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Market Opportunities for Canadian Development Consultants
Prepared by Laura Dorling van der Oord, Advisor, Office of the Executive Director for Ireland, Canada, and the Caribbean
• Canada and WBG Structure • Recent Developments and Ongoing Consultations • Where Canadian Companies Win • Types of Consulting Opportunities • Winning Strategies • Support Network
Structure of the World Bank Group
Conciliation and arbitration of investment disputes
Guarantees of private sector investment’s non-commercial risks
Interest-free loans and grants to governments of poorestcountries
Loans to middle-income and credit-worthy low-income country governments
Solutions in
private sector
development
IBRD International Bank for Reconstruction and Development
IDA International Development Association
MIGA Multilateral Investment and Guarantee Agency
ICSID International Center for Settlement of Investment Disputes
IFC International Finance Corporation
Canada is now a member of all WBG entities.
› Leadership at the helm (President Jim Kim - July 2012) › Adoption of ‘Twin Goals’ › Increased private sector coordination as ‘One WBG’ › Reorganization and introduction of ‘Global Practices’
and cross-cutting themes
› Share and expand your global expertise › Engage with world class specialists › Contribute to international development › Transparent processes (project info and
procurement policies) › Approved Bank projects have secured financing
Recent Developments
Benefits of Working with WBG and Other IFIs
Twin Goals of the World Bank Group
Ending Extreme Poverty
Boosting Shared Prosperity
From 18% to 3% of world population by 2030
Increased incomes for bottom 40% of every developing country
AAnn UUnnpprreecceeddeenntteedd OOppppoorrttuunniittyy:: EEnnddiinngg EExxttrreemmee PPoovveerrttyy iinn OOnnee GGeenneerraattiioonn
Agriculture Environment & Natural Resources Health, Nutrition & Population Social Protection & Labor Urban, Rural, & Social Education Finance & Markets
New Structure Effective as of July 1, 2014
Poverty Macro & Fiscal Trade Water Energy & Extractives Governance Transport & ICT
14 New Global Practices
Cross CuSing Solution Areas: Climate Change, Jobs, Gender, PPPs, Fragility/Conflict/Violence
Ongoing Consultations: WB Safeguard Policies!
h"p://consulta.ons.worldbank.org/consulta.on/review-‐and-‐update-‐world-‐bank-‐safeguard-‐policies
Currently 2 Sets of WB Procurement Guidelines: Soon to Merge into WB Procurement Framework
http://go.worldbank.org/U9IPSLUDC0 http://go.worldbank.org/1KKD1KNT40
For Consultants For Goods & Works
http://consultations.worldbank.org/consultation/procurement-policy-review-consultations
Proposed New WB Framework for Procurement: Procurement Policy Review Near Completion
Total Value of Contracts Awarded to Canadian Firms FY09-‐‑14: $431.3 Million *115M Civil Works contract awarded in ECA FY13
61%
1%
37%
1% Consultant Services
Civil Works
Goods
Non-‐‑Consultant Services
43%
8% 6%
33%
1% 9%
Sub-‐‑Saharan Africa
East Asia and Pacific
South Asia
Europe and Central Asia
Middle East and North Africa
Total Value of Contracts Awarded to Canadian Firms FY09-‐‑14: $431.3 Million *115M Civil Works contract awarded in ECA FY13
Total Value of Contracts Awarded to Canadian Firms FY09-‐‑14: $431.3 Million *115M Civil Works contract awarded in ECA FY13
4.7%
11.0% 0.4%
3.9% 0.7%
10.8%
15.4%
40.0%
12.7%
0.3% Agriculture
Public Administration/Law
Information and Communication Education
Finance
Health and Social Services
Energy and Mining
Transportation
Water/Sanitation/Flood Protection Industry and Trade
(1) Direct contracting with the World Bank Group(WB+IFC): Corporate Procurement via eConsultant2 (individuals or firms)
(2) Work on World Bank-financed projects:
Operational procurement via - Goods and Works - Consulting Services (individuals or firms)!
