nsultancy
Terms of Reference for Development of a Mobile
Technology Adoption and Change Management Guide for
Agribusinesses in Kenya, Tanzania and Mozambique
March 2014
Background
Overview of TechnoServe
TechnoServe works with enterprising people in the developing
world to build competitive farms, businesses and industries.
We are a nonprofit organization that develops business
solutions to poverty by linking people to information, capital
and markets. Our work is rooted in the idea that given the
opportunity, hardworking men and women in even the poorest
places can generate income, jobs and wealth for their families
and communities.
With more than four decades of proven results, we believe in
the power of private enterprise to transform lives. For more
information visit: www.technoserve.org
Project Overview.
To achieve ground-breaking innovation in mAgri solutions,
Vodafone, USAID and TechnoServe have joined forces to form
the Connected Farmer Alliance (CFA). The CFA will develop
and launch business-to-business (B2B) and business-to-
business-to-consumer (B2B2C) mobile solutions that will
create market opportunities for 500,000 smallholder farmers,
provide them access to relevant financial products, and
improve returns for the agribusinesses that source from them,
while unlocking new market opportunities for Vodafone in
Kenya, Tanzania, and Mozambique.
Project Goal, Objectives and Outputs
The CFA will increase revenues and resilience to shocks for
500,000 rural smallholders, nearly 150,000 of who are women,
as well as, improve revenues for relevant agribusinesses. To
do this, CFA is intervening in three areas:
1. Pillar I: Mobile Supply Chain Solutions: CFA is engaging
agribusiness partners to develop, refine and scale m-Agri
solutions to lower their cost and risk of sourcing from women
and men smallholder farmers.
2. Pillar II: Mobile Financial Services: CFA will develop and launch
scalable, replicable financial services that build on the M-PESA
platform to empower smallholder farmers to accumulate
assets and to reduce financial risks.
3. Pillar III: VAS Provider Accelerator: In year three of the
program, the CFA will work with an incubator partner to
incubate local mobile VAS providers to develop services based
on the unaddressed needs identified in the first two years of
the program
Purpose of the Guide
In order to successfully launch scale able and replicable mobile
solution, CFA considers technology uptake readiness by
Agribusinesses key. In this regard, the project wishes to
develop a Mobile Technology Adoption and Change
Management Guide for Agribusinesses. This will be a
Facilitator’s guide serving as a platform for engaging
agribusinesses and Mobile Network Operators (MNOs) in
technology adoption and usage.
The Guide will primarily be used by Agribusiness advisors,
trainers and MNO Sales persons in reaching out to various
types of Agribusiness across multiple value chains. The
content will primarily focus on mobile technology adoption by
agribusinesses, how that will improve efficiencies in their
engagement with farmers in Kenya, Tanzania and Mozambique
and the impact of mobile technology on their overall business
operations.
It will also cover relevant content on how to undertake change
management for agribusinesses. The guide will be revised and
updated as appropriate. The guide developed should be user
friendly, easily customizable for different agribusinesses and
accurate in reflecting key action points in
1) engaging agribusinesses in mobile technology uptake,
2) building the capacity of Agribusinesses to effectively adopt
mobile technology and related changes. The Guide should be
developed with an option for customization to specific mini
guides drawn from the main chapters/sections of the mother
guide.
Specific objectives of the consultancy
The consultant shall be expected to develop a facilitator’s guide
that meets the following objectives:
a) Enable mapping out of a clear engagement path of
agribusinesses by MNOs in a way that strengthens trust and
mutual relations in using and adopting new technology. The
Proposed engagement path should demonstrate the value
proposition for Agribusinesses in using mobile supply chain and
financial services solutions.
b) Enable agribusinesses appreciate the dynamics and impact
(both positive and negative) of change arising from adoption of
mobile technology in their operations, more specifically;
Highlights of possible key implications to agribusiness e.g.
staffing, budgets, organizational structure, systems and
workflow etc.
Importance of ownership of the technology adoption process
by facilitating dialogue within the agribusiness
Investing in the technology by committing time and resources
in the process
Understand importance of creating risk mitigation mechanisms
in technology roll-out
Importance of data management in technology
Understanding of future technology changes and its effect to
agribusiness operations
c) Define and showcase the role of gender in technology
adoption among agribusinesses considering specific context in
the three countries, for instance:
Perception of technology by gender in terms of usefulness,
difficultness, etc.
