U.S. & Foreign Commercial Service Liaison Office to the Asian Development Bank Margaret Keshishian, Director/Senior Commercial Officer How to do Business with Asian Development Bank August 2014

U.S. Department of Commerce CS ADB U.S. Embassy in Manila CS ADB U.S. Embassy in Manila U.S. Commercial Service Located in embassies and consulates in 80 countries U.S. Commercial Service Located in embassies and consulates in 80 countries US Commercial Service Liaison Office to the ADB

 Assist U.S. firms to pursue market opportunities derived from ADB’s development projects and goals. Key sectors: Transport; IT; Renewable Energy  Identify Supplier + Consultants Contracts; Explore ADB Equity Investment  Protect U.S. Business Interests  Support U.S. officials’ visits to ADB to advance USG goals. Our Mission

The Asian Development Bank Developing Member Countries (42) AfghanistanKiribatiPapua New Guinea ArmeniaKoreaPhilippines AzerbaijanKyrgyz RepublicSamoa BangladeshLaosSolomon Islands BruneiMalaysiaSri Lanka BhutanMaldivesTajikistan CambodiaMarshall IslandsThailand ChinaMicronesiaTimor-Leste Cook IslandsMongoliaTonga Fiji IslandsMyanmarTurkmenistan GeorgiaNauruTuvalu IndiaNepalUzbekistan IndonesiaPakistanVanuatu KazakhstanRepublic of PalauVietnam

“Create a world in which everyone can share in the benefits of sustained economic growth” Inclusive Economic Growth Environmentally Sustainable Growth Regional Cooperation and Integration ADB Goals and Strategy

Role: “Asia’s premier regional multilateral development financial institution” Development Vision: Asia and the Pacific free of poverty Business Goal: 50% of ADB-financed projects to have private sector participation by 2020 Business Opportunities: $21 billion a year ( ); translates into contracts for suppliers and consultants The Asian Development Bank

Why Should US Firms Be Interested in ADB?  From , ADB provided more than $64 billion to its member countries through loans, guarantees, equity investments, technical assistance, and grants.  U.S. firms historically received good share of ADB business  From 1966 – 2013 : $ 8 B (12,038 contracts) In 2013 alone: $93 M (267 contracts)

U.S. Firms Winning ADB Contracts  : US firms ranked:  1 st : Consulting services under technical assistance (TA)  2 nd : Consulting services under loans  7 th : Procurement of goods, works & services under loans  5 th : Total procurement under loans, TA & grants  Procurement Return Ratio: For $1 that the U.S. has contributed to ADB, U.S. firms have won back $1.45.

U.S. Firms Winning ADB Contracts  1 st : Consulting services under technical assistance (TA)  2014: HJI Corporation (Newport Beach, CA): $ 627,100 consulting service contract in China  2 nd : Consulting services under loans  2014: U.S. Power Consult (Alpine, NJ): $216,000 Diagnostic Study & Feasibility Study Report for Pakistan

U.S. Firms Winning ADB Contracts  7 th : Procurement of goods, works & services under loans  2013: Oracle Corporation (Redwood Shores, CA): $302,524 network equipment and software in India  5 th : Total procurement under loans, TA & grants  2012: ECC (Burlingame, CA): $400 million construction services in Afghanistan  2013: Geothermal Development Associates (Reno, NV): $9 million geothermal equipment in Indonesia

 Counsel U.S. firms on ADB market opportunities, bidding procedures. CS ADB Market Research: Country/ Sector/ Region  Advocate on behalf of U.S. firms, facilitating access and organizing company briefings for US Firms at ADB, resolve disputes.  Outreach in the region and the U.S.  Support U.S. officials’ visits to advance USG goals. Lower Mekong Initiative; US-Asia Pacific Comprehensive Energy Partnership CS ADB Services

