Find in these article business opportunities about the African market on Deepbloo. In Africa,3 524 opportunities were published since January and 1 408 are live tenders are available now (379 tenders will expire in less than one week).
Among all our business opportunities, 60 opportunities are related to substations. For example: 132 KV SST Ethekwini Metropolitan Municipality in RSA with ESKOM / HV SST in Egypt with EETC / Transmission lines & SST in Nigeria with TCN, ect…
There are quite a lot of interesting RFQ’s (around 35) for services on Transformers (repair, Oil cleaning, commissioning, etc…) in South Africa, Kenya, Senegal, ect…
The number of live opportunities with following scope of work in Africa are:
Construction / CW / Installation: 600
Cables / line / connectors: 120
Energy storage : 60
Off-grid-solar : 40
In Renewables in Africa, 40 tenders are related to solar energy and off-grid sector. Some of them are:
Development of Solar Hybrid Mini Grids for Rural Economic Development (minimum subsidy tender – Phase 1 (4 lots) in Nigeria from WB
Development Of Solar Hybrid Power Systems For Universities And Teaching Hospitals in Nigeria from Rural Electrification Agency
Supply And Installation Of Photovoltaic Kits For Electrification Of Households In The Communes Of The Province Of Ifrane in Morocco and Electrification Of Households Not Electrified By Solar Panels And Accessories To The Municipality Of Bouyablane in Morocco
And much more with RFQ on 13 Mini Photovoltaic Networks In Niger / RFQ related to Establishment Of Green Houses With Solar-Powered Drip Irrigation Kits in Malawi / solar lighting system in various countries
In energy storage, around 60 tenders are related to batteries.
Interested in business opportunities in Africa? Join us and access to all tenders from the energy sector.
Professionals working In control & protection (grid automation systems, C&P Panels, protection relays…) would be interested by two major types of business opportunities:
Business opportunities with main scope of work in control & protection
Turnkey substation projects as they include almost always a grid automation scope of work.
Business and energy opportunities with main scope of work in control & protection
On Deepbloo, in the category Control & Protection will appear all tenders and business opportunities in energy. It can include the following key words: Panels, relays, switchboards, C&P Panels, protections, panel boards, electrical cabinets, control automation, grid automation, reclosers, arc fault protection.
In theses business opportunities the end-client will be the direct client. Therefore, access to these tenders or requests for quotation enables professionals to have an opportunity
Since January 2019, the trends are: Around 70 tenders on protection relays have been published – 35 are now still live.
Numerical Distance Protection Relays For 330Kv Transmission Lines with TCN in Nigeria
132 KV and 33 KV transformer control/protection panels from TCN in Nigeria
5 or 6 Motor protection relays opportunities mainly in India and Bangladesh
3 Feeder protection relays opportunities but requiring ABB make are still not expired
It is notable that Russia,Ukraine & CIS do have quite some protection relay opportunities. Indeed, they have protection relay tender in Kyrgyzstan, Tajikistan, differential protections in Russia. Following tenders in Russia are still live:
The tender “Maintenance, Repair And Operation Of Relay Protection And Automatics, Control Systems Of Electrical Equipment, Power Supply Systems Of Technological Equipment At The Facilities Of Fsue “Ghk ” (Industrial Territory)”
Electrical Installation Works On Relay Protection Of Elements Of Substation-2, Works On Power Supply Of Cells Of The Pp 2.4 And Commissioning Works In Gpp-2, 4, 5
In Oman, there is currently an opportunity with Muscat Electricity Distribution Company S.A.O.C for the replacement of protection relays.
Other opportunities in grid automation
The following interesting opportunities need to be checked out:
33Kv Feeder Control Panel and 132Kv Transformer Control/Protection Panel from TCN in Nigeria
In Smartgrid, there is an invitation to bid for Implementation of Smart Grid in Ukraine
4 tenders for Supply And Delivery Of Various Mechanical Spare Parts Of Perkins 100Kw For Mini Grid in Philippines may have some automation devices in their scope of work
Business opportunities coming from turnkey substation jobs
Grid automation equipment manufacturers and system integrators shall carefully follow tenders on turnkey substations job. They also shall contact main EPC’s as soon as opportunities are released on the market. A large part of these tenders include a scope of work related to automation (Control & Protection panels, relays, control system). Contractor bidding to the end-user will need to liaise with automation professionals to make a proper quote.
