Identifies common practices to be aware of when selling in this market, e.g., whether all sales material need to be in the local language.
Last Published: 9/5/2018

Generally, contractors, individual and consulting firms with reputable experience in the Asia-Pacific market and involved in Asian Development Bank’s priority sectors possess a competitive advantage.

Project Procurement: A good grasp on the opportunities embedded in the ADB project cycle is instrumental in targeting sales efforts proficiently.

ADB-funded projects are developed through a long process of stakeholder consultations, commencing from the formation of Country Partnership Strategy and culminating in the development of individual projects. Once a project is designed and approved, ADB lends money to the borrowing member country government, which assumes full responsibility for implementing the project, including awarding of contracts.

To initiate rapport with ADB officials, firms are highly encouraged to share trends and developments, as well as approaches to solving emerging problems, instead of communicating unsolicited proposals and sales pitches.
ADB Officials accept such interactions as opportunities for the professional development of their staff members. Therefore, well-conceived fact-finding meetings, Brown Bag Lunches, and other such interactions, free of overt reference to specific products can be useful tools for American firms.

While dynamic in many respects, ADB’s environment and culture maintains necessary levels of formality and decorum. Diversity in languages, cultures, and religions in Asia and the Pacific reflect the 67 ADB member countries. Although the English language is commonly used at ADB, it is often not the native language of most interlocutors. Hence, clear, concise, formal communication offers the best opportunity to be understood correctly and to reduce the risk of offense.

ADB’s Institutional Procurement: Firms offering their products and services to ADB’s own headquarters and resident mission offices are highly encouraged to register in the Suppliers Management System (https://www.adb.org/site/business-opportunities/institutional-procurement-notices). Institutional procurement methods vary based on the estimated value and/or nature of goods and services being procured. These procurement methods are: (i) open competitive bidding, (ii) limited tendering, (iii) shopping, and (iv) direct or sole source contracting.

ADB’s Assistance to Private Sector: Private sector firms looking to develop and/or sponsor projects in ADB developing member countries may explore ADB’s private sector window. Infrastructure and finance sector projects are high priorities for ADB consideration. To understand the project approval process, developers and sponsors may visit ADB’s Assistance to the Private Sector (https://www.adb.org/site/private-sector-financing/main) for a list of requirements necessary for ADB to assess the project’s viability and its suitability for ADB financing.

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.