How We Assist: Market Research

Project Timeline (Years from Concept to Procurement) CS ADB Market Brief IMIs (International Market Insights) FGTs (Foreign Government Tenders) Yr. - 3Yr. - 2Yr. - 1 Yr. 0 6 mos.Yr. 1Yr. 2Yr. 3Yr. 4 Ongoing Project Preparatory Technical Assistance typically leads to loan projects after 2-4 yrs., which are included in country programs. This is an ongoing process. Country Programming Project Appraisal/ Negotiation Project Approval Project Implementation (Procurement) “Low Hanging Fruit”

ADB Project Cycle Country Partnership Strategy/ Regional Cooperation Strategy Preparation Approval Completion/Evaluation Staff Consultant Consultants Implementation Contractors/ Consultants

How We Assist: ADVOCACY $400 Million ADB Administered Grant for Afghan Road Network Project

How We Assist: COMPANY BRIEFINGS E-Tricycle Project COMET e-Jeep

How We Assist: OUTREACH  2014 Asia Pacific Business Opportunities  2014 Business Opportunities Seminars  Kansas, MO  Seattle, WA  Los Angeles, CA

ADB Business Opportunities  Consultant/Contractor to ADB as staff member;  Consultant/Contractor to ADB borrowing member countries;  Supplier/Subcontractor of goods & services to ‘prime’ on ADB project;  ADB equity investment, loans or guarantees for your project

Who Does What? ADB Reviews & approves Bidding Documents, Bid Evaluation Reports and Proposed Contract Award Forms Procurement Evaluation Committee Disburses Funds BORROWING COUNTRIES Prepares Bidding Documents Issues Tenders Evaluates Bids Awards Contracts

Where are the Business Opportunities? Top Recipients of ADB Financing India: Sewage Treatment PlantVietnam: Transport Project Rank2012 (billion)2013 (billion) 1Uzbekistan $3.3India $2.7 2Vietnam $3.1Pakistan $2.6 3India $2.7China $2.4 4China $2.1Vietnam $2 5Bangladesh $1.6Indonesia $2

PHILIPPINES Feb 2014, ADB President Takehiko Nakao sees Typhoon Yolanda damages in Leyte with Mayor Teczon.

Top ADB Sectors in 2012 & (billion)2013 (billion) Transport & ICT $5Energy $5.6 Energy $4.7Transport & ICT $5.1 Finance $3.6Finance $3 Industry/Trade $2.7Water Supply/Sanitation $1.9

ADB Active Portfolio by Region in 2013 Source: ADB Business Opportunities Fair 2014

ADB Priorities for

ADB Infrastructure Opportunities Energy  China: Qinghai Delingha Concentrated Solar Thermal Power Project ($150 million) – Opportunities: $224 million solar field equipment & civil works (Q1, 2014 – Q2, 2015)  India: Himachal Pradesh Clean Energy Transmission Investment Program – Tranche 2 ($110 million) – Opportunities: Ongoing procurement for electrical equipment

ADB Infrastructure Opportunities Energy  Indonesia: Java-Bali 500kV Power Transmission Crossing ($224 million) – Opportunities: $226 million good & civil works (ongoing)  Vietnam: Power Transmission Investment Program, Tranche 1 ($121 million) – Opportunities: $19 million Civil works (ongoing)

Tips  Stick to your specialization  Follow ADB documentation requirements  Pursue projects in countries where you have presence and track record  Keep abreast of ADB strategies

Tips  Employ local teams for pricing advantage  Visit ADB + Borrowing Government + Project Sites  Contact CS ADB for assistance

Where to Find Us US Commercial Service’s Liaison Office to ADB Name: Margaret Keshishian, Director/Senior Commercial Officer Cecile Santos, Senior Commercial Specialist Tel.: (63-2) ; (63-2) Websites:

1)General Home Website: 2)Consultants’ Network: Network http:// Network )Suppliers’ Network: Network http:// Network )ADB Learning Tools: 6dad80b b da/?OpenDocument 6dad80b b da/?OpenDocument ADB Websites