Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
DEVELOPMENT
• Expression of Interest
• Technical & Financial Proposal
• Contract negotiation with client
• Team Mobilisation and Sub-
contracting
INTRODUCTION TO
THE SECTOR
Aimed at achievement of
Sustainable Development Goals
• International Development –
Official Development Assistance
• National and State Government
funded development programmes
• Philanthropic (foundation) funded
programmes
• Private Sector (CSR) funded
programmes
ODA
ODA is defined as government
aid designed to promote the USD 143.33 billion
economic development and disbursed in 2016-17; 5-7%
for consulting services
welfare of developing countries.
http://www.oecd.org/dac/financing-
sustainable-development/development-
finance-data/
NATIONAL AND
STATE
GOVERNMENTS
Business Development
They are the task owners
but essentially a support Programme Manager
function…can bring
Strategic Thinking to the
They are your first client.
table…
What you win they
Technical Expert implement. They are your
sales team in true sense.
Essentially they are your Understanding their needs
product and only they can and constraints is key…
tell how to market them and
their ideas…
STAGES IN BUSINESS
DEVELOPMENT
Its a painful process…requires loads of research and only 10% of your efforts reach detailed
proposal stage and if you are lucky you win 2-3%…
100 30 10
Technical and
Expression of
Early Intelligence Financial
Interest
Proposal
STAGE 1: EARLY
INTELLIGENCE
Decision to Drop/Track
Possible Partnerships
STAGE 1: EARLY
INTELLIGENCE
Half your prospects are won at this stage
- Organisational Data
- Legal,
- Financial,
99% -
- HR,
- Policies, etc.
Relevant Past Experience
80%
Opportunities are Projects go to the next
- Specific Q&A
advertised stage
- Proposed Approach
Most organisations 20% get dropped due
have thresholds of - Firm Partnerships
to lack of funding,
around USD 100,000 - Possible Team approvals, project
above which projects - References delays, etc.
are advertised on their - Certification and Awards
websites, news papers,
UN Development
Business, Devex,
Devaid, etc.
STAGE 3: TECHNICAL
AND FINANCIAL
PROPOSAL
Your opportunity to drive
development!!
Simple Rule: Quality is the
• Review of the RFP Best Business Proposal
• Raise Queries
• Partner Finalisation
• Team composition and draft budget
• Fact Finding Mission
• Finalisation of Team
• Approach and Methodology
• Work Plan
• Preparation of Financial Proposal
• Quality Assurance
• Submission and Follow-up
RFP DOCUMENT
Typical Contents
• Invitation Letter
• Guidelines for Submission of
Proposal
• Terms of Reference + LogFrame
• Data Sheet
• Submission Date and Address
• Currency and Budget
• Pre-Bid Conference, if any
• Queries Deadline
• Type of Proposal (FTP, STP, BTP)
• Page limits, if any.
• Evaluation Criteria and Weight-
ages (QCBS, FCS, QBS, etc.)
• Forms and Formats - Technical
and Financial
• EMD and Bank Guarantee
Requirements
• Draft Contract Document
FACT FINDING
MISSION
Key Components
• Comments on ToR
• Understanding of Context
• Guiding Principles of the
Approach
• Understanding of Theory of
Change/ Log Frame
• Proposed Methodology
• Tools to be used
• Risk and Mitigation Measures
• Quality Assurance Mechanism
• Duty of Care
WORK PLAN
• As granule as possible
• Detailed activities and sub-
activities
• Match with Staff Inputs
• Clear Deliverable Schedule
• Keep some margin for things
beyond your control…
TEAM FINALISATION
Spell Check!!
Time is of essence!!
Himanshu Sikka
Chief Strategy and Diversification Officer
IPE Global Limited
Email: hsikka@ipeglobal.com
www.ipeglobal.com