African Development Bank - Selling Factors & TechniquesAfDB - Selling Factors & Teqniques

PROJECT PROCUREMENT
Understanding the institutional roles and responsibilities that apply throughout the project life cycle is key to targeting sales efforts effectively. Firms with a complete understanding of the project life cycle are more successful at winning AfDB contracts. AfDB funded projects are developed by borrowing country governments according to the Rules and Procedures for Procurement of Goods and Works, as well as the Rules and Procedures for Recruitment of Consultants. Projects should be submitted using Standard Bidding Documents in order to be in compliance with AfDB rules and regulations. Countries receiving AfDB project funding must adhere to open international competitive bidding and procurement processes. Supplies and services needed to fulfill contracts are procured by primary contractors through private sector supply chains, not the AfDB. The AfDB does not procure goods or services for, or seek to influence the procurement decisions of borrowing governments or contractors. Unsolicited proposals are discouraged, as they circumvent mandatory processes.

Traditional sales approaches to AfDB officials are unsuccessful and reflect poorly on the offering firm. Bidders on specific contracts should work directly with borrowing country governments, subcontractors, suppliers, and primary contractors. That being said, AfDB Private Sector Department staff may appreciate hearing from the private sector on trends and developments, proven approaches to solving emerging problems, and on issues that are featured at an industry association event or technical conference. Well-conceived fact-finding meetings, Brown Bag Lunches, and other such interactions free of overt reference to specific companies, brands, technologies, products, etc., can be useful tools.

The AfDB frequently holds events that provide an excellent opportunity to network and learn what AfDB Group officials are thinking about key topics. U.S. firms willing to engage with AfDB Group officials and other stakeholders over time will broaden their networks, learn about and provide valuable input into priorities and the formation of future projects, and better position themselves to compete through established channels for projects that come through the pipeline as a result. The AFDB organizes two Business Opportunity Seminars (BOS) per year – traditionally one is held in Abidjan and one is held in a regional office country. BOS are two-day forums where senior Bank staff present to private companies and consultants on how to best position your bid, on the latest procurement rules, and on the Bank’s current strategies and priorities. There are opportunities to meet one on one with Bank staff as well. Please contact the

Commercial Liaison Office to the AFDB to register for the next BOS. culture at the AfDB, while dynamic, maintains a necessary high level of professionalism. The AfDB emphasizes local connections, as the business culture is not geared toward conducting business from afar. Clear, concise, formal communication offers the best opportunity to be understood correctly and to reduce the risk of confusion. Meetings at the Bank can be held in either French or English, it is recommended to inquire ahead of time as to which language will be used and to prepare for this.

CORPORATE PROCUREMENT
Consultants wishing to offer services to the AfDB itself must register on the Vendor Kiosk Portal. The kiosk provides the AfDB with a means to identify and select applicable firms for corporate opportunities. Companies should submit both a Request for Proposal Quality and Price, as well as a Request for Proposal Quality Based Assessment for the contracts in which they are interested. The AfDB Group will then short-list qualified firms, who are then invited to submit proposals, which are then evaluated. Attempts to contact individual AfDB Group officials or otherwise circumvent processes as outlined in the Vendor Kiosk Portal are very unlikely to prevail, and can do reputational damage. Interested firms may consult the AfDB’s database for Corporate Procurement Contract Awards for examples of successful projects.

PRIVATE SECTOR SOLUTIONS
Companies and entrepreneurs seeking to establish a new venture or expand an existing one in a client country can submit an investment proposal directly to the Director of Private Sector Development at the AfDB. To be eligible for AfDB 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 advised to highlight how the proposed project helps the Bank to achieve one or more of the High Five Goals, as well as the project’s intended development impact.