Gender disparity in technology adoption and possible causes
for disparities
Highlights of proposed measures to address the disparity in
technology adoption
The Consultancy
TechnoServe desires to engage a consultant to assist in
collating material and information and developing a guide to be
utilized in building the capacity of Agribusiness to fully adopt
mobile based supply chain and financial services solutions.
The guide will primarily be used as a Facilitator’s Guide by
various audiences among them Trainers and Sales persons.
The consultant should be able to demonstrate knowledge of
content in technology adoption, change management and
agribusiness dynamics. The consultant will work with
TechnoServe staff to develop the implementation protocols
and tools and present them to TechnoServe for approval as
necessary.
The list of the target partners, Agribusiness and farmers and
the location will be provided to the consultant by the project
for context.
Scope of Work
The consultant is expected to develop a technical proposal of
how they intend to carry out this assignment. This will include
an activity schedule and a financial cost framework (these
could later be refined in consultation with TechnoServe team
once the tender is awarded). Specifically the following will be
the consultant’s scope of work;
Develop an appropriate assignment implementation design
and work plan in consultation with the TechnoServe team.
Conduct basic research in the areas of mobile technology
adoption, change management, agribusiness development and
gender, to inform development of the guide. He/she will take
into consideration the existing Technoserve learnings in the
aforementioned knowledge areas.
Propose the content of the guide to be developed for
discussion and agreement with TechnoServe. The guide should
be adaptable for use across markets, Kenya, Tanzania and
Mozambique (the guide should be able to cut across the
regions of the project implementation, characteristics of
different agribusinesses, and value chains)
Design an appropriate, market oriented and unique title for
the guide in liaison with Technoserve CFA team.
Present the first draft of the guide to TechnoServe CFA team
for review and feedback. The consultant will incorporate this
feedback to the final draft that shall be presented to the
stakeholders.
Organize a stakeholders’ forum in liaison with the TNS CFA
team, to pretest the draft Mobile Technology Adoption &
Change Management guide. The stakeholder forums shall be
country specific (Kenya, Tanzania, Mozambique) and may
include various cluster of stakeholders namely farmers,
agribusiness, Technoserve partners, MNOs among others.
Review the guide to incorporate learning from pretesting.
Present a draft report to TechnoServe focusing on the process
used to develop the Guide. This will include the list of
interviewees engaged, resource materials and other relevant
references used.
Submit final reports with a summary of key findings and an
appendices of notes taken during interviews/FGDs, survey
instruments and sample photos of sessions.
Submit the final Draft Mobile Technology Adoption & Change
Management guide. This should incorporate the feedback
obtained from the stakeholder forum. Additionally the guide
should be in the approved Technoserve formart.
Participate in a findings dissemination session(s) with
TechnoServe
Continuously and proactively work with Technoserve to ensure
efficient and quality delivery of expected targets.
Proposal Contents and Evaluation Criteria
All interested candidates should submit the following
documents as part of their Expression of Interest (EOI) for the
assignment.
(A)Technical Proposal reflecting the following
Activity: Expertise of Firm/Organization- this section should
provide details regarding the management structure of the
organization, organization capability/resources, and experience
of organization/firm, the list of projects/contracts (both
completed and ongoing, both domestic and international)
which are related or similar in nature to the requirement of
this assignment i.e ICT for Agriculture; Change Management;
Mobile Technology Adoption by Agribusinesses/or Farmers;
Agribusiness development and Gender integration.
Score : 20%
Activity: Proposed Methodology, Approach and
Implementation Plan- This section should demonstrate the
proposers response to the Terms of Reference (TOR) by
identifying the specific components proposed, how the
requirement shall be addressed, as specified, point by point;
providing a detailed description of the essential performance
characteristics proposed; identifying the works/portions of the
work that will be subcontracted if any; and demonstrating how
the proposed methodology meets and exceeds the
specifications, while ensuring appropriateness of the approach
to the local conditions of the 3 target countries (Tanzania,
Kenya and Mozambique) and the rest of the project operating
environment
Score: 40%
Activity: Key Personnel to be engaged in the assignment – this
section should include comprehensive curriculum vitae (CVs) ,
maximum of 3 pages of key personnel that will be assigned to
provide the consultancy service, clearly defining the roles and
responsibilities vis-à-vis the proposed methodology. CVs
should establish competence and demonstrate qualifications in
areas relevant to the TOR.
In complying with this section, the Proposer assures and
confirms to TECHNOSERVE that the personnel being nominated
are available for the contract on the dates proposed.
