~ ~ How to Work with the International Financial Institutions

Business Opportunities in Global Health
~ How to Work with
the International Financial Institutions ~
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Recent Happenings
Why Work with the IFIs?
Overview of Procurement
Winning Approaches
Recommended Strategies
Support Network
By Laura Dorling van der Oord, World Bank
Recent Happenings
› Significant increase in IFI lending – across all regions
› Appointment of President Kim at World Bank Group
Benefits of Working with WBG and Other IFIs
› Opportunity to share and expand
your global health expertise
› Engage with world class health
specialists and contribute to
international development
› Transparent processes (project info
and procurement policies)
› Approved Bank projects have
secured financing
Major Contracts Financed by the World Bank
Top Major Sectors in FY11 by Contract Amount
Transportation
39%
Water, Sanitation, Flood
16%
Energy & Mining
19%
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Info &
Communication
0.4%
Transportation
39%
Water,
Sanitation,
Flood
16%
Energy &
Mining
19%
5
Amount in US$ Billions
Industry &
Public Admin
Education
Trade
& Law
3%
Finance
1%
6%
Agriculture
2%
5%
Health &
Social Services
9%
Transportation
Energy & mining
4
Water/sanit/fld prot
Health & social serv
Agriculture
3
Public admin, Law
Education
2
Finance
Info & communication
1
Industry and trade
3
0
2007
2008
2009
2010
2011
Major Contracts Financed by the World Bank
Top Major Sectors in FY11 by Number of Contracts
Health & Social Services
1,414 (15%)
Public Admin & Law
1,924 (21%)
Water, Sanitation, Flood
1,200 (13%)
22
Finance
2%
2%
Public Admin &
Law
21%
Education
10%
Transportation
12%
Agriculture
13%
20
Info &
Communication
Water,
Sanitation,
Flood
13%
Health & Social
Services
15%
Hundreds of Contracts
Energy &
Mining
9%
Industry &
Trade
3%
18
Public Admin & Law
16
Health & Social Services
Water, Sanitation, Flood
14
Transportation
12
Agriculture
10
Education
8
Energy & Mining
6
Industry & Trade
Finance
4
Info & Communication
2
4
0
2007
2008
2009
2010
2011
Overview of Procurement
Similarities in IFI Procurement: Harmonization Efforts
Types of Procurement:
Consulting versus goods and works
› Consulting as an individual or as a firm
› Consulting often as two-stage process:
Call for Expressions of Interest
Request for Proposals for short-listed firms
› Direct contracting with the Bank(s)
Considerations:
› Competitive environment, experience matters,
investment required to prepare teams and
proposals, often Quality-Cost based selection,
most projects defined by client countries
Source: https://wbgeconsult2.worldbank.org/wbgec/index.html#$h=1350679439664
Source: http://www.worldbank.org/projects/search?lang=en&searchTerm=&sector_exact=Health
Useful Approaches for Consultants
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Target assignments based on
regional experience and
technical qualifications
Understand roles of
Borrower and Bank
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Obtain background information
on projects:
Country Partnership/
Assistance Strategy
Sector
Strategies
Establish contact and target
market at appropriate time
Project Appraisal
Document (PAD)
Pipeline and Active Projects Database
Project
Information
Document (PID)
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Links to Track Opportunities
World Bank website
www.worldbank.org
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Country Partnership/Assistance Strategy and Sector Strategies
Monthly Operational Summary and Procurement Plans
Project Information Document and Project Appraisal Document
Projects: http://www.worldbank.org/projects/sector?lang=en
Contracts Awarded: http://go.worldbank.org/LNIEW9VJF0
eConsultant2: https://wbgeconsult2.worldbank.org
UN Development Business (UNDB): www.devbusiness.com
Devex: http://www.devex.com/en/projects-and-tenders
dgMarket: www.dgmarket.com
Procurement: www.worldbank.org/procure
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Winning Approaches / Recommended Strategies
› Focus on comparative advantages and priority countries
› Review Country Partnership/Assistance Strategies
› Stay current on pipeline and active projects
› Develop network and meaningful relationships
› Start gathering market intelligence early
› Understand: who is your client? where is decision maker?
› Allocate human and financial resources
› Link your IFI efforts to broader market strategies
› Commit long-term and maintain management support
› Invest in local presence and language capabilities
› Establish partnerships with successful firms
(e.g. contract award database)
Existing Support Network
› Private Sector Liaison Officers in Canada (PSLOs)
› Canadian Embassies:
› Office of Liaison with the International
Financial Institutions (OLIFI)
› Trade Commissioners in Developing Countries
› Offices of the Canadian Executive Directors
Invitation to the Global Networking Café /
Marché mondial
4:00 – 5:30 p.m.
Pinnacle/Panorama (PH Level)
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: [email protected]