1. business and industrial
2. business operations
3. management
4. project management

Winning Aid-Funded Business
A training course delivered by Nigel
Peters, Director of the UKTI Aid-Funded
Business Service
UKCDS & UUK
London
5 November 2012
1
The Bureaucratic Bits
•Where is the Project Information?
•Registrations
•Getting short-listed
•Tendering
2
WBG & RDB’s General points
 Project Cycle is the same
 Loans not grants
 Borrowing Country will be your client and will procure to
according to guidelines (main exception is ADB Technical
Assistance which is procured by ADB)
 Websites will have a 3 year country lending plan (slightly
different names for each Bank)
 Typically 2-3 project documents growing in information as the
project develops (again slightly different names)
 Tender notices on their website
 70:30 consultancy/goods for UK companies
 70:30 technical/price matrix consultancy evaluation
 Registration: DACON useful but not obligatory for WBG &
AfDB. ADB have their own system (CRS)
3
The Project Cycle
1. Identification
2. Preparation
6. Evaluation
3. Appraisal
5. Implementation
4. Negotiation
4
The Project Cycle &
Procurement



Typically 12-24 months duration
Consultancy opportunities at all phases, but if getting in early (e.g. 1Identification/2- Preparation) beware exclusion re conflict of interest for the
later stages where the larger opportunities will lie
The key documents on the World Bank website are:
1. Country Partnership Strategy (CPS): a 3 year plan which will give you details on the
sectors the WBG will prioritise and very useful background information on the country
2. Project Information Document (PID): the first time you will see detailed project
information. Is this project for me? Start finding a local partner?
3. Project Appraisal Document (PAD): more detailed updated information
4. From PID onwards there will be an entry in the Monthly Operational Summary (MOS)
5. As the project proceeds to: 5-Implementation stage, there will be a General
Procurement Notice (GPN) followed by Specific Procurement Notices (SPN) for
Expressions of Interest (EOI), Prequalification (PQ) or invitations to bid (for goods).
These are now advertised on the World Bank website as well as through composite
subscription websites such as UN Development Business
(www.devbusiness.com) and dgMarket (www.dgmarket.com)
5
The Project Cycle &
Procurement
Inter-American Development Bank
Similar documents to World Bank but different
terminology. All are on the IDB website: www.iadb.org
– Country Operational Strategy (COS)
– Project Profile
– Monthly Operational Summary (MOS)
– Procurement Plan
– Proposal for Loan Agreement (PAL)
– General Procurement Notice (GPN): ICB above $250,000
– Specific Procurement Notice (SPN)
– No need for registration, DACON little used
6
The Project Cycle &
Procurement
Asian Development Bank: www.adb.org
•
Country Operations Business Plans (useful background for sector
priorities etc)
•
Opportunities – Consulting Services – Browse by country – Select
country, sector, size of project (background documents and
procurement plan will be attached where available). Both proposed
and approved projects can be searched.
•
For TA, e-sourcing allows electronic submission of technical & financial
proposals
•
Register for email alerts of procurement opportunities: CSRN –
Consultancy Services Recruitment Notices
7
The Project Cycle &
Procurement
1 – Identification: short term consultancy (Bank)
2 – Preparation: short/medium term consultancy (Borrower)
3 – Appraisal: short term consultancy (Bank)
4 – Negotiation: n/a
5 – Implementation: Main consultancy, contracting and supply of
goods (Borrower)
technical assistance (ADB only, otherwise Borrower)
6 – Evaluation: short term consultancy (Bank)
8
How the World & Regional
Development Banks work
• Provides loans to Developing countries, therefore…
 REMEMBER – Beneficiary Government is the
client, not the Bank itself

