Prezentacija Apostolos Papadopulos, partner Grant Thornton - III godisnji JPP samit

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Treći godišnji samit „Razvoj javno-privatnog partnerstva u Srbiji po modelu Velike Britanije",organizovali su 8. novembra u hotelu Hajat NALED, USAID i Ambasada Velike Britanije uz podršku Hipo Alpe Adria banke. Britanija je jedna od prvih zemalja koja je počela da primenjuje JPP i jedna od najuspešnijih tako da su njihovi eksperti na konkretnim primerima prikazali mogućnosti, prednosti i mane tog modela ulaganja.

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Prezentacija Apostolos Papadopulos, partner Grant Thornton - III godisnji JPP samit

  1. 1. Grant Thornton Greece Government and Infrastructure Advisory Department Profile and ServicesNovember, 2012
  2. 2. Disclaimers and Declarations  This document has been produced and issued by Grant Thornton Greece (‘GTG’), the Government & Infrastructure Advisory division.  The information contained herein is confidential and is solely for the use of the intended recipient in connection with the purpose of this document  This document is for the recipient only and should not be copied or distributed to any other person Name and Address of Advisor Contact Person Grant Thornton Greece Apostolos Papadopoulos 56, Zefirou str. Phone: +30 210 72 80 550 17564 Palaio Faliro, Fax: +30 210 72 92 186 Athens, Greece Email: apostolos.papadopoulos@gr.gt.com © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 2
  3. 3. Company’s Profile and Approach Grant Thornton Greece provides high quality services, carrying out every project in the best way possible • Grant Thornton Greece (GTG) leverages the Greek and international resources and network of Grant Thornton International (“GTI”) • GTG is a leading organization providing audit, tax and financial advisory services in the Hellenic region with € 22 mn turnover and 300 employees • GTG has a high profile track record in important PPP and Concession Projects in Greece and the South Eastern Europe • GTG is certified to the BS EN ISO 9001:2008 Quality Management System Standards in “Provision of assurance, tax business compliance and advisory services” by Lloyd’s Register Quality Assurance • GTG has a team of seasoned professionals with expertise in the areas of financial advisory services, project management, strategic & risk analysis and overall transaction management and execution • As a member firm of GTI, GTG is part of an international network of firms with a strong expertise in providing assurance, taxation, corporate secretarial, corporate recovery and consulting services, leveraging resources and know-how Combining deep regional knowledge with international-standard execution capabilities, GTG has the resources, expertise and experience in addressing services to all companies regardless of size or activity tailored to the specific needs of each one of them© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 5
  4. 4. Company’s Profile and Approach GTG supports its clients through an approach that focuses on their need for responsive and high quality advice Act as a critical Focus on friend to winning enhance quality of submission GTG’s approach Team players: Success is Timely advice dependent on the team pulling together Single point of contact: Dedicated project leader© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 7
  5. 5. The Government and Infrastructure Advisory DepartmentThe Government & Infrastructure Advisory Department offers integratedservices for delivering enduring results, true to each client’s specificsituation  The Government & Infrastructure Advisory Department (GIA-D) provides integrated consulting financial advisory services to the private and public sectors at all stages of the design and implementation of Project Finance projects  A specialized team identifies and evaluates investment opportunities, mobilizing international and domestic investors, supporting either the public or the private sector  Furthermore, the GIA-D has the appropriate expertise and offers integrated consulting services covering a wide range of clients’ needs  GIA is providing its services through 4 lines: Bidding Procurement / Specialized Services to Project Finance Financial Analysis Management Consulting public and private bodies Design and monitoring Tender Strategy in Project financial Fund management of Strategic and Concessions and PPPs analyses and modeling Business Plans Implementation of Preparation of financial Public real estate Financial structuring feasibility studies / cost and commercial offers property exploitation and planning - benefit analyses Development and Fundraising Operational Restructuring and project management of improvement refinancing investment plans Project management of Strategic and bid process and risk operational Monitoring trustee Financial evaluation performance analysis evaluation© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 9
