How to succeed in International Tenders Ing. Miloš TKÁČ MTC – Engineering / Consulting / Sales Južná trieda 93 – P.c. Strojár, Košice tel.: 055 / ,

Main Tender Pre-Qualification Evaluation Criteria Experience The Contractor (or Consortium or Joint Venture and nominated subcontractors) shall show it’s experience and competence in EPC type contracts related to IT installation in the last 5 years. It is advantageous if the construction area is in the Country. The Contractor (or Consortium or Joint Venture and nominated subcontractors) shall show it’s experience and competence in Design, Procurement and Construction of similar integrated IT projects, which in addition …. It is advantageous if the construction area is in the Country. The key competencies shall be in IT. The Contractor shall have successful completed a number of projects in the last 5 years.

Main Tender Pre-Qualification Evaluation Criteria Resources and Organization The Contractor shall show, that his organization and sequences are clearly defined. It is advantageous (or mandatory) if there is a third party ISO 9000 accreditation certificate. The major Subcontractors shall have also a clearly defined organization. It is advantageous if there is a third party ISO 9000 accreditation certificate. The Contractor shall show, that there is enough currently employed staff, the mobilization time is short enough to reach a high performance from beginning and that the expected workload will it enable to finish the project in the scheduled time. The contractor shall provide an organization chart indicating the corporate structure from parent company. It is advantageous if the corporate structure is in place for several years. The resources available to the contractor in shall be adequate to the expected scope of work. CV’s of the key personnel approval

Main Tender Pre-Qualification Evaluation Criteria Health Safety and Environment The contractor shall submit a copy of Contractor’s HSE policy and provide an HSE manual, including performance measurement and targets. The Contractor shall show the specific related activities. The Contractor shall show, that he will do anything to execute critical activities appropriately. Environment Management The Contractor shall confirm that he has an Environmental Management System and shall describe how the system is documented.

Main Tender Pre-Qualification Evaluation Criteria Quality Assurance The Contractor shall have a third party registration of his quality assurance system (ISO 9000, QS 9000, BS 5750, etc.). The responsibility for quality management shall be clearly defined. There shall be an adequate number of employees in quality control.

Main Tender Pre-Qualification Evaluation Criteria Legal and Financial The Contractor shall show, that his annual turnover is more than four times higher than the expected Contract value. A Confirmation that the contracting entity is willing to accept a contract under the Country law shall be provided. Performance Bond (e.g. 5% of Contract Price), Construction all Risks Insurance Time Schedule and Penalty Milestones

Main Tender Pre-Qualification Evaluation Criteria Procurement The Contractor shall demonstrate his knowledge of the local market. The Contractor shall show there is value added in the Country (e.g. manufacturing, deployment of local resources). The Contractor shall have clearly defined working practices and procedures – in English

Main Tender Pre-Qualification Evaluation Criteria Joint Venture and Subcontracting Plan The Contractor shall show for each category that the a. m. criteria are also valid for a consortium or Joint Venture. The Contractor shall show a clearly defined organization also for the Consortium / Joint Venture and Subcontractors. Training of Subcontractors

Main Criteria and their Weightings Main Criteria WeightingAcceptable minimum Experience35%24% Resources / Organization 30%21% HSE5%3% Environment Management 5%3% Quality Assurance5%3% Legal and Financial10%6% Procurement5%3% Joint Venture / Subcontracting Plan 5%3% Total100%66%

Contract Document The Work shall be carried out by the Contractor in accordance with the following documents which, together with any documents incorporated by reference therein, shall form the Contract: C-1Form of Agreement (including Appendix "The Contract Schedule") C-2Special Conditions and Addenda C-3General Conditions C-4Scope of Work C-5Schedules of Prices C-6Specifications C-7Local Staff Employment Schedule (if required) C-8Procedures for Contractors C-9Health, Safety and Environment Specifications C-10Data Provided by Contractor - (Total number of pages …………) The Contractor hereby declares to have full knowledge and understanding of the content of all documents whether contained or referred to in the Contract. Local Conditions…

C-4 Scope of Work PROJECT MANAGEMENT CONTRACTOR’S ORGANISATION (Company Audits, Trainings) FACILITY (provided by Contractor) PROJECT INTERFACES (very important) PERMITS, CONSENTS AND LICENCES (how to manage interfaces with local facilities, authorities, etc.)

C-4 Scope of Work ENGINEERING GENERAL REVIEW OF COMPANY DESIGN AND DOCUMENTATION DETAILED ENGINEERING CALCULATIONS DRAWINGS MATERIAL REQUISITIONS SPECIFICATIONS SOIL AND SITE SURVEY REPORTS PROCEDURES AND OTHER DOCUMENTS FINAL DOCUMENTS COMPANY MONITORING OF DESIGN FACTORY ACCEPTANCE TESTS TECHNICAL SUPPORT

C-4 Scope of Work PROCUREMENT GENERAL COMPANY ACCEPTED VENDORS MATERIALS AND EQUIPMENT STANDARDS AND CODES LOCAL FABRICATION PROCUREMENT MANAGEMENT AND PROCEDURES MANUAL PURCHASE ORDERS PROCUREMENT DOCUMENTATION INSPECTION AND VERIFICATION EXPEDITING PACKING AND TRANSPORTATION SHIPPING RECEIPT, UNLOADING, INSPECTION AND STORAGE MATERIAL CONTROL AND INVENTORY SPARE PARTS LOCAL QUOTATIONS WARRANTIES STANDARDISATION VENDOR ATTENDANCE RECONCILIATION COMPANY PROVIDED ITEMS

C-4 Scope of Work CONSTRUCTION GENERAL SURVEY – Knowledge of local Conditions !!! EXISTING FACILITIES ACCESS ROADS CIVIL WORKS MECHANICAL WORKS ELECTRICAL WORKS INSTRUMENTATION LOCAL CONTROL AND TELEMETRY TELECOMMUNICATION CENTRAL CONTROL TESTING AND PRE-COMMISSIONING COMMISSIONING AND COMMISSIONING ASSISTANCE FINAL CLEAN-UP GUARANTEE RUN

How to prepare successful Bids Opportunity assessment Assessing client needs and building a relationship Meeting the evaluation criteria Differentiating yourself from your competitors Understanding the bid cycle Assembling bid information/ bid team Bid strategy, tactics and management Pricing and quality issues Proposal development Post submission actions

How to succeed in International Tenders End of Presentation. Thank you for attention.