The only exceptions are for some feasibility studies, project
evaluation etc where the World Bank HQ in Washington DC will
procure directly, for where a registration on DACON is
recommended. Otherwise there is no registration system.
However the ADB procures all technical assistance projects
centrally for which it has its own registration system (CMS)
9
World Bank: Monthly
Operational Summary
10
World Bank: Monthly
Operational Summary
Mozambique
Water, Sanitation and Flood Protection
(R) Water Services and Institutional Support (WASIS) Additional
Financing: The objectives are to:
(a)increase water service coverage in the cities of Beira, Nampula,
Quelimane, and Pemba under the delegated management
framework;
(b)establish an institutional and regulatory framework for water
supply in smaller cities and towns. Negotiations scheduled for 10
August 2010. Environmental Assessment Category B. Project:
P120546. US$ 34.0/13.1 (IDA Credit/AUSL). Consultants will be
required. Fundo de Investimento e Patrimonio do Abastecimento
de Agua (FIPAG), Av. 25 de Setembro, 942, Maputo, Mozambique,
Tel: (25-81) 420-470, Fax: (25-81) 498-881, Contact: Nelson
Beete, Chairman
11
World Bank: Typical EOI
advert

















INVITATION FOR EXPRESSION OF INTEREST
Country - Pakistan
Project - Water Sector Capacity Building and Advisory Services Project (WCAP)
Agency - Project Management and Policy Implementation Unit (PMPIU)
Title - Consulting Services for Feasibility Study of Underground Dams
The Government of Pakistan has secured soft term loan (IDA Credit) of US $ 38.00 Million from the World Bank to
fund 100% cost of the WCAP. The PMPIU at the Ministry of Water and Power is the principal implementing and
coordinating agency whereas, Indus River System Authority, Water and Power Development Authority and
Infrastructure Project Development Facility are the key implementing agencies of the WCAP.
A part of the IDA credit has been earmarked for the procurement of consultancy services to identify potential sites
for construction of underground dams of 0.15-0.20 MAF capacity and to undertake comprehensive feasibility study
of two selected pilot projects.
Interested consulting firms are required to submit their Expression of Interest giving general profile of the firm and
information on relevant experience of work in and outside the country, relevant qualified and experienced
personnel available for the assignment by January 06, 2010 to Project Director, WCAP/PMPIU on the under
mentioned mailing address.
A consulting firm will be selected in accordance with the procedures set out in the World Bank's Guidelines:
Selection and Employment of Consultants by World Bank Borrowers, May 2004, revised October 2006, using the
QCBS method.
Firms who had forwarded EOIs in response to our earlier advertisement are required to apply afresh in view of
revised scope of work and change in method of selection.
Project Director
WCAP/PMPIU
Plot No. 6 (office of Chief Engineering Adviser)
Sector G-5/1, Near Old MNA Hostel Islamabad
Telephone: 92 51 9244604
Facsimile: 92 51 9244599
Email: [email protected]
12
WBG Suppliers FY2011
Country
PR China
South Africa
India
Brazil
Spain
Argentina
United Kingdom
Contract Values $m
3,079 (
1,145
823
808
467
405
191 (1.4%)
Note: prior review contracts only
13
IADB Turnkey Contracting
14
Asian Development
Bank
Consultancy in 2010
a) Loan Consultancy: $258m. Procured by recipient country
b) Technical Assistance Programmes: $159m. Procured by ADB HQ, Manila.
c) Staff Consultants: $33m. Procured by ADB HQ Manila, openly procured on
website only since September 2010.
d) Consultants must register on the ADB Consultants Management System (CMS).
This replaces DACON for ADB only. Companies will need to register individuals
as well when bidding. Basic registration has 15 minute cut-off. Once
registered can complete EOI’s online. Full registration, 30 minute cut-off, if
successful only.
15
Asian Development
Bank
Consultancy Summary
•
Tenders open to companies from ADB member countries only. Companies
must also only employ nationals from member countries
•
ADB want more competition in the Pacific islands (will accept Caribbean
experience), Afghanistan, Cambodia & Pakistan
•
Newly introduced Indefinate Delivery Contracts (similar to Framework
Contracts)
•
Companies can also be awarded individual consultancies
16
ADB: Country Strategy
Summary
Pakistan: Future Directions
ADB’s Country Partnership Strategy (CPS) for 2009–2013 has planned assistance of $4.4 billion
during 2009–2011 and an annual average lending of almost $1.5 billion. The CPS provides the
framework for ADB’s partnership priorities and the future direction of its assistance strategy in
Pakistan. The CPS prioritizes the following four key focal areas for ADB’s development support to
Pakistan.
Reforms and investments in key infrastructure sectors include
Support for power and energy, transport and the National Trade Corridor, and water resources.
Planned assistance in these sectors will reduce the cost of doing business and strengthen the
underlying competitiveness of the economy.
Support for a new generation of reforms to catalyze structural
Transformation of the economy through reducing distortions, accelerating market creation, and
addressing governance and institutional bottlenecks. In parallel, policy and institutional reforms
Would also target strengthening fiscal and financial management systems in the provinces, and a
stronger enabling environment for private sector investments, including through public–private
partnerships.
Development of urban services through pivotal interventions
In Pakistani cities and secondary towns to help unleash their economic potential while improving the
quality of life of poor urban citizens.
Effective implementation of projects and programs and capacity
Building for greater aid effectiveness and sustainable development…………………………………..
17
ADB Email Alerts
18
ADB: Specific
Procurement Notice (SPN)
19
African
Development Bank

