
• Canada: Sogema, Public admin & Law, $370,000
A Selection of WB Prior Reviewed Contracts awarded in Morocco
Morocco: 5 Projects in the Pipeline, worth $375M
Team Leader and Implementing Agencies contact info can be found in the PID
Team Leaders:
Jeffrey Waite, Lead Education Specialist based in Rabat, [email protected] Elisabeth Goller, Senior Transport Specialist based in Washington DC, [email protected] Jaafar Sadok Friaa, Lead Urban Specialist based in Washington DC, [email protected] Cédric Mousset, Sr Financial Sector Specialist based in Washington DC, [email protected] Gloria La Cava, Sr Social Scientist based in Washington DC, [email protected]
Implementing Agencies:
Morocco Ministry of Education Abdelhaq El Hayani, [email protected] Morocco Ministry of Interior Mohamet N’Gadi [email protected] Ministry of Youth and Sports Younes El Jaouhari, [email protected] Direction du Budget, Ministry of Economy and Finance [email protected] Fonds d’Equipement Communal (FEC) Contact to be announced
Monthly Operational Summary (MOS) March 2013: 16 Projects in Morocco
http://go.worldbank.org/Y02ASJBDP0
• 23 active projects, worth $550M • 40 WB Staff and 20 IFC based in
Tunis Country Manager: Eileen Murray, [email protected] Procurement Specialist: Walid Dhouibi, [email protected] Communications Associate: Donia Jemail, [email protected]
The World Bank in Tunisia
Tunisia Interim Strategy Note 2013-2014 http://documents.worldbank.org/curated/en/2012/05/16433764/tunisia-interim-strategy-note-period-fy13-14
Goods 49% Civil
Works 45%
Consultant 6%
Category
Infrastructures (W, T) represent 53% of P R C 2007-2012 awarded in Tunisia
43%
22%
20%
8% 3% 2%
2%
Sectors
Water EducationTransportation Industry & TradeAgriculture Public admin & LawICT Energy & miningHealth & SS
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Mill
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US $ Amount # of Contracts
Best Performers in Tunisia based on WB Prior Reviewed Contracts 2007-2012
Average contract: $1.3M, Median contract: $186,000 • Tunisia:
– Grands Travaux Mghaieth, Water, CW, $17M – Bits Informatique, Education, G, $3.7M – Borhen Etudes, Energy & mining, C, $5,700
• France: – Renault Trucks, Transportation, G, $12.9M – Sofrecom, ICT, C, $156,000
• Italy: – Ercole Marelli Impianti Tecnologici, Water, CW, $17M
• Austria: – Aqua Engineering, Water, CW, $9.8M
• Spain: – Cobra, Water, CW, $2.9M – Abarloa2, Agriculture, C, $240,000
A Selection of WB Prior Reviewed Contracts awarded in Tunisia
Pipeline: 5 Projects in Tunisia worth $187M
Team Leader and Implementing Agencies Contact Information can be found in the PID
Team Leaders:
Silvia Pariente-David, Senior Energy Specialist based in Rabat [email protected]
Philippe Marin, Senior Water & Sanitation Specialist based in Tunis, [email protected]
Taoufiq Bennouna, Sr Natural Resources Management Specialist based in Tunis, [email protected]
Jeffrey Waite, Lead Education Specialist based in Washington DC [email protected]
Djibrilla Adamou Issa, Senior Financial Specialist based in Washington DC, [email protected]
Implementing Agencies:
Societe Tunisienne de l’Electricité du Gaz (STEG), Mr. Moncef Harrabi, [email protected]
Ministry of Vocational Training and Employment, Imed Turki, [email protected]
General Directorate for the Environment and Quality of Life, Salah Hassini, Tel: 216 70728 679
Ministry of Commerce and Handicrafts, Mr. Khaled Salhi, Tel: 216 98325381
Office Nationale de l’Assainissement (ONAS) and Ministere de l’Agriculture et de l’Environnement (MAE), Contacts to be announced
Monthly Operational Summary (MOS) March 2013: 8 projects in Tunisia
http://go.worldbank.org/Y02ASJBDP0
