WINNING BUSINESS IN NEW MARKETS ConsultingIreland Cluster Programme

1. WINNING BUSINESS IN NEW MARKETSConsultingIreland Cluster Programme Seamus McCann Monday 23rd September 2013 Enterprise Ireland, East Point

2. Overview Introduction to Cluster Initiative - Launched June 2013 Summary of major IFIs funding programmes Reasons to target the IFIs Ireland’s success with the IFIs ConsultingIreland’s role Training and Mentoring Programme Expected results

3. International Financing Institutions European Commission - €140bn pa EIB - €60bn pa EBRD - €8bn pa World Bank - $30bn pa Asian Development Bank- $11bnpa African Development Bank - $10bn pa Inter-American Development Bank UNDP ‘In the developing markets particularly, Public Sector activity is a prelude to Private Sector involvement’

4. International Tender Opportunities Opportunities can be tracked in 200+ countries Tenders from 140 Donor Agencies – Multilateral (e.g. EC, WB) and Bi-lateral (e.g. DFID, SIDA) EC €140bn per annum – largest IFI Targetting Emerging markets and other countries such as UK, US, GCC States etc. Over $800bn Public Sector tenders per annum (excludes other local tenders as well as Private Sector opportunities) Average 200,000 live opportunities on any given day 5,000 new tenders each day – 1.5m tenders per annum If you bid on Irish e-Tenders then you should do so here ‘More opportunities elsewhere – and less competition’

5. Daily Tenders per SectorServices, Supplies and Infrastructure

6. Reasons to target IFIs’ Transferable ‘Irish experience’ No baggage – non-colonial, non-threatening, size Use of Short-listings, standard procedures Advances up to 60% Payments secure IFI work – ‘Recession-proof’ Availability of Irish Expertise Problems in Middle East – target Balkans or Africa English Language advantage – writing reports, EOIs

7. IFI Companies – IRE and EC States Ranked 24th in 2013 - (19th in 2012)

8. Additional issues • Irish Companies generally not good at co-operating / collaborating / clustering / forming consortia • Govt. focused on Aid and Research – Technical Assistance element in IrishAid Funding 2% - EC Average 22%, Germany and Australia > 50% • BRICS focused – need to go beyond this for L/T engagement and success • Alsace, Barcelona and Austria etc. have Govt. funded support mechanism – between €500-650k pa • Lack of ‘Connectivity’ between ‘main players’ – Govt, Agencies, Embassies and Companies (plus others Universities, Chambers, NGOs) • Irish large firms are European Small firms • Too many Irish firms tender on a whim without strategic planning • Those firms that could help will not, as focussed internally and not interested (or do not know how) to co-operate • Lack of ‘Twinning’/ ‘upstreaming’ – market intelligence

9. Summary IFI FiguresHow we match up to other EC Countries Ireland’s primary focus is on 5% of EC Funds (FP7 - €50bn programme) – research orientated Denmark’s‘top 25 companies’ have won more than Ireland’s ‘279 IFI companies’ Denmark will win 10x the value that Ireland wins in EC External contracts – same ratio for World Bank Ireland ‘Active’ bidding companies less than Albania CI is promoting a strategic approach to international markets – payments secure, tenders available, English language an advantage, standard preferred bidders procedures,

10. Objective – ConsultingIreland (CI) Providing practical support for the International Markets Services, Product and Infrastructure Companies Focused primarily on the IFIs e.g. World Bank, EC Identify international opportunities in 200+ countries Finding Irish partners for projects – ‘Clustering’ Also links to international partners - consortium approach International promotion of portal - (www.consultingireland.org) Visit to IFIs, Ministries and National Organisations Delivery of Training and Mentoring programmes Practical Nation-wide Seminars on getting started Development of References, CVs, Bank Guarantees Building International business and jobs

11. Training and Mentoring Programme 12 Sessions over 9 months 6 key areas/modules: The Industry and Client Relations – Clusters, IFIs Developing a Strategic Approach - Plan Project Resourcing – CV,CPV and References Identifying Opportunities and Tender Procedures – EOIs, Pricing Case Study – responding to an EOI Contract Implementation –Professional Indemnity, Bank Guarantees, Bid Bonds, Timesheets, Travel and Sub. Mix of Training, Mentoring and on-line interaction ‘Teach a man to fish’

12. Training and Mentoring programme • Training and Mentoring sessions given by experts • Consultants, IFI companies, IFI representatives, EI and DFAT, Foreign Embassies, International Associations, others (Banks, Legal and Financial) • Promotion and Connection via ConsultingIreland Portal • Certification after course completion - ILM and CI • Presentation on specific sector – e.g. food, energy • Scheduled Visit to Brussels and other Associations • Networking Events – National and International • ‘Tender pools’ with experts/expertise • Practical sessions - bid preparation, company docs

13. Programme Aims and expected results Enhanced knowledge about IFIs, opportunities, tender processes, partnering etc Practical skills to complete a tender application and successful project implementation Clustering and Networking with like minded companies – National and International Connections with ‘Key Decision Makers’ Own company readiness and development for International Business Linkages to other International Groups

14. ‘The Realities’ • No need to set up an office in-country on all occasions – some ‘influencers’ are misleading co’s. • Small companies are as successful as the larger ones – 7 of Irish ‘top 10’ IFI companies are SMEs • Over-emphasis on the ‘Missionaries’ –truth is ‘money talks’ • Irish Foreign Policy still Aid-orientated – this needs to change • Easier to win a project in e.g. Croatia than in Ireland or UK – especially for ‘old 15 EC Member States’

15. Consulting Ireland