  6. 6. The Government and Infrastructure Advisory DepartmentThe GIA-D’s comparative advantages stem from its vast experience andare “endorsed” from its remarkable achievements Comparative advantages Key achievements • Ability to manage very GIA-D’s Service Lines • GIA-D’s win rate is 57% in specific financial, risk PPP projects in Greece management and • The total construction commercial issues in cost of all the PPPs under projects Bidding Specialized consulting is ~ € 570 mn Services to Procurement public and Financial Management • Focus on the need for / Project private Analysis Consulting • Financial Advisor of the responsive and high quality Finance winning consortium bodies advice regarding the first PPP • Working experience in GIA-D’s Key Figures (Reference Year: 2012) contract in Greece that various countries came into financial close • Successful coordinating of • Refinancing of debts with a Parameters Values project teams under total budget of ~ € 300 mn particular pressure and tight Turnover €800k • Achieving true cost time limits savings in public bodies though the restructuring of • Professionals committed to Numberofprojectsunder 21 consulting supply chain (reducing clients’ needs, aligning inventory levels by 73%) incentives and objectives Capexofprojects underconsulting ~300mn • Limiting bureaucracy in • Collaborating in unlocking public bodies through the the full potential of every decrease of the lead time project Numberofpersonnel 9 © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 10
  7. 7. About Grant ThorntonThe GIA-D has a strong presence in Southeastern Europe, providing itsservices for projects which are financed by International FinancialInstitutions (EBRD/ Black Sea TD Bank) Serbia Armenia Implementation of an Development of a 7 year underground Parking Business Plan for a food station on a PPP basis industry company Albania Market analysis and business pan review for the development of Hygeia Hospital in Tirana© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 11
  8. 8. The Government and Infrastructure Advisory DepartmentThe Government & Infrastructure Advisory Department has developed asolid and unique approach in the provision of its services in PPP projects  Our approach in PPPs, acting as a Consultant to Public Private Partnership projects, is:  to create a competitive environment for the projects  to maximize the added value for the Public authority as well as the citizens (in case where we act as consultants to the public sector)  to maximize the possibilities for our client to be selected as a preferred bidder (in case where we act as consultants to the private sector) and  to prepare a tender which will offer the highest value for money relation and the most suitable risk allocation  In order to achieve this approach, GIA has strengthened the 4 subservices of the “Bidding Procurement / Project Finance” service line through the development of vertical and horizontal actions: Tender Strategy in Preparation of financial and Project management of the bid Fundraising Concessions and PPPs commercial offers process and risk evaluation Advise on the optimum Support the awarding Development of Analysis of the Payment capital structure for the authorities in all the PPP successful synergies Mechanism of the projects bid vehicle tender stages In depth review and Development of robust Identification of all the Support in the negotiation analysis of the tender financial models for PPP potential funding sources meetings documents Projects for the Projects Examination of the key Assessing the reliability of Development of the Assist in the due diligence issues in the partnership additional commercial materials (information and liaison process agreement revenues for the projects memorandum etc) Identification of the Analysis on the impact of elements that lead to be Analysis of the local and Evaluation of the offers of the risks (financial and selected as the preferred international markets the funding providers contractual) to the bidder projects© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 12
  9. 9. Bidding ProcurementBidding Procurement | Projects’ “Tombstones” Mesogeos S.A. City of Sabac (Serbia) Ministry of Economy Implementation of Solid Waste Treatment Installation and operation of security Plants, Landfills and Waste Transfer Implementation of an underground Parking systems in 12 Greek Ports through PPP Stations in 4 regions through PPPs station on a PPP basis financed by EBRD Year: 2009 | Sector: Infrastructure Year: 2012 | Sector: Waste Management Year: 2012 | Sector: Infrastructure GIA-D supports the client for the preparation of GIA-D (in collaboration with GT Serbia) supports GIA-D developed the tender documents for phase the financial and commercial offers the City throughout the whole tender process A and prepared the financial model until financial close Atese S.A. University of Thrace Hochtief S.A. Construction and maintenance of Government House for the Prefectures of Implementation of residential buildings for Implementation of building infrastructure for Achaia and Fthiotida through PPP the University of Thrace through PPP the Police Headquarters through PPP Year: 2009 | Sector: Public services Year: 2009 | Sector: Education Year: 2009 | Sector: Public services GIA-D supported the client for the preparation of GIA-D developed the tender documents for phase GIA-D supported the client for the preparation of the financial and commercial offers A and evaluated the bidders the financial and commercial offer s © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 14