• 27 active projects, worth $3.7B • 70 WB staff and 130 IFC staff
based in Cairo
Country Director: Hartwig Schafer, [email protected]
Senior Procurement Specialists: Badr Kamel, [email protected] Jamal Abdulaziz, [email protected]
Communications Officer: Eman Wahby, [email protected]
The World Bank in Egypt
Egypt Interim Strategy Note 2012 http://documents.worldbank.org/curated/en/2012/05/16341961/egypt-arab-republic-interim-strategy-note
Goods 57%
Civil Works 42%
Consultant 1%
Category
Infrastructures (E&M, T, W) represent 97% of WB Prior Reviewed Contracts awarded in Egypt
65%
25%
7%
1% 1% 1%
Sectors
Energy & Mining Transportation WaterAgriculture Education Industry & TradeHealth & SS Public admin FinanceICT
0
50
100
150
200
250
0
50
100
150
200
250
300
350
400
450
500
Mill
ions
US $ Amount # of Contracts
Best Performers based on WB Prior Reviewed Contracts 2007-2012 in Egypt
Average contract: $5,592,808, Median contract: $650,748 • Italy
Ansaldo Caldaie, Energy, CW, $150M Enolgas Bonomi, Energy, G, $75,000
• Korea Doosan Heavy Industries, Energy, G, $193M Polytec, Energy, G, $65,000
• Egypt Orascom Construction, Energy, G, $50M Altantawy Contracting, Water, CW, $1.8M Labtech Egypt, Health & SS, G, $154,000
• India GMR Infrastructure, Transportation, CW, $197M Alfa company, Energy, G, $130,500
• Turkey Limak Insaat Sanayi Ve Ticaret, Transportation, CW, $197M Erbosan Company, Energy, G, 1.9M
• Spain Initec Energia, Energy, G, $50.4M
A Selection of Prior Reviewed Contracts awarded in Egypt
5 projects in the Pipeline in Egypt, worth $916M
Team Leader and Implementing Agencies Contact Information can be found in the PID
Team Leaders:
Vladislav Vucetic, Lead Energy Specialist based in Washington DC [email protected] Chandrasekar Govindarajalu, Sr. Energy Specialist based in Dhaka [email protected] Ahmed Eiweida, Senior Urban Specialist based in Tbilisi [email protected] Husam Beides, Lead Energy Specialist based in Beirut, [email protected] Faisal Al-Hothali, Senior Environmental Specialist based in Washington DC [email protected]
Implementing Agencies:
Egyptian Electricity Holding Company, Eng. Mohamed Helmy Habib, Tel: 20 222616306 Egyptian Natural Gas Company (GASCO) Eng. Khaled Abd El Badei, Tel: 20 22617152065 New & Renewable Energy Authority (NREA) Mr. Abd El Rahman Salah El Din Tel: 20 2 2717173 Ministry of Energy and Electricity, Amira El Mallah, [email protected] Cairo Ministry of Transport, Contact to be announced
Monthly Operational Summary (MOS) March 2013: 3 projects in Egypt
• 14 active projects worth $611M • 50 WB Staff, 8 IFC based in Beirut Country Director: Ferid Belhaj, [email protected] Communications Officer: Mona Ziade, [email protected] Senior Procurement Specialists: Sepehr Fotovat, [email protected] Lina Fares, [email protected] Nazaneen Ali, [email protected]
The World Bank in Lebanon
Lebanon Country Partnership Strategy 2011-2014 http://documents.worldbank.org/curated/en/2010/07/12618064/lebanon-country-partnership-strategy-period-fy11-fy14
Civil Works 71%
Consultant 26%
Goods 3%
Category
Infrastructures (T, W, E&M) represent 75% of P R C 2007-2012 in Lebanon
45%
25%
12%
6%
5% 5% 2%
Sectors
Transportation WaterPublic Admin & Law EducationEnergy & Mining Health & SSIndustry & Trade ICT
0
50
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Mill
ions
US $ Amount # of Contracts
A Selection of Best Performers based on WB Prior Reviewed Contracts 2007-2012 in Lebanon
Average contract $347,000, Median contract: $73,000 • Lebanon:
Homan Engineering, Water, CW, $14M Computer Information System, Education, G, $320,000 Ather Engineering, Industry & Trade, CW, $6,000
• France: Atelier Jean Loup Bouvier, Public Admin, CW, $1.8M Centre International d’Etudes Pédagogiques, Education, C, $300,000
