Background
SNV Netherlands Development Organisation is a non-profit, international development organisation founded 50 years ago, and now operating in 39 countries in Africa, Asia, and Latin America. Our global team of local and international advisors use their expertise in Agriculture, Renewable Energy, Climate Change and Water, Sanitation and Hygiene to contribute to solving some of the leading problems facing the world today. We work with local partners to equip communities, businesses and organisations with the tools, knowledge and connections they need to increase their incomes and gain access to basic services – empowering them to break the cycle of poverty and guide their own development.
SNV has been working in Vietnam since 1995, and currently has over 80 national and international staff. SNV Vietnam’s team works hand-in-hand with communities, government agencies and businesses, in some of the remotest and poorest areas of the country, to strengthen their capacity to effectively reduce poverty. SNV Vietnam operates from a head office in Hanoi and is present in more than 50 out of 63 provinces in Vietnam.
For decades, SNV has developed and leveraged market-based solutions and innovations to accelerate economic development opportunities for the low-income segment. SNV developed and pioneered the Inclusive Business (IB) approach as a comprehensive pro-poor market-based solution developed with the direct participation of the private sector stakeholders, including an alliance with the World Business Council for Sustainable Development (WBCSD) since 2006.
To date, SNV has successfully supported approximately 200 inclusive business endeavours (with both MNCs and domestic companies) in sectors such as agribusiness, mobile banking, energy, tourism, infrastructure and basic services, health, ICT, renewable energy, textiles and others. SNV’s IB offering was developed with the private sector market as the client for revenue generation in mind, however we have also applied our methodology to work with donors and NGOs interested in developing public-private partnerships.
In Vietnam, SNV managed a large donor-funded inclusive business programmes, the Vietnam Business Challenge Fund (www.vbcf.org.vn [1]) and is currently managing the Inclusive Business Accelerator (IBA) (https://iba.ventures/ [2]), both of which focus on supporting businesses operating in Vietnam to design and implement inclusive business plans, bring like-minded business partners and investors together and deliver economic and social impact at scale. SNV Vietnam also applies elements of our inclusive business approach to our programmes in agriculture, renewable energy, WASH and REDD+.
SNV Vietnam is seeking an experienced consultancy firm or individual(s) to develop IBA’s customer portfolio further as detailed below.
Objectives
Under the supervision of and with the direct support of the IBA program:
- Identify potential IBA customers, amongst large domestic and international businesses operating in Vietnam; mapping their specific needs and opportunities on Inclusive Business, Impact Investing and Corporate Social Responsibility (CSR) that IBA could address via its offerings.
- Develop tailored IBA proposals for specific cases, including detailed analysis, proposed solution / approach, work plan, and financial plan.
- Submit and pitch the proposals to potential clients, and support IBA team along the negotiation process until contract signing with the customers.
Activities
- Review published and internal materials on IBA and other relevant Inclusive Business programmes to gain an understanding of our work and approaches and also service offerings.
- Identify the potential clients for IBA services including but not limited to multinational and large domestic companies and develop a list of private sector companies and brief profiles on each company (currently or potentially) working with the low income markets, covering at least the following topics:
- Compliance with IBA customer criteria;
- Current and/or potential inclusive business, impact investing and CSR activities in Vietnam;
- Motivations/Drivers for these programmes – e.g. primarily branding/ marketing/ social license, or meeting concrete business need such as value chain strengthening;
- Other stakeholders involved: government, associations, NGOs, others;
- Needs for financial and technical support;
- Other relevant information.
- Contact and arrange individual meetings with jointly (with IBA) selected cases from the long list.
- Meet with potential customers, along with the IBA team, to pitch SNV/IBA services, understand their needs and brainstorm on potential relevant services/solutions to address their needs/opportunities.
- Carry out desk research and/or field research where relevant on specific geographical areas, topics and or products/technologies; this as a critical input for the proposals to be developed.
- Develop a tailored proposal, profiling specific solutions, value offering, approach, resource planning, timeline, deliverables, and overall collaboration with potential customers.
- Meet with potential customers to pitch and discuss submitted proposal, and potentially support in the assignment negotiation.
Deliverables
- A short list of 25 potential large private sector (domestic and international) customers after desk research on the specific needs of selected potential private sector customers.
- Meeting arrangement and IBA pitching with a minimum of 12 potential private sector customers.
- At least 8 tailored made proposals developed for the potential private sector customers after conducting, as relevant, a quick desk/field research on the specific needs of selected potential private sector customers.
- One or more contracts signed with private sector customers.
- Final report & recommendations.
Time Frame
- Final work-plan and detailed approach within 5 days after contract signing
- Company profiles within the first 20 days after work-plan has been agreed
- Meetings with businesses within the first 25-45 days of the signed contract
- Proposals developed within the following 10-15 days after each meeting
- Initial contract period for 3 months assuming initial deliverables are satisfactory
- Additional activities as needed to achieve the objectives
Qualifications
- Demonstrated track record in private sector fundraising, CSR fundraising, public-private partnerships and inclusive business on behalf of international development and/or humanitarian organisations;
- Demonstrated network of contacts and experience in strategic communications;
- Demonstrated expertise in the Vietnamese private sector context, including relevant networks and knowledge;
- Knowledge of one or more of SNV’s technical areas of focus – agriculture, renewable energy, WASH or climate change – is highly desirable;
- Good understanding of field realities in emerging markets; ability to link different sectors (private sector, government and NGOs);
- Excellent spoken and written English required; knowledge of Vietnamese desirable.
Proposals
Consultancy firms or individual consultant(s) are invited to submit a competitive proposal for this assignment, including:
- Technical proposal to conduct the assignment (understanding, team structure and profiles, summary approach, and draft work plan should be included)
- Cost proposal: Budget with breakdowns on items and units per component. The proposal must be inclusive of taxes and expenses considering that the coordination team from SNV will be based in Hanoi, Vietnam. SNV is open for discussion on flexible fee structures in which retainer fees, milestone payments, and/or success fees can be discussed.
- Relevant qualifications and past experience, including CVs and at least 3 references.
Interested candidates are invited to submit the proposals to [email protected] for the assignment before 5.pm 30th June, 2016 with the title “Private Sector customer acquisition for SNV-IBA Vietnam”.
SNV – Netherlands Development Organisation
3rd Floor, Building D, La Thanh Hotel, 218 Doi Can, Ba Dinh, Ha Noi, Vietnam
T: +84 4 3846 3791 | F: +84 4 3846 3794