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.
General Procurement Notice (GPN)
Specific Procurement Notice (SPN)
Requests for Proposals (short-list)
Letter of Interest
Expression of Interest
Detailed Technical & Financial ProposalSubmissions are in Response to:
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%)
Key Proposal Evaluation Criteria
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
Assign tasks (i.e., Production, graphics, packaging, cover, logistics)
CVs (start early)
Get cracking, crank out a draft
Drafter(s) … proposal should have one voice
Be compliant… but be innovativeThe Proposal Process
- Fly someone over?
- If its late, its doomed!
- Get a ‘receipt’.
International Development Projects
Consulting and Advisory Services
Questions and Comments
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