World Bank Procurement
Guidelines and Business
Opportunities
Nancy Bikondo - Omosa
Procurement Specialist
Procurement Policy and Services Group
November 2013
1
AGENDA
 The
Role of the Bank and the Borrower in
Bank Financed Procurement
 Procurement of Goods, Works and NonConsulting Services
 Procurement of Consulting Services
 Business Opportunities
2
The Role of the Bank and the
Borrower in Bank Financed
Procurement
3
IBRD/IDA LENDING IN FY13
Fiscal Year 2013 = July 1, 2012 to June 30, 2013
273 Operations
$31.1 Billion
IBRD
IBRD
$14.8 billion (48%)
90 (33%)
IDA
183 (67%)
IDA
$16.2 billion (52%)
4
FY13 Top Ten IBRD Borrowers
Borrower
No. of
Projects
Commitments
(US $)
Percentage of
Total Amount*
Brazil
11
3,076
9.9%
Vietnam
12
1,982
6.4%
Indonesia
9
1,721
5.5%
Bangladesh
7
1,567
5.0%
China
14
1,540
5.0%
Africa
8
1,470
4.7%
India
9
1,326
4.3%
Poland
1
1,308
4.2%
Turkey
3
1,301
4.2%
Ethiopia
3
1,115
3.6%
*FY 13 Commitment Total
31029.42
5
Sector Lending Trends FY13
IBRD/IDA
Amt (US$ mil)
Major Sector
Transportation
Water/sanitation/flood protection
Energy & mining
Health & social services
Public admin, Law
Agriculture
Education
Info & communication
Finance
Industry and trade
Result
4,461,129,127
2,464,591,609
1,806,454,750
966,808,134
676,471,608
544,722,635
325,144,628
132,008,272
58,802,193
48,167,836
11,484,300,791
6
THE BANK’S ROLE IN PROCUREMENT
 Assess country system, project’s procurement
capacity and potential risks
 Assist borrower in procurement planning
 Provide procurement training/ knowledge
sharing
 Monitor compliance with loan/credit agreement
and procurement plan


Prior review, Post review, Independent review
Translations
THE BORROWER’S ROLE IN PROCUREMENT
Design procurement plans
 Prepare and issue bidding/Proposal documents
 Invite bids
 Receive and evaluate bids/proposals
 Award contracts
 Implement/ contract payment
 Monitor compliance with loan/credit agreement
and procurement plan

- Audit
CONTRACTUAL RELATIONSHIPS
WORLD BANK
COMPLAINTS/ AUDITS
SUPPLIER/
CONTRACTOR/
CONSULTANT
BIDDING
DOCUMENTS/
CONTRACTS
LOAN/ CREDIT
AGREEMENT
IMPLEMENTING AGENCY
(Borrowing Country Government)
9
Procurement of
Goods, Works
and Non- Consulting
Services
PROCUREMENT GUIDELINES
(CONTENT/STRUCTURE)
I. Introduction
II. International Competitive
Bidding
III. Other Methods of Procurement
IV. Appendices
11
INTERNATIONAL COMPETITIVE BIDDING (ICB)

