Market Opportunities for Canadian Development Consultants

Prepared  by  Laura  Dorling  van  der  Oord,  Advisor,   Office  of  the  Executive  Director  for  Ireland,  Canada,  and  the  Caribbean  

•  Canada and WBG Structure •  Recent Developments and Ongoing Consultations •  Where Canadian Companies Win •  Types of Consulting Opportunities •  Winning Strategies •  Support Network

Structure of the World Bank Group

Conciliation and arbitration of investment disputes

Guarantees of private sector investment’s non-commercial risks

Interest-free loans and grants to governments of poorestcountries

Loans to middle-income and credit-worthy low-income country governments

Solutions in

private sector

development

IBRD International Bank for Reconstruction and Development

IDA International Development Association

MIGA Multilateral Investment and Guarantee Agency

ICSID International Center for Settlement of Investment Disputes

IFC International Finance Corporation

Canada is now a member of all WBG entities.

›  Leadership at the helm (President Jim Kim - July 2012) ›  Adoption of ‘Twin Goals’ ›  Increased private sector coordination as ‘One WBG’ ›  Reorganization and introduction of ‘Global Practices’

and cross-cutting themes

›  Share and expand your global expertise ›  Engage with world class specialists ›  Contribute to international development ›  Transparent processes (project info and

procurement policies) ›  Approved Bank projects have secured financing

Recent Developments

Benefits of Working with WBG and Other IFIs

Twin Goals of the World Bank Group

Ending Extreme Poverty

Boosting Shared Prosperity

From 18% to 3% of world population by 2030

Increased incomes for bottom 40% of every developing country

AAnn UUnnpprreecceeddeenntteedd OOppppoorrttuunniittyy:: EEnnddiinngg EExxttrreemmee PPoovveerrttyy iinn OOnnee GGeenneerraattiioonn

Agriculture Environment  &  Natural  Resources Health,  Nutrition  &  Population   Social  Protection  &  Labor Urban,  Rural,  &  Social Education Finance  &  Markets  

New  Structure  Effective  as  of  July  1,  2014

Poverty  Macro  &  Fiscal Trade Water Energy  &  Extractives Governance Transport  &  ICT

14 New Global Practices

Cross  CuSing  Solution  Areas:  Climate  Change,  Jobs,  Gender,  PPPs,  Fragility/Conflict/Violence

Ongoing Consultations: WB Safeguard Policies!

h"p://consulta.ons.worldbank.org/consulta.on/review-­‐and-­‐update-­‐world-­‐bank-­‐safeguard-­‐policies    

Currently 2 Sets of WB Procurement Guidelines: Soon to Merge into WB Procurement Framework

http://go.worldbank.org/U9IPSLUDC0 http://go.worldbank.org/1KKD1KNT40

For  Consultants For  Goods  &  Works

http://consultations.worldbank.org/consultation/procurement-policy-review-consultations

Proposed New WB Framework for Procurement: Procurement Policy Review Near Completion

Total  Value  of  Contracts  Awarded  to  Canadian  Firms  FY09-­‐‑14:  $431.3  Million *115M  Civil  Works  contract  awarded  in  ECA  FY13

61%

1%

37%

1% Consultant  Services

Civil  Works

Goods

Non-­‐‑Consultant  Services

43%

8% 6%

33%

1% 9%

Sub-­‐‑Saharan  Africa

East  Asia  and  Pacific

South  Asia

Europe  and  Central  Asia

Middle  East  and  North  Africa

Total  Value  of  Contracts  Awarded  to  Canadian  Firms  FY09-­‐‑14:  $431.3  Million *115M  Civil  Works  contract  awarded  in  ECA  FY13

Total  Value  of  Contracts  Awarded  to  Canadian  Firms  FY09-­‐‑14:  $431.3  Million *115M  Civil  Works  contract  awarded  in  ECA  FY13

4.7%

11.0% 0.4%

3.9% 0.7%

10.8%

15.4%

40.0%

12.7%

0.3% Agriculture

Public  Administration/Law

Information  and  Communication Education

Finance

Health  and  Social  Services

Energy  and  Mining

Transportation

Water/Sanitation/Flood  Protection Industry  and  Trade

(1) Direct contracting with the World Bank Group(WB+IFC): Corporate Procurement via eConsultant2 (individuals or firms)

(2) Work on World Bank-financed projects:

Operational procurement via - Goods and Works - Consulting Services (individuals or firms)!

