Generalizes on the best strategy to enter the market, e.g., visiting the country; importance of relationships to finding a good partner; use of agents.
Last Published: 9/5/2018

Project Procurement: Consultants, contractors and consortia of bidding firms must remember that: Under ADB’s technical assistance program, ADB recruits the consultants directly. Under ADB loans to member country governments for a project/program, the responsibility for the implementation of the project, including award and administration of contracts, rests with the borrower.

To be considered for ADB consulting assignments, consultants must register on ADB’s Consultant Management System (CMS).

Registered consultants automatically receive recruitment notices and from there, express interest in the projects.
In addition to strong qualifications, competing successfully depends on an ability to do business in the country in which the project will be implemented, and with the borrowing government that conducts the bidding and eventual implementation. Firms with a local presence, whether through a partner or representative, or their own branch office or subsidiary, will be better positioned to compete effectively than firms which do not have such a presence.

Primary suppliers and contractors must be well informed about the intricacies of doing business in the countries where a project will be implemented. These include local language, culture, business practices, tariffs, quotas, restricted or prohibited imports, temporary entry of goods, standards, testing and certification requirements, labeling requirements, pricing, taxes, and others.

Suppliers and subcontractors can work with primary contractors to provide goods and services called for by the project goals. This necessitates marketing products, technology and services to primary contractors, and connecting with consultants who conduct project preparatory work.

An effective marketing strategy begins with an understanding of the ADB project cycle. ADB works with DMC governments to seek inputs from stakeholders from project conception to final approval. This process begins long before actual procurement begins. Firms who take the time to understand stakeholder interests as well as specific project requirements increase their competitiveness. See Table 1.

Additionally, U.S. businesses interested to pursue ADB-funded contracts are encouraged to read the Guidance Notes on Procurement that discuss ADB procurement cycle and the provisions of the recently approved procurement policy and procurement regulations.  

The U.S. Commercial Service Liaison Office to the Asian Development Bank (Twitter: @csadb; Facebook: U.S. Commercial Service's Liaison Office to Asian Development Bank) per statutory requirement disseminates monthly ADB Trade Leads composed of procurement notices for goods, works, and services which are also uploaded on https://2016.export.gov/adb/tradeleads/monthlyalerts/index.asp. To subscribe, fill out and submit the Order Form (https://2016.export.gov/adb/tradeleads/monthlyalerts/index.asp).  Through this service CS -ADB also publishes upcoming Bank event notices, support tips, as well as industry, country, and regional marketing and tender outlook reports.  The Business Information Database System (BIDS; https://bids.state.gov/) also provides up-to-date information on active and pipeline Multilateral Development Bank projects around the world.
 

The Asian Development Bank website offers a wealth of information to help business clients understand ADB programs and strategies. Here are some key links: To build an effective marketing strategy, it is particularly advisable for firms to position themselves in advance of any planned procurement in a given ADB project. The following links provide information on projects as early as three to four years in advance of project approval:

Based on the Country Operations Business Plans, The U.S. Commercial Service’s Liaison Office for ADB (CS ADB) produces market briefs for U.S. clients which summarize ADB approved and planned projects. The market briefs are available by country and by sector and are updated yearly. U.S. firms may request being added to the mailings (http://2016.export.gov/adb/tradeleads/orderform1/index.asp).

U.S. firms can and should also monitor ADB projects as they go through the project cycle. They should also check current bidding announcements through the CS ADB monthly broadcasts. A request may be sent through the CS ADB website (http://2016.export.gov/adb/tradeleads/orderform1/index.asp).

Table 1

ADB Project CycleType of OpportunityCustomerSources of Information
1.  Country Partnership Strategy/Regional Cooperation StrategyStaff Consultants (Pre-pipeline, pipeline project identification)ADB, Borrowing countryADB website: Country Operations Business Plans Consulting Services Recruitment Notices (CSRN); CSADB Market Briefs
2. PreparationConsultantsBorrowing CountryADB website: Procurement Plans; CSRN
3. ApprovalN/AN/AADB website: Project Data Sheet and Reports
4. ImplementationSuppliers (sub or prim)/Contractors (sub or prime) /ConsultantsBorrowing CountryADB website: Procurement Plans; Project & Tenders; CSRN
5. Completion/EvaluationConsultantsADBProject & Tenders; CSRN


ADB Institutional/Corporate Procurement: For procurement carried out by ADB for its own internal requirements, vendors can check the following links:

ADB Assistance to the Private Sector: Private sector entities can apply for ADB assistance in the form of equity investments, loans, and guarantees. Priority areas are infrastructure and financial/capital markets. ADB may also lend to other sectors (agriculture, social sectors) to a limited extent. To be eligible for private sector assistance, the proponent must be:
  • an entity wholly owned or controlled by one or more private entities;
  • an entity, wholly owned or controlled by a sovereign, undertaking commercial activities (sub-sovereign and other public sector entities);
  • an entity, partially owned or controlled by one or more private entities and a sovereign, undertaking commercial activities; or
  • a local government or other sub-sovereign entity (including municipalities and other forms of local government) that can contract and obtain financing independently from the sovereign;
  • Provided, in each case, the proposed recipient is:
    • established and/or operating in a developing member country (DMC), and
    • a legal entity that can sue and be sued.
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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.