# Presentation: 411386

## Banking on Development

- Corporate Approaches to the MDB Market
- Time, Resources, and Organization

- Diane M. Willkens
- President and CEO
- Development Finance International, Inc.
- 301 986-1226    www.dfintl.com

## SME Approach to MDBs

- © 2006 Development Finance International, Inc.

## SME Approach

- Resources

**SME Approach**

- Focus

-       Network

- _Strategy_

- © 2006 Development Finance International, Inc.

## SME Approach

-  Mgmt. _and_ lead staff
- Time, attention, funding

- Focus:

-         Network

**SME Approach**

- _Strategy_

- © 2006 Development Finance International, Inc.

## SME Approach

-    Mgmt. _and_ lead staff,
- Time, attention, funding

_***Narrow***_ Focus:
-    Countries, Projects
- 6 – 24 months

-         Network

**SME Approach**

- _Strategy_

- © 2006 Development Finance International, Inc.

## SME Approach

-    Mgmt. _and_ lead staff,
- Time, attention, funding

_***Narrow***_ Focus:
-    Countries, Projects
- 6 – 24 months

_***Leverage***_ Network
-  MDB SCOs / staffs
-  US Embassies
-  American Chambers
-  Advocacy Center
-  US Trade and
-  Development Agency

_**Budget Est.:  $ 50 K - $100 K / yr**_

**SME Approach**

- _Strategy_

- © 2006 Development Finance International, Inc.

## SME Approach

**       ****6****	****           12           18**
**    ****Tender Timing (months)**

**Complexity**
**Low                 High**

**$2M**

**$1M**

** ****$3M**

-  Position
-  Practice
-  Debrief / Learn
-  Project Intelligence
-  Bid Team
-  Perform
-  Replicate

**SME Approach**

- _Pursuit_

- © 2006 Development Finance International, Inc.

## Large Global Company

- © 2006 Development Finance International, Inc.

## Large Global

- Asia

-       LA

- Russia/CIS

-    EME

-   Africa

- Int’l VP

**Countries**

**Countries**

**Countries**

**Countries**

**Countries**

**Large Global**

- © 2006 Development Finance International, Inc.

## Large Global  

- Asia

-       LA

- Russia/CIS

-    EME

-   Africa

- Int’l VP

**Initial Key**

**Initial Key**

**Initial Key**

**Initial Key**

**Initial Key**

**Large Global  **

_**Initial Key Country Targets**_
**    ****-  Capability**
**    ****-  Relationships **
**    ****-  Prospective MDB pipeline**

- _Program start-up_

- © 2006 Development Finance International, Inc.

## Large Global

- Asia

-       LA

- Russia/CIS

-    EME

-   Africa

- Int’l VP

- Program lead

**Large Global**

**  ****Assign corporate and regional program responsibility**
**  ****Recruit / train key country leads**

**Initial Key**

**Initial Key**

**Initial Key**

**Initial Key**

**Initial Key**

**Corporate Champion**

- © 2006 Development Finance International, Inc.

## Large Global

- Asia

-       LA

- Russia/CIS

-    EME

-   Africa

- Int’l VP

- Program lead

-  Assess: Qualified leads
-  Prioritize w/ project pursuit plan and oversight
-  Align with Marketing / Sales
-   Program measurements / quota
-   Internal corporate campaign

**Large Global**

- _Operational_

**Key Countries**

**Key Projects**

- © 2006 Development Finance International, Inc.

## Large Global

- Asia

-       LA

- Russia/CIS

-    EME

-   Africa

- Int’l VP

- Program lead

**Large Global**

**Key Countries**

**Key Projects**

-              Integrate Corporate
-           Systems and Functions

-  Executive champion
-  Sales / Marketing
-  Government Affairs
-  Public Affaris
-  Legal
-  Product Development

- © 2006 Development Finance International, Inc.

## Large Global

|  |  |  |  |  |
| --- | --- | --- | --- | --- |
|  |  |  |  |  |
|  |  |  |  |  |
|  |  |  |  |  |

- Product Line

- Product Line

- Product Line

_**Opportunity**_

- 6 		       18	             36		Tender Timing (months)

**Large Global**

- _Product Strategy_

- © 2006 Development Finance International, Inc.

## 3-Year Ramp  

**  **Map bilateral, regional donor monies
-   Integrate partnership / NGO strategy
-   Create customer demand – funding options

**3-Year Ramp  **

- _Build-out_

- © 2006 Development Finance International, Inc.

**Goals**

## SCO Panel 

- Questions & Answers

**Banking on Development**