(3) Sub-contracting or partnering (4) Working with project sponsors/investors via IFC and MIGA Considerations: Competitive environment, experience matters, investment required to prepare teams and proposals, most projects defined by client countries

Types of Consulting Opportunities

www.worldbank.org/corporateprocurement Information about eConsultant2:

https://wbgeconsult2.worldbank.org

Country  Strategy/  Framework

Identification

Preparation,  Appraisal  and  Board  Approval

Implementation  and  Supervision

Implementation  and  Completion

Evaluation

World Bank Project Life Cycle

hEp://go.worldbank.org/GI967K75D0

Useful Approaches

15

Country  Partnership  Strategy/Framework  

Sector  Strategies  

Project  Appraisal  Document  (PAD)  

Project  Informa@on  

Document  (PID)  

Pipeline  and  Ac@ve  Projects  Database  

Obtain  background    informa.on  on  projects:  

Understand  roles  of    Borrower  and  Bank  

Target  assignments  based  on  regional  experience  and  technical  qualifica.ons  

Establish  contact  and  target  market  at  appropriate  .me  

1

2

3

4

Selec.on  Methods  for  Consultants  

•  Quality-­‐  and  Cost-­‐Based  Selec.on    QCBS  

•  Quality-­‐Based  Selec.on            QBS  

•  Fixed  Budget                FBS  

•  Least  Cost  Selec.on              LCS  

•  Consultants’  Qualifica.ons                  CQS  

•  Single  Source  Selec.on              SSS  

QCBS is most common

›  Focus on comparative advantages and priority countries!›  Review Country Partnership Strategies/Frameworks!›  Stay current on pipeline and active projects!!

›  Link your WBG/IFI efforts to broader market strategies for countries, geographic regions, and sectors!

!›  Start gathering market intelligence and reach out early!!›  Understand: who is your client? where is decision maker?!

(Borrowing Country Government / Executing Agency?)!!

Winning Strategies!

›  Ensure responsive and submit timely/quality bids/proposals

›  Allocate human and financial resources ›  Commit long-term and maintain management support ›  Invest in local presence and language capabilities ›  Develop network and meaningful relationships ›  Establish partnerships with successful firms

(e.g. contract award database)

Other Proven Approaches!

hSp://www.worldbank.org/

www.worldbank.org/projects      

Sources to Track Opportunities

21

•  Country  Partnership/Assistance  Strategy  and  Sector  Strategies  •  Monthly  Opera.onal  Summary  and  Procurement  Plans  •  Project  Informa.on  Document  and  Project  Appraisal  Document  •  Projects:    h"p://www.worldbank.org/projects/sector?lang=en  •  Contracts  Awarded:  h"p://go.worldbank.org/LNIEW9VJF0    •  eConsultant2:  h"ps://wbgeconsult2.worldbank.org  •  UN  Development  Business  (UNDB):  www.devbusiness.com  •  Devex:  h"p://www.devex.com/en/projects-­‐and-­‐tenders  •  dgMarket:    www.dgmarket.com  

World  Bank  website  www.worldbank.org  

Procurement:  www.worldbank.org/procure  

Extensive Support Network

Canadian Private Sector Liaison Officers

Government Contacts (Federal and Provincial) Offices of Liaison and Canadian Trade Commissioners

Office of the Executive Director  

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: ldorling@worldbank.org  

OLIFI  Guidebooks “Winning Consulting Services

Contracts at the Asian Development Bank” (Second Edition 2013) o  Extensively researched through

interviews with experienced ADB consultants, staff and IFI experts, the guide focuses not on the ADB published procedures for procurement but on the ‘tricks of the trade’ and best practices that a potential consultant should employ.

ADB’s  country  partnership  strategy  (CPS)  http://www.adb.org/countries/documents/1211      Country  Operations  Business  Plan  (COBP)  http://www.adb.org/countries/documents/%281317%29%2C1210      Proposed  ADB  Projects  hSp://www.adb.org/projects/search/21304  Consulting  Services  Recruitment  Notice  (CSRN)  hSps://uxdmz06.adb.org/OA_HTML/OA.jsp?OAFunc=XXCRS_CSRN_HOME_PAGE    ADB  Consultants  Management  System  hSps://uxdmz06.adb.org/OA_HTML/adb/adbpos/jsp/ADBCMSLogin.jsp        

Important  links  –  Asian  Development  Bank    

IDB  Sources  of  Information 1.  IDB  Country  Pages  -­‐‑  www.iadb.org/en/countries

2.  IDB  Country  Strategies  and  Annual  Indicative  Pipeline  -­‐‑  hSp://www.iadb.org/en/about-­‐‑us/country-­‐‑strategies,7809.html

3.  IDB  Project  Database  -­‐‑  www.iadb.org/projects

4.  IDB  Procurement  Page  -­‐‑  www.iadb.org/procurement

5.  IDB  Corporate  Procurement  –  hSp://www.iadb.org/en/resources-­‐‑for-­‐‑businesses/idb-­‐‑procurement-­‐‑opportunities,5825.html

6.  IDB  SCF  consultant  database  –  www.iadb.org/projectconsultancy

7.  IDB  Private  Sector  Lending  -­‐‑  hSp://www.iadb.org/en/resources-­‐‑for-­‐‑businesses/private-­‐‑sector-­‐‑financing-­‐‑and-­‐‑technical-­‐‑assistance,5753.html

8.  IDB  Organizational  Structure  -­‐‑  hSp://www.iadb.org/en/about-­‐‑us/how-­‐‑the-­‐‑inter-­‐‑american-­‐‑development-­‐‑bank-­‐‑is-­‐‑organized,5998.html

9.  IDB  Individual  Consultant  opportunities  -­‐‑  hSp://www.iadb.org/en/careers/

10.  Canadian  Trade  Commissioner  Service    OLIFI  -­‐‑  www.ifiwashington.gc.ca