how to do business with united nations procurement seminar, seoul, republic of korea 15 october 2004...
TRANSCRIPT
How to Do Business with United Nations
Procurement Seminar, Seoul, Republic of Korea
15 October 2004
Francis Tse
Procurement DivisionUnited Nations
THE UNITED NATIONS SYSTEM
The United Nations is made up of a variety of organizational entities
(agencies, organizations, commissions, programmes, funds, etc).
Each entity has a distinct and separate mandate (covering the political, economic, social, scientific and technical fields).
THE UNITED NATIONS SYSTEM
Detailed chart available athttp://www.un.org/aboutun/chart.html
EACH ORGANISATION……
has its own special requirements for goods and services
conducts its own procurement activities
follows its own procurement rules and regulations
constitutes a separate and distinct customer
THE UNITED NATIONS SYSTEM
Identify the Organization that has a need for your product or service
Target your customer
THE UNITED NATIONS SYSTEM
http://unbiz.un.int
http://www.ungm.org
“DOING BUSINESS WITH THE UN SYSTEM OF
ORGANISATIONS”
Please note that NOT all UN Organizations subscribe to the UNGM
!
THE UNITED NATIONS PROCUREMENT SERVICE
THE PROCUREMENT SERVICE SERVES THE NEEDS OF…..
The Secretariat
Peacekeeping Missions
Offices Away from Headquarters (OAHs)
THE UNITED NATIONS SYSTEM
• UN Peacekeeping Missions• UN Economic and Social Commissions• International Criminal Tribunal
THE UNITED NATIONS SYSTEMTHE UNITED NATIONS SYSTEM
The United Nations Procurement Service
Air Transportation Services
Chemical & Petroleum Products
Telecommunication Equipment & Services
Food Rations & Catering Services
Motor Vehicles/Parts & Transportation Equipment
EDP Equipment & Maintenance Services
Logistics & Freight Forwarding
Prefabricated Buildings
Inspection & Related Services
Architecture, Engineering & Construction Related Services
Electrical Apparatus & electronic component
Real Estate Lease & rental
Banking & Investment
Types of Equipment, Goods and Services Procured
Detailed contact information available athttp://www.un.org/depts/ptd/contact.htm
The United Nations Procurement Service
TOTAL ANNUAL PROCUREMENT IN 2003
$891 MILLION
The United Nations Procurement Service
As of September 2004
Total Number of Suppliers: 5,400
Total Number of Korean Suppliers: 27
Type of Commodities Purchase in 2003Type of Commodities Purchase in 2003TOTALTOTAL
Air Transportation ServicesAir Transportation Services $206,080,727$206,080,727Chemical & Petroleum Products Chemical & Petroleum Products $96,418,278$96,418,278Motor Vehicles/Parts and Transportation Equipment Motor Vehicles/Parts and Transportation Equipment $66,536,615$66,536,615Telecommunication Equipment & ServicesTelecommunication Equipment & Services $60,695,332$60,695,332Freight Forwarding & Delivery ServicesFreight Forwarding & Delivery Services $58,936,530$58,936,530EDP Equipment and Maintenance Services EDP Equipment and Maintenance Services $53,199,531$53,199,531Food Rations & Catering ServicesFood Rations & Catering Services $41,651,419$41,651,419Architecture, Engineering & Construction Related ServicesArchitecture, Engineering & Construction Related Services $31,675,208$31,675,208Building Management & MaintenanceBuilding Management & Maintenance $30,642,269$30,642,269Travel and Related ServicesTravel and Related Services $30,366,538 $30,366,538Prefabricated BuildingsPrefabricated Buildings $23,622,141$23,622,141Real Estate Rental & LeaseReal Estate Rental & Lease $22,302,153$22,302,153Inspection and Related ServicesInspection and Related Services $20,171,335$20,171,335Airfield OperationsAirfield Operations $15,343,337$15,343,337Cleaning and Waste Disposal Service Cleaning and Waste Disposal Service $14,237,694$14,237,694Maintenance & Repair Services Maintenance & Repair Services $10,790,079$10,790,079Generator SetsGenerator Sets $10.728.037$10.728.037Electrical Apparatus and Electronic Component Electrical Apparatus and Electronic Component $7,844,628$7,844,628Tools & HardwareTools & Hardware $7,053,011$7,053,011Management Services Management Services $6,812,354$6,812,354OthersOthers $76,747,075$76,747,075
GRAND TOTAL: GRAND TOTAL: $891,854,689$891,854,689
United Nations Procurement ServiceUnited Nations Procurement Service
Practical Tips for Suppliers
Doing Business with the United Nations
UN Procurement Market
UN Procurement Reform
UN Procurement Web Sites
Company Pre-Test: Are you ready to supply the UN?
