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Henk Oosterdijk17 March 2011

Experiences with EBRD

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Profile Royal Haskoning

� Consultants, architects & engineers

� Established in 1881

� Independent ownership structure

� 3,400 professionals (world wide)

� Net turn over: some 360 mln. Euro

� Added value: 273 mln. Euro

� Result (Ebitda): 18.6 mln. Eur

� 11 divisions

� Worldwide offices and experience

All figures: 2009

Profile of Royal Haskoning

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Organisational structure Royal HaskoningDivisions within Royal Haskoning

CLIENTSS

patial D

evelo

pm

ent

Infr

astr

uctu

re &

Tra

nsport

Arc

hitectu

re &

Build

ing

Build

ing M

anagem

ent

&

Consultancy

Industr

ial In

sta

llations

Environm

ent

Wate

r

Build

ing I

nsta

llations

Maritim

e

Coasta

l &

Riv

ers

Royal H

askonin

g A

sia

Corporate Support Groups

Board of Management

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Offices worldwideOffices

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Net turnover by regionTurn over by region

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Royal Haskoning & EBRD

Assignments:

� Environmental Management Trainings:

� (Ballast Water) Black Sea

� Technical Due Diligences:

� Terminals

� Ports

� Framework contracts:

� Regional: Energy Efficiency Programme for the Corporate Sector (2010-2012)

� Energy Audits and Energy Management Training Programme (2007-2009)

� Energy Efficiency & Environment auditing (1999 - 2003)

� Multilateral Carbon Credit Fund (on-going)

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Royal Haskoning & EBRD

Assignments, continued:

� Water sector

� Preliminary Design and Procurement Support for Subotica Waste Water Treatment Plant, Serbia (2006)

� FOPIP Ruse, Bulgaria (financial & operational performance improvement plan) (2008 – 2009)

� FOPIP and Corporate Development Plan Plovdiv, Bulgaria (2009 – 2010)

� Constanta Concession Project Romania (2002 – 2003)

� Arges Regional Water Project - Master Plan and Feasibility Study Romania (2007 – 2009)

� Municipal Environment Loan Facility Project Management Romania (2004 – 2006)

� Municipal Utilities Development Programme (MUDP II) Romania (1995 – 2002)

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Success factors

Success factors (general):

� Local offices in EBRD’s CoO

� Local partners in EBRD’s CoO

� Long track record (> 20 years) in EBRD’s CoO

� Large number senior experts available (> 10 yrs of relevant

experience)

� Significant number of relevant & recent (< 5 yrs) project

references

� Have single contact point within your organization for EBRD

� Take knowledge of procedures of EBRD

For framework contracts:

� Covering more disciplines

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Success factors

Success factors in proposal phase:

� Use expertise from (external) network

� Form joint ventures / strategic relationships with capable

partners (national and international)

� Focus on technical proposal

� approach, expert team, references

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Success factors

Success factors in project operational phase:

� Be flexible (adjust to their schedule)

� Respond quick and adequately

� Assure continuity in expert team

� Report to the point (what Bankers like to read; not too

technical)

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Questions?

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Thank you for your attention

h.oosterdijk@royalhaskoning.com

Tel.: +31 24 3284671