1. Supporting Growth in Local Economies: EBRD and its link with ICMCI October 2012 Dilek Macit Director Consultancy and Corporate Procurement Department

2. 1 Introduction to EBRD International financial institution, promotes transition to market economies in 29 countries from central Europe to central Asia In 2011, the Bank expanded its operations to include Egypt, Morocco, Tunisia, and Jordan (Southern and Eastern Mediterranean – SEMED region) Owned by 63 countries and two inter-governmental institutions Capital base of €30 billion* Cumulative commitments of €75.2bn Note: Unaudited as at 30 June 2012

3. 2 Where EBRD operates

4. 3 To promote transition to market economies by investing mainly in the private sector To mobilise significant foreign direct investment To support privatisation, restructuring and better municipal services to improve people’s lives To encourage environmentally sound and sustainable development EBRD’s Objectives

5. 4 How EBRD adds Value Private sector focused Wide product, currency, tenor range Support and guidance to clients in project preparation Work with locally owned clients as well as cross border Particular expertise in environment and energy efficiency Transition impact – helping foreign investors in challenging markets and local companies become internationally competitive Promotes policy dialogue with regards to investment climate business environment and policy matter AAA rating profitable, commercial focus

6. 5 Key sectors Agribusiness Equity Funds Industry and Commerce Financial Institutions Small and Medium Enterprises Municipal and Environmental Infrastructure Power & Energy Transport Energy Efficiency

7. 6 How EBRD supports SMEs The Enterprise Growth Programme (EGP) and Business Advisory Services (BAS) are complementary technical assistance programmes The two programmes promote good management in the small and medium-sized enterprise (SME) sector by providing direct support to individual enterprises, helping them to grow their businesses Since 1993, EGP/BAS has supported over 12,000 SMEs through business advisory services across 30 countries The EGP supports local private SMEs in all sectors; typically 50-500 employees for TAM and 50-250 employees for BAS The EGP support includes sales and marketing strategies, export promotion, financial planning, restructuring, attracting finance or upgrade production capabilities by engaging experienced international advisors BAS projects engage local consultants to cover a wide range of advisory services including feasibility study, market analysis & planning, partner search, quality management & certification

8. 7 Engagement of Consultants by EBRD and its Clients Total Consultancy Contracts Awarded by EBRD & Clients Consultancy Contracts Awards to Consultants from EBRD Countries of Operations YearValue, € million NumberValue, € million Number 2011169.492,79736.61858 2010 175.00 2,82040.02931 2009 137.172,82125.55854 2008120.222,43433.41624 2007136.182,37725.15673

9. 8 Focus on: Initiatives to address economic crisis in the EBRD’s countries of operations, e.g. FI Institution Building Framework, Trade Facilitation Programme, Training programmes, Risk Management Advice Climate change and sustainable energy financing facilities incl. renewable energy Infrastructure including Municipal and Environmental Infrastructure & Transport and PPP’s Support institution building/training via EBRD’s Enterprise Growth Programme (EGP), Business Advisory Services (BAS), Legal Transition Programme (LTP) Policy Dialogue Technical Co-operation

10. 9 Consultant Selection Procedures Direct Selection (quality-based selection, less than EUR 75,000) Selection from Shortlist (quality-based selection, EUR 75,000 – EUR 300,000) Evaluation of Proposals (quality- & cost-based selection, EUR 300,000 and over) Select consultant Negotiations Contract Procurement Notice Long list Shortlist Select consultant Negotiations Contract Procurement Notice Long list Shortlist Proposal (tech & fin.) Select consultant Negotiations Contract

11. 10 2011 Highlights 2,797 consultancy contract awards totalling €169.49m in 2011 included those funded with TC donor funds (€99.04m), Bank’s budget (€55.36m) and loan proceeds in public sector operations (€15.09m) Competitive selection accounted for 73% of the value of all contract awards, with the remaining 27% awarded through direct selection including low value contracts (21%) and exemptions pursuant to the Bank’s Procurement Policies and Rules (6%) 69 consultant nationalities were awarded contracts (the British consultants were at the top of the nationality list) The value of contracts awarded to consultants from the Bank’s countries of operations totalled €36.61m with the Russian consultants having the highest share (€12.52m). Local consultants participation is wider if nationalities of subcontractors or non-lead members of consortia are to be reported on.

12. 11 EBRD Challenges and Initiatives EBRD clients’ capacity building:  Revised Guidelines for Clients Managing Technical Cooperation Funded Consultants Assignments in English and Russian - Nov 2011 http://www.ebrd.com/pages/workingwithus/procure ment/consultancy.shtml http://www.ebrd.com/pages/workingwithus/procure ment/consultancy.shtml  Training programmes being delivered to the Bank’s clients

13. 12 EBRD Challenges and Initiatives (cont) Market development: capacity building of consultants from countries of operations is part of transition objectives and graduation policy  Targeted training and workshops, outreach programmes  Certification (Certified Management Consultants), working with the International Council of Management Consulting Institutes  “professionalisation” of the industry, formation of consulting associations

14. 13 Potential Training Courses Start your consulting business Core consultancy skills and professional ethics Management of the consulting business Marketing of consulting services Business diagnostics Project Management for consultants

15. 14 “Who” in EBRD Consultancy Services Unit technical advice and operational support to the Bank and its Clients when selecting and engaging consultants Banking teams Banking carries out EBRD’s lending and investment operations; consultancy services are used to support these operations Clients select consultants where the Client is the main beneficiary of the services (mostly project implementation) responsible for all aspects of the procurement of contracts

16. 15 EBRD key documents and sources Publications 1.Guidelines for Clients Managing Technical Cooperation Funded Consultancy Assignments www.ebrd.com/downloads/procurement/CSU/Guidelines_Client_November_2011_ENG.pdf 2.Procurement Policies & Rules (PP&R): www.ebrd.com/pages/research/publications/policies/procurement.shtml 3.Engagement of Consultants by the European Bank for Reconstruction and Development in 2011 www.ebrd.com/downloads/procurement/CSU/Annual_Report_Engagement_of_Consultants_2011_FINAL 1_for_publication.pdf Other sources: Project Summary Documents (with references to required TC): http://www.ebrd.com/pages/project/psd.shtml Environmental & Social Impact Assessments: http://www.ebrd.com/pages/project/eia.shtml 123

17. 16 New www.ebrd.com About us What we do Who we are Where we are Who we work with (…) Procureme nt Notices (see next slides !) Working with us Project financing Procurement (see next!) Trade Loan syndications Advice and support Jobs at the EBRD Projects Countries Sectors

18. 17 New www.ebrd.com About us What we do Who we are Where we are Who we work with (…) Procureme nt Notices (see next slides !) Working with us Project financing Procurement (see next!) Trade Loan syndications Advice and support Jobs at the EBRD Projects Countries Sectors

19. 18 EBRD procurement Consultancy Services - Consultant opportunities (procurement notices) - eSelection -Data & reports

20. 19 ebrd.com procurement notices Search by country Search by sector Search by contract type - Consultancy Services - Corporate goods works and services - Project goods, works and services Search Results - Issue Date - Deadline - Country - Notice Title - Sector - Notice Type

21. 20 Procurement Notice in ebrd.com Sign-up for Email alerts! Procurement Notice

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