HQ in Tunis, Tunisia (www.afdb.org)

In 2011, Bank Group loan, grant, and other approvals totalled approx UA
5.72 billion. The UK, through DFID committed £567 million for 2011-2013

UK holds a 1.7% share in the Bank

Working Languages are English and French

All procurement notices posted on AfDB website in the Business Bulletin.

Consultants: Register on AfDB DACON Database

UKTI Liaison Officer, Alan Morrison, based at the British Embassy in Tunis
20
www.AfDB.org procurement
page–email alerts
21
Procurement notices
on the website
22
23
Quarterly MOS in the “Business
Bulletin” on the website
24
Quarterly MOS in the “Business
Bulletin” on the website
25
Caribbean
Development Bank

HQ in Barbados (www.caribank.org)

In 2011 the CDB approved $165.0 million in loans, a decrease of
40% on the previous year reflecting concerns over regional debt
levels

Borrowing-member countries: Anguilla, Antiqua and Barbuda, The
Bahamas, Barbados, Belize, British Virgin Islands, Cayman Islands,
Dominica, Grenada, Guyana, Haiti, Jamaica, Montserrat, St. Kitts and
Nevis, St. Lucia, St. Vincent and the Grenadines, Trinidad and
Tobago and the Turks and Caicos Islands

Consultants Register on CDB Website

UKTI Liaison Officer, Hadford Howell, based at the British High
Commission
26
Caribbean Development Bank
First Project approved in 2011:

St. Lucia Rehabilitation and Reconstruction Project

Home / Projects & Programmes / Approved Projects / Reconstruction, St. Lucia

Borrower: Government of St. Lucia Country: St. Lucia Executing Agency:
Ministry of Communications, Works, Transport and Public Utilities Loan
Amount: USD17.960 million Summary of Project Description: To assist the
Government in recovering from the impact of Hurricane Tomas through the
rehabilitation and reconstruction of critical infrastructure. Benefits: The main
objective of the Project is to assist the Government of St. Lucia in recovering
from the impact of Hurricane Tomas, whilst reducing risks associated with
landslide and flood hazards.
27
Caribbean Development
Bank
Contract awards (inc. TA) to UK companies:
No. Contracts
2009
5
2010
11
2011
5
3 Year %
21
4.7
Total No. Contracts
117
179
153
449
Value (US$)
1.6
13.0
1.6
16.2
Total value (US$)
33.1
61.4
53.2
147.7
11.0
28
Caribbean Development
Bank
Contracts are advertised as follows:
 Newspaper of wide circulation in country of recipient
 Development Business – www.devbusiness.com
 CDB website: www.caribank.org
This is typical for most aid agencies
Response time
 PQs/Bids for goods and works – generally not less than 6 weeks
but may go up to 12 weeks depending on complexity
 Consultants – EOIs, 14 days minimum; Proposals – 4 weeks to 3
months depending on complexity
29
The World & Regional DB’s
Summary

Develop strategy (donors, countries of interest/sectors) – your local UKTI
team can help

Proactively identify suitable projects. Follow them through the project cycle.
Subscribe to tender alert services directly from the bank websites and also
consider composite sites such as UN Development Business/DG Market. UKTI
Liaison officers can help with project tracking/obtaining documents.