In Africa, from Jan 2019, around 60 HV or MV Substations-related tenders have been released mainly in Egypt (EETC), South Africa (ESKOM and Municipalities), Morocco (ONE), Nigeria (TCN), but as well in Ghana, Ethiopia, Mozambique…
In india, there is a huge market. More than 500 opportunities with turnkey Substation jobs have been published since the beginning of the year
NME market is quite dynamic as well with substation jobs in Jordan, Iraq , UAE, Oman and Lebanon. For example:
In Lebanon, the tender for Expansion Of Deir Nbouh & Deir Amar Substations has a deadline the 18th of june 2018
For Oman, Upgrading Of Wadi Al Tayeen Primary Substation To 2X20 Mva With 33Kv And 11Kv Feeders has a deadline the 4th of June 2019
In other asian countries, around 100 opportunities exist mainly in Vietnam, indonesia, Bangladesh
How to work with EPC’s as partner
Any professional knows how hard is it to work with EPC’s to win these markets. The key of the success is in the combination of various efforts:
Products (protection relays, systems…) shall be presented to the end-user and not only to the ultimate decision-makers. Shall be presented to the engineers team as there are the ones who are writing the details specs of a tender. The best you can do is to organize a Technical Days session and invite professionals from TSO and DSO. Key point is at this stage to ensure that at least the specs are not requiring features or performances which will de facto disqualify your solutions. Is there is a best way to do that than presenting your solutions to the engineering team of the end-user?
Prepare offer to EPC’s with anticipation and track them ! “Shooting” an offer is not enough, offer shall be discussed, negotiated with the EPC. You need to bet on the right horse and to do this, history record of won substations in the past months/years is a good indication. Strategically, the best way is to “break this supplier-customer relationship” between you and the customer to turn into into a partner relationships.
How to do this?
Distinguish local scope (commissioning, installation and maintenance)and see with customer if this scope could not be handled by the EPC team or end-user.
This shall contribute to drastically reduce the costs (you could save in man-hours, flight… around 30% of a local scope which is around often 15% of global scope) – this means you could reduce around 3% on your selling price.
Propose a training for free to the customer team. This investment is worth it as this will create a special relationships and create an interdependence between the partners
Define a ramp-up program to transfer the knowledge to the customer to mitigate the risks
Propose options! Your customer is an EPC but has as well a panels workshop ? The end-user has a facility to integrate panels? Propose this!
This will reduce your scope of work and global selling price. It maybe challenging in terms of Division of work but it will increase local content which in many cases is a strong differentiator, increase competencies of the team of your customer and most importantly, you are creating a business model which works. To change this, EPC and end-users will have to think twice.
April was an important month as we have released the new version of our Business function. This new feature allow Deepbloo to display around 15 000 tenders and business opportunities coming from around 5000 public and private organizations in the energy sector as well as opportunities from other sectors when they include a scope of work related to the energy.
The key stats on Deepbloo for April are:
26 711 energy tenders published in the last 30 days and 6092 published in the last 7 days
More than 14 000 live energy tenders
Since january 2019, the total number of tenders (including expired tenders) related to the energy market published on Deepbloois 38 446.
As example, the number of tenders including the following keywords in their description and/or title is a following:
Rural electrification / off-grid / mini-grid/etc: 370 business opportunities
Solar: 600 business opportunities
Electrical substation:switchgear: 1095 business opportunities
Protection relays and C&P Panels: more than 500 business opportunities
Cables: 1000 ’s of LV/MV/HV cable opportunities
Energy storage: more than 1500 business opportunities
There are just a few insights, if you want to have stats on other equipment/services, just contact us. In terms of number of opportunities in energy sector per region, the figures are
Africa : 3183
America : 4954
Asia : 3373
Europe : 3984
India : 19676
Near & Middle East : 1406
Pacific : 55
Russia and CIS :2191
Note 1: If number of tenders has drastically reduced due to election the past few months, India is still the region where we do have highest number of business opportunities with around 6000 live tenders making India the largest market for the energy sector on Deepbloo.
Note 2 : A few interesting tenders on turnkey substations are out in the market in Ethiopia, Nigeria… There are mainy 220 KV substations with complete scope and approaching right now the EPC’s usually working in the region wherever they are from India, NME or Europe is definitively the right thing to do.
