African Development Bank - Market Entry StrategyAfDB - Market Entry Strategy
The project life cycle is long, often beginning years before the first procurement notice is ever issued. AfDB and borrowing government officials seek input from stakeholders, including the private sector, throughout the project development process. Firms with patience and persistence to engage over time enhance their competitiveness by understanding stakeholder interests, providing input, and preparing bids based on a full historical understanding of the origins, context and development of the project. For many successful firms this process includes consulting the AfDB’s website for:
Country Strategy Papers provide a detailed assessment of the political, economic, trade, and social context for each country. These papers also outline the Bank’s strategy for each country’s portfolio, expected outcomes, resources to be mobilized, and risks and mitigation measures.
General Procurement Notice (GPN) for alerts on upcoming tenders.
consulting contracts.
Specific Procurement Notice (SPN) for direct opportunities to bid on consulting, goods and works contracts.
Project Cycle for an understanding of how projects are identified, selected, conducted, and evaluated.
Prior Projects and Operations in conjunction with the AfDB’s MapAfrica Service to get an understanding where projects are being conducted, by whom, and what they entail.
The Selected Projects Page for examples of good practices and highlighted successful projects.
News publications, Events, Multimedia, Social media, and other sources of information. This ensures the use of accurate, up to date information, as well as identifying future opportunities.
Firms benefit from familiarizing themselves with the business climate in countries in which projects of interest will be implemented, including local language, culture, business practices, tariffs, quotas, restricted or prohibited imports, temporary entry of goods, standards, testing and certification requirements, labeling requirements, pricing, and others.
PROJECT PROCUREMENT
The responsibility for awarding contracts and implementing projects rests with the borrowing country government, not the AfDB. The strategy for approaching an AfDB funded project is comparable to that of any other public procurement opportunity. Firms with a local presence, whether through a partner or representative, or their own branch office or subsidiary, tend to position themselves more effectively to compete than firms that do not. Competing successfully depends on a firm’s ability to conduct business with the borrowing government, as well as within the country itself.
U.S. firms enjoy a strong reputation worldwide as suppliers of first-rate technologies and specialized services. These goods and services often serve as project inputs, but are not procured directly. They are acquired through the private sector by the primary, winning contractor. By marketing to these primary contractors, U.S. manufacturers and service providers can get their offerings into the supply chains that serve AFDB funded projects.
CORPORATE PROCUREMENT
Consultants wishing to offer services to the AfDB itself must register on the Vendor Kiosk portal.
PRIVATE SECTOR SOLUTIONS
Private Sector Firms seeking to establish a new venture or expand an existing one can submit an investment proposal directly to the Director of the Private Sector Department. To be eligible for Private Sector Department funding, a project must be located in an AfBD member country, must be majority owned (51% or more) by private-sector investors, must be for the establishment, expansion, diversification and modernization of productive enterprises, and show evidence of strong integrity, good reputation, and adequate financial standing. More Eligibility Criteria may be found on the AfDB’s portal under the Private Sector. It is strongly recommended to highlight how a project meets one or more of the AFDB High Five priorities, as well as what the development impact of the project will be.
Interested Private Sector Firms may apply for Private Sector Department investments via the AfDB website. Applications should include a description of the project, Sponsors including financial and managerial background, Cost estimates including foreign exchange requirements, A Financing plan indicating the amount of AfDB financing desired, Key technical and environmental features, Feasibility indicators, Business climate and market prospect including proposed marketing arrangements, and an Implementation plan including the status of required licenses, permits, and certificates. Applications may be directly sent to the Director of the Private Sector Department at the AfDB.
Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.
Country Strategy Papers provide a detailed assessment of the political, economic, trade, and social context for each country. These papers also outline the Bank’s strategy for each country’s portfolio, expected outcomes, resources to be mobilized, and risks and mitigation measures.
General Procurement Notice (GPN) for alerts on upcoming tenders.
consulting contracts.
Specific Procurement Notice (SPN) for direct opportunities to bid on consulting, goods and works contracts.
Project Cycle for an understanding of how projects are identified, selected, conducted, and evaluated.
Prior Projects and Operations in conjunction with the AfDB’s MapAfrica Service to get an understanding where projects are being conducted, by whom, and what they entail.
The Selected Projects Page for examples of good practices and highlighted successful projects.
News publications, Events, Multimedia, Social media, and other sources of information. This ensures the use of accurate, up to date information, as well as identifying future opportunities.
Firms benefit from familiarizing themselves with the business climate in countries in which projects of interest will be implemented, including local language, culture, business practices, tariffs, quotas, restricted or prohibited imports, temporary entry of goods, standards, testing and certification requirements, labeling requirements, pricing, and others.
PROJECT PROCUREMENT
The responsibility for awarding contracts and implementing projects rests with the borrowing country government, not the AfDB. The strategy for approaching an AfDB funded project is comparable to that of any other public procurement opportunity. Firms with a local presence, whether through a partner or representative, or their own branch office or subsidiary, tend to position themselves more effectively to compete than firms that do not. Competing successfully depends on a firm’s ability to conduct business with the borrowing government, as well as within the country itself.
U.S. firms enjoy a strong reputation worldwide as suppliers of first-rate technologies and specialized services. These goods and services often serve as project inputs, but are not procured directly. They are acquired through the private sector by the primary, winning contractor. By marketing to these primary contractors, U.S. manufacturers and service providers can get their offerings into the supply chains that serve AFDB funded projects.
CORPORATE PROCUREMENT
Consultants wishing to offer services to the AfDB itself must register on the Vendor Kiosk portal.
PRIVATE SECTOR SOLUTIONS
Private Sector Firms seeking to establish a new venture or expand an existing one can submit an investment proposal directly to the Director of the Private Sector Department. To be eligible for Private Sector Department funding, a project must be located in an AfBD member country, must be majority owned (51% or more) by private-sector investors, must be for the establishment, expansion, diversification and modernization of productive enterprises, and show evidence of strong integrity, good reputation, and adequate financial standing. More Eligibility Criteria may be found on the AfDB’s portal under the Private Sector. It is strongly recommended to highlight how a project meets one or more of the AFDB High Five priorities, as well as what the development impact of the project will be.
Interested Private Sector Firms may apply for Private Sector Department investments via the AfDB website. Applications should include a description of the project, Sponsors including financial and managerial background, Cost estimates including foreign exchange requirements, A Financing plan indicating the amount of AfDB financing desired, Key technical and environmental features, Feasibility indicators, Business climate and market prospect including proposed marketing arrangements, and an Implementation plan including the status of required licenses, permits, and certificates. Applications may be directly sent to the Director of the Private Sector Department at the AfDB.
Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.