Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
MUKESH GUPTA
NIPEKSH BIRBIAN
NAVREET GUGNANI
Turnkey projects
Supply Contracts
Civil works
Steel structural work
Erection of utility
equipment
Projects for building
dams, bridges, airports,
railway lines, roads and
bridges, apartments,
office complexes,
hospitals, hotels, and
desalination plants
Services contracts,
involving provision of
know-how, skills,
personnel and training are
categorized as consultancy
projects
Examples are project
implementation services,
management contracts for
industrial plants,
hospitals, hotels & oil
exploration
Energy
Electric
Thermal
Natural Gas & Oil
Industry
Metals & Minerals
Chemicals/ Petrochemicals, fuels, fertilisers,
pharmaceuticals
Social Infrastructure
Education
Urban Development
Housing
Health & Population
Water Supply & Sanitation
Environment
Non conventional sources
Consultancy
CRITERIA
2008-09
2007-08
Export
Contracts
Value (Rs Cr)
568
198
13530
7945
Countries
64
64
Exporters
174
198
52
16
Construction
Turnkey
Consultancy
Supply
491
5%
28%
Construction
Turnkey
Consultancy
2%
Supply
65%
Consultancy
Value(Rs Cr)
3500
3000
Transport &
Communication
2500
Social Infrastructure
2000
Multisector
1500
Industry
1000
Environment
500
Energy
0
1998-99
19992000
2000-01
20001- 2002-03
02
An analysis for loss of bids, carried out by EXIM India, reveals uncompetitive
price as the principal reason for loss of bids. Out of the 794 bids, 371 bids
valued at Rs. 43,821 crores were lost due to price which constituted 47% in
terms of number and 59% in terms of value of the total bids lost during the
decade (1990-2000).
Indian bidders are placed in the category of the ten lowest bidders but
contracts have been lost on an average with a price difference of 10% to 25%.
Some bids were lost despite Indian bidders being lowest or at second lowest
rank (with 1% to 5% price difference) due to competitors advantageous
position in terms of the influence wielded with project authorities to secure
the contracts especially those that were funded from the buyers own
resources.
The dominant role of uncompetitive price as a reason for loss of bids suggests
that Indian project exporters need to structure their bids more carefully on
the basis of rigorous planning including accessing detailed advance
information on the projects and developing strategies for sourcing of project
components.
The financial packages available from the Indian financial system are at
times considered not to be competitive enough. Exim India has also
compiled data, where Indian companies were unable to pursue business
opportunities due to lack of attractive financial packages. Stiff
competition is offered by other countries, including Chinese and Korea,
who arrange financing at more competitive terms.
ECGC charges of premium for counter guarantees and risk insurance,
being higher than the Competitors, affects adversely the cost
competitiveness of Indian Project Exporters. An analysis of proposals of
value more than Rs. 100 crores received during the last year, i.e., October
2001-September 2002 establishes that 38 such proposals of value
amounting to Rs. 9000 crores covered only 17 countries and 14 exporters.
ECGC is considered to have limited risk taking capability to support
large value project exports, e.g. infrastructure projects overseas BOT,
BOO projects and projects in marginal risk countries.
The world market for power projects is dominated by few worldrenowned large integrated electrical engineering companies which acts
as an entry barrier for Indian companies.
France
Japan
Norway
U.K.
USA
Russia
Holland
Switzerland
Sweden
Kuwait
Muscat
UAE
Saudi Arabia
Iraq
Iran
Algeria
Oman
Ethiopia
Cameroon
Tanzania
Singapore
Hong-kong
Sri-lanka
Korea
Indonesia
Pakistan
Malaysia
Laos
persons
in
about
5000
STRENGTHS:
professional competence
low cost structure
diverse capabilities
high adaptability
quick learning capability of Indian consultants
WEAKNESSES:
MARKET UNDERSTANDING
1)
PROMOTION
2)
Tax benefits,
identify and empower a nodal agency for sustainable
promotion of Indian consulting business and
developing closer ties with bilateral and multilateral
institutions
FOCUSED MARKETING
3)
QUALITY ASSURANCE
4)
THANK YOU!