Number of live tenders including following scope of work
Below are the number of LIVE tenders (not expired) which have a scope of work related to the categories (please note that a tender may appear in different categories if it includes various scopes of work):
Construction/CW/Installation: all tenders with a scope of electrical installation work or installation of equipment such as transformers. This category includes as well turnkey substations, construction of power plants, overhead lines construction….4577 Lighting –all lamps and lighting systems: 4211 Cables/Lines/Connectors include as well poles, connectors, busbar systems, cable accessories, overhead lines and connection devices: 1769 Control & Protection: this is a vast category including Control & protection panels, protection devices such as relays and the control automation system as well as other control systems and equipments: 1430 Turnkey SST: There are HV AIS Substations (440/ 330/220 KV) as well as MV switchgear: 1269. Only very few GIS Substation opportunities have been identified
Generation: includes generating sets , turbines… and equipment in co-generation, wind power, steam, solar energy, ect…: 947 Energy Storage: this includes batteries, accumulators charging devices, turbocharger, ect…: 589 Transformers: 445 Hydro/Thermal/Wind: 270 Cooling System: 242 Meters: voltmeters, energy meters, electricity meters, etc… 195 Panel/Board: 168 Solar – includes solar panels and installation and most of the time will propose as well offgrid opportunities (rural electrification, micro-grid): 160 Fire fighting system: 132 Circuit breakers: 123 Switches/capacitors/insulators/Surge arresters/critical power systems/instrument transformer/…: 330
Note: We classify energy tenders by categories using keywords. When some key words are identified in the title or description of a tender, we assume that such tender includes a scope of work related to a category in relation with such a keyword.
For example, if a tender includes the following words: “Batteries”, “Energy storage”, “accumulator”, “ Battery”, “Supercharger”, “turbocharger”, “charger”, storage devices”, “loaders”, “battery-powered”, “storage system”,etc… this tender will be considered as including a scope of work related to batteries.
Energy professionals community
Around 1 200 energy professionals have joined us since the 1st of January 2019 and bring the Deepbloo community to a global number of 1 900 energy professionals. Global stats on our community are:
A large part of our community is working in sales & tendering and Business development as Sales Director / CEO / Owner as we intend to gather as many decision makers as possible
We do have quite a lot of members from major Group such as Larsen & Toubro / General Electric / Siemens / Schneider Electric / Engie with decision-makers and sales directors from these companies currently on Deepbloo
The month of April has seen 265 new members joining the Deepbloo community mainly working in turnkey Substation and HV/MV Lines/ cables from Canada, India, France, Spain, Saudi Arabia, Dubaï…
These professionals are likely to be interested by turnkey substation tenders and business opportunity as well as by manufacturers able to provide the proper commodities and services.
Energy business is one of emerging sector. One of our request, may be energy tenders. As energy professionals, typing “offgrid” on my search bar to find tenders, my intention is not find “offgrid” tenders only but as well “microgrid”, “minigrid” … opportunities. So, how to find relevant energy tenders for energy business in the same place?
Any professional in energy sector working in management position, sales, strategy or business development spends a considerable amount of time to chase new tenders and business opportunities in its own market. A tender is an opportunity and a won tender is Sales.
Understanding the resquest
The ideal scenario is obviously when we manage to be aware of a tender a long time before it goes actually out. In that case, we had time to cook it. Moreover, we could support the customer to write the technical specifications. But this does require not only a strong customer intimacy but also to invest time on the long run. All this without 100% certitude on the results and to have a technical legitimacy. Moreover, many customers are not allowing this. For public customers that is, in many cases, simply impossible (legally , internal code of ethics…).
Therefore, this ideal scenario does not happen every day. In most of the case, we can actually identify a tender when it is already out in the market. And, to identify a tender, going to a dedicated tender platform is one of the best way. For a few days now, the energy platform Deepbloo is now proposing tenders in Transmission, Distribution, Generation Renewables, Offgrid, etc… But only energy tenders for energy professionals.
There are already quite a lot of tenders platform out there. Their main goal and challenge is to cover as many tenders sources as they can. In order to be exhaustive to ensure to their members that their will actually find what they are looking for. This is for the quantity. The other challenge is on quality: how to make sure that energy professionals will actually find the tenders they are searching for?
Energy tenders in the same platform
You can have thousands of tenders on Substation turnkey projects but if your members can not find them properly, that make things complicate. The difficulty is that users will always type different words to find them. They may type: “SST” “Switchyard”… with the intention to find a tender for HV substations. And, that is just an example among hundred of possible cases. If the results they get are only the ones corresponding to keywords they have typed, there will always be a huge gap between what they were looking for and what they have actually found.
Deepbloo has been created by energy professionals for energy professionals. Because it is a dedicated energy platform, we believe that we are able to understand the intent of our members: not what they type but what they are looking for and there is a huge difference. We know that a professional typing “offgrid” is most probably interested to get “microgrid” or “minigrid” opportunities.
We have worked with Energy consultants to be able to fine-tuned our search engine. It tries to detect what could be the intent of our users whenever they search for an opportunity on the energy platform Deepbloo. Then, the algorithm and search engine we use enable us to propose what we believe they are looking for. But this is not perfect and will never be, that is why we are continuously improving it to offer to our members the best experience.