Investigate Leads:

Once firms have identified projects with potential opportunities, the next step is to investigate leads on specific tenders, or requests for proposal (RFPs). While tenders above certain amounts are publicly advertised, in most cases the response time is only 30 days. Therefore it is important for firms to obtain as much information as possible about these opportunities before they are officially announced. As with researching projects, there is no single way to obtain this information. The main sources of information are project documents and key IDB and executing agency staff.

Project Documents:

The IDB web site offers listings of two main categories of documents: those related to projects that have been proposed (and are thus in preparation) and those reflecting approved financing (see http://www.iadb.org/projects and click onto “status”). The sequence of proposed project documents generally begins with a Project Profile I, which is written during the identification stage. Once the potential social and environmental impacts of projects have been identified, a Profile II, written during the preparation stage, is prepared and supersedes the Profile I.

Once a project is approved for implementation, project documents are available on the web site under “Approved Projects.” Paper copies of project documents, except Environmental Impact Assessments, may be ordered through the Public Information Center (PIC) (202-623-2096, e-mail: pic@N0SPAM.iadb.org ). These project documents contain critical information, including broad budgets and procurement plans.

Network for Critical Information:

Personal relationships are a key to doing business in many countries, and developing business in Latin America and the Caribbean region is no exception. Firms interested in winning IDB-funded contracts need to network with all the stakeholders involved to get critical information about when and how tenders are announced. In most cases, this information will not be written in any document or posted on the web site – it will only be available through personal discussions. ‘Stakeholders’ usually refers to the executing agency and IDB staff in country and/or in Washington, D.C. (depending on the stage of project). Other borrowing government agencies may be involved as well. U.S. Commercial Service staff at the IDB, and U.S. Embassies in borrowing countries can also help companies track projects.

The IDB’s Business Seminars offer excellent opportunities to network with IDB Headquarters staff. These seminars focus on a particular sector such as health, education, environment, energy, water and sanitation, urban development and modernization of the state. The seminars are held at IDB Headquarters in Washington, D.C., and occasionally at locations around the country. Information on the Business Seminars can be found on the IDB web site at http://www.iadb.org/NEWS/events.cfm?language=EN&parid=9 or by contacting the IDB’s Office of External Relations (EXR) at 202- 623-1546, fax 202-623-1403, or e-mail: business@N0SPAM.iadb.org .

Work with Local Partners from the Borrowing Country

U.S. businesses can maximize their chances of receiving a contract award by working jointly with a business representative from the borrowing country. This is because most of the planning and implementation work for a project is done locally. A local representative can help you with marketing to the client, obtaining business information, understanding the client’s needs, and providing better service to the client.

The U.S. Commercial Service can assist U.S. businesses with identifying a representative through its International Partner Search program, Gold Key Matching Service, or other customized programs. For more information on these services, contact the nearest U.S. Export Assistance Center in your area at http://www.export.gov/eac.

The IDB Country Offices can also provide some suggestions on potential local partners. Contact information can be found at http://www.iadb.org/countries.

Learn the Language:

Spanish is the ‘lingua franca’ at the IDB and in most of the borrowing countries. Firms looking for IDB business need to be prepared to work in Spanish, although in some countries English, Portuguese or French is required.