2020 Webinar Series: International Development Business ...

2020 Webinar Series:International Development

Business Opportunities

Session 1: Leveraging on IFI Opportunities

30 June 2020, 11:00AEST (9:00 AM Manila)

Austrade, Manila

© 2020 Development Finance International, Inc.® All rights reserved. Confidential.

UNDERSTANDING

AID FUNDED BUSINESS

IN ASIA PACIFIC

2

Dave de la Cuesta, Head of Asia Operations <[email protected]>

Dianne Tan, Manager<[email protected]>

30 June 2020


A . WH Y IF IS

? B . WH O ARE TH E IF IS

C. H OW TO PURSUE IF IS

D . T IP S AND BEST P RACTICES

E. Q& A

OBJECTIVES & AGENDA

S U C C E S S

3

This presentation will allow participants to:

Develop an understanding of International Finance Institutions

Gather the knowledge and tools to be successful in aid funded business

© 2020 Development Finance International, Inc.® All rights reserved. Confidential.4

ABOUT DFI

Business WonPartnerships Facilitated

Both

Strategic Partner

DFI Office

Cli

en

tsN

etw

ork

s

• ~30 years success

• $3.5B closed

• 35 Global 500 clients

• 30-100X ROI

• 2-10x Funding leveraged

http://www.gsk.com/index.htm

http://www.gsk.com/index.htm


INTERNATIONAL FINANCIAL INSTITUTIONS: AN OVERVIEW

5

$200 B Annual IFI funding across sectors


Policy Making

Industry Expertise

Convening Power

Access to Funding

IFIS: MUCH MORE THAN FUNDING

6


Meaningful, Game-changing

Challenges

BENEFITS OF DOING BUSINESS WITH THE IFIS

7


A. WH Y IF IS


C . H OW TO P U RS U E IF IS


E. Q& A

AGENDA

S U C C E S S

8


regional & non-regional members

I N V E S T M E N T SF A S T F A C T S (2019)

9

Top Investments by Sector, 2019

• 35% Transport• 12% Energy • 10% Agriculture, Natural Resources, Rural Devt• 10% Finance• 6% Water and Other Urban Infrastructure• 5% Education• 3% each on Health, Industry and Trade, and ICT

$745M consulting contracts

68

Commitments by Geography

• 31% South Asia• 30% Southeast Asia• 24% Central Asia• 12% East Asia• 2% Pacific• 1% Regional

$ 268 B

$ 23 B

capital

commitments


$ 268 B

$ 62 B

capital

commitments

contracts

regional and non-regional members

I N V E S T M E N T SF A S T F A C T S

10

$ 9.5 B

189

(2019)

Top Investments by Sector, 2019• 14% Energy and Extractives• 10% Social Protection• 9% Industry, Trade, and Services• 9% Agriculture, Fishing, and Forestry• 8% Education• 7% each for Health; Water, Sanitation, and

Waste Management; Finance; Transportation• 3% ICT

Commitments by Geography

• 33% Africa• 20% South Asia• 14% Latin America and the Caribbean• 12% East Asia and Pacific• 12% Middle East and North Africa• 10% Europe and Central Asia


$ 16 B avg. annual commitment

regional and non-regional members

F A S T F A C T S

11

102

(2019)

Thematic Strategies

• Mobilizing private capital for infrastructure

• Transport sector strategy• Sustainable cities strategy

$ 4 B commitments

countries present27

Top Investment Areas• Effective governance• Infrastructure and trade• Building resilience• Education• Health• Agriculture, fisheries and water

F A S T F A C T S (2019)


$ 33 B avg. annual commitment

countries present

F A S T F A C T S

12

139

(2019)

Top Investments Areas

• 34% Health (Basic health, HIV/AIDS, MCH and FP)

• 21% Emergency response• 9% Government and civil society• 4% Food security• 4% Basic Education• 3% General environmental

protection

$ 14.5 B commitments

countries present150

Top Investment Areas• Infrastructure • Poverty Reduction • Agricultural and Rural • Peacebuilding • Gender and Development • Climate Change • Human Resource Development• Global Environment • Industrial Dev’t and Public Policy

F A S T F A C T S (end 2018)


A. WH Y IF IS




E. Q& A

AGENDA

S U C C E S S

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• What’s the opportunity?

• When?

• How much?

• Who is the final decision-maker?

• Is there enough budget?

• Does my solution fit?