  10. 10. Bidding ProcurementBidding Procurement | Projects’ “Tombstones” Depanom SA (state company) Gantzoulas S.A. Health Unit SA Implementation of two hospitals Construction and maintenance of 7 Fire Implementation of a new rehabilitation (Oncological & Paediatric) in Thessaloniki Brigades through PPP centre in Northern Greece through PPP Year: 2008 | Sector: Health Year: 2008 | Sector: Public services Year: 2008 | Sector: Health GIA-D developed the tender documents for phase GIA-D provided financial advisory services to the A, the financial model and evaluated the bidders GIA-D developed the tender documents for bidder until the financial close phase A and prepared the financial model Organization of School Buildings University of Peloponnesus Atti-Kat S.A. Implementation of 27 new school buildings Implementation of new buildings for the 25 year concession of the ex Olympic in the Attica Region University of Peloponnesus through PPP Sailing Centre venue Year: 2007 | Sector: Education Year: 2007 | Sector: Education Year: 2006 | Sector: Infrastructure GIA-D provides advisory services to the GIA-D developed the tender documents for GIA-D provided financial advisory services to Awarding Authority (Phase A and B) phase A the bidder until the financial close © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 15
  11. 11. Bidding Procurement Key Bidding Procurement Projects Analysis | Implementation of Solid Waste Treatment Plants, Landfills and Waste Transfer Stations in 4 regions through PPPs GIA-D acts as financial Project advisor to the consortium “Mesogoes – J&P –  The project refers to the design, financing, building, maintenance and operation of an integrated solid Polyeco” for four solid waste management system in the region of Western Macedonia for a period of 27 years, through PPP waste management PPP  The project will be partially financed by the European Investment Bank projects in Greece  These are the first PPP Projects which will be implemented in Greece in the waste management sector GIA-D’s role GIA – D provides financial advisory services to the consortium “Mesogeos – J&P – Polyeco” during the second phase of the tender process (submission of final financial and commercial offers). The work includes:  Review and comment on the Tender Documents  Preparation of a Bid Strategy  Project management / coordination of the legal and technical advisor teams  Analysis and evaluation of the impact of risks (financial and contractual) to the Project  Development of the financial model / Payment mechanism analysis  Evaluation of various funding options / negotiations with financial institutions  Preparation of the commercial and financial offer  Support the client during the whole tender process Outcome  GIA-D acts as project manager and supports legal and technical advisors during the negotiations with the awarding authority. The tender process is expected to be completed by the end of 2012 © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 16
  12. 12. Bidding Procurement Key Bidding Procurement Analysis | Construction and maintenance of an underground parking facility in Serbia through PPP GIA-D (in collaboration Project with GT Serbia) provides  The project refers to the design, financing, building, maintenance and operation of an underground car financial advisory services to the City of parking garage facility in the town of Sabac for a period of thirty (30) years, through PPP Sabac regarding the  The project will be financed by the European Bank for Reconstruction and Development (EBRD) implementation of an  This is the very first PPP Project to be implemented in Serbia under the new PPP law which has been in underground parking force since January 2012. The tendering process will be completed In two phases ( Phase A: Publication station on a PPP basis of the Call of expression of interest (pre-selection process) – Phase B: Publication of full tender documents and selection of the preferred bidder) GIA-D’s role The objective of the services offered by the Advisor is to provide general support to the awarding authority in order to prepare and finalize the best form of partnership and to select the most appropriate private contractors, which in the framework of a public private partnership (PPP), shall undertake the design, construction, financing, maintenance and operation of the underground parking station for thirty years. GIA-D also assists the Awarding Authority in:  Designing the Tender strategy and identifying alternative funding structures for the project finance  Developing a financial model and preparing a market sounding survey  Drafting Tender documents and the Partnership Agreement  Providing support during the whole duration of the tender process until financial close Outcome  Project is on going © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 17
