(Appointment Type: Local Hire)

COUNTRY:                        Malawi

NAME OF PROJECT:        Southern Africa Trade and Connectivity Project (SATCP)

PROJECT ID:                         P164847

ASSIGNMENT TITLE:      Consultancy services for Business Development Plan

REFERENCE NUMBER:      MW-MTPW-491461-CS-INDV

DATE OF ISSUE:              22^nd May 2025

1.  Background

The Government of Malawi is, with support from the World Bank (WB), implementing the Southern Africa Trade and Connectivity Project (SATCP) which aims to enhance regional trade coordination, reduce trade costs and time, develop regional value chains, and improve access to infrastructure. The project has four components: Component 1- Reduce trade costs; Component 2 – Strengthen regional coordination and Project implementation; Component 3 – Strengthen value chains for regional integration, and Component 4 -Strengthen transport infrastructure to improve market access.

One of the major interventions under Component 3 is the provision of matching grants and Business Plan Competition (BPC) grants to medium & large enterprises and micro & small enterprises, respectively. This Component is being implemented by the Ministry of Trade and Industry through a Grants Program Manager that oversees implementation and management of the grants.

The objective of the BPC grant is to provide finance to micro and small enterprises that are interested in expanding their businesses or starting up new innovative ventures with the potential to create jobs, through a regional integration lens.

The SATCP BPC grant targets entrepreneurs in the Nacala Corridor, specifically: Ntcheu, Dedza, Mchinji, Lilongwe, Balaka, Neno, Mwanza, Blantyre, Mulanje, Thyolo, Mangochi, Zomba, Chiradzulu, Phalombe, and Machinga districts. 

    1. Objectives of the Assignment

The primary objectives of this assignment are to:

1. Enhance the quality and completeness of business plans submitted by BPC grant applicants;
2. Develop compelling and persuasive pitch presentations that effectively communicate the business proposal to the Pitch Evaluation Committee;
3. Enhance the overall presentation skills of BPC grants applicants; and
4. Increase the likelihood of applicants securing BPC grants under the SATCP.

   2.    Scope of Work

   2.1 Business plan Refinement for Micro or Small Enterprises

This support is targeted at Micro and Small Enterprises, and it is expected that the BDS provider will deliver the following support items customized to the reality and specific needs of each beneficiary enterprise, focusing on refining existing proposals rather than developing them from scratch. This will primarily occur during the five-day bootcamp

1. Market analysis: assist in conducting thorough market research, analyze competitor activities, identify target markets and customer segments, and develop market entry strategies (including pricing and distribution channels).
2. Financial projections: assist in developing comprehensive financial projections (income statements, cash flow statements, balance sheets) and determine funding requirements
3. Operational planning: assist in formulating operational plans, including production, supply chain management, and human resource planning. Guide the development of Key Performance Indicators (KPIs) for monitoring business progress.
4. Legal and regulatory compliance: advise applicants on relevant legal and regulatory requirements for business operations in Malawi.
5. Business plan drafting: guide participants in drafting professional and compelling business plans.

    2.2 Pitch development

1. Pitch deck creation: Support Micro and Small Enterprises in creating professional and visually appealing pitch decks. The BDS provider will develop one standard, clear, and simple template and provide guidance to entrepreneurs on how to fill it effectively to clearly convey their business value proposition, including key visuals, data, and storytelling elements.
2. Public speaking and presentation skills: conduct workshops and provide group coaching on effective public speaking and presentation techniques. Guide applicants in developing robust storytelling skills, managing Question and Answer (Q&A) sessions, and building confidence.

Mock pitch sessions: Organize group mock pitch sessions within the bootcamp, providing a supportive environment for entrepreneurs to practice their pitch delivery and presentation style and receive constructive feedback.

3.    Deliverables, timelines and payment structure

Each Business Development Service (BDS) provider will be allocated approximately 125 Entrepreneurs to support. The GPM will allocate the 374 enterprises among three selected Business Development Service (BDS) providers. Two BDS providers will each be assigned approximately 125 enterprises, and one BDS provider will be assigned 124 enterprises. Crucially, the GPM will ensure that each BDS firm receives an equitable share of enterprises originating from the districts within each of the three designated hubs (Lilongwe, Blantyre, Mchinji).

The approximately 125 firms allocated to each BDS provider are expected to be organized into small groups of approximately 10 participants each for training and support. Each group will attend a bootcamp lasting 5 days. During these 5 days, 3 days will be dedicated to refining their Business Plans, and 2 days will be focused on preparation and practice for their pitch.

For these services, each BDS provider will bill based on the delivery of 13 bootcamps, each lasting 5 days.

The GPM will handle all logistical arrangements for the boot camps and pitch events (venue, accommodation, meals, stationery, participant communication, and transport refunds).

Level of effort

Below are the deliverables, timelines and payment schedule

Note: The Entrepreneurs will present their pitches to the Pitch Evaluation Committee in week 6. For each grant won by an Entrepreneur, the BDS provider will receive a success fee of 5%.

4. Reporting

The Consultant will report to Department of Industry (DoI) through the Grants Program Manager (GPM). DoI and GPM will guide and work hand in hand with the Consultant. The Consultant will be required to present a plan for internal quality control of the deliverables.

5. Consultancy Period

The period for the consultancy is up to 30^th September 2025. However, each Task Order (provision of BDS to a particular enterprise) will cover a period of 1.5 months from the date of signing the contract

6.    Qualifications and Experience

This opportunity is open to consulting firms. The Team Leader must possess the following:

1. A minimum of a Master’ Degree in a Business-related field.
2. At least ten (10) years proven experience in providing comprehensive business development services to Micro, Small and Medium Enterprises (MSMEs) in Malawi.
3. Deep understanding of the Malawian business environment.
4. Expertise in market research, business planning, marketing and sales.
5. Strong presentation, communication, and facilitation skills, with the ability to effectively communicate complex information to diverse audiences.
6. Demonstrated experience in working with entrepreneurs and startups, with a proven track record of supporting business growth and securing investment.

7.    Confidentiality

The business development service provider shall maintain the confidentiality of all information shared by BPC grants applicants.

8. Conflict of Interest

The attention of interested Consultants is drawn to Section III, paragraphs, 3.14, 3.16, and 3.17 of the World Bank’s “Procurement Regulations for IPF Borrowers” dated February, 2025 (“Procurement Regulations”), setting forth the World Bank’s policy on conflict of interest. 

9. Submission of Expressions of Interest

Interested Individuals meeting the stated requirements should submit their Expressions of interest including updated detailed curriculum vitae (CVs) and copies of professional certificates must be delivered in a written form to the address below (in person, or by mail, or by fax, or by e-mail) by 4^th June, 2025 on or before 16:00 hours, local time. A full term of references for the procurement can be requested from the e-mail below or our website www.satcp.mw

The Chairman,

Internal Procurement and Disposal of Assets Committee,

Ministry Of Transport and Public Works

Southern Africa Trade and Connectivity Project (SATCP)

Attn: The Project Manager

Capital Hill, Private Bag 322, Lilongwe 3, Malawi

Tel:     +265 1 789 577

E-mail:          procurement@satcp.mw cc steven.manda@satcp.mw

For detailed terms of reference visit www.satcp.mw