Position Your Firm
to Win at the World
Bank
Fairleigh Dickinson University
Teaneck, NJ
September 21, 2016
Overview of the World Bank Group
Mission, Structure, and Governance
Overview
The World Bank’s Founding
• Founded in December 1945 following
the ratification of the Bretton Woods
agreements
• Began operations in June 1946
• Approved first loan in May 1947, a
$250 million loan to France for post
World War II reconstruction
3
Overview
The World Bank’s Mission Today
Twin Goals
•
End extreme poverty by
decreasing the global
percentage of people living on
less than $1.90/day to no more
than 3% in 2030.
•
Promote shared prosperity by
fostering the income growth of
the bottom 40% for every
country.
4
Overview
Institutions of the World Bank Group
International Bank for
Reconstruction and
Development (IBRD)
1944
Lends to governments of middle-income and
creditworthy low-income countries
International Development
Association (IDA)
1960
Provides interest-free loans (credits) and grants to
governments of the poorest countries.
1956
Supports global development through the private
sector: financing, investment, mobilizing capital
in international financial markets, and providing
advisory services to businesses and governments.
Multilateral Investment
Guarantee Agency (MIGA)
1988
Promotes foreign direct investment into
developing countries by offering political risk
insurance (guarantees) to investors and lenders.
International Center for the
Settlement of Investment
Disputes (ICSID)
1966
Provides international facilities for conciliation and
arbitration of investment disputes.
International Finance
Corporation (IFC)
5
Overview
Membership
Member Countries
IBRD
IDA
IFC
MIGA
ICSID
189
173
184
181
153
Observer States
2
The Vatican
The State of Palestine
Non-member Countries
5
Andorra
Cuba
Liechtenstein
Monaco
North Korea
6
Overview
Governance
Board of Governors
189
Board of Directors
25 7 single-country constituencies (United States, Japan, China,
Secretary of the Treasury, Ministers of Finance
Germany, France, United Kingdom, Saudi Arabia)
18 multi-country constituencies
President
Dr. Jim Yong Kim (USA)
World Bank Staff
Over 15,000
Economists, Financial Analysts, Scientists, Engineers,
Educators, Anthropologists, etc.
6,900 IBRD, 1,600 IFC in Washington, DC Headquarters
4,300 IBRD, 2,300 IFC in over 100 country offices worldwide
7
Overview
Voting Power
IBRD as of March 17, 2016
United States (15.75%)
Japan (7.30%
China (4.71%)
Germany (4.27%)
France (4.00%)
UK (4.00%)
Saudi Arabia (2.95%)
Russian Federation (3.08%)
Rest of the World (53.94%)
8
Overview
Where World Bank Projects are Conducted
9
Overview
Organization of Knowledge
14 Global Practices
Agriculture
Environment & Natural Resources
Health, Nutrition & Population
Social Protection & Labor
Social, Urban, Rural & Resilience
Education
Finance & Markets
Poverty & Equity
Macroeconomic & Fiscal Management
Trade & Competitiveness
Water
Energy & Extractives
Governance
Transport & ICT
5 Cross-Cutting Solution Areas
Gender
Climate Change
Jobs
Public-Private Partnerships
Fragility, Conflict & Violence
10
U.S. Government at the World Bank
Office of the U.S. Executive Director
U.S. Government at the World Bank
Office of the U.S. Executive Director
Executive Director
Matthew T. McGuire
Inter-Agency Team
Department of the Treasury
Department of Commerce
Department of State
U.S. Agency for International Development
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U.S. Government at the World Bank
U.S. Department of Commerce at the World Bank
Counseling
One-on-one consultations on how to do business
with the World Bank
Market Intelligence
Information on trends, developments, and
upcoming and active projects and procurement
opportunities
Networking
Meetings with Bank officials, arrangement of
roundtables and brown bag lunches
Advocacy
Inter-agency U.S. Government support for U.S.