Step by step towards success
Overview
UN Procurement Market
Characteristics:
Decentralized market
(within the system at large and within each organization)
Different procurement areas (Peace & Security, Humanitarian Aid, Development
Aid)
Different mandates result in different procurement plans
UN Procurement Market
Characteristics: (cont’d)
different registration procedures for companies and consultants
Awards are only given to registered vendors
Some organizations publish awards on
web-site
procurement reform
The UN procures on competitive basis
Request for Quotation (RFQ)
Invitation to Bid (ITB)
Request for Proposal (RFP)
Direct Negotiation (DN)
United Nations Procurement
TYPES OF SOLICITATIONS/AWARDS
Payment Terms
Standard Payment Term: Net 30 days
The United Nations Procurement Service
Delivery Terms
Incoterms 2000
DDU (Deliver Duty Unpaid) Destination e.g. : DDU New York
FCA (Free CArrier) Place e.g. :FCA Seoul
The United Nations Procurement Service
Change has become a part of the UN’s culture
Procurement Reform;Achievements and future
plans
United NationsUnited Nations
New UN Initiatives and Objectives:
Increase the number of inter agency master or enterprise agreements
Lead Agency Initiatives
Direct Agreements with Manufacturers
Decentralization of Low Value procurement
Electronic Commerce
UNGM – United Nations Global Marketplace
Online Portal (http://unbiz.un.int)
Guide to websites of UN Organizations and their procurement offices includes:
Procurement Procedures and ServicesFrequently Purchased Goods and ServicesRecent TendersContract AwardsContacts Procurement Plans and Statistics Vendor Registration
UN Procurement Web Sites
http://unbiz.un.int/ (inter agency portal) www.un.org/Depts/ptd (UN Procurement Service)www.unops.org (UN Office for Project Services)www.undp.org (UN Development Program) www.wfp.org/index.asp?section=5www. unicef.org/ supply/www.un.org/unrwa/plo/procurement.htmlwww.iapso.org (Inter-Agency Procurement
Services)www.ungm.org (UN Global Marketplace)www.worldbank.org (The World Bank Group)www.unglobalcompact.org (The Global Compact)http://www.devbusiness.com/ (dev. Business)
Company Pre-Test: Are you ready to supply the UN?
Market knowledge (UN structure and culture)Suitable products / servicesExport experience / referencesLanguages (employees, documents)Networks / partner (country knowledge, after sales
services)Competitive Pricing Capacities (financial, personnel)Intercultural skillsFlexibility and accuracyPersistence, endurance, patience
Step by step towards success Extensive market research!
Identification of relevant UN Organization!
Monitor the respective websites! Obtain systematic and regular information about
Expressions of Interest, upcoming and current procurement opportunities and contract awards!
Find out what products and services the local UN offices, missions and projects procure!
Respond to all tender invitations!
Respond to what is being requested in the tender documents
Follow procedures, norms and standards!
Seek clarification in case of questions!
Perform!
Step by step towards success
We look forward to working with you!
In Service of Peace and Development!