Score: 20%
(B)Financial Proposal reflecting the following
Activity: Financial budget (with explanation of line items and
level of efforts) with clearly defined terms of payment.
The financial proposal must include all the costs that will be
charged in carrying out this assignment e.g. travel,
accommodation etc. All sums need to be stated in gross
amount with all taxes included.
Score: 20%
Total: 100%
Responsibilities of Technoserve
TechnoServe will be responsible for the general management
and coordination of the guide development process.
Specifically, TechnoServe will;
Prepare ToR and hire consultants in coordination with the
donor.
Avail documents relevant to the project context that the
consultant might require
Provide the list of Agribusinesses and farmers in the sampling
design
Monitor and provide feedback to ensure effectiveness of the
study.
Payment of the consultant as per the agreement.
Give input to draft and final reports.
Provide access to clients and key stakeholders
Provide a key contact person to work with the consultant in
delivering the assignment.
Key Deliverables
A brief Power Point presentation of Assignment Report
outlining key findings and implication of the assignment
Draft Mobile Technology Adoption and Change Management
Guide for discussion and pretesting by key stakeholders in the
three countries (Kenya, Tanzania and Mozambique).
Final version of The Mobile Technology Adoption and Change
Management Guide which should be in a facilitator’s guide
format illustrating:
1. A clear Agribusiness client engagement path/process; tips and
considerations
2. Learning/training Activities that will walk the participants
through the mobile technology change management processes.
3. A clear, mapped out processes/activities for mobile technology
adoption by Agribusiness. With a focus on benefits and risk
associated with the adoptions.
4. Suggested Gender integration activities that will assist the
agribusiness increase women participation via the use of
mobile technologies.
Three (3) bound hard copies of the Final version of the Mobile
Technology Adoption and Change Management Guide for
Agribusinesses
Soft copy version in (3) CDs, of the Final Version of the Mobile
Technology Adoption and Change Management Guide for
Agribusinesses
All study materials including soft copies of all data sets both
quantitative and qualitative and all filled quantitative data
collection tools and qualitative data recording materials
Both the Assignment report and the Guide will be written in
English. The report should be concise in its findings and follow
the required format. The three copies of the Guide and the
final report will be presented to the CFA Program Director-
TechnoServe
Tentative Work Schedule
The consultant should develop a feasible cost-work plan/
activity schedule covering a maximum of 40 consultant days
and submit as integral part of the proposal for consultancy. The
successful consultant must commit to accomplish and deliver
the consultancy services and deliverables on or before 30th
June 2014.
Eligibility Criteria
TechnoServe is looking for a consulting firm with strong
technology, change management gender, Agribusiness
development and ICT background, preferably with advanced
university degree in research, Agricultural Economics,
Agribusiness development, or similar specialty.
Applicants with an understanding of the target areas will be an
added advantage. The individual will need to fulfill the
following requirements.
Have proven experience in conducting assignments of similar
nature.
Have good conceptual understanding of market led approach in
agriculture sector.
Have good conceptual understanding of issues relating to a
multiplicity of value chains including Staples related, Cash
crops, Dairy and Horticultural sector or general agricultural
production and processing firms.
A proven record of accomplishing related tasks on time.
Expression of Interest
The applicants will submit electronic Expression of Interest
(EOI) – Technical AND Financial proposals, stating firm’s
capability to conduct the assignment; proposed work plan with
timelines and budget; curriculum vitae and description of
similar projects/assignments undertaken.
Copies of similar guides developed by the consultant and
tested facilitation methodologies as a demonstration of
capability will enhance the application.
The budget should include an overall quotation in Kenya
shillings and equivalent USD for all the services to be provided
and must itemize the following:
An all-inclusive day rate (for professional and administrative)
An amount for per diems (daily subsistence allowance) if
applicable.
Any other cost indicating the nature of such costs.
Summary of the total costs for the services proposed.
Proposed payment schedule.
All costs for proposal preparation and of negotiating a contract,
including travel will not be reimbursed as a direct cost of the
assignment.
Furthermore an indication of cost share as well as efforts to cut
costs will be reviewed favorably.
The consultant will be selected in accordance with
TechnoServe’s procurement policy guidelines.
Completed Expression of Interest (EOI) in a PDF format with
subject line clearly marked as “CFA Guide Development
Consultancy Service” should be submitted to the email address
below;
kenyaprocurement@tns.org
The closing date for submission of Expression of Interest (EOI)/
Proposal is Monday 31st March 2014.
Only Successful firms/individuals will be contacted.
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