Make initial contact with client and task/project team leader (may be HQ or
country based)

Build the right team. Identify potential partners in country. UKTI developing
country based teams can help.
30
UKTI Liaison Officers at
the World & Regional DB’s
 World & Inter-American DB (Washington DC)
Stuart Baird & Justin Kersey
 Asian DB (Manila)
Fidel Ventura
 African DB (Tunis)
Alan Morrison
 Caribbean DB (Barbados)
Hadford Howell
Stuart Baird in Washington provides a newsletter and
targeted project information under the OMIS system, and all
the others will help with ad hoc enquiries and advice. We
also organise Missions to these cities on a regular basis.
31
EuropeAid

HQ in Brussels, Missions Worldwide
(http://ec.europa.eu/europeaid/index_en.htm)

Procurement totaled almost €11 billion in 2011 and will
increase to €13 billion by 2013

Approx 80/20 split between procurement of Services/Goods &
Works

UKTI Liaison team based at UKREP (i.e. the British Embassy to
the EU) in Brussels can provide information on upcoming
projects, project pipelines, assistance with finding consortium
partners, help with bidding tactics and strategy,
project/procurement design and management and assistance
with dispute settlements
32
EuropeAid – work with us
33
Linked-In “EuropeAid
Contracts Group”: join it!
34
Specific opportunities: Example
Services (forecast)
INDIVIDUAL SERVICE CONTRACT FORECAST
Support to e-government (G2C) in the RF
Russian Federation
1. Publication reference
EuropeAid/126204/C/SER/RU
2. Procedure
Restricted
3. Programme
Tacis
4. Financing
Tacis Russia Action Programme 2006
5. Contracting Authority
The European Community, represented by the Commission of the European Communities, for and on behalf of the government of the Russian
Federation.
6. Nature of contract
Fee-based
7. Contract description
The overall objective is to contribute to the creation of a common European and Russian Information Space and to contribute to the
establishment of an EU-Russia Information Society dialogue.
The specific objective of the project is, inter alia, to assist the Russian government in implementing the 'Conception of e-government in the
Russian Federation until 2010'. This may include
a. assistance to establish multi-functional centers to improve administrative efficiency. Delivery of state services to citizens and fulfillment of
state functions electronically shall be prepared.
b. assistance to optimize administrative procedures. Transparency and accountability of the public administration shall be improved by
developing a clear legal basis underlying e-government and information policy.
c. assistance to designing a unified strategy and IT-architecture for the introduction of e-government.
8. Indicative maximum budget
EUR 2,000,000.00
9. Intended timing of publication
January 2008
10. Additional information
Not applicable
35
EuropeAid: Best Practice and
Tips Before Participating
•
•
•
•
•
•
•
Talk to UKRep for advice at any stage. Monthly
newsletter and tailored project information available
through OMIS
Monitor tender opportunities on EU websites
Read the EU’s development strategies for individual
countries
Do desk research on procurement guidelines
Get a feel of what the EU wants tenderers to deliver
Explore the EU’s project delivery instruments
(e.g.Logframes)
Get an idea on who your competitors/consortium
partners are – twice yearly seminars in Brussels
organised by the Perm Reps include “speed dating” with
consultants from across the EU. Pan-European consortia
are favoured
36
EBRD

International financial institution, promotes transition to market
economies in 29 countries from central Europe to central Asia. In
2011 agreed to extend operations to the southern & eastern
Mediterranean (initially Egypt, Morocco, Tunisia and Jordan)

Capital base of €20 billion

Remit to promote transition to market economies by investing mainly
in the private sector, mobilise significant foreign direct investment,
support privatisation, restructuring and better municipal services to
improve people’s lives and encourage environmentally sound and
sustainable development

HQ in London. English is the working language. UKTI AFBS can give
some commercial help via the UK Executive Directors Office
37
Consultants required to support the
EBRD’s projects (loans or equity)
EBRD
Consultant support
for Project
Preparation
Provides loan or equity
to finance infrastructure,
funding to Banks etc.
(Project)
Consultant support
for Project
Implementation
To Clients
(~80% Private and ~20% Public)
38
Consultancy services required for
project preparation & implementation
(examples)
Project Preparation