14

PRIVATE SECTOR QUESTIONS


FU

ND

S

IFIs – ADB, WB, JICA

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TRANSACTION TA KNOWLEDGE & SUPPORT TA

IFIs – ADB, WB

Tenders Consultants Tenders Consultants

Investment Project

Public-Private Partnership Research Work

• Project Preparation• Project

Implementation Support

• Policy Advice

• Transaction advisory services

• General institutional capacity building

• Policy advice• Thematic / Sector

Research

FLOW OF FUNDS – TECHNICAL ASSISTANCE


Facilities at university will be constructed and outfitted

• Laboratory equipment for research & training

• Consultants to develop curriculum• Quality Assurance, Standards

PROJECT, $ M

FU

ND

S

IFIs

Components or Outputs

Tenders

Ministry of Education University

Implementing Agency

Government Ministry

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FLOW OF FUNDS – INVESTMENT PROJECTS


Project Cycle

Consulting firms / individuals for feasibility studies and project design

Contractors for Works and Non-

consulting Services

Consulting firms / individuals for Monitoring

and Evaluation

4 – 12 mo 3 – 5 yrs 6 – 12 mo

There is opportunity to engage throughout the Project Cycle

PROJECT CYCLE

3 mo 1 yr - 2 yr17

Suppliers for Goods

Consultants for procurement, construction design, etc.

Consulting firms / individuals for value chain analysis or other technical assistance

CountryPartnership

Strategy Identification

Preparation

Appraisal, Negotiation

Approval

Implementation

Evaluation


ADB ONLINE PROJECT DATABASE

18

ADB Project Database: https://www.adb.org/projects

https://www.adb.org/projects


CountryPartnership

Strategy Identification

Preparation

Appraisal, Negotiation

Approval

Implementation

Evaluation Project Cycle

Project Preparatory / Technical Assistance Reports

4 – 12 mo 3 – 5 yrs 6 – 12 mo

PROJECT CYCLE

3 mo 1 yr - 2 yr19

Country Operation Business Plans Initial Poverty and Social Analysis

ADB Thematic & Sector Papers Country Partnership Strategy

Loan / Grant Agreement Reports and Recommendations of

the President

Project Administration Manual Procurement Plan Environmental and Social

Monitoring Reports

Project Completion Report


PROJECT DETAILS TO NOTE

Project Status

Budget

Objective/s

Project Duration

Components / Outputs

Project Officer

Implementing Agencies

Project Beneficiaries

Planned Activities, Procurement andTimeline

W H E R E T O F I N D I N F O R M A T I O N

Project Page

Project / Program Administration Manual (PAM)

Reports and Recommendations of the President (RRP)

Procurement Plan

Loan Agreement

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I N F O R M AT I O N

AV A I L A B L E


SAMPLE ADB PROJECT

PROJECT COST$ 193 M

PROJECT DURATIONApr 2011 - Jun 2023

IMPLEMENTING AGENCIES Ministry of Education and

Training

University of Science and Technology Hanoi

OBJECTIVE: To support the establishment of New Model University (NMU) through fostering innovation and cross-disciplinary work, supported by the appropriate facilities and higher levels of research funding

OUTPUT 1: Effective management and governance system for the USTH

OUTPUT 2: Systems to promote high-quality and relevant academic programs at the USTH will be developed and implemented

OUTPUT 3: Facilities at the USTH will be constructed and outfitted

OUTPUT 4: Effective project management and implementation

PROJECT DETAILS

Design, construction, and outfitting of USTH facilities and laboratories, teaching spaces, and buildings, along with provision of equipment, furniture and fittings PROJECT OFFICER

Sakiko Tanaka

ADB USTH NEW MODEL UNIVERSITY DEVELOPMENT PROJECT

22

SELECT PROCUREMENT

$75.8 M - Construction Package (Q3/2019)

$2 M - Laboratory Equipment Package 3 (Q2/2019)

$3.4 M PMU-USTH: Project Management and Supervision for Construction (Q1/2019)

$72 k – International Procurement Specialist (Q1/2019)


Dr. Dihn Thi Mai ThanhUSTH Acting President,

Project Director, University Implementation Unit

Dr. Tran Dinh PhongDirector of Department of

Innovation and Technology Transfer

Dr. Dong Van QuyenDirector of Department of

Pharmacological, Medical and Agronomical Biotechnology (PMAB)

ADB

Ministry of Finance

Ministry of Education and Training

University of Science and Technology Hanoi (USTH)

Sakiko TanakaProject Officer

Mr. Pham Vu LuanMinister of Education

and TrainingLegendDonor Agency

Government Ministry

Project Implementing Unit

SAMPLE STAKEHOLDER MAPADB USTH NEW MODEL UNIVERSITY DEVELOPMENT PROJECT

23


A. WH Y IF IS




E. Q& A

AGENDA

S U C C E S S

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Gather all pertinent information from available documents See previous slides Read up on ADB policies and procedures