• USA: ICMA, Public Admin, C, $1.1M International City Management Assoc, Transportation, C, $500,000
• Spain: Mercados Energy Markets, Energy & Mining, C, $2.3M
• Ireland: Azorom, Energy & Mining, C, $2M
• Egypt: Specialized Industries and Contracts, Health & SS, CW, $920,000
A Selection of Prior Reviewed Contracts awarded in Lebanon
5 projects in the Pipeline in Lebanon, worth $75M
Team Leader and Implementing Agencies Contact Information can be found in the PID
Team Leaders:
Wael Mansour, Country Economist based in Beirut [email protected] Haneen Ismail Sayed, Lead Operations Officer based in Beirut, [email protected] Maurice Saade, Senior Agriculture Economist based in Washington DC [email protected] Alaa Ahmed Sarhan, Senior Environmental Economist based in Washington DC [email protected] Victor Mulas, ICT Policy Specialist based in Washington DC, [email protected]
Implementing Agencies:
Ministry of Finance, Alain Bifani, [email protected] Ministry of Social Affairs, Bashir Osmat, [email protected] Ministry of Agriculture, Mohammad Khansa, [email protected] Ministry of Environment, Manal Moussallem, [email protected] Central Bank, Wael Hamdan, [email protected] Ministry of Telecommunications, Contact to be announced
Monthly Operational Summary (MOS) March 2013: 10 projects in Lebanon
http://go.worldbank.org/Y02ASJBDP0
• 27 active projects worth $5.58B
• 55 WB Staff in Ankara, 200 IFC Staff based in Istanbul
Country Director: Martin Raiser, [email protected]
Procurement Specialist: Salih Erdumus, [email protected]
Communications Assistant: Bilgen Kahraman, [email protected]
The World Bank in Turkey
Turkey Country Partnership Strategy 2012-2015 http://documents.worldbank.org/curated/en/2013/01/17369150/turkey-country-partnership-strategy-period-2012-2015
79% of P R C awarded in Civil Works, 93% Infrastructures (E&M, W, T) in Turkey
79%
16%
5%
0%
Category
Civil Works Consultant ServicesNon Consultant Goods
69%
12%
12%
6%
1% 0% Sectors
Energy & Mining WaterTransportation Public admin & lawEducation Agriculture
0
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600
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200
300
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Mill
ions
US $ Amount # of Contracts
Best Performers in Turkey based on WB Prior Reviewed Contracts 2007-2012
Average contract $2.8M, Median contract $308,500 • Turkey
Kuzu Toplu Konut, Water, CW, $47M Troya, Energy, C, $15M
• China Chian Tianchen Engineering, Energy, G, $605M
• Italy Ansaldo Segnalamento Ferroviario, Transportation, CW, $95M Isoelectric, Energy & mining, G, $1.2M
• Spain Tecnicas Reunidas, Energy, G, $87M Euroestudios, Health & SS, C, $1.3M
• France Areva, Energy, G, $10.7M
• Germany Siemens, Energy, G, $12.5M BerlinWasser Management, Water, C, $555,000
A Selection of WB Prior Reviewed Contracts awarded in Turkey
3 Projects in the Pipeline in Turkey, worth $320M
Team Leader and Implementing Agencies Contact Information can be found in the PID
Team Leaders:
Jari Vayrynen, Senior Environmental Specialist based in Washington DC [email protected] Ilias Skamnelos, Senior Financial Sector Specialist based in Washington DC, [email protected] Kari Nyman, Lead Specialist based in Washington DC, [email protected]
Implementing Agencies:
Ministry of Environment and Urbanization, Mr. Muhammet Ecel, [email protected] Ministry of Energy and Natural Resources, Murat Becerikli, [email protected] Sefa Sadik Aytekin, [email protected] Ziraat Bank, Contact to be announced
Monthly Operational Summary (MOS) March 2013: 12 projects in Turkey
http://go.worldbank.org/8I1CDXBDE0
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
