COPCAs support for participation of SMEs in tendering systems abroad Ana Coelho, Director of the delegation for EU affairs .

COPCA’s support for participation of SMEs in tendering systems abroad

Ana Coelho, Director of the delegation for EU affairs

www.copca.com

www.copca.com

COPCA is the organization responsible for the management, development and follow up of the Catalan Enterprise Internationalisation Plan 2005-2008

• Founded in 1987 as a response to a challenge (joining EEC in 1986)

• A Consortium of nearly 100 organizations (permanent dialogue between

public and private sectors)

• Centre of high quality services (certified ISO 9001 Standards)

www.copca.com

COPCA

Multiply Catalonia’s

exports by 1,35Increase up to

15.000 the number of regular exporting companies

Achieve an FDI investment

flow of 25.000 M€ between 2005 and 2008

Increase the total services exports

weight up to 15%

Internationalisation policies structured by

sectors

Positive growth of sectors internationalisation ratio

www.copca.com

Targets

Getting into Diversification Consolidating exports of markets the internationalisation

MICROENTREPRISE PROGRAM

NEW EXPORTERS PROGRAM (NEX)

NEX PROGRAM II PHASE

DIRECTORY OF PROFESSIONALS

INT-TEC PROGRAM

ASSESSMENT SPECIALISED BY

GEOGRAPHICAL AREAS

• EUROPE•AFRICA ASIC-PACIFIC• AMERICA

NEI PROGRAM

e – NEI

NEI OF SUBSIDIARIES

NEI CLUB

IDE SERVICE

VENTURE CAPITAL

The International Ring Information about internationalisation / Knowledge management / www.copca.com Commercialisation company vs. Company

INTERNATIONAL CO-OPERATION Technical assistance, multilateral, bilateral, enterprise co-operation

MARKETING AND “Products & Services from Catalonia”, the virtual Fair

e-COMMERCE “2Bdigital”, e-commerce among companies

TOOLS

S ERVICE

S

37 BUSINESS PROMOTION CENTRES WORLD-WIDE – ENTERPRISE PLATFORMS

PROMOTION, INFORMATION, TRAINING

• Complementarity: avoid doing what already exists

• Consensus: dialogue between private and public sector

• Sustainability: commitment of the enterprise

• Customisation: adaptability of the services to the

internationalisation evolution of the Catalan enterprise

Criteria for the provision of services

www.copca.comwww.copca.com

INDUSTRY

SERVICES

Weight of exports on GDP similar to other developed countries

Largest enterprises concentrate exports

Europe will continue as the main market but we need to guarantee our presence in US, China and Russia.

Service sector presents a high growing potential

Small companies play a very important role

Substitution of imports from traditional countries for imports of low cost countries does not reach the level of other surrounding economies

Catalonia’s services FDI is still very low and limited in comparison with other surrounding economies

Production capacity moves towards lower cost countries, maintaining added value activities in origin countries

EXPORTS IMPORTS INVESTMENT

A high growing potential

www.copca.comwww.copca.com

CATALONIA: SPAIN´S ECONOMIC MOTOR

% of Spanish total (2005)

28,70%

26,00%

30,00%

26,00%

18,70%

15,70%

6,30%

Imports

Exports

FDI

Industrial GDP

GDP 2003

Population

Area

CPI INFORMATION

ACTIONS : • Catalan version of the dgmarket a http://licitacions.copca.com• Specific Documentation on CPI at www.copca.com• Close collaboration with media• Newsletter :information on specif training

Objective: following up of the market of international tendering in order to find new opportunities of growth for SMEs (also public procurement within the EU structural funds)

CPI TRAINING

ACTIONS : • Hands on Manual on Public Procurement in projects

outside Catalonia• Thematic classes to update on last issues related to

Public Procurement.• General courses on how to bid. • Specific sectorial courses

OBJECTIVE : aquire all necessary knowledge to bid correctly and...win

CPI INDIVIDUAL ASSESSMENT

OBJECTIVE : To help introducing and positioning SMEs on this new market

ACTIONS : • Specific assessment programme: flexible and tailor-made to

the company • Consultancy services to help the company with its strategy• Elaboration of a diagnostic with the advantages for the

company• Redaction of an Individual working programme • Support to the enrolment of a specialist in international public

procurement within the company in cooperation with the consultant

Concrete examples :

Sector: telecommunicationsSpecific support:

* MAN (Metropolitan Area Network (Ireland)* IANIS & ERISA regional projects* Slovak regions

Concrete examples :

Sector: tourism industry & environmentSpecific support:

* liaison with regions which were in similar situation as Catalunya some years ago: South Italian Regions, Greece, Cyprus and Corse

Concrete examples :

Sector: severalSpecific support:

* JASPERS* Cohesion Fund* ISPA

Moltes gràcies per la vostra atenció!!