1. www.consultingireland.org Opportunities for Irish Consultants in International Markets Séamus McCann, ASTEC Global Consultancy and Chairman ConsultingIreland

2. www.consultingireland.org Objective Provide practical support to companies targeting the Emerging Markets Focused primarily on the IFIs e.g. World Bank, EC – ‘In the developing markets particularly, Public Sector activity is a prelude to Private Sector involvement’ Find Irish partners for projects – niche areas Identify international opportunities – Services, Supplies and Works – multi-facet approach Practical Seminars and Training – Cork, Belfast etc. International promotion of the portal and its members

3. www.consultingireland.org International Financing Institutions (IFIs) European Commission European Commission EIB EIB EBRD EBRD World Bank World Bank Asian Development Bank Asian Development Bank African Development Bank African Development Bank Inter-American Development Bank Inter-American Development Bank UNDP UNDP Bi-Lateral Aid ($126bn per annum) – USAID, DFID, SIDA, DANIDA, GIZ, Irish Aid etc. Bi-Lateral Aid ($126bn per annum) – USAID, DFID, SIDA, DANIDA, GIZ, Irish Aid etc.

4. www.consultingireland.org EC Funded Opportunities €975bn available for 2007-2013 1. Internal programmes – 1. Community Programmes – FP7, LLL,TEN – 2. Structural and Cohesion Fund - €347bn 2. External Assistance Programmes – 2007-2013 – IPA - €12bn – Balkans, Turkey – EPNI - €13bn – ME, MEDA, Russia – DCI - €12bn – Asia, Latin America, ‘Stans’ – EDF - €24bn - Africa

5. www.consultingireland.org Other IFIs EIB (the EU Bank) - Luxembourg –Approved close to € 60bn in 2008 EBRD – Europe and Central Asia – € 8bn pa investments –Invest between € 5-230m in a project World Bank – IBRD – annual funding $10-15bn pa – IDA - $14bn pa – 50% in Africa Asian Development Bank – Loans - $10.5bn pa (Private sector $1.5bn)

6. www.consultingireland.org Leading IFI Companies - Ireland Company / Organisation Location Total contracts 1. ASTEC Global Consultancy Ltd. Ireland122 2. Project Management Group Ireland62 3. GDSI Ltd. (Galway Development Service International) Ireland27 4. Lambard Management Consultants (LMC) Ltd. Ireland16 5. Trade Development Institute (TDI Group) Ireland13 6. Institute of Public Administration (IPA) Ireland11 7. International Development Ireland Ltd. (IDI) Ireland11 8. TMS International (Technical and Management Services International ) Ireland11 9. ESB International Ireland11 10. Finance Treasury Investment (FTI) Ireland7

7. www.consultingireland.org Reasons to target IFI projects Transferable ‘Relevant Home experience’ Transferable ‘Relevant Home experience’ Use of Short-listings Use of Short-listings Advances up to 60% Advances up to 60% Payments secure Payments secure IFI work – ‘Recession-proof’ IFI work – ‘Recession-proof’ Problems in Croatia? – transfer instead to Serbia, Macedonia, Kosovo or another region Problems in Croatia? – transfer instead to Serbia, Macedonia, Kosovo or another region

8. www.consultingireland.org Strengths Similarities with other Beneficiary countries – e.g. size, historical events Similarities with other Beneficiary countries – e.g. size, historical events Positive attitude to the Irish – non colonial Positive attitude to the Irish – non colonial English Language – particularly for writing reports English Language – particularly for writing reports Availability of experienced Availability of experienced Irish consultants Irish consultants Structural Funds experience Structural Funds experience

9. www.consultingireland.org Weaknesses Limited IFI experience – ‘Celtic Tiger’ Limited IFI experience – ‘Celtic Tiger’ Lack of references – 3 year maximum for EC Lack of references – 3 year maximum for EC High fee rates and costs High fee rates and costs Tracking opportunities Tracking opportunities Limited knowledge of local partners, local rates and main international competitors Limited knowledge of local partners, local rates and main international competitors Resistance to communicate with other Irish firms Resistance to communicate with other Irish firms Smaller sized companies generally Smaller sized companies generally Distance to market Distance to market Ireland down the ‘pecking order’ in 2010 Ireland down the ‘pecking order’ in 2010 Ireland’s recent ‘Bad Press’ Ireland’s recent ‘Bad Press’ Too much focus on FP7 – more funds in External Aid Too much focus on FP7 – more funds in External Aid

