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International Development Business “Bid to Win” Partnering for Success, and Creating Winning Proposals IDB Procurement Workshop Washington, DC April 15, 2004 Presentation Objectives International development business project opportunities with & through the IDB
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IDB Procurement Workshop
April 15, 2004
Partnering, Proposals, Persistence
…Partnering is perhaps the most critical success factor. Most successful firms credit good partnership as the most key success factor; and most firms who fail blame weak partnership as the main failure factor…
"The greatest change in corporate culture - and the way business is being conducted - may be the accelerated growth of relationships based on partnership."
- Peter F. Drucker
Partners = Points
‘Quality Cost Based Selection’
QCBS typically means ‘lump sum remuneration’ contracts (greater flexibility in project management)
Domestic and international experience of firm (export success?)
Searchable contract data bases:
Other key sources of info on local consultants:
Check credentials, reputation
Do they have a website?
Do background check (trust but verify)
Have they worked with other foreign firms?
…with another business you should do a through check on its financial and business standing. You can even ask your potential partner for an exchange of financial information—which should not be a problem if you both sign a confidentiality agreement.
- Investigate.. Formal due dilligence
You and a potential teaming partner will work together on a few small projects before going after a large contract. This way you will develop techniques for working together smoothly, while developing a track record to demonstrate compatibility to the contracting officials.
Where to Find the Bid Notices
DB Online: US $495 / year
DB Print Only: US $550 / year
DB Print & Online: US $725 / year
DB MOS Only: US $275 / year (don’t bother)
Electronic version of Development Biz now rules.
(Request for Expressions of Interest: Consulting Services)
or Similar Countries………… (10%)
Actual criteria vary depending on nature of work, country, etc.
Qualifications/experience of team members (CVs) ….. 40 pts
Approach, Methodology & Work Plan .……….…… 40 pts
Language Proficiency ………………………………... 10 pts
Local Content (use of local consultants)……………… 10 pts
- Fly someone over?
- If its late, its doomed!
- Get a ‘receipt’.
International Development Projects
Consulting and Advisory Services
Questions and Comments
3 Main Street, Suite 108
Burlington, VT 05401