Engage early Reach out to schedule a meeting / call with project officer and specialists directly

involved in target project / contract

Conduct meetings with ADB in a productive and appropriate manner Be prepared to talk in technical terms and give case studies of past work Keep ADB’s priorities and interests at the forefront Bring something innovative or of interest to add value and enhance ADB’s work in the

country or sector Avoid using confrontational language Do not request meetings for contract discussions with ADB Senior Management Follow up ADB meetings with a Thank You note

Prepare concise proposals / case studies Make proposals as concise as possible Do not include extraneous details not in the Terms of Reference (TOR)

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BEST PRACTICES TO WIN ADB CONTRACTS


USEFUL TIPS FOR SMALL TO MEDIUM-SIZED COMPANIES

Engage with IFIs early, anticipate the opportunity

Decide on targeted scope, vet pipeline and follow a disciplined approach

Identify partners to increase chances of winning / getting shortlisted

18-24 month commitment

© 2020 Development Finance International, Inc.® All rights reserved. Confidential.e.g. meeting, call, forward docs, etc. 27

DEVELOPMENT-ORIENTED PITCHIntroduction

Discussion about Project

Zero in on relevant component/s

Lead in through questions

Share broad vision

Confirm interest and receptivity

Share further details & case studies

Validate roles and key contacts

Next Steps

2-3 sentence company description

• Focus on target project• Mention having read available docs (PAM,

RRP, Procurement Plan, etc.)

Mention interest in a particular component

Ask questions that will help lead introduction of product / solution / serviceo “Have you considered implementing X?”o Ask re: certain challenges that your product addresses

• Share broader vision of your product and how it can address the problem or contribute to the project’s development objectives

• Always keep ADB’s priorities in the forefront• Scan for verbal / non-verbal cues of receptivity and

interest to the proposed vision

• Share details of products / solutions• Provide case studies or other past work

• Confirm key contacts with PIUs and other decision makers

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A. WH Y IF IS




E. Q& A

AGENDA

S U C C E S S

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You may contact us at [email protected] and [email protected] for more information.

mailto:[email protected]



USEFUL DOCUMENTS & LINKS

Document Links

Procurement Regulations for ADB Borrowers (new, 2017)

https://www.adb.org/sites/default/files/procurement-regulations-adb-borrowers.pdf

ADB’s Procurement Policy

(new, 2017)https://www.adb.org/sites/default/files/adb-procurement-policy.pdf

Standard Bidding

Documents & User’s guide

to Procurement of Works

(2018)

https://www.adb.org/documents/procurement-large-works-guide

Procurement Plans – Goods,

Works, and Serviceshttps://www.adb.org/site/business-opportunities/operational-procurement/goods-services-pp

Consultant Management

Systemhttps://cms.adb.org/

Documents for Recruitment

of Firms and Individual

Consultants by Executing

Agencies

https://www.adb.org/documents/recruitment-firms-individual-consultants-executing-agencies

UNDB Onlinehttps://www.devbusiness.com/Search/Search.aspx?PreLoadProjects=1

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https://www.adb.org/sites/default/files/procurement-regulations-adb-borrowers.pdf

https://www.adb.org/sites/default/files/adb-procurement-policy.pdf

https://www.adb.org/documents/procurement-large-works-guide

https://www.adb.org/site/business-opportunities/operational-procurement/goods-services-pp

https://uxdmz06.adb.org/OA_HTML/adb/adbpos/jsp/ADBCMSLogin.jsp

https://www.adb.org/documents/recruitment-firms-individual-consultants-executing-agencies

https://www.devbusiness.com/Search/Search.aspx?PreLoadProjects=1


Global Headquarters7201 Wisconsin Ave. Suite 505Bethesda, MD 208145United States1 301 986 1226

Asia Regional Office11/F Net One CenterBonifacio Global CityTaguig, Metro Manila 1634 Philippines632 8818 1156

India Office9th Floor Spaze i-Tech ParkTower-A1, Sector-49Sohna Road, Gurgaon-122018India 91 124 676 8688

www.dfintl.com

USEFUL ADB DOCUMENTS & LINKS

ADB Virtual Business Opportunity Forum

* OP1: Reducing Poverty & OP4: Livable Cities

* Procurement

* New areas of collaboration (ADB Ventures, Innovation, Knowledge)

TBC 28 to 30 July 2020

32

Elodie Journet

Senior Trade & Investment Commissioner

[email protected]

Austrade Manila Development Finance International, Inc.

Contacts

Sheila Trance

Business Development Manager

[email protected]

Dave dela Cuesta

Head of Asia Operations,

[email protected]

Dianne Tan

Manage

[email protected]



33

THANK YOU

2020 Webinar Series: International Development Business ...

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