Download SOW Zambia Market/ Industry Assessment

SOW Zambia Market/ Industry Assessment
Consultant/Third Party Vendor Requirements
Background & Purpose:
FINCA Zambia a Micro Finance Institution has been operating in Zambia for 15 years, operations in Zambia began
in 2001. For 12 years FINCA Zambia was exclusively a lending institution. In November 2012, FINCA commenced
deposit mobilization. Traditionally and historically, FINCA Zambia has had a strong customer value proposition as a
lending business. It is necessary to extend the customer value proposition to the liabilities and value additional
services on offer i.e. savings (institutional and individual savings), payroll and insurance.
In order to build the best strategy it is essential that FINCA Zambia (FZ) conduct a vigorous market analysis to
understand our competitors and extend a strong and relevant value proposition to our clients.
Scope of Zambia’s current activities
Business process reengineering-FZ commenced a business process reengineering exercise to address
service offering and developing firm turnaround times. Addressing the current product bouquet by
defining scope, profile and ensuring that our products are customer centric.
Customer Value Proposition development- Define FINCA Zambia’s selling point- Why clients should use
FINCA services versus our competitors.
Customer Experience Alignment- Identify FINCA Zambia positioning in the industry versus competitors
including how current CE efforts are impacting customer experience
FINCA Zambia would like to engage services of a research firm to undertake a market and industry analysis. This
will in turn assist the business in making informed decisions on FZ’s market position and customer value
proposition (CVP) while providing focused strategic direction.
As a result of this endeavor FZ would like to understand the following:
o Strengths and weaknesses
o Category and country opportunities for growth
o Challenges and threats from current competition and future prospects
o Global and regional market positions
Position
To obtain the capability and resources needed to complete a market evaluation for FZ which will include an
assessment of the industry, trends, competition, FINCA’s industry position now and in the future based on FINCA
strength/weaknesses). This evaluation will be completed by conducting and producing professional, thorough,
rigorous and insightful analyses and evaluative outputs.
Contract Type & Duration
Service Contract- September –February 2017
Location
Zambia
Terms/Conditions
The contractor will propose a daily rate or set fee to complete the SOW and FINCA will put in place a maximum
contract value. The following steps will need to be completed as part of the contract agreement.
Phase 1 Planning/Setup
Develop initial Work Plan to include Quality Assurance Plan
Review and agree upon final Work Plan
Submit Final Work Plan to FINCA Zambia
Phase 2 - Material Development/Planning
Develop draft materials to complete assessment
Receive Final assessment materials
Briefing of market analysis plans with FZ and FI
Phase 4 - Execution by Phase
Discovery
Secondary Data Review
Primary Data Collection
Other?
Phase 5 - Reporting
Draft Report to FINCA Zambia and FINCA International
Draft Report revised by FINCA Zambia and FI – Final Report
Final report shared with FZ management in person
Follow up reporting possible after final report via phone or
web conference as needed
Date
August 2016
August 2016
August 2016
August 2016
August 2016
September 2016
September2016
October 2016
October 2016
November2016
November 2016
November 2016
November 2016
December 2016
Overall objective
The market assessment, data analysis and written report will be delivered to FINCA Zambia and FINCA
International no later than November 31, 2016.
Responsibilities
1. Gather all relevant facts including financials, market share data to help to accurately position FZ within
the market sector.
2. Interview key management and operational staff in head office and branches as necessary to report on
general attitudes about Sub’s direction as well as interview key players of the strategic initiatives currently
in place.
3. Provide a detailed picture of the industry, including trends, assess market size and FINCA’s share and
position within it and evaluate where FZ should and can position themselves based on their competencies
and market opportunities. This is not an exhaustive list and should incorporate areas that the vendor’s
methodology recommends to meet overall SOW objective.
4. Report should consist of the following scope of work
 Strategic Evaluation: such as key company facts, financial assessment, executive structure,
business segment analysis, new product development, brand portfolio, SWOT, key
opportunities/challenges etc.
