Welcome to Business Opportunity Seminar 05 July 2011
Welcometo
Business Opportunity Seminar
05 July 2011
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
Introduction
How to get Short-listed
How to Prepare Responsive Proposals
Contract Negotiations and Administration
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
Consulting ServicesConsulting Services
Introduction
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
Consulting ServicesConsulting Services
1. ADB recruits consultants for Technical Assistance (TA) projects
2. Borrowers recruit consultants for loan and Grants projects
According to the Guidelines on the Use of Consultants by ADB and the Borrowers
Guidelines
Policies and procedures for selecting, contracting and monitoring consultants required for loan and technical assistance (TA) projects
ADB
Guidelines onThe Use of ConsultantsBy Asian Development Bankand Its Borrowers
April 2010
Asian Development Bank
What Kind of Consultants?
TA Consultants
Project Preparation Capacity Development Policy and Advisory Research and Development
What Kind of Consultants?
Consultants for Loan Projects
Detailed Design Implementation supervision Capacity Development
Service Providers and Eligibility
Service Providers (international and national) Firms Individuals Universities NGOs Research institutes Others – UN Organizations
Eligibility ADB member countries (67
members)
•9
Summary of Recruitment Summary of Recruitment CycleCycle
Consulting Services Recruitment Notice (CSRN)
ADB/EA prepares Short-list
ADB/EA issues Request for Proposal (RFP)
ADB/EA evaluates Technical Proposal
Public opening of Financial Proposal
ADB/EA does overall ranking
ADB/EA conducts negotiations and signs contract
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
Where do you find information on ADB consulting opportunities ?
Consulting Services Consulting Services Recruitment Notice (CSRN)Recruitment Notice (CSRN)
Consulting Services Consulting Services Recruitment Notice (CSRN) Recruitment Notice (CSRN)
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
How to get Short-listed
Pointers Pointers
1. Firms should register in ADB’s Consultant Management System (CMS)
2. Associate with more experienced Short-listed firms
3. Expression of Interest (EOI)
4. Get short-listed as a Joint Venture partner
Pointer 1Pointer 1
Register in the Consultants Management System (CMS)
Consultant Management Consultant Management System (CMS)System (CMS)
CMS RegistrationCMS Registration
Be legal entities that have the capacity to enter into binding and enforceable contracts with the ADB
Be incorporated or legally established in an ADB member country
Have at least five (5) permanent full-time professional staff; and
Have a bank account for financial transactions.
Pointer 2Pointer 2
Associate with Experienced Short-listed Firms
Shortlisted FirmsShortlisted Firms
Current List of Shortlisted Firms for Current List of Shortlisted Firms for Technical Assistance and Grant Financed Technical Assistance and Grant Financed ProjectsProjects
Pointer 3Pointer 3
Expression of Interest (EOI)
Consulting Services Consulting Services Recruitment Notice (CSRN) Recruitment Notice (CSRN)
Expression of Interest (EOI)Expression of Interest (EOI)
Pointer 4Pointer 4
Short-Listed as a Joint Venture partner
Short-listing Joint Ventures Short-listing Joint Ventures and Associationsand Associations
Qualifications of all firms in an association/JV should be taken into account
Higher weighting should be given to lead firm
Business Opportunities Business Opportunities Seminar (BOS)Seminar (BOS)
How to Prepare Responsive Proposals
Pointers Pointers
1. Know the rules of the Game
2. Loosing Proposals
3. Excellent Proposals
4. Financial Proposal
Pointer 1Pointer 1
Know the Rules-of-the-gameKnow the Rules-of-the-game
1. Request for Proposal (RFP)1. Request for Proposal (RFP)
Section 1: Letter of Invitation (LOI)
Section 2: Instructions to Consultants (ITC)
Section 3: Technical Proposal - Standard Forms
Section 4: Financial Proposal - Standard Forms
Section 5: Terms of Reference (TOR)
Section 6: Standard Forms of Contract
Section 7: List of ADB Member Countries
Policies and Procedures Policies and Procedures ‘Rules of the game’‘Rules of the game’
Guidelines on the Use of Consultants
Guidelines
Policies and procedures for selecting, contracting and monitoring consultants required for loan and technical assistance (TA) projects
ADB
Guidelines onThe Use of ConsultantsBy Asian Development Bankand Its Borrowers
April 2010
Asian Development Bank
•35
GuidelinesGuidelines
Policies
Need for high-quality services Need for economy and efficiency Need to give all qualified consultants an
opportunity to compete Need to encourage the development and use
of national consultants from developing member countries (DMCs)
Need for transparency in the selection process
Need for increasing focus on anticorruption
Other Selection MethodsOther Selection Methods
Quality Based Selection (QBS) Fixed Budget Selection (FBS) Least Cost Selection (LCS) Consultant’s Qualification Selection
(CQS) Single Source Selection (SSS)
Pointer 2Pointer 2
Losing Proposals !