  13. 13. Bidding Procurement Key Bidding Procurement Analysis | Construction and maintenance of 7 new Fire Stations through PPP GIA-D was the Financial Project Advisor of the winning consortium “Gantzoulas  The Hellenic Public Real Estate Company invited bidders to submit offers for the first PPP project S.A – Kourtidis S.A.” regarding the construction and maintenance of 7 new Fire Stations regarding the first PPP  GIA-D advised the winning consortium (Gantzoulas S.A. – Kourtidis S.A.) from the bid stage until the contract in Greece for the successful financial close of the project construction and  The Project proved to be particularly challenging since the procurement process was impacted by the maintenance of 7 new Fire Stations onset of the financial crisis  The post-financial close (NPV) of the availability payments amounted to € 25,4 million and the duration of the contract to 25 years GIA-D’s role GIA – D provided financial advisory services to the consortium “Gantzoulas S.A. – Kourtidis S.A.” during the tender process and in particular:  Proposed a tender strategy and prepared the commercial and financial offer  Developed the financial model and payment mechanism analysis  Provided project management and support during the negotiations with the awarding authority and financial institutions  Supported the client during the whole process until Financial Close Outcome  The consortium of companies “Gantzoulas S.A. – Kourtidis S.A.” was declared as preferred bidder of the project. This was the first PPP project to reach financial close in the Greek market. © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 18
  14. 14. Specialized Services to public and private bodiesSpecialized services to public and private bodies | Projects’“Tombstones” General University Hospital of JESSICA Hellenic Shipyards Patras Provision of fund management services Provision of advisory services regarding the regarding the JESSCA initiative in four Greek Provision of monitoring trustee services (in operational improvement of the General Regions through the Urban Development collaboration with the BRS department of GT Greece) University Hospital of Patras Funds Year: 2012 | Sector: Infrastructure Year: 2012 | Sector: Infrastructure Year: 2012 | Sector: Health GIA – D provides advisory services regarding the GIA – D and BRS department supervises and identification and evaluation of urban development monitors the tender process and prepares reports GIA-D provided advisory services in cooperation projects submitted to the European Commission with Unipart Group and acted as project manager HR Asset Development Fund Invest in Greece SA Regional District of Pella Provision of financial advisory services to Provision of financial advisory services Provision of financial advisory to the Region the HR Asset Development Fund /Review of a Business Plan of Pella /Development of a Strategic Plan Year: 2011 | Sector: Real Estate Year: 2011 | Sector: Infrastructure Year: 2012 | Sector: Infrastructure GIA – provides financial advisory services regarding the evaluation and exploitation of real GIA – D evaluated the viability of a renewal GIA – D proposed interventions to local authorities energy investment project (€ 1.2 bil.) and communities affected by the credit crunch estate assets © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 20
  15. 15. Specialized Services to public and private bodiesKey Specialized services to public and private bodies Projects|JESSICAAdvisor to four “Urban Development Funds” GIA-D acts as Financial Project Advisor to four “Urban Development Funds” The project refers to the provision of financial advisory services to the Urban Development Funds of North regarding the new Aegean, Eastern Macedonia and Thrace, Western Macedonia and Epirus, regarding the identification and financial instrument implementation of urban projects under the JESSICA mechanism JESSICA GIA-D provides advisory services in identifying and evaluating potential urban projects that could be financed by the JESSICA initiative GIA-D’s role GIA-D acts as fund management advisor to the UDFs. In this scope, the following services are offered: • Preparation of feasibility studies on urban projects • Evaluation of economic, technical and legal maturity of potential urban projects • Evaluation of submitted projects • Draft of loan agreements • Preparation of monthly and quarterly technical reports submitted to the European Investment Bank (EIB) • Preparation of promotional conferences and workshops on the Jessica initiative, open to local authorities as well to private investors Outcome The Project is on going© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 21
  16. 16. Specialized Services to public and private bodiesKey Specialized services to public and private bodies Projects| Provisionof advisory services regarding the operational improvement of theGeneral University Hospital of Patras (GUHP) GIA-D provided advisory Project services in cooperation with Unipart Group GIA-D in cooperation with Unipart Expert Practices implemented a pioneer project of restructuring two regarding the operational departments (Hemodynamics and Interventional Radiology) of the Rio University Public Hospital. The improvement of the GUHP project included four phases and aimed at restricting bureaucracy and restructuring the supply chain process, thus achieving high cost savings GIA-D’s role GIA-D acted as project manager and worked closely with the Unipart Expert team during the whole duration of the project Outcome The project has been successfully completed and the results are exceptional: • the lead time has been reduced by 37 days (from 12 weeks to 1 week) and the control stock has been assisted trough the reduction of the amount on inventory levels • the total cost saving during the first month of the project’s implementation has been more than € 55k, while the completion of the fourth phase will allow a reduction in the inventory’s department of ~ €1.46 mn • the most crucial benefit has been the high level of engagement demonstrated by the hospital staff in the events and the redesign of processes, which has offered them renewed energy to improve the conditions they work under© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 22
