This document discusses corruption in tendering processes and presents strategies to improve transparency. It begins by introducing Robert Klitgaard's work on corruption and then discusses tendering terminology and common practices. Examples of bid selection are provided. Classic pitfalls in tendering are outlined as well as a proposed competitive tendering model called TASSILI that aims to enhance transparency and process improvement. Overall, the document focuses on strategies for reducing corruption and increasing fairness in public procurement through tendering reforms.

1. Mehdi Mahfoud

2. ”َّ‫ن‬ِ‫إ‬‫ي‬ِ‫ف‬ ‫ا‬َ‫م‬ ُ‫م‬َ‫ل‬ْ‫ع‬َ‫ي‬َ‫و‬ َ‫ث‬ْ‫ي‬َ‫غ‬ْ‫ل‬‫ا‬ُ‫ل‬ِّ‫ز‬َ‫ن‬ُ‫ي‬َ‫و‬ ِ‫ة‬َ‫اع‬َّ‫الس‬ُ‫م‬ْ‫ل‬ِ‫ع‬ ُ‫ه‬َ‫ند‬ِ‫ع‬ َ‫ه‬َّ‫ل‬‫ال‬
‫ي‬ِ‫ر‬ْ‫د‬َ‫ت‬ ‫ا‬َ‫م‬َ‫و‬ ‫ا‬ً‫د‬َ‫غ‬ ُ‫ب‬ِ‫س‬ْ‫ك‬َ‫ت‬ ‫ا‬َ‫اذ‬َّ‫م‬ ٌ‫س‬ْ‫ف‬َ‫ن‬ ‫ي‬ِ‫ر‬ْ‫د‬َ‫ت‬ ‫ا‬َ‫م‬َ‫و‬ ِ‫م‬‫ا‬َ‫ح‬ْ‫ر‬َْ‫اْل‬
َ‫ه‬َّ‫ل‬‫ال‬َّ‫ن‬ِ‫إ‬ ُ‫وت‬ُ‫م‬َ‫ت‬ ٍ‫ض‬ْ‫ر‬َ‫أ‬ِّ‫ي‬َ‫أ‬ِ‫ب‬ ٌ‫س‬ْ‫ف‬َ‫ن‬َ‫ع‬ٌ‫ليم‬ٌٌ‫ي‬ََِِ“
‫الٌحيم‬‫الٌحمان‬‫اهلل‬‫بسم‬
‫العظيم‬‫اهلل‬‫صدق‬
‫لقمان‬ ‫سورة‬:‫آية‬34

3. ‫؟‬ ‫الوظيفة‬
‫العلمية؟‬ ‫الخلفية‬
‫أو‬ ‫العطاءات‬ ‫مجال‬ ‫في‬ ‫الخبرة‬
‫العروض؟‬
‫اإلسم؟‬
‫تاسيلي؟‬ ‫من‬ ‫تتوقعه‬ ‫الذي‬ ‫ما‬
‫نفسك‬ ‫لنا‬ ‫قدم‬ ‫فضلك‬ ‫من‬َ!!

4. Robert Klitgaard on Corruption in tendering process

5. At contract awarding!

6. After!

7. Justifying Tender benefits to all stakeholders
Point of view!

8. Tender
An offer, usually in writing, to execute work or
supply goods or services at a stated price, and
under stated conditions.

9. Common terms
RFQ : Request for Quotation.
RFP: Request for Proposal.
RFT: Request for Tender.
RFI: Request for Information.
EOI: Expression of Interest.

10. How do you usually initiate your tendering Process?

11. Business Case / Feasibility Study

12. Time Quality
Pricing
Experience
Technical Capability
Delivery time
Availability
Legal Terms
Degree of control over strategic
resources
Strategic partners
Service/Product/Equipment Reliability
Safety policies
Management system
Bid Selection
Criteria

13. Example A
You desire to buy a brand new Car and you receive the
following three bids, by chance all bids are at same
price, Bids are:
1. Hyundai Sonata LYD25000
2. KIA Optima LYD25000
3. Nissan Altima LYD25000
Which bid would you choose?

14. Example B
You are required to purchase Libyan “sweet crude oil”
acting on behalf of a refinery in China, you have
received the following prices per barrel from NOC,
Bids are:
1. Elsharara 43.1 $67
2. Melita 41.6 $64
3. Sirtica 42.2 $58
Which bid would you choose?

15. Example C
You are required to purchase a central AC unit for
Nafoura Oil field, you have received the following,
Bids :
1. Carrier LYD2.3M
2. LG LYD1.8M
3. WWH LYD2.1M
Which bid would you choose?

16. What was your selection criteria?

17. Classic pitfalls
• It’s all about (Cost, Time and quality),
• hastening prequalification,
• Effective selection criteria Vs. Flexible selection
criteria
• Tender urgency Vs. Tender efficiency,
• trusted approved list of providers?
• Historical data,
• Will fix it on the next one!
• It’s all about the right provider!
• It’s all about the output!

18. Common Practice!
Service
Requirements
Produce
Specification/B
rief
Advertise the
Service/Supply
Receive
Expressions of
Interest
Shortlist
Providers
Issue
Invitation
to Tender/
Quote
Receive
proposals
Evaluate
proposals
Clarification
with first
choice
Award
Contract
Start
Contract
Manage
Contract

19. The higher process maturity, the less Tendering
challenges!
Service Provision?
Functional benefit
Process/System ?
Organization benefit
Tendering is NOT Shopping !!!
Or is it?

20. TASSILI Competitive Tendering Model
BEFORE AFTERDURING
Corporate
Strategies
SELECTION
X2 X3
Entry Criteria
Exit Criteria
X1 X4
Tendering PM

21. Before you seek quotations or tenders !!
Business
Case
Competition
Strategy
Project
Plan
What could we do? How could we do it? What is our plan?
BEFORE
Competitive Tendering Process
Why ? How? What?

22. Seeking quotations/tenders
Procurement
Strategy
Specification
or Brief
The
Competition
*External Bids
*In-house Bids
Evaluation
How do we go about it? What do we want? Let’s see what is on offer?
DURING
Competitive Tendering Process

23. After you have selected a provider
The Client Side
Contract
Management
Implementing
the partnership
Are we set up to manage it? Let’s manage it? Let us see how well we did?
(Documenting lessons learned)
AFTER
Competitive Tendering Process

24. • A tendering framework to enhance transparency and lower fraud.
• Process oriented system (continuous improvement)
• Easy to implement and Maintain in considerably short time
• Converting conventional Tendering process into a PLC.
• Tailored to PM thinking and Methodologies (IPPM).
• Stage gate planning oriented (road map - go/no go).
• Entry and exit criteria for every tendering stage X1, X2, X3,X4
• Involvementof PMO and top management
• Availability of Performance Measures at every stage
• Organizational benefits represented along the process.
Why TASSILI Competitive Tendering Model?

25. Questions & Discussion
?