 Competitive Positioning: landscape and growth cycle
 Market Assessment – size, growth, trends, share by region/sector
 Marketing and Distribution Channel/Strategies
 Category and geography opportunities
 Brand Strategy
 Recommendations
Deliverables
1. Final SOW agreed upon by FZ, FI and approved consultant/firm
2. Work plan – to include logistical details of how the work will be completed as well as a detailed timeline
indicating all steps to complete the activities of the evaluation
3. Report to include at a minimum the following areas:
a. Report should consist of the following scope of work
b. Strategic Evaluation: such as key company fact, financial assessment, executive structure,
business segment analysis, SWOT, key opportunities/challenges etc.
c. Competitive Positioning: landscape and growth cycle,
d. Market Assessment
e. Category and geography opportunities
f. Brand Strategy
g. Recommendations
4.
5.
6.
7.
1.
Draft final report – will include all of the components outlined for the final report submitted 15 working
days after completion of field work
Final report – will include all agreed upon edits/recommendations from the FZ and FI team
Presentation of final results in-person with availability for 1 follow up call or web- conference as needed
Quality Assurance Plan – outlining the how you will undertake your monitoring effort: proper
documentation of all your procedures, training of volunteers, study design, data management and
analysis, and specific quality control measures. Quality Control (QC) consists of the steps you will take to
determine the validity of analytical procedures and subsequent findings. Quality assessment is your
assessment of the overall precision and accuracy of your data, after you've run the analyses.
Final report based on analysis provided to FINCA International upon completion of consultancy. (Hard
copy and electronic report). This will include the cleaned database and any relevant statistical analysis.
The report format should be as follows:
 Cover Page w/ photo
 List of Acronyms
 Table of Contents which identifies page numbers for the major content areas of the report.
 Executive Summary (2 to 3 pages) should be a clear and concise stand-alone document that
gives readers the essential contents of the report, previewing the main points in order to enable
readers to build a mental framework for organizing and understanding the detailed information
within the report. In addition, the Executive Summary helps readers determine the key results
and recommendations.
 Methodology or Approach: could consist of the following: sampling method including strengths
and weaknesses of method used, inclusion of stakeholders and staff, rough schedule of activities,
description of any statistical analysis undertaken, including justification and software package
used. The discussion of any random sampling used should include details on how the random
respondents were identified and invited to participate. This section should also address
constraints and limitations of the process and rigor. The methodology section should also include
a detailed description of data collection techniques and primary questions used throughout the
report.
 Results/Findings: This is to describe the key findings from the survey as well as providing all
materials from assessment including raw and final cleaned data sets, analysis files and output
tables, position maps and competitive collateral etc.
 Synthesis, Recommendations and Lessons Learned: This is space for the consultant to think
about the results, and make concrete recommendations for current and future
implications. Everything presented in this section must be directly linked back to the information
presented in the Results section of the report. Ideally, items discussed here will not be
completely new to the reader, but rather will refer to previous discussions
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An adaptable process that can be self-implemented in other Subsidiaries across the FINCA
network
Pictures: As applicable or helpful in communicating findings or strengthening report
Annexes: data collection instruments in English and translation; list of stakeholder group with
number and type of interactions; any data sets can be provided in electronic format, any
required photos, participant profiles or other special documentation needed.
Payment
Payment terms to be agreed upon once vendor is selected.
Qualifications
 Staff proficiency in Marketing/Branding, Strategic Planning, Economics, International Development,
Sociology or related field.
 Market Assessment experience (quantitative research, design and implementation) with MFI or non-profit
in the banking/finance area, as well as any experience with other international agencies in area of
economic development, agricultural development, or related fields.
 Field experience leading and managing a project with local staff using a proven method of data collection
and analysis.
 Strong analytical, writing and editing skills. Candidate must provide copies of reports primarily produced
by the candidate.
 Experience with Microsoft Office Suite (Excel, Word, Access and PowerPoint), Data Spreadsheets and
statistical packages like STATA and SPSS.
 Proficiency in native language (preferred).
 Experience working in developing countries.
 Ability to travel inter-country or within continent
Reporting
Reports to FZ Market Research Manager Senior Manager Customer Research, FINCA International – Approves all
technical approaches and vets all content.
Reports to FZ Market Research Manager – on periodic in field progress and approves and vets materials to meet
contract requirements.
Coordination
FINCA Zambia Research Team and FINCA International Research team