Request For Proposal-Provision of Sales and Marketing Training Consultancy for Vision Fund

1.0 WORLD VISION BACKGROUND

World Vision is a global Christian relief, development and advocacy organisation dedicated to working with children, families and communities to overcome poverty and injustice. We serve all people, regardless of religion, race, ethnicity, or gender. For more than 40 years, World Vision has partnered with communities in East Africa, from rural agricultural villages, to disaster, conflict and fragile contexts. World Vision has operations in nine countries across East Africa, namely; Burundi, Ethiopia, Kenya, Rwanda, Somalia, South Sudan, Sudan, Tanzania, and Uganda.

For further information, visit our website at www.wvi.org

This document constitutes the formal Request for Proposal for Provision of Sales and Marketing Training Consultancy.

Please read through this document carefully and provide requested information together with all supporting documents.

1.1 IMPORTANT NOTES TO SUPPLIERS

1. The purpose of this document is to assist World Vision in the identification and evaluation of a potential service provider for Provision of Sales and Marketing Training Consultancy for Vision Fund.
2. Prospective Service Providers must have experience of offering similar services to Organizations comparable to World Vision and must demonstrate the willingness and commitment to meet the requirements in this RFP.
3. Bidders are requested to hold their proposals valid for ninety (90) days from the closing date for the submission. World Vision will make its best efforts to arrive at a decision within this period.
4. Upon satisfactory completion of the evaluation process, the successful bidder shall be expected to commence the assignment after the contract agreement is signed and purchase order issued.
5. Nothing in the Request for Proposal shall be construed to give rise to contractual obligations with World Vision.
6. World Vision, may at its absolute discretion, suspend or defer this RFP process.

2.0 TERMS OF REFERENCE

2.1 INTRODUCTION

VisionFund is the LARGEST CHRISTIAN MICROFINANCE NETWORK and for over 19 years, VisionFund has been committed to brighter futures for children where they can experience the love of Christ, building lives free of need and full of promise.

Our financial services enable impoverished households to increase their incomes and then impact communities to increase economic activity, access clean water, education and healthcare, benefit from improvements to nutrition, and provide the foundations for local economies to flourish. VisionFund Africa is in 11 countries with over 265 branches.

We are seeking to build staff expertise in sales and drive a high performing sales culture in all our Micro Finance Institutions(MFI) in the Africa Region.

All 11 MFIs are registered entities as per their country’s legal requirements and therefore the work of the consulting company shall be supervised both at the MFI and African regional level and must meet the delivery standards agreed upon at MFI and the Regional.

2.2 OBJECTIVE OF THE PROJECT AND TRAINING

The objective of the consultation will include but not limited to;

1. Undertake needs analysis per MFI, and develop training content targeting all level of the organization including Senior Leadership Team, Regional Managers, Branch Managers, loan officers and, field officers.
2. Deliver classroom training for sales force and other client facing staff, on sales techniques, client relationship management and cross-selling of all financial solutions including Individual SME lending and Insurance.
3. Develop agreed performance monitoring tools and on-the-job training tools for maintaining a strong sales and marketing function that is client focused and expand market for individual SME lending and Insurance.
4. Conduct market research jointly with MFIs to facilitate proper Marketing and Sales Strategy, strengthen expansion of Individual SME lending and support MFI in designing optimal sales and marketing function.
5. Provide coaching to Marketing and Sales Staff in executing Sales Strategy.
6. Build internal training capacity for continuous training of new staff and refresher programs.

2.3 SCOPE OF WORK

Successful consultant will need to conduct needs analysis, develop training Materials, deliver classroom training, train trainer of trainers, coach trainees during implementation process and support with designing an optimal sales and marketing function.

2.4 DETAILED TASK

Activity

Description

1. Content Development

• Develop learning objectives designed to offer staff opportunity to apply it in the workplace,
• Develop training materials for identified topics this may include facilitator led notes, presentations, reference materials and field practice guides where applicable. All materials must be customized to each MFI at no additional cost.

1. Training Delivery

• The training must take into consideration adult learning methods, various training formats i.e. classroom, blended, webinars and on the job activities.
• Training length and size of participants must be included in the proposals and location for in-person training will be within MFI country.
• The Facilitator(s) must demonstrate active listening and facilitation skills, communicate effectively both orally and in writing and effectively utilize group dynamic skills and techniques.

1. Coaching and Mentoring

• The Facilitator must demonstrate ability to coach staff for high performance and drive a sales culture within the MFI.
• The Facilitator will establish sales coaching for MFI leaders and managers.

1. Course impact assessment and reporting.

• The consultant will develop impact assessment tools for skills transfer to participants and impact to business in alignment with business Key performance indicators.
• Provide detail end of program report contain learning, recommendation for continuity and business impact achieved.

