Business Opportunities in Global Health ~ How to Work with the International Financial Institutions ~ • • • • • • Recent Happenings Why Work with the IFIs? Overview of Procurement Winning Approaches Recommended Strategies Support Network By Laura Dorling van der Oord, World Bank Recent Happenings › Significant increase in IFI lending – across all regions › Appointment of President Kim at World Bank Group Benefits of Working with WBG and Other IFIs › Opportunity to share and expand your global health expertise › Engage with world class health specialists and contribute to international development › Transparent processes (project info and procurement policies) › Approved Bank projects have secured financing Major Contracts Financed by the World Bank Top Major Sectors in FY11 by Contract Amount Transportation 39% Water, Sanitation, Flood 16% Energy & Mining 19% 6 Info & Communication 0.4% Transportation 39% Water, Sanitation, Flood 16% Energy & Mining 19% 5 Amount in US$ Billions Industry & Public Admin Education Trade & Law 3% Finance 1% 6% Agriculture 2% 5% Health & Social Services 9% Transportation Energy & mining 4 Water/sanit/fld prot Health & social serv Agriculture 3 Public admin, Law Education 2 Finance Info & communication 1 Industry and trade 3 0 2007 2008 2009 2010 2011 Major Contracts Financed by the World Bank Top Major Sectors in FY11 by Number of Contracts Health & Social Services 1,414 (15%) Public Admin & Law 1,924 (21%) Water, Sanitation, Flood 1,200 (13%) 22 Finance 2% 2% Public Admin & Law 21% Education 10% Transportation 12% Agriculture 13% 20 Info & Communication Water, Sanitation, Flood 13% Health & Social Services 15% Hundreds of Contracts Energy & Mining 9% Industry & Trade 3% 18 Public Admin & Law 16 Health & Social Services Water, Sanitation, Flood 14 Transportation 12 Agriculture 10 Education 8 Energy & Mining 6 Industry & Trade Finance 4 Info & Communication 2 4 0 2007 2008 2009 2010 2011 Overview of Procurement Similarities in IFI Procurement: Harmonization Efforts Types of Procurement: Consulting versus goods and works › Consulting as an individual or as a firm › Consulting often as two-stage process: Call for Expressions of Interest Request for Proposals for short-listed firms › Direct contracting with the Bank(s) Considerations: › Competitive environment, experience matters, investment required to prepare teams and proposals, often Quality-Cost based selection, most projects defined by client countries Source: https://wbgeconsult2.worldbank.org/wbgec/index.html#$h=1350679439664 Source: http://www.worldbank.org/projects/search?lang=en&searchTerm=&sector_exact=Health Useful Approaches for Consultants 1 3 Target assignments based on regional experience and technical qualifications Understand roles of Borrower and Bank 4 2 Obtain background information on projects: Country Partnership/ Assistance Strategy Sector Strategies Establish contact and target market at appropriate time Project Appraisal Document (PAD) Pipeline and Active Projects Database Project Information Document (PID) 9 Links to Track Opportunities World Bank website www.worldbank.org • • • • • • • • • Country Partnership/Assistance Strategy and Sector Strategies Monthly Operational Summary and Procurement Plans Project Information Document and Project Appraisal Document Projects: http://www.worldbank.org/projects/sector?lang=en Contracts Awarded: http://go.worldbank.org/LNIEW9VJF0 eConsultant2: https://wbgeconsult2.worldbank.org UN Development Business (UNDB): www.devbusiness.com Devex: http://www.devex.com/en/projects-and-tenders dgMarket: www.dgmarket.com Procurement: www.worldbank.org/procure 10 Winning Approaches / Recommended Strategies › Focus on comparative advantages and priority countries › Review Country Partnership/Assistance Strategies › Stay current on pipeline and active projects › Develop network and meaningful relationships › Start gathering market intelligence early › Understand: who is your client? where is decision maker? › Allocate human and financial resources › Link your IFI efforts to broader market strategies › Commit long-term and maintain management support › Invest in local presence and language capabilities › Establish partnerships with successful firms (e.g. contract award database) Existing Support Network › Private Sector Liaison Officers in Canada (PSLOs) › Canadian Embassies: › Office of Liaison with the International Financial Institutions (OLIFI) › Trade Commissioners in Developing Countries › Offices of the Canadian Executive Directors Invitation to the Global Networking Café / Marché mondial 4:00 – 5:30 p.m. Pinnacle/Panorama (PH Level) 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