  17. 17. Specialized Services to public and private bodiesKey Specialized services to public and private bodies Projects| FinancialAdvisor to “HRADF” regarding the exploitation of real estate assets GIA-D acts as Financial Advisor to “HRADF” Project regarding the exploitation GIA-D provides financial advisory to the HRADF regarding the exploitation of public assets. More of real estate assets specifically, the work includes:  Creation of an inventory of real estate assets for further examination and exploitation  Categorizing assets according to their maturity and suitability for sale and/or commercial development  Preparation of reports for the identified assets (site details, property description, financial analysis etc.)  Financial modeling / evaluation of alternative development scenarios for all assets  Composing the portfolio of the most mature assets according to their marketability  Approach Private Investors / Participation in Investment Conferences / Roadshows  Develop the most appropriate Tender Strategy for selected assets / Preparation of Tender Documents  Supporting HRADF during the Tender Process until the successful financial close for each group of assets GIA-D’s role GIA-D works closely with the Investment Bank of Greece and provides financial advisory services regarding the exploitation /evaluation of more than 300 assets across the country Outcome  Project is on going© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 23
  18. 18. Financial AnalysisFinancial Analysis | Projects’ “Tombstones” Creta Farm S.A. Staff S.A. Angiotech, Alfa and Anco Group Development of a 5-year Business Plan – Development of a 5-year Business Plan – Development of a 4-year Business Plan – Debt restructure(€ 45 mn total debts amount) Debt restructure (€ 20 mn total debts amount) Debt restructure (€ 43 mn total debts amount) Year: 2012 | Sector: Processed Meat Year: 2012 | Sector: Clothing Year: 2012 | Sector: Medical Supplies GIA-D developed the business plan and GIA-D developed the business plan and negotiated GIA-D developed the business plan and negotiated negotiated with the banks for the debts restructure with the banks for the debts restructure with the banks for the debts restructure ELSAP S.A. Electrorama S.A. JK and Agiodinamiki Group Preparation of a restructuring business plan Development of a 3-year Business Plan – in the framework of the pre-bankruptcy Development of a 4-year Business Plan – process and insolvency Debt restructure (€ 2 mn total debts amount) Debt restructure (€ 6 mn total debts amount) Year: 2012 | Sector: Electrical Materials Year: 2012 | Sector: Medical Supplies Year: 2012 | Sector: Olive oil GIA-D developed the business plan and GIA-D provided services for protection of GIA-D developed the business plan and negotiated provided restructuring services creditors under the Greek Bankruptcy Code with the banks for the debts restructure © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 25
  19. 19. Financial AnalysisFinancial Analysis | Projects’ “Tombstones” Filippos S.A. Entechnos S.A. Charagionis Group FILIPPOS S.A. Development of Business Plan (2011-2013) Debt restructure Preparation of a restructuring business plan Conduction of agreed upon audit in the framework of the pre-bankruptcy Development of a 10-year Business Plan – procedures of the financial statements process and insolvency Debt restructure(€ 150 mn total debts amount) Year: 2011 | Sector: Construction Year: 2012 | Sector: Construction Year: 2012 | Sector: Real Estate GIA-D developed the business plan based on a GIA-D provided services for protection of GIA-D developed the business plan based on a debt restructuring model creditors under the Greek Bankruptcy Code debt restructuring model © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 26
  20. 20. Financial AnalysisKey Financial Analysis Projects| Refinancing services to Creta S.A. GIA-D acted as Financial Project Advisor to “Creta S.A.” regarding the preparation Grant Thornton provided financial advisory to “Creta S.A.” (the largest company group in the meat and deli of a business plan and meats sector in Greece) regarding the preparation of a five year business plan and the refinancing of a ~€ refinancing of existing 45 mn existing Debt. More specifically, The work included: debt  Evaluation of the client’s financial condition  Preparation of a Debt restructuring financial strategy plan  Development of a financial model  Risk and sensitivity analysis  Business plan development  Cash flow analysis  Preparation of an Information memorandum for Financial institutions  Negotiations with Financial Institutions GIA-D’s role Grant Thornton provided financial advisory services regarding the preparation of a five year business plan and refinancing of existing debt Outcome  Project was successfully completed© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 27
  21. 21. Financial AnalysisKey Refinancing Projects| Business Plan and Refinancing services to StaffS.A. GIA-D acted as Financial Project Advisor to “Staff S.A.” regarding the preparation GIA-D provided financial advisory to Staff S.A. regarding the preparation of a 5 year business plan and the of a Business Plan and refinancing of a ~ € 20 mn existing Debt. More specifically, The work included: refinancing of existing  Business plan development debt of ~ € 20 mn  Evaluation of the client’s financial condition  Preparation of a Debt restructuring financial strategy plan  Development of a business plan  Preparation of an Information memorandum for Financial institutions  Evaluation of alternative funding options  Negotiations with Financial Institutions GIA-D’s role Grant Thornton provided financial advisory services regarding the preparation of a five year business plan and refinancing of existing debt. Outcome  Project was successfully completed.© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 28
  22. 22. Management ConsultingManagement Consulting | Projects’ “Tombstones” Euroterm CJSC Rural Broadband Pango SA Development of a 5 -year business plan on Preparation of Implementation studies on the expansion of a controlled parking Development of a 7- year Business Plan Broadband Development in Greek Rural services company to Greek Municipalities for a company producing juices and Areas through PPP (total capex: € 200 mn) (total capex: € 1.5 mn) preserves (total capex: ~ € 4 mn) Year: 2011 | Sector: Infrastructure Year: 2011 | Sector: Public Services Year: 2012 | Sector: Beverages GIA-D developed the business, marketing GIA-D developed a business plan in the scope of GIA – D prepared the materials (cost benefit analysis, and sales plan of the expansion receiving financing by the Black Sea TD Bank tender doc) for the project’s implementation Hygeia Hospital Tirana Malamatina Group Depanom SA Business Plan analysis on the development of a new general hospital in Tirana (total Preparation of an Outline Business Plan capex: ~€ 60 mn) with the scope of Preparation of four business plans – on the Case on the development of a new Hospital receiving financing by EBRD and the Black Water and Winery sector- for attracting in Preveza through PPP (total capex: € 30 SEA TD Bank strategic investors (total capex: € 18 mn) mn) Year: 2010 | Sector: Health Year: 2009 | Sector: Beverages Year: 2007 | Sector: Health GIA-D produced the business plan of the hospital, GIA-D prepared the business, marketing and GIA-D provided the business and implementation and analysed the market and the risks sales plan on the expansion to foreign markets analysis on the development of the hospital © 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 30
  23. 23. Management ConsultingKey Management Consulting Projects| Preparation of a Business Plan forthe Euroterm CJC in Armenia GIA-D provided financial Project advisory services to GIA-D provided consultancy services in connection with the preparation of a seven (7) year business plan “EUROTERM CJSC” for “EUROTERM CJSC” (a company, manufacturer of juices and preserves). The business plan was regarding the preparation submitted to the Black Sea Trade and Development Bank and evaluated in the scope of being granted of a seven year business financing plan GIA-D’s role The Business Plan addressed the following issues: • Company Presentation • Market analysis • Technical feasibility, raw materials availability, available human resources • Management team and organization • Strategy plan • Financial analysis and development of a financial model • Marketing and sales plan • Analysis of funding requirements • Risk assessment and sensitivity analysis Outcome • Project was successfully completed© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 31
  24. 24. Management ConsultingKey Management Consulting Projects| Business plan review and marketanalysis for the Hygeia Hospital in Tirana (HHT) GIA-D provided financial Project advisory services to Black • The Management of the Black Sea Trade and Development Bank considered to finance the completion Sea Trade and of the HHT project of the private company “Hygeia Hospital Tirana” of the Hygeia Group Development Bank regarding the review of a • The Project involved the construction and operation of a five floor 25,000 m2 hospital in Tirana, Albania business plan for the HHT • Within this context, the Management of the Black Sea Trade and Development Bank asked for an advisory opinion on the analysis of the market and the review of the Project’s initial business plan GIA-D’s role The work included the following issues: • Secondary analysis of the Albanian Health Care market • Business Plan review • Operational plan review • Analysis of capital expenditures, depreciations etc. • Risk analysis • Preparation of reports to the Black Sea Trade and Development Bank Outcome • Project was successfully completed© 2012 Grant Thornton Greece | Government and Infrastructure Advisory Department – Profile and Services | November 2012 32

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