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)
Project Implementation

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)
Overview of Selection Methods
for Consultant Selection
Direct Selection
(below EUR 75,000)
Select consultant
Selection from
Shortlist
Proposals
(EUR 75,000 – EUR 300,000)
(EUR 300,000 and over)
Calls for expressions of
interest (not obligatory)
Calls for expressions of
interest
Long list
Long list
Shortlist
Shortlist
Proposal
Select consultant
Select consultant
Negotiations
Negotiations
Negotiations
Contract
Contract
Contract
40
Contract Awards by EBRD and
Clients
to British Consultants in 2007-2011
Consultancy Contracts
Awarded by EBRD
Consultancy Contract Awards to British
Consultants
Value, €
million
Number
Value, €
% of Total
Value
Number
2011
169.49
2,797
48.27
28.48%
840
2010
175.00
2,820
44.54
25.45%
773
2009
137.17
2,821
39.52
28.81%
796
2008
120.22
2,434
36.17
30.09%
729
2007
136.18
2,377
55.18
40.52%
683
EBRD and British Consultants
in 2011
• Wide range of expertise including information
technology, financial, legal, integrity, engineering,
environmental, procurement – across all sectors and
countries of operations
• €16.54 m out of €48.27 m of contract awards to
British consultants were for the Bank’s institutional
needs e.g. IT development and training (this amounts
to 60% of the value of all EBRD contracts for
institutional needs)
• 75% of the Bank’s internal consultants engaged in
2011 (i.e. those required to work from the Bank’s
Headquarters) were British
42
www.ebrd.com
Projects
Countries
Sectors
About us
What we do
Who we are
Where we are
Who we work with
Working with us
Project financing
Procurement (see
next!)
Trade Loan
syndications
Advice and support
Jobs at the EBRD
Procurement
Notices
(see next slides!)
ebrd.com procurement
notices
Search by sector
Search by country
Search by
contract type
- Consultancy
Services
- Corporate goods
works and services
- Project goods,
works and services
Search Results
- Issue Date
- Deadline
- Country
- Notice Title
- Sector
- Notice Type
44
Procurement Notice:
ebrd.com
Procurement
Notice
Sign-up for
Email alerts!
45
Strategy for Getting Contracts
 Is your product or service needed?
 Where are the opportunities?
 Be focussed and selective - comparative advantage
 Monitor ‘Procurement Opportunities’
 Subscribe to EBRD eSelection and Procurement Alerts
 Contact client agency
 Compete: adhere to tender; submit responsive tender
 Learn from experience
 Explore: subcontracting opportunities;
joint venture opportunities; local investment
46
Untied Bilaterals Procurement:
webnet.oecd.org/UntiedAidWeb
47
DFID

UK Bilateral Aid to Developing Countries : www.dfid.gov.uk

Review of aid policy, both multilateral and bilateral, March 2011

Goods bought by contracted Procurement Agents (Crown Agents, Charles
Kendall, IPA)

In 2010/11 spent £7.8billion (up to £10.6billion by 2014/5). A cumulative
growth of 27% . Ring-fenced budget but because of slow-down in economy,
0.7% of GDP for aid target means cutting £1.1b from original targets

Operational plans 2011-15 for all country programmes now on the website

If you are considering an investment in a developing country and/or have an
innovative product or service, talk to DFID’s Private Sector Department
48
DFID

DFID Supplier Portal introduced early 2011

An electronic platform to hold registration details

Enables e-tendering and e-procurement

Electronic invoices

Access the portal via the DFID website

Tenders also published the Business Link website “Contract Finder”
see; www.contractfinder.businesslink.gov.uk
49
DFID

Projects Pipeline and Lists of Successful Contractors including
Frameworks and PEAKS now searchable via link from DFID website to
Contracts Finder

Project Pipeline is updated every 6 months, currently 124 projects
worth over £1billion

Increased focus on fragile and conflict affected states leading to more
importance on duty of care for contractors

Move to “payment by results” leading to more output based ToR

DFID funds the Humanitarian Innovation Fund to help suppliers of
innovative products
50
www.ausaid.gov.au/consultnet
ConsultNet
 ConsultNet is a free email alert keeping subscribers
informed of the latest business news and events in
Australia's aid program.
 Once subscribed, emails will be sent to you notifying you
of important new business opportunities and changes to
AusAID's business policies and procedures
Subscribe
 To subscribe - enter your email address below and click
send.
 A confirmation email will be sent to you advising that
your subscription has been successful. If you do not
receive this email within 24 hours of subscribing, please
contact the Webmaster.
51
German Aid: www.GIZ.de
Procurement

GIZ involves suitable firms from the private sector of the economy when implementing
commissions. It charges consultancy companies with the production of expert reports
and implementation of complex consultancy projects. It awards orders to national and
international suppliers for procuring technical equipment and materials.