International advertising
 UNDB
online and The World Bank External
Website

Standard Bidding Documents

Website: www.worldbank.org
Public bid opening
 Evaluation and comparison of bids

12
OTHER METHODS
•
LIB - Limited International Bidding
•
•
NCB - National Competitive Bidding
•
•
Country’s rules with some modifications if necessary
Shopping
•
•
Direct invitation to suppliers
Price quotations from at least three suppliers
Direct Contracting
•
Reconstruction, spare parts, etc.
13
HOW TO WIN
• Be informed about the country, project,
processes, and competition
• Identify local partners and possible associations
• Understand local customs, laws, markets
• Respond adequately to technical specifications
• Submit timely and high-quality bid/proposals
• Contact the Implementing Agency to address
any need for clarifications or other concerns
14
Procurement of
Consulting Services
CONSULTANT GUIDELINES
(CONTENT/STRUCTURE)
Consulting Services
I. Introduction
II. Quality- and Cost-Based Selection
III. Other Methods of Selection
IV. Types of Contracts and Important
Provisions
V. Selection of Individual Consultants
VI. Appendices
16
CONSULTANT SELECTION
Basic Principles
• Economy and efficiency
• Quality & fair selection process
• Development of national consultants
from borrowing member countries
• Transparency
• Public notification for assignments
• Standard Request for Proposals
• Different selection methods are
specified in the loan agreement
Bank Guidelines
17
SELECTION METHODS
• Quality- and Cost-Based Selection
QCBS
• Quality-Based Selection
QBS
• Fixed Budget
FBS
• Least Cost Selection
LCS
• Consultants’ Qualifications
CQS
• Single Source Selection
SSS
18
BORROWER’S ROLE
Borrower’s Role in Consultant Selection
• Short lists, invites, and selects
• Negotiates and contracts
• Supervises and makes payments
19
SHORT LIST
• Six firms with a wide geographic spread
• No more than two from any one country
• Shortlist may comprise all national firms for smaller
contracts
• All short listed firms must be qualified
• Participation of national consultants encouraged
20
CONSULTANTS’ STRATEGY
1
3
Target assignments based on
regional experience and
technical qualifications
2
Understand roles of
Borrower and Bank
4
Obtain background information
on project:
Country Assistance
Strategy (CAS)
Sector
Strategies
Target marketing at appropriate
time
Project Appraisal
Document (PAD)
Project Information
Document (PID)
21
MAKING THE SHORT LIST
• Contact, visit client before short-listing
• Identify national partner firm, consultants
• Monitor advertisements systematically
• Express interest promptly, selectively
• Expression of Interest (EOI):
• Brief information on firm’s qualifications
• Relevant technical and regional experience
22
PREPARING THE PROPOSAL
Preparation Steps (Part 1)
• Conduct a pre-proposal visit
• Fully address the Terms of Reference (TOR)
• Emphasize innovative technical solutions
• Offer qualified consultants in key staff positions
• Provide strong technical leadership
23
PREPARING THE PROPOSAL
Preparation Steps (Part 2)
• Cite directly relevant technical and regional experience
• Involve national partner consulting firm or individual
consultants
• Avoid deviation from standard RFP forms
• Facilitate evaluation of proposal by using charts,
diagrams, color where possible
24
SUBMITTING PROPOSALS
• Respond precisely to the requirements of the
proposal
• Provide highly qualified staff and ensure that
they are actually available for the
assignment
• Do not falsify qualifications!
25
GUIDANCE TO BIDDERS/CONSULTANTS
APPENDIX 3 OF THE GUIDELINES
• Address all queries or complaints to the client (the
Borrower)
• Send copies of communications to the Bank or write
to the Bank directly when borrowers do not respond
promptly, or if the communication is a complaint
against the Borrower.
• Address to World Bank Task Team Leader, copy to
Country Director and Regional Procurement Manager
• Bidders may request a debriefing
26
Business
Opportunities &
Trends
27
HOW TO TRACK OPPORTUNITIES
World Bank website
www.worldbank.org
•
•
•
•
•
•
•
•
Country Assistance Strategy
Sector Support Strategy
Monthly Operational Summary
Project Information Document
Project Appraisal Document
Contract Awards
UN Development Business (UNDB)
REOI for consultants hired by World Bank
28
Business Opportunities in
Bank-Funded Projects: Project Cycle
Country Assistance Strategy
Project Identification
Evaluation
Project Preparation
Project Supervision
Project Appraisal
Implementation
Loan Approval and Signing
Joint activity
Loan Negotiations
World Bank activity
Borrower activity
29
Business Opportunities in
Bank-Funded Projects: Goods & Works
Implementation
30
Goods
Works
Borrower activity
Business Opportunities in Bank-Funded
Projects: Consulting Services
Country Assistance Strategy
Project Identification
Evaluation
Project Supervision
Consulting
Services
Project Appraisal
Implementation
Joint activity
31
Project Preparation
World Bank activity
Borrower activity
LEARN MORE
Procurement website
www.worldbank.org/procure
•
•
•
•
Procurement & Consultants Guidelines
Standard Bidding and Proposal Documents
Guide to Business Opportunities
Other
32
THANK YOU
33