Exploring Opportunities in Emerging Markets Enterprise Ireland - Supporting companies access procurement opportunities in IFI June 19 2012 Evelyn Smith Public Procurement
Enterprise Ireland An Agency of the Department of Jobs, Enterprise & Innovation Enterprise Ireland Mission Enterprise Ireland partners with entrepreneurs, Irish businesses, the research and investment communities to develop Ireland s international trade, innovation, leadership and competitiveness The ultimate objective is increased exports, employment and prosperity in Ireland.
Irish owned enterprise Policy analysis and advice Inward Investment 3
It s about Jobs and Economic Impact Irish Owned Companies Employment = 155,410 Spend in economy = 17.0bn Foreign Owned Companies Employment = 154,628 Spend in economy = 17.9bn Payroll 5.4bn Payroll 7.6bn Irish Goods 2.2bn Irish Goods 7.7bn Irish Services 3.9bn Source: ABSEI 2010 Irish Services 8.2bn 4
Who we work with Manufacturing & Internationally Traded Services Companies Across all Sectors Software Life Sciences Electronics Food Construction Services High Potential Start-up Established SME Scaling Multinationals
How we work with companies.. Supporting Irish companies to grow internationally Develop Strategic Business Plans Build Leadership and Management Capability Access Markets and connect with Buyers, Researchers & Investors Access Finance to support Business Plans Partnering with our Clients to: Create Jobs & Increase Exports
Global Office Network Americas Boston New York Silicon Valley Toronto Mexico Sao Paulo SEMEA Dubai Madrid Milan Riyadh Johannesburg Western Europe Amsterdam Brussels Glasgow London Paris Düsseldorf CEERN Budapest Moscow Prague Warsaw Stockholm Asia Pacific Beijing Seoul Guangzhou Shanghai Hong Kong Sydney Singapore Tokyo Kuala Lumpur New Delhi
EI Financial Offer to support Exploring Opportunities Internationalisation Internationalisation or HPSU Feasibility Grants SME Strategic Consultancy Going Global Business Accelerator Mentor Trade Fair Attendance Direct Market Research New Geographic Market Research Graduate 4 International Growth How to Apply: Online Application Advertised Call for Investment Proposals Talk with your Development Advisor
Current focus on International Financial Institutions European Union European Commission as a customer Funds and programmes in emerging markets United Nations Procurement Division, NY specialist agencies, e.g. World Food Programme World Bank Washington and regional development banks, e.g. EBRD and ADB IFC
Route to Market Business Opportunities Seminars Raise awareness of procurement policy and procedures; categories of goods and services purchased Individual client work Introductions to sector specialists / project managers within IFI Increase knowledge of projects pipeline pre-tender Group work Visits to IFI with pre-arranged itineraries (sector specific & multisector) Partnering with experienced IFI contractors local company with other Irish companies with MNC / Tier 1 suppliers
Public Procurement Unit services Identify selling opportunities for clients in the public sector (both Irish and IFI) Showcase our innovative clients to the market Connect our clients to public sector buyers to win more business Construct consortia and clusters Build capability to win contracts
Public Procurement Unit supports Mentors and In-market specialists (Business Accelerator) Access to public sector bidding specialist Skills programmes for capability building e.g. Go2Tender, Winning in Tendering, Excel @ Export Selling Pre-commercial procurement initiatives Briefing sessions for Industry clusters and public sector organisations Post-tender review service DCU European tender alerts service etenders alerts to sector clusters
Key messages Opportunity research - treat IFI like any other market Do the research, know the buyer, goods & services purchased Strategic fit Have you the resources to deliver team, cash flow, sales pipeline, longer sales lead Develop the capability for tender participation Tender workshops Customise your value proposition and messaging Accelerate route to market channel partner Know the right partner model for your company Engage in cluster and consortia development Seek feedback post-tender Talk to us - Contact Enterprise Ireland 13
How We Work With International Partners Building an understanding of Global Markets & Sectors Introducing Clients to overseas markets through: Market Research/Intelligence Trade Fairs & Trade Missions Market Study Visits Working in Partnership with Buyers & Investors Understand the Buyers business & key requirements Shortlist contacts Workshops Networking Opportunities Making relevant introductions
THANK YOU Evelyn Smith Senior Market Adviser Public Procurement Team Tel: 01 727 2717 Evelyn.Smith@enterprise-ireland.com www.enterprise-ireland.com 15