You will find further information on this and details of the procedures applied by GTZ
for awarding appropriate contracts under Contract Award Procedure.

Under Important Documents you will also find the general terms and conditions of
business, the conditions for application, and other useful documents and information
on preparing offers and accounting procedures.

You will find information on public tenders in the service sector and other forthcoming
invitations to tender with shortlists that have not yet been finalised under Tender
Information (only available in German).

If you have received a password from us within the scope of an on-going invitation to
tender, you can also access the documents relevant to you via the Tender Information
page (only available in German). Access to these documents is only possible for
companies participating in the tender procedure.
52
WWW.MCC.gov: Becoming a
one-stop-shop for bidders
MCC is transforming its procurement website to better reach potential bidders
http://www.mcc.gov/procurement/index.php
53
Tracking Projects: all Donors
 UN Development Business (UNDB) covers all
development banks plus UN:
www.devbusiness.com
 DG Market: www.dgmarket.com
 United Nations Global Marketplace (UNGM)
UN only: www.ungm.org
 DEVEX: all projects plus good daily news
letter www.devex.com
54
UN Development Business
Procurement Notice
55
56
Devex.Com Newsletter(free)
57
Devex.Com: Free Daily
tender alerts
58
Devex.Com: Short-list and contract
awards (free)
59
UKTI has partnered with Devex to help firms track
tenders from over 250 donor agencies around the world.
Through this partnership, you can take advantage of a 40%
discount, lowering the rate to join the already1,000 member
organizations for only
600 USD per year.
To learn more about the Tender Tracking Account, please visit:
www.devex.com/en/tender-tracking
If you would like to join, please contact:
Erin Houston
Senior Associate, Devex
[email protected]
+1.202.746.8445
60
E-Consultancy
 Ability to register & maintain your own
personalised account
 Subscribe for electronic notification about new
opportunities by industry sector and area of
expertise
 Submit expressions of interest & proposals online
 Now operated by EBRD, World Bank, ADB,
DFID to name but a few
61
Strategy for Getting Contracts











Is your product or service needed?
Where are the opportunities?
Be focussed and selective - comparative advantage
Consider marketing yourself to existing contractors as a subcontractor to get started
Monitor ‘Procurement Opportunities’
Subscribe to eSelection if available and Procurement Alerts
Contact client agency if tender rules allow
Compete: adhere to tender; submit responsive tender
Learn from experience
Explore: subcontracting opportunities;
joint venture opportunities; local investment
At each stage UKTI, either through your local region, the AFBS
nationally or our Liaison Officers can help you!
62
Some lessons from a company
looking at AFB for the first time...
This UK company works in the transportation sector
First steps....(took 3 months)
• Started with blank sheet of paper
• Identified 7 key ‘targets’; World Bank, EU, UN, Bilateral
agencies, MDB’s, NGO’s, Global Fund
• Spoke to UKTI Liaison Officer’s to get a ‘feel’ for
opportunity
• Key was to FOCUS - homed in on UN (2009 Statistical
Yearbook)
• Commissioned OMIS’s from UKTI Liaison officers based in
New York, Geneva, Copenhagen, Vienna (and Budapest)
63
The value of the OMIS’s .....
Liaison Officer’s targeted relevant agencies
Arranged specific visit programme
Organised relevant, senior level meetings
Helped establish direct relationships with UN
Enabled rapid answers to
– Is there an opportunity for our product?
– If so, what do we need to do to access it?
• Distinguished theoretical from practical
opportunities
•
•
•
•
•
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More research ... the Eureka
moment!
 Registered with UNGM (selected agencies) with specific
UNCCS codes and subscribed to a tender alert service
($500), but still a difficulty in identifying tenders in the subsector this company specialises in, so...
 Visited UNPD in New York (EMRS)
 Discovered global peacekeeping operations (pko’s) issued
separate tenders; one for goods another for shipment
 Focussed almost exclusively on pko’s
 Needed separate registration to get on ‘local vendor roster’
(nb 3 registrations in total!!)
 Cracked it – tender opportunities arrived!!
The company has now won over $4m worth of business in
the last 18 months
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