10. www.consultingireland.org Opportunities e-tenders x 140 (+ IFI funding) IFI Funding (increasing year on year and numerous available tenders on a daily basis) Competing on equal footing Less competition – locals generally need International partners for IFI projects English Language

11. www.consultingireland.org Threats Increased competition – Polish (ICT/Telecoms), Czechs (Customs), Romanians (Education) Increased competition – Polish (ICT/Telecoms), Czechs (Customs), Romanians (Education) Competitive rates from locals as well as ‘old member states’ e.g. UK, Italy, Greece Competitive rates from locals as well as ‘old member states’ e.g. UK, Italy, Greece Use of Frameworks (restricted tenders) by EC, EIB – limiting open tenders Use of Frameworks (restricted tenders) by EC, EIB – limiting open tenders Lack of Irish Aid – DANIDA, SIDA, USAID, DFID Lack of Irish Aid – DANIDA, SIDA, USAID, DFID Other country governments/agencies very proactive Other country governments/agencies very proactive

12. www.consultingireland.org Monitoring Opportunities IFI web-sites – free but cumbersome IFI web-sites – free but cumbersome Tender services – e.g. TendersInfo, EuropeAid tenders focus on different regions and IFIs Tender services – e.g. TendersInfo, EuropeAid tenders focus on different regions and IFIs Country websites – local partner can translate Country websites – local partner can translate Local Partners – particularly those with ‘contacts’ Local Partners – particularly those with ‘contacts’ International Partners – different sector partners International Partners – different sector partners Country visits Country visits Visit IFI HQ and regional offices - Visit IFI HQ and regional offices - Brussels, Washington, London, Luxembourg, Manila In-country Ministries – probably best option In-country Ministries – probably best option Consulting Ireland portal/database

13. www.consultingireland.org Market Approach Target region / country – Balkans, Turkey – ‘follow the money’ Target region / country – Balkans, Turkey – ‘follow the money’ Target sector – e.g. ICT, Border Management, Finance, Agriculture Target sector – e.g. ICT, Border Management, Finance, Agriculture Determine opportunities – Which IFI Determine opportunities – Which IFI Visit target country – Beneficiary, Funding Agency and / or In-country IFIs Visit target country – Beneficiary, Funding Agency and / or In-country IFIs Establish local partner Establish local partner Co-operate with other expert firms Co-operate with other expert firms Bid to show interest Bid to show interest

14. www.consultingireland.org Consortium approach – helps create Scale Size of Project Size of Project Tender requirements – expertise, sectors, local input Tender requirements – expertise, sectors, local input Reference value – often minimum value of reference – EC does not help SMEs qualify Reference value – often minimum value of reference – EC does not help SMEs qualify Country experience Country experience IFI experience – may need partner for this IFI experience – may need partner for this Competitor strength Competitor strength

15. www.consultingireland.org Partners - Benefits Partner Companies cover niche subjects Partner Companies cover niche subjects Use of this network for business development Use of this network for business development Provides better customer care through Provides better customer care through – wide range of expertise, – geographic coverage and – specialised attention Public Sector contacts – local company and large multinational Public Sector contacts – local company and large multinational

16. www.consultingireland.org Way Forward Develop Business Plan – Policy and Strategy Develop Business Plan – Policy and Strategy Obtain Board/Director level support Obtain Board/Director level support Long term strategy - need to show commitment Long term strategy - need to show commitment Determine region and availability of Funds Determine region and availability of Funds Visit relevant IFIs and Clients to get better understanding - our strategy was never to bid unless first visited the client Visit relevant IFIs and Clients to get better understanding - our strategy was never to bid unless first visited the client Visit country / region – discuss potential tenders and opportunities Visit country / region – discuss potential tenders and opportunities

17. www.consultingireland.org Way Forward (2) Develop References – first question you will be asked by a potential Partner.Develop References – first question you will be asked by a potential Partner. Look for Local and International partnersLook for Local and International partners Engage with other firms/consultantsEngage with other firms/consultants Junior consortia member initiallyJunior consortia member initially Submit a number of EOIs and Tenders – to show commitmentSubmit a number of EOIs and Tenders – to show commitment Do not give up - Review reasons for lossesDo not give up - Review reasons for losses

18. www.consultingireland.org Contact Details ASTEC Global Consultancy 25 Merrion Square Dublin 2 Republic of Ireland Telephone: +353 1 6618950 Fax: +353 1 6619112 Web site: www.astecglobal.com E-mail: smccann@astecglobal.com smccann@astecglobal.com Thank You