(3) Sub-contracting or partnering (4) Working with project sponsors/investors via IFC and MIGA Considerations: Competitive environment, experience matters, investment required to prepare teams and proposals, most projects defined by client countries
Types of Consulting Opportunities
www.worldbank.org/corporateprocurement Information about eConsultant2:
https://wbgeconsult2.worldbank.org
Country Strategy/ Framework
Identification
Preparation, Appraisal and Board Approval
Implementation and Supervision
Implementation and Completion
Evaluation
World Bank Project Life Cycle
hEp://go.worldbank.org/GI967K75D0
Useful Approaches
15
Country Partnership Strategy/Framework
Sector Strategies
Project Appraisal Document (PAD)
Project Informa@on
Document (PID)
Pipeline and Ac@ve Projects Database
Obtain background informa.on on projects:
Understand roles of Borrower and Bank
Target assignments based on regional experience and technical qualifica.ons
Establish contact and target market at appropriate .me
1
2
3
4
Selec.on Methods for Consultants
• Quality-‐ and Cost-‐Based Selec.on QCBS
• Quality-‐Based Selec.on QBS
• Fixed Budget FBS
• Least Cost Selec.on LCS
• Consultants’ Qualifica.ons CQS
• Single Source Selec.on SSS
QCBS is most common
› Focus on comparative advantages and priority countries!› Review Country Partnership Strategies/Frameworks!› Stay current on pipeline and active projects!!
› Link your WBG/IFI efforts to broader market strategies for countries, geographic regions, and sectors!
!› Start gathering market intelligence and reach out early!!› Understand: who is your client? where is decision maker?!
(Borrowing Country Government / Executing Agency?)!!
Winning Strategies!
› Ensure responsive and submit timely/quality bids/proposals
› Allocate human and financial resources › Commit long-term and maintain management support › Invest in local presence and language capabilities › Develop network and meaningful relationships › Establish partnerships with successful firms
(e.g. contract award database)
Other Proven Approaches!
hSp://www.worldbank.org/
www.worldbank.org/projects
Sources to Track Opportunities
21
• Country Partnership/Assistance Strategy and Sector Strategies • Monthly Opera.onal Summary and Procurement Plans • Project Informa.on Document and Project Appraisal Document • Projects: h"p://www.worldbank.org/projects/sector?lang=en • Contracts Awarded: h"p://go.worldbank.org/LNIEW9VJF0 • eConsultant2: h"ps://wbgeconsult2.worldbank.org • UN Development Business (UNDB): www.devbusiness.com • Devex: h"p://www.devex.com/en/projects-‐and-‐tenders • dgMarket: www.dgmarket.com
World Bank website www.worldbank.org
Procurement: www.worldbank.org/procure
Extensive Support Network
Canadian Private Sector Liaison Officers
Government Contacts (Federal and Provincial) Offices of Liaison and Canadian Trade Commissioners
Office of the Executive Director
Laura Dorling van der Oord Advisor, Office of the Executive Director for Canada, Ireland, and the Caribbean
World Bank Group Tel: (202) 473-1831 Fax: (202) 477-4155
Email: ldorling@worldbank.org
OLIFI Guidebooks “Winning Consulting Services
Contracts at the Asian Development Bank” (Second Edition 2013) o Extensively researched through
interviews with experienced ADB consultants, staff and IFI experts, the guide focuses not on the ADB published procedures for procurement but on the ‘tricks of the trade’ and best practices that a potential consultant should employ.
ADB’s country partnership strategy (CPS) http://www.adb.org/countries/documents/1211 Country Operations Business Plan (COBP) http://www.adb.org/countries/documents/%281317%29%2C1210 Proposed ADB Projects hSp://www.adb.org/projects/search/21304 Consulting Services Recruitment Notice (CSRN) hSps://uxdmz06.adb.org/OA_HTML/OA.jsp?OAFunc=XXCRS_CSRN_HOME_PAGE ADB Consultants Management System hSps://uxdmz06.adb.org/OA_HTML/adb/adbpos/jsp/ADBCMSLogin.jsp
Important links – Asian Development Bank
IDB Sources of Information 1. IDB Country Pages -‐‑ www.iadb.org/en/countries
2. IDB Country Strategies and Annual Indicative Pipeline -‐‑ hSp://www.iadb.org/en/about-‐‑us/country-‐‑strategies,7809.html
3. IDB Project Database -‐‑ www.iadb.org/projects
4. IDB Procurement Page -‐‑ www.iadb.org/procurement
5. IDB Corporate Procurement – hSp://www.iadb.org/en/resources-‐‑for-‐‑businesses/idb-‐‑procurement-‐‑opportunities,5825.html
6. IDB SCF consultant database – www.iadb.org/projectconsultancy
7. IDB Private Sector Lending -‐‑ hSp://www.iadb.org/en/resources-‐‑for-‐‑businesses/private-‐‑sector-‐‑financing-‐‑and-‐‑technical-‐‑assistance,5753.html
8. IDB Organizational Structure -‐‑ hSp://www.iadb.org/en/about-‐‑us/how-‐‑the-‐‑inter-‐‑american-‐‑development-‐‑bank-‐‑is-‐‑organized,5998.html
9. IDB Individual Consultant opportunities -‐‑ hSp://www.iadb.org/en/careers/
10. Canadian Trade Commissioner Service OLIFI -‐‑ www.ifiwashington.gc.ca
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