Post on 20-Jan-2015
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transcript
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De-risking international projects
Facilitators: Andrew Hinton, Jeremy Gordon and Kevin Thorpe
HVO Business Specialists
De-risking international projects
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De-risking international projects
1. Introductions 5 mins
2. Willis 10 mins
3. ECGD 10 mins
4. Malaysia Project Example 5 mins
5. UKTI and FCO Support 10 mins
6. Discussion 20 mins
High Value Opportunities Programme
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Willis Presentation
High Value Opportunities Programme
John Naish Executive Director
Willis
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ECGD Presentation
High Value Opportunities Programme
Ali Sherwani Head of Business Development
ECGD
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Dr Andrew Hinton – UKTI Business Specialist
MYS-[6] Klang Valley MRT
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Project Overview
Project Name Klang Valley MRT
Project Number [MYS]-6
Project Value £ 10.5 bn
Accessible Value £ 750M
Project Location Kuala Lumpur, Malaysia
Project Description This is the largest infrastructure project ever
undertaken in Malaysia and will involve the development of two North East – South West radial rail lines and a circle line which together will form a ‘wheel and spoke’ around Greater Kuala Lumpur city.
High Value Opportunities Programme
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UK Business Opportunities
Total Project 180-200kms (three lines)
30% project costs allocated to tunnelling
Opportunities include, master planning, engineering design, cost consultancy, project management, rail systems / signalling, architectural design, land development
Each line will have core elements tendered Tunnelling Underground Stations Elevated stations/guide ways Depots Track Works and power System works / Platform screen doors Rolling Stock Security systems
High Value Opportunities Programme
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The Strategy
Roll out for Line 1 SBK is underway Pre-qualification for Systems packages, Next round of pre-qualification will be for track work,
power, and rolling stock.
Support to position UK capability well underway, over 50 companies briefed and strong UK engagement
UK involvement in:- Master planning, engineering design, construction
planning, architectural design on stations / underground.
Strong political support for KV MRT PM Najib visit – SoS Hammond Business Roundtable UK- Malaysia MOU signed SoS Cable No10 written to PM Najib supporting UK engagement
High Value Opportunities Programme
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Project Timeline
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TenderRFQ / PQQ
Select Preferred
Bidder
Negotiations / Contract
Continuing Opportunities
Q4/ Q4/
20112011Q1/Q1/
20122012Q2/Q2/
20122012Q3/Q3/
20122012
High Value Opportunities Programme
Comments
KV MRT Line 1 SBK
Prequalification / tendering commenced for signalling and train control systems / platform doors (Oct 2011, close date for documents Nov 4th 2011)
Prequalification late 2011/early 2012 for Track and Power elements, electrification, rolling stock
Further opportunities as the project moves forward, around urban regeneration, and also for Lines 2 and 3 (UK companies need to position themselves now)
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The Challenges
High Value Opportunities Programme
Understanding the key government and commercial stakeholders (MRT Co / MMC-Gamuda JV).
Market presence, aligning your company to ‘appropriate’ key local partners.
Build strategic relationships, demonstrating a long term commitment.
Investing in skills and knowledge transfer
Competitive pricing, regional sourcing ?
De-risk the financing (ECGD) / insurance
Be informed www.kvmrt.com.my
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The Virtual Team
Name Location Tel Number E-mail Position
Team Leader /Business Specialist
Andrew Hinton
London
07825 603097
Andrew.hinton@uktispecialist.com
Project Lead
Team Member Derek Griffiths London
020 7215 4773
Derek.griffiths@ukti.gsi.gov.uk
Head of Rail UKTI
Team Member Bob Docherty
London 07879 661598
Bobdocherty@btinternet.com
UKTI Rail Specialist
Team Member Tony Collingridge
British High Commission, KL
+603 2170 2310
Tony.Collingridge@fco.gov.uk
Director Trade and Investment
Team Member Zak Grebe British High Commission, KL
+603 2170 2224
Zak.Grebe@fco.gov.uk
Trade Manager
Team Member Julian McCormac
British Consulate Shanghai
+86 21 3279 2011
Julian.mccormac@fco.gov.uk
HVO Regional Co-ordinator
Team Member Steve Raulston
London 020 7215 4933
Steve.raulston@ukti.gsi.gov.uk
UKTI International Grp
High Value Opportunities Programme
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De-risking Projects
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High Value Opportunities…& Risks
危机 / Wei Ji
Crisis = Danger + Opportunity?