Actual CasesActual Casesfrom TA CSC-EV minutesfrom TA CSC-EV minutes
25 TP samples between 2008-2011 4 sectors: Energy, Transport, Urban,
Natural Resources (water, environment)
For projects in 10 countries and 2 regions (CW/SE)
1st ranked=13, 2nd=6, 3rd=1, 6th=1, Below 750=4
2 Worst scores: 687 and 652
Why did they get 687 out of Why did they get 687 out of 1000 points?1000 points?
Not understanding the TA objectives (missing critical element of the project)
Thus, Approach and Methodology was wrong
Subsequently, proposing wrong expertsMismatch (requirement v s experience)Wondering why Short-listed in the first
place?
How about the TP with 652 How about the TP with 652 points?points?
Proposing Approach, Workplan and Personnel Schedule not complying with the TOR requirements
55 person-months while the requirement was only 25 p-m
Adding 4 new positions that were not included in the TOR (higher Financial cost too!)
Pointer 3 Pointer 3 Excellent proposalsExcellent proposals
13 out of 25 were first rankedHighly qualified Team Leaders with
relevant project and country experiences were proposed (highest points allocated for TL)
Using charts and tables effectively to demonstrate their good understanding of the project objectives
You MUST:You MUST:
Read and follow Instructions to Consultants (RFP Section 2) including Data Sheet Very Very carefully!
Visit the project site and meet the EA Understand Terms of Reference (TOR) very
well Propose TL who is familiar with ADB
procedures, guidelines Reduce home-office inputs Check the Evaluation criteria carefully and
propose the best candidates for the highest point position
Financial ProposalFinancial Proposal
How is it evaluated
Some tips for good Financial Proposal
Out of 6 2nd ranked TP, 2 became overall 1st after FP evaluation.
Financial Proposal Financial Proposals are evaluated for:
Compliance Data Sheet requirements are met Any conditional proposal?
Arithmetic checks To be corrected
Consistency with technical proposals Experts’ person-month inputs
Good Financial ProposalGood Financial Proposal
Avoid quoting short but be consistent with Technical Proposal per diem days, round trips, MTE Duration for the fixed amount items like
Communication, land transport, office operations
Unit rates, rather than lump sum amounts
We adjust them accordingly during the contract negotiations.
Contract Negotiations and Contract Negotiations and AdministrationAdministration
Contract Negotiations and Administration
Contract Management Contract Management IssuesIssues
Team leader/team chemistry Relationships with EA Relationships between international &
national consultants Role and responsibilities of national
consultants Replacements Performance evaluations Unsatisfactory performance Payment issues
Any Questions?Any Questions?
Please ask anything you want to know and or
unclear to you?
Thank you for attending the seminar!
Hope you have found this seminar useful.
Feel free to contact Central Operations Services Office Div. 1 should you have further questions after the seminar
Hiroyuki Maruyama (丸山裕之)
Tel: 0063 2 632 6437E-mail: [email protected]