Accessing the aid procurement market.

• Author: Taupiac, Catherine

It can be difficult and time-consuming to get a foothold in the aid procurement market. In this article we offer practical guidelines for development country enterprises on overcoming some of the most commonly faced obstacles to entry into this complex market.

The United Nations (UN) and other international aid organizations are committed to procuring more goods and services from companies in developing countries, as long as their products meet the required standards of quality and price. While accessing this market requires an investment of resources, opportunities are available for competent and determined enterprises.

At the outset, firms should expect to spend at least 1% of contract values on preparing a bid. Bid preparation should follow a clearly defined strategy, taking into account all available information, such as the barriers to entry and market needs. With this in mind, companies can avoid a number of pitfalls by following a methodical approach and considering the following points.

Research and target your market

Not all agencies require the goods and services you sell. Before initiating contact, make sure that the items you sell in the markets where you currently operate correspond to the needs of aid agencies. It is also worthwhile to spend time identifying market sectors with less competition; those which present the greatest possibility for success.

Information on the procurement requirements of UN agencies can be found in the General Business Guide for Potential Suppliers of Goods and Services, published by the Inter-Agency Procurement Services Office (IAPSO -- part of the United Nations Development Programme). Information is also available online from IAPSO's web site http://www.iapso.org (go to "supplying the UN" and "Publications"). This guide provides basic facts about the procurement activities and requirements of all UN organizations, including contact details.

To obtain more information about the required characteristics of products, visit the web sites of the supply departments of the corresponding agencies. Some may display electronic catalogues with descriptions of the standard products they procure. For example, the United Nations Children's Fund (UNICEF) supplies a catalogue (http://www.supply.unicef.dk/Catalogue/cataloguehome.htm). Alternatively, visit the local agency offices where hard copies of the catalogues are often available.

You can also find updated information on specific projects and programmes of...