EBRD Transport Sector Overview “How to do Business with EBRD – EBRD Market for Slovak Consultants” Christopher Ousey Senior Advisor, Transport Team Bratislava, Slovak Republic 4 March 2010

Overview of this presentation: EBRD’s Transport Team Technical Cooperation (“TC”) for Transport Some thoughts on how to win “TC” business

Where does Transport Team fit in?

Key Highlights of Transport’s 2009 Business In 2009 Transport Team signed 17 projects with a value of €1.3 billion in ten countries of operation, covering all sub-sectors; This was 16% of the Bank’s total business volume; Transport projects were supported by €9.6 million of Technical Cooperation funding

TC : A Key Requirement Support to the Client as an integral part of the investment operation: -preparation and due diligence: e.g., economic & financial feasibility / environmental due diligence; -implementation assistance: e.g., engineering supervision/ procurement/ assistance to the PIU; Support to the Project : as a separate project component in parallel to the main investment operation Support to the Lenders (e.g. “Lender’s Monitor)

TC in parallel to investment operations Generally this kind of TC is to help the project deliver “transition impact” EBRD’s mandate: to foster transition to open market economies and private and entrepreneurial activity Transport projects increasingly include TC to review energy efficiency, undertake energy audits, and identify investments to improve sustainability Parallel TCs are generally associated with the state sector operations - especially sovereign loans – and cover areas such as sector reform, business planning, marketing, etc

EBRD Transport Pipeline: By Sub-sector Over the next 18 months to mid 2011 Transport Team expects to sign loans for 24 projects with a value of € 1.3 billion; Road & rail dominate both in terms of business volume and number of projects €m No. of Projects

EBRD Transport Pipeline: By Region Following EU expansion, EBRD’s transport business has moved eastwards, with especially strong growth in Russian business; Current indications are that this pipeline will need to be supported by TC funding of about €16 million over the next 18 months. €m No. of Projects

Transport TC for Project Preparation A requirement for about €7m has been identified This includes substantial design work on Corridor X Railway project in Serbia; TCs for the development of a Resettlement Action Plan for a possible road project in Bosnia; Other projects are likely: e.g., preparation of a port project in Turkmenistan subject to the Board’s approval of the new country strategy.

Transport TC for Project Implementation Projects with a total potential TC requirement of €7m have been identified These reflect the need to support complex large-scale infrastructure projects and assist the adoption of international best practice; Projects include the Corridor X Rail Project in Serbia, and a Macedonian Railways Project.

TC for Institutional Reform and Advisory Services A requirement in the region of €3m is envisaged This will support some eight separate projects; They include support for: - Kazakh Railways restructuring programme, - Ukrainian road sector - Russian port sector - road sector reform in Croatia and - reform of the railway sector of the Western Balkans.

Thoughts on how to win TC business Focus on how your proposal will be evaluated Be brief and make sure you highlight the key messages

Invitation Notice: an example

Be kind to the evaluation committee! The key is to make it easy to find the information which is requested; Remember Blaise Pascal who wrote: « Je n'ai fait celle-ci plus longue que parce que je n'ai pas eu le loisir de la faire plus courte » “ I would have written a shorter letter but I did not have the time! ”

EBRD Transport Team Contacts Sue BarrettChris Ousey DirectorSenior AdvisorTransport Team Tel: Tel: