HVO Specialists Presentation


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De-risking international projects presentation from High Value Opportunities event on 1 November 2011.

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  • Slide 25: UKTI UK Trade & Investment (UKTI) works with UK-based businesses to ensure their success in international markets, and encourage the best overseas companies to look to the UK as their global partner of choice. UKTI combines the expertise of professional trade and industry advisers in the UK alongside a global network of experts based in British diplomatic offices overseas, giving you access to a well-connected presence on the ground.
  • HVO Specialists Presentation

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