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For Tenders • Do Not Assume Anyone Knows You E.G NEED FOR CONSORTIA AND OPPORTUNITIES FOR EXPERTS Cliff Anderson, Thomas Martin, Seamus McCann ASTEC, Activis and ConsultingIreland Strasbourg, France www.consultingireland.org November 2017 Agenda • THE CONSORTIUM – Why a Consortium – pourquoi un consortium – How to find the ‘Right Partners’ – comment trouver le ‘bon partenaire’ – Roles and Lead Partner – Bidding in a Consortium • THE EXPERT – Working as a Consultant on Public Procurement/IFI – Finding Opportunities – with the IFI or on Funded Projects – Finding the Expert – Building the CV www.consultingireland.org (1) IFIs AND (2) EC28 NATIONAL/REGIONAL TENDERS • PUBLIC PROCUREMENT OPPORTUNITIES 1. IFI projects (e.g. World Bank, EC, UN) - €1Trillion • H2020 is less than 8% of EC Budgets 2. EC28 National and Regional Projects - €2.4Trillion • ‘COMMERCIAL PROJECTS’ • IFI and EC28 NATIONAL PROJECTS – fully funded, priority sectors www.consultingireland.org – Background • International activities since 1984 – Over 30 Years • Former part of Irish State Telecoms - SME since 2001 • ASTEC ‘International Telecoms Cluster’ Denmark, Finland, Ireland, Portugal established 1995 • Providing Advice to Governments and IFIs e.g EU • Secure Payments, Standards Procedures, Opportunities • Consulting and Training Projects in 100+ countries – 80% for EU • Pre-selected EC Framework Contractor (16 years) for ICT • Established partnerships - networks • Projects funded - EU, EIB, EBRD, World Bank, Islamic Dev. Bank, UN - Developing Policy and Strategy, Feasibility Studies, IFI Tender Specifications - Evaluation, Monitoring, Implementation, Bidders Advice www.consultingireland.org Typical assignments . Development of Government Policies and Strategies . Advice to Ministries, IFIs and tender Bidders . Drafting official tenders (e.g. for EC, WB, IsDB, etc.) – technical specifications for services and supply (‘Upstream information’) . Evaluation of EC tenders – services, supply, infrastructure and grants . Software implementation/software development e.g. – Border Security equipment specs., visa systems, banking … www.consultingireland.org Public Procurement - Cross Sector experience • Legal/Regulatory – Georgia, Cyprus, Czech Rep., Ukraine • Finance – South Africa, Slovakia, Tanzania, Namibia • Education – Paraguay, Greenland, Caribbean, Belgium • Biodiversity/Energy – Macedonia, Lithuania, Jamaica • Banking – Estonia, Romania, Tajikistan • Security – Serbia, Turkey, Malawi, Croatia • Trade – Egypt, Guyana, Serbia, PR Lao, Netherlands • Agri./Rural – Bosnia, Romania • IT – China, Brazil, Belgium, Vietnam, Fiji, Kenya • Transport – Azerbaijan, Egypt • Water – Serbia, Malta • e-Government – Ethiopia, Belgium, Mongolia • Aviation – Kenya, Jordan • Broadcasting – Montenegro, Serbia, Croatiawww.consultingireland.org • Telecoms – Sierra Leone, UAE, Luxembourg, UK, Moldova Framework Contracts and Consortia Framework Contracts • EC pre-selected firms for smaller projects in key sectors • Not published on EC sites – ‘hidden tenders’ • New FWC commencing 2018 Consortia • Consortium is key strategy for EC business • Some Consortium are fixed other ‘ad hoc’ • FWC is a Consortium approach – with agreed rules and procedures www.consultingireland.org Modalities of Public Procurement Technical assistance Goods Works Concessions www.consultingireland.org ConsultingIreland – Irish Business Association www.consultingireland.org 1. Focus on International Public Sector Markets – established in 2011 2. Tender Tracking System (profiled for individual company) 3. ‘Cluster’ Training programme (40+ companies incl. NI) 4. International Partnerships and Network – Regional Govts. & Chambers 1. France - ‘Grand Est’ (Alsace, Champagne, Ardenne, Lorraine) – 5.5m pop. 2. Spain - Catalonia - 7.6m pop. 3. Norway - South Norway (SNEO) - 200k pop. 4. Italy - Campania Region - 5.8m pop. 5. Hungary - EXIM Bank – 9.9m pop. 6. Ireland - 6.3m pop. 5. International Networking & Conferences – EU, WB,www.consultingireland.org ADB, EBRD ConsultingIreland Association - Initiatives www.consultingireland.org 6. ‘INTERNATIONAL BIDDING TEAMS’ Agri/Food: Banking/Finance/Trade: Security: ICT: Tourism: Health: Energy: Infrastructure: Education: Environment Sectoral Teams Multi-Sectoral International Teams 7. Public Procurement and Cross-Border Tendering (PPACT) 2017 Internal EC markets – ‘Smart Cities and IOT’ Helping organisations ‘Connect with Partners’ and win International Projects www.consultingireland.org The Need for Consortia www.consultingireland.org Reasons to Collaborate/Partner ‘helps create Size’ 1. Need for certain skillset – you may not have 2. Size and complexity of project/tender – multi-sectoral 3. Requirement on size of references – too large for an SME 4. Limited references and experience – seeking minor role – Lacking IFI experience – Target Country experience – Financial Strength 5. Regional and cultural requirements - use of Local Partners 6. Language capabilities 7. Attractive alternative to Incumbent 8. Partner Experts maybe cheaper, more economical – ‘blended approach’ 9. Competitor Strength 10. Upstream and Market Intelligence www.consultingireland.org Consortium Partners - Benefits • Partner Companies cover niche subjects – Different partners for different specialisations – Create Group Synergies • Use of this network for business development – Provide market intelligence and information on suitable opportunities – ‘Upstreaming’ • Provides better customer care through – wide range of expertise, – geographic coverage and – specialised attention • Public Sector contacts – local company and large multinational www.consultingireland.org Finding the ‘Right Partners’ www.consultingireland.org Where to find partners • EU/IFI Tender List, Specialist Data Vendors • Visits to EU Brussels, EU Delegations, Country visits • Embassies – National and Foreign Embassies • Government Agencies • Chambers • LinkedIn, Google Search • From current Partners and Business Associates • Experts, Advertisements, Recruitment Agencies • Consulting Networks – e.g. EEN Networks • Multinationals – e.g. MS, HP, Oracle European / International events, fairs, congress Matchmaking events (infodays, sector seminars) www.consultingireland.org Being a partner in a consortium Finding the competitive consortium Ensure the lead company knows the market & selected tender Prepare individual approach strategy what we can offer – what is our ‘added value’ SMART APPROACH - Therefore, CONSORTIUM is often more a need than an alternative www.consultingireland.org Public Procurement – EC Ranking Possible partners and also competitors UK NO. 1 Latvia 298 4208 Cyprus 128 4500 Slovenia 403 POST Malta 75 4000 Estonia 240 BREXIT?? Sweden 575 Lux’bourg 385 3500 France 3,008 2915 Portugal 497 3000 Italy 2,608 2500 Hungary 777 Croatia 1,515 1950 1876 2000 1831 1347 1550 1500 744 1107 605 1000 407 700 541 341 368 360 500 0 IRL FI DK AT NL BE GR UK DE ES CZ PL RO BG LT SK www.consultingireland.org IFI Companies – non EC States ‘Future Local Partners’ 4500 4208 4000 3500 3000 2178 2500 2000 1500 1097 1065 931 826 518 984 812 719 1000 497 455 480 448 350 500 0 UK AL BiH MK RS TR UKRAR GE AR Chi PG GH KE IRE www.consultingireland.org Finding Local Partner ‘possible different local partners depending on subject matter’ • Often needed – logistics, experts, language • Key connections / contacts • Good policy – help with initial queries, initial visits, favoured by evaluators / Govt. • Identify future opportunities – ‘if well-connected’ • How to identify – review of closed tenders, previous short-listings – General contacts – multinationals resellers, experts, Chambers, Associations, Embassies, International Partners, IFI/PSLOs www.consultingireland.org Sample Local Partners Country Partner name Street City Staff Lebanon Charles de Gaulle Avenue Beirut 32 Syria Malki Street Damascus 30 Romania CBC - Nerva Traian Nr1-3 Bucharest 80 Croatia Medvedgradska 43/11 Zagreb 22 Paraguay Corrales 1484 Asunción 15 Angola Rua Sequeira Lukoki Luanda 141 Vietnam Ham Long Hanoi 16 Mongolia Chinggis Avenue 21 Ulaanbaatar 5 Ethiopia P O Box 3155 Addis Ababa 12 Guinea Bissau C.P. 1416, Bissau Bissau 7 Armenia Isahakian Str Yerevan 50 Malawi Kasungu Crescent 51379 Limbe 3 Mauritius Frere Felix de Valois St Port-Louis 800 Montserrat PO Box 82 Manjack 6 Mexico End Postal CP 474 Mexico City 10 Nigeria Ajasa Street, Onikan Lagos 10 Rwanda Rue de Travail Kigali 27 Saint Lucia P O Box 1131 Castres 8 Tanzania LAC Hse Plot 1802,Masaki Dar es Salaam 4 www.consultingireland.org Cook Islands P O Box 144 Rarotongo 6 ConsultingIreland Association - Partners www.consultingireland.org International Partnerships and Network – Government, Regional Govts. & Chambers 1. France ‘Grand Est’ (Alsace, Champagne, Ardenne, Lorraine – Regional Govt.) Paris City Chambers 2. Spain Catalonia (Regional Govt.) 3. Norway South Norway (Regional Govt.) 4. Italy Veneto Regional Chambers Campania (Salerno City Chambers) 5. Hungary EXIM (Hungarian Govt. Agency) www.consultingireland.org Consortium Leader and Partners www.consultingireland.org What we can do First analysis : Market – Project – Company – Competition Define a strategy: Bid alone: we fulfil all requirements and we “feel/are” strong enough in the market / client / competitors. Leading a consortium: we fulfill a lot of requirements, strong references, enough market penetration and financial capacity BUT we need partners to strength the offer for technical, financial or strategic reasons. Partner in a consortium: we can provide key added value to a consortium but we
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