1. Building Internal Training Capacity

• Train Trainer of trainers.
• Develop facilitator guides and materials.
• Develop training material and Impact assessment tools

1. Designing sales and promotion function

• Conduct market research jointly with MFIs to facilitate proper Marketing and Sales Strategy, strengthen expansion of Individual SME lending and support MFI in designing optimal sales and marketing function.
• Provide proven experience and market research of an ideal and function sales function.

2.5 FACILITATOR’S PROFILE

The consultant who shall undertake this role must have

• The consultant must have experience and/or capacity to facilitate all engagements in English and French.
• Must be a certified training facilitator with experience and/or expertise in the subject matter.
• A minimum of ten years of professional working experience 5 of which must be in active role in sales training for financial institutions preferably Micro Finance.
• Good writing and analytical skills, interpersonal communication and presentation skills (adult education skills), ability and desire to teach in both classroom and field settings
• Experience working in any of the countries and/or the Africa region is preferred.
• Excellent presentation and Writing Skills.

2.6 DELIVERABLES

The following will be the key deliverables of the training;

• Develop and deliver training for sales and client facing staff
• Develop sales and marketing training for Management and decision makers; on how to develop and maintain strong Marketing and Sales function.
• Proposal of Optimal Structure for Marketing and Sales Department.
• Needs Analysis and Market Research needed for developing Sales and Marketing Plan and Strategy.
• Reporting set and Dashboards for monitoring and measuring staff sales performance and effectiveness of Marketing and Sales Function.
• DRAFT of Marketing and Sales Plan developed by MFI’s Management under consultant guideline.
• Coaching and Mentoring Plan for Key Marketing and Sales Staff

2.7 REQUIREMENT

World Vision is calling for proposals from qualified consultants. The proposal should include

• Mandatory Statutory Requirements
• Technical Proposal that entails approach to be used to undertake the assignment including the scope, timelines for the assignment & expected date of delivery and expected output.
• Financial proposal that indicate the cost to undertake the assignment.

3.0 EVALUATION CRITERIA

Bidders willing to be considered for Request for Proposal for Provision of Sales and Marketing Training Consultancy for Vision Fund are expected to furnish World Vision with among others the following vital information:

3.1 Mandatory Requirements

• Provide a certified copy of business registration/Certificate of Incorporation
• Provide a certified copy of Tax Registration Certificate
• Provide information on ownership structure i.e. Name of directors of the company / Owners
• Successful bidder will be required to sign World Vision Supplier Code of Conduct form

3.2 Technical Evaluation Requirements

Applicants need to clearly articulate on the following, but not limited to: –

• Provide a cover letter outlining suitability in providing the sales and marketing training consultancy and summarizing relevant skills
• Provide a technical proposal clearly demonstrating understanding of this ToR and including but not limited to the following:
• Company profile
• Training methodology and approach
• Training content-scope, timelines for the assignment & expected date of delivery and expected output.
• Detailed CVs of key personnel who will be conducting the training (including any formal qualifications)
• Demonstrated previous experience in similar training consultancy. Must have at least 10 years’ experience in the subject matter, 5 of which should be in the financial sector preferably MFI
• Demonstrated capacity. Must have capacity to facilitate all engagement in English and French
• At least 3 References including names and contact information from previous clients e.g. reference letters, recommendation letter

3.3 Financial Evaluation Requirements

• Provide a financial proposal with a detailed breakdown of costs and inclusive of applicable tax quoted in USD. Applicable tax amount must be clearly outlined.
• Payment Terms

4.0 CLARIFICATION OF BIDDING DOCUMENT

1. All correspondence related to the RFP shall be made in English
2. Should there be any uncertainty, the Bidder shall seek clarification in writing through e-mail to: [email protected]
3. Any clarification sought by the bidder in respect to the RFP shall be titled CLARIFICATION ON REQUEST FOR PROPOSAL DOCUMENT – PROVISION OF SALES AND MARKETING TRAINING CONSULTANCY FOR VISION FUND.
4. Any clarification requests and their associated response will be circulated to all Bidders.

The last date for receipt of requests for clarifications from bidders isMonday, 25th July 2022.

5.0 SUBMISSION OF PROPOSALS

All interested bidders are requested to submit their proposals i.e Mandatory Requirements, Technical Proposal and Financial Proposal in separate documents as attachments by email to[email protected]on or before Friday, 5th August 2022.

Note: Proposals should be submitted in three distinct attachments, namely Mandatory Requirements, Technical Proposal and Financial Proposal.

Bids received after deadline shall not be considered.