Multilateral financing activity is generally public information.  To get started in the procurement process, register with and monitor online resources offering bids, tenders, or requests for proposals (RFP) or requests for quotes (RFQ) and also look for “expressions of interest”.   Review current projects and become familiar with the major players winning projects in your field and schedule meetings with them. 

The U.S. Government posts its offerings at FedBizOpps which includes USAID projects.  You may learn that there is more activity in your field via other multilateral funding sources, such as the World Bank, Inter-American Development Bank, European Investment Bank, Asian Development Bank.  Be sure to get your company listed in directories such as United Nations Development Business Directory On-line. 

For more sources, see the multi- and bilateral financial institutions listed here: http://unfccc.int/cooperation_and_support/financial_mechanism/bilateral_and_multilateral_funding/items/2822.php

In order to capture multilateral funds, it is vital to align with other companies as a group that offers complementary products within a sector.  Essentially, projects cannot be done by any one company.   Bids are generally won by one large company, the prime contractor, with a track record of performance.  As the group leader, the prime contractor seeks out sub-contractors to handle special project requirements, and in turn, the prime pays the subs.  It could take years to establish a relationship with a contracting group and become known as a good partner.  It is most effective to be on a strong team lead by a successful prime contractor, because the stronger team wins!

Since international financing organizations do not actively seek out service providers, it is necessary to conduct outreach to discover the nature of the projects.  These missions are de-centralized at the country-specific level.  You need direct contact, early on.  Without being part of an active team, you may not learn of the opportunities in a specific location.  Your products and services need to become familiar to the decision-makers long before a tender is issued.  The goal is to have your products “spec-ed” (specified if not by name, then detail) in the tender.  This happens by participating on mission meetings on-site where the funding may be used.  Having contacts with local Ministries in your field is useful, but not necessarily required.  Better to establish credibility with the staff of a particular funding agency which generally rotates from project-to-project and market-to-market.

Over time, your company may need to re-brand itself to fit into an effective team and meet current project needs.

Happy hunting!

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