Be informed & be protected
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Examples: China & Hong Kong
Chongqing Liangjiang New Area, China Project Number [CHN]-49 Accessible Value £1 bn
China New Energy, China Project Number [CHN]-20 Accessible Value £10.3 bn
Kai Tak Development, Hong Kong Project Number [HKG]-5 Accessible Value £5.7 bn
West Kowloon Cultural District, Hong Kong Project Number [HKG]-8 Accessible Value £1.2 bn
High Value Opportunities Programme
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Selected Risk Issues
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Political Risk Bribery & corruption Due Diligence IP Protection Trade Secrets / Non Disclosure
Legal Issues Contracts & Enforcement Compliance Liability / special purpose vehicles
Project Risk Delivery Risks Reputation Business Intelligence Payment Risk
Organised Crime Personnel Terrorism
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Project Timeline & Risk
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TenderRFQ / PQQ /
RFP / LOI
Select Preferred
Bidder
Negotiations / Contract
Continuing Opportunities
Q4/ Q4/
20112011Q1/Q1/
20122012Q2/Q2/
20122012Q3/Q3/
20122012
High Value Opportunities Programme
Tender: Planning & risk assessment; due diligence; business intelligence; qualification; bid costs; etc.
Selection: Costs; relationships; partners; bribery & corruption; selection (reverse due diligence); IP & trade secrets etc.
Contracts: Legal structures; liabilities; payment terms; conflicts of interest; enforcement; etc.
Operations: Delivery; fraud; monitoring; reputation; payments; profits/repatriation etc.
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Intellectual Property
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• There are many simple and cost effective ways of protecting your ideas and your business.
• Intellectual Property Office•Patent protection abroad•Trade marks abroad•Designs protection abroad•Copyright abroad
• Overseas Business Risk country pages •Up-to-date information on IP in over 90 markets
• IP guides •Including Brazil, China, India, Korea and Vietnam.
• World Intellectual Property Organisation (WIPO)• Information from 184 Member States
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Bribery and Corruption
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• Bribery is illegal!
• Bribery Act• From 01 July 2011 the Bribery Act makes it an offence for commercial organisations carrying on a business in the UK to fail to prevent bribery on their behalf by employees and other associated persons.
•Guidance:http://www.justice.gov.uk/guidance/docs/bribery-act-2010-guidance.pdf •Quick Start: http://www.justice.gov.uk/guidance/docs/bribery-act-2010-quick-start-guide.pdf
• Hospitality and Promotional Expenditure• Bribery Act does not prohibit hospitality
• Reasonable and proportionate
• Facilitation payments• UK law has never exempted facilitation payments
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Organised Crime
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• UK business is at risk of being targeted and exploited by serious organised criminals.
• Overseas Business Risk country pages • Information from our overseas network on organised crime in a wide range of markets.
• Serious Organised Crime Agency (SOCA)•Works with the private sector to improve understanding of the threats faced by industry and shares information to help protect UK businesses.
• SOCA’s annual UK threat assessment describes and weighs-up threats
•SOCA website: www.soca.gov.uk
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Personnel
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• Protective security • Reducing vulnerability to terrorism, cyber attack, espionage etc.• Use a combination of measures: physical, personnel and information security • Overseas Business Risk country pages information from our overseas network on protective security issues in a wide range of markets.• Centre for the Protection of National Infrastructure, (CPNI) advice on protective security
• Information security • At the heart of security planning• Cyber crime: world’s fastest-growing crime sector• CPNI guidance documents
• Physical security
• Personnel security
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Terrorism
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• Businesses can reduce the risk to themselves, their employees and customers by remaining vigilant, being security minded and having good security measures in place.
• FCO website • Country Travel Advice
• Overseas Business Risk country page • Includes a section on terrorism threats, supplied by Government sources
• Centre for the Protection of National Infrastructure (CPNI)• Access to information about general security awareness that’s useful to businesses
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Overseas Business Risk Service
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• Governed by a Joint Advisory Group
• Members from business and ex-officio members from key government departments
• Incl. FCO & UKTI. SOCA
• Information on political, economic, and business security-related risks
• Information and advice on key markets and issues
• Links to more detailed information and services in relation to these risks
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UKTI / FCO Updates
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• Foreign and Commonwealth Office (FCO) diplomats regularly provide authoritative, clear assessments of political and economic factors in key emerging markets.
• The reports are varied and topical and aimed at helping UK businesses to identify and pursue new opportunities and manage risk.
• Further information on a range of risks related to business security, from a broad range of Government sources, is available for more than 90 countries
• Visit www.fco.gov.uk before you travel……
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De-risking Help
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FCO & UKTI - Here to help:
Commercial Diplomacy
Overseas Business Risk service
Information on countries & issues
Advice, information, customised Services
Post: In-market knowledge & contacts
Specialists: Strategic support and business experience
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Discussion
Questions please?
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www.ukti.gov.uk