exporters competing for public procurements
Troubleshooting
Assistance in interfacing with Bank officials to address
questions, concerns and grievances
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Procurement Reforms
Starting July 1, 2016! Move from “Lowest Cost” model to “Fit for
Purpose” and “Value for Money” model benefits U.S. firms
Procurement Reforms
Core Procurement Principles
 Value for Money (VfM)
 Full life cycle costs including quality, sustainability, risk assessment,
environmental and social considerations and other non-price attributes
 Fit for Purpose
 Applies both to the intended outcomes and the procurement
arrangements in determining the most appropriate approach
 Transparency and Fairness
 Procurement information made publicly available to all interested parties,
consistently and in a timely manner, through readily accessible and
widely available sources at reasonable or no cost
 Enhanced Complaints Handling
 Stronger, sturdier, more clearly laid out mechanisms for handling
complaints and providing recourse
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Procurement Reforms
Benefits to American Companies
 More dialogue and engagement throughout the process
 More efficient procurement processes
 Greater recognition of value of full project life-cycle
approaches and ancillary development benefits
 Prompt and consistent handling of concerns and
complaints
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Position Your Firm to Win
How to navigate the new system
Position Your Firm to Win
Learn About What The Bank Has Been Doing
Read Country Lending Summaries, Project Maps, etc., to get a sense for who has been doing what, where
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Position Your Firm to Win
Learn About What The Bank Has Been Doing
Use the World Bank Procurement App to create customized data sets on trends, contract awards, supplier
rankings and more
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Position Your Firm to Win
Understand the Project Lifecycle
Identification
Preparation
Appraisal
Negotiation
& Approval
Implementation & Supervision
Up to 18 months
Up to 2 years
3-6 months
1-2 months
Several years
IDENTIFICATION: Client government and Bank identify specific operation as being likely to support the country’s development
strategy.
PREPARATION: Client government identifies technical and institutional options for achieving objectives. Usually requires
feasibility studies and an environmental assessment. Clients often supplement their own efforts by hiring consultants.
Contractors and suppliers of equipment and goods need to start making contact with country officials during this stage.
APPRAISAL: Bank conducts comprehensive review of project (technical, institutional, economic, and financial), laying the
foundation for implementing the project and evaluating it when completed. Conduct of appraisal may include supplemental work
by individual experts (consultants).
NEGOTIATION & APPROVAL: Discussions between Bank and client government. Agreements reached written into loan
documents. Upon completion of negotiations, project presented to Bank’s Board of Executive Directors for approval. After
approval, financing agreement signed.
IMPLEMENTATION: Normally starts within months after project financing agreement signed. Countries, through their
implementing agencies, have full responsibility for executing projects, including procuring goods and works and hiring
consultants. Contractors and suppliers, therefore, should contact appropriate officials of the implementing agency (not the
World Bank) to express interest and obtain information (goods and services needed, when and how to submit bids and
proposals, etc.).
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Position Your Firm to Win
Identify When and Where Opportunities Are
Stage
Type of Opportunity
Customer
Sources of Information
Pre-Pipeline
Short-Term Consulting
(< $100,000)
World Bank
Sector Studies
Request for Expressions of Interest
Identification
Short-Term Consulting
World Bank
Monthly Operational Statement
Request for Expressions of Interest
Short-Term Consulting
Borrowing Country
Preparation
Medium-Term Consulting Services
(> $200,000)
Borrowing Country
Appraisal
Short-Term Consulting
World Bank
Monthly Operational Statement
Project Information Document
Request for Expressions of Interest
Negotiation & Approval
N/A
N/A
General Procurement Notice
Implementation
Consulting Services, Equipment,
Goods & Civil Works
Borrowing Country
Supervision
Short-Term Consulting
World Bank
Project Information Document
Project Appraisal Document
General Procurement Notice
Request for Expressions of Interest
Specific Procurement Notice
Post-Evaluation
Short-Term Consulting
World Bank
Monthly Operational Statement
Project Information Document
Project Information Document
Project Appraisal Document
General Procurement Notice
Request for Expressions of Interest
Specific Procurement Notice
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Position Your Firm to Win
Think About Where Your Firm Fits In
Type of Project
Public Works Contracts Goods, works and consulting
services with borrowing country governments on IBRD/IDA
funded projects
Private Sector Contracts Goods, works and consulting
services with developing country private sector entities in
partnership with the IFC
Consulting Contracts Consulting/advisory services to the
World Bank itself
Type of Work
Primary Contractor Your firm bids directly to the borrower
Consortia Member Your firm joins others in bidding to the
borrower
Subcontractor Your firm sells services to the bidder of record
Supplier Your firm sells goods to bidders/subcontractors
Consultant Your firm advises the borrower or the World Bank
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Position Your Firm to Win
Think About How Your Firm Fits In
Does your firm have a platform for doing business in country?
Partner, Sales Agent, Representative
Marketing/Sales Activities
Testing, Certification, Labeling
Customs/Import Procedures
After-Sales Service
If not, how would your firm engage, and perform, on a project?
In some cases firms can participate effectively from afar
But in most cases a local presence, though not required, is needed
Can we help you establish your platform?
Visit your U.S. Export Assistance Center
(www.export.gov/usoffices/index.asp)
Have a conference call with U.S. Embassies and Consulates in countries
of interest (www.export.gov/worldwide_us/index.asp)
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Position Your Firm to Win
Learn About What’s Coming Up
Use the World Bank Finances App to locate Bank-financed projects, receive procurement/tender notices,
get updates on pending projects in the pipeline as well as latest approved projects
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Position Your Firm to Win
Delve Into Specific Upcoming Projects
All key documents are posted to the World Bank Website
Multiple ways to navigate to them, often no standard format
So navigate thoroughly, and read carefully, to ensure you find key information
The next few slides will show basics of key documents, and how to find them
Systematic Country Diagnostic (SCD)
Country Partnership Framework (CPF)
Monthly Operational Summary (MOS)
Project Information Document (PID)
Project Appraisal Document (PAD)
General Procurement Notice (GPN)
Request for Expressions of Interest (REI)
Specific Procurement Notice (SPN)
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Position Your Firm to Win
Systematic Country Diagnostic (SCD)
Prepared every 4-6 years by World Bank staff in close consultation with national authorities and other
stakeholders to identify key challenges and opportunities for the country for accelerating progress towards
achieving development goals at the country level.
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Position Your Firm to Win
Country Partnership Framework (CPF)
Prepared every 3 years by World Bank staff in close consultation with national authorities and other
stakeholders, based in part off the SCD, lays out development priorities and guides the types and
prioritization of projects that will come to the Board for approval.
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Position Your Firm to Win
Monthly Operational Summary (MOS)
Prepared monthly by the World Bank, reports on the status of projects while they are in the World Bank's
lending pipeline. Projects appear in the MOS from the point they are identified up to the signing of the loan
or credit agreement. After loans or credits are signed, entries for projects are dropped from the MOS.
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Position Your Firm to Win
Project Information Document (PID)
Generally prepared by World Bank Task Team Leader at the end of the identification stage (can be updated
until project approval), provides full outline of the objectives, components, financing and risks of a project.
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Position Your Firm to Win
Project Appraisal Document (PAD)
Prepared by World Bank staff and publicly released after a loan or credit is approved, includes background
on country and sector, and detailed description of project objectives, risks, financing, conditions,
implementation arrangements, procurement schedule, and procurement methods.
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Position Your Firm to Win
General Procurement Notice (GPN)
Issued by borrowing countries during Appraisal and/or Negotiation stages, provide a broad overview of
types of equipment, goods and services that will be procured for any project with large (above $200,000)
consulting contracts or contracts awarded through International Competitive Bidding procedures.
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Position Your Firm to Win
Request for Expressions of Interest (REI)
Issued by borrowing countries, invites consultants to submit interest, reviewed and considered by borrower
to establish short list of firms that will be invited to submit detailed proposals.
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Position Your Firm to Win
Specific Procurement Notice (SPN)
Issued by borrowing countries, invitations to bid for goods, equipment and civil works contracts.
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Position Your Firm to Win
Consultants Register at eConsultant2
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Position Your Firm to Win
Explore Other World Bank Apps
http://apps.worldbank.org/
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Position Your Firm to Win
Sign Up for World Bank Newsletters
http://newsletters.worldbank.org/newsletters/list.htm
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Position Your Firm to Win
Attend World Bank Events
http://live.worldbank.org/
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Position Your Firm to Win
Use Your U.S. Government Resources
World Bank U.S. Executive Director’s Office (www.worldbank.org/en/about/leadership/directors/eds01)
Counseling, Market Intelligence, Networking, Advocacy, Troubleshooting
Your U.S. Export Assistance Center (www.export.gov/usoffices/index.asp)
Department of Commerce at the World Bank (www.export.gov/worldbank/)
Advocacy Center (www.export.gov/advocacy/index.asp)
U.S. Embassies and Consulates (www.export.gov/worldwide_us/index.asp)
Other U.S. Government Agencies
Department of the Treasury (www.treasury.gov)
Department of State (www.state.gov)
Export-Import Bank of the United States (www.exim.gov)
Overseas Private Investment Corporation (www.opic.gov)
U.S. Trade and Development Agency (www.ustda.gov)
U.S. Agency for International Development (www.usaid.gov)
Millennium Challenge Corporation (www.mcc.gov)
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For More Information
and
Further Assistance
Aaron Held
Advisor and Director of Business Liaison
Office of the U.S. Executive Director
The World Bank
[email protected]
[email protected]
202-458-0120