The Hague, 22 May 2013. Working with EBRD – Consultant Opportunities for Dutch Consultants. Strategy for Winning Contracts. Strategy for Winning Contracts – Basics (1). Be pragmatic when drafting Expression of Interest (EoI) or proposal
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Working with EBRD – Consultant
Opportunities for Dutch Consultants
Strategy for Winning Contracts
Be pragmatic when drafting Expression of Interest (EoI) or proposal
(1) Main objective is not to describe how to successfully carry out the assignment in the EoI or technical proposal
(2) Main objective is to address the requirements as per procurement notice or Request for Proposal package and to be awarded the contract
(i) Project references: Previous similar project experience? Similar budget/duration? Similar services/objectives/ activities? Similar country/region?
(ii) Key experts/CVs: Relevant previous professional experience? Language requirements? How many key (!) experts?
(iii) For proposals: Methodology, comments on Terms of Reference (“ToR”), work plan
Pay attention to detail! Is your expression of interest/proposal responsive?
“Not everything that counts can be counted and not everything that can be counted counts”
Be realistic! Can you match the submission/evaluation criteria? If not, consider
(i) consortia or sub-contracting opportunities, identify potential local, regional or international partner firms to complement your firm’s strengths (know-how, project references, key experts)
(ii) engaging external experts to satisfy requirements related to key personnel
(1) Contracts awards
(2) Previous shortlists for similar assignments
http://www.europeaidcontracts.com (commercial site)
2. World Bank
3. United Nations Development Programme (UNDP)
4. Asian Development Bank
The EBRD’s Small Business Support (SBS) team seeks individual advisors to provide assistance to micro, small and medium-sized enterprises:
(1) Enterprise Growth Programme (EGP)
(2) Business Advisory Services (BAS)
(1) The key is to enable the evaluators to quickly and easily find and assess the relevant information
(2) Remember Blaise Pascal who wrote:
“I would have written a shorter letter but I did not have the time!”
Key Question: Who is addressee? Who will evaluate/contract selected firm?
EBRD or the Client?
Are evaluators “EBRD bankers, managers of private company, civil servants, employees of municipality”?
(i) tailored (adapt your regular standard documents)
(ii) focussed (all key points/evaluation criteria addressed?)
(iii) concise (table of content, clear structure & headlines, easy to assess, short sentences, use tables instead of running text when appropriate etc.)
(iv) accessible (submit one pdf-file not many)