ThaiNGO

Term of Reference (TOR) for the

Consultancy to Facilitate Training Activities

For Raks Thai Foundation and its Sub-Recipients

Under the program title

Stop TB and AIDS through RTTR

(STAR)

Finance by

The Global Fund to Fight AIDS, Tuberculosis and Malaria

(The Global Fund)

For the NFM grant

Contents in the TOR

1. Purpose
2. Background
3. Objectives of the TOR
4. Expectation
5. Scope of Work
6. Duration and Duty Station
7. Deliverables and Payment
8. Consultant Fees
9. Rights and Properties
10. Qualifications and Required Documents
11. Key Contact
12. Appendix 

I .PURPOSE

The purpose of this Term of Reference (TOR) is to identify an interested professional consultant to organize training on Sales Strategy for Nonprofits organization and develop the Capacity Building Curriculum of Sales Strategy for Raks Thai Foundation and its Sup-Recipients (SRs)  

II.BACKGROUND

Raks Thai Foundation (RTF), a member of CARE International, has been working in Thailand since 1979 in the area of emergency relief, community natural resources management, micro enterprise promotion, education, health and HIV/AIDS prevention and care for affected families.

Under the new funding model (NFM) of the STAR project funded by the Global Fund, the Principal Recipient (PR) Raks Thai Foundation targets several key affected populations. Interventions focus on reducing new infection of HIV and TB by sustaining intensive behavior change programs, appropriate use of prophylaxis and the strategic use of anti-retro-viral drugs among the key populations particularly, Men who have sex with men (MSM), Transgender (TG), People who injects drugs (PWID), Sex Workers (SW), Male Sex Worker (MSW) and other vulnerable populations (migrants and prisoners).

About Sales Strategy for Nonprofits Training

In 2011, Thailand was recognized as an upper-middle income country. As a result, funding supported from external donors has been gradually decreasing. Civil Society Organizations (CSOs) in Thailand particularly, the ones working in the area of HIV/TB that received “grant-funds” from institutional donors should be prepared to obtain funding from domestic supporter. Therefore, CSOs need identifying their selling points and improving selling skills to access to domestic support from non-institutional donors.

The CSOs in Thailand are enthusiastic to adopt business model approach to improve quality of social initiative and expand their current interventions that lead to a sustainable impact. CSOs will borrow the concept of synergistic approach from business management with the aim of bringing marketing, sales and customer care ideas into traditional social interventions. However, lack of skills and knowledge to apply these tools in regular works cited as major weakness of the CSOs who work for the STAR project. Raks Thai Foundation as a Principal-Recipient of STAR project is planning to organize training on Sales Strategy for key responsible persons of Raks Thai Foundation and its Sub-Recipients.

The Sales Strategy for Nonprofits Training Activities aims to build staff capacity in the area of fundraising for nonprofit organizations. The training course will be designed for key responsible persons from Raks Thai Foundation and selected sub-recipient CSOs. The primary aim is to help them promote social initiatives to increase support from diverse range of private and public donors for further collaboration through strong sales skills.

Raks Thai Foundation is looking for a consultant to “Organize Training Activities and Develop a Capacity Building Curriculum” of sales strategy for nonprofits. The selected consultant(s) will work closely with RTF team to ensure final products are delivered according to the agreed plan.

III. OBJECTIVES OF THE TOR

The objective of this TOR is to build the capacity of Sales Strategy for Nonprofits for key responsible persons from RTF and selected CSOs to increase support and financial contributions from targeted market.

IV. EXPECTATION

Strengthening staff capacity on sales strategy for nonprofits in following areas;

• Participants will be able to identify the targeted market and create a value proposition of the services,
• Participants will be able to develop a powerful strategic sales plan,
• Participants will be able to apply sales strategy and techniques in fundraising for nonprofits.

V. SCOPE OF WORK

The work

The consultant must account for the following scope of work:

1. Prepare an initial study on sales strategy for nonprofits and relevant information on strategic marketing and practical selling techniques for nonprofits;
2. Work in harmony with the RTF team to develop appropriate training guidelines and execution plan according to key objectives and expected outcomes;
3. Develop an effective training curriculum on sales strategy for nonprofits including concrete examples;
4. Develop training plan and innovative activities with the best use of available resources, people, and time;
5. Prepare training materials, presentations and related tools to be used in the training;
6. Organize an innovative training, using proficiency and expertise to ensure deeply engagement from participants in following key areas;
   1. Introducing the structure of a successful sales strategy: 1) Identifying targeted market, 2) Knowing competition 3) Analyzing market trends 4) Setting methods and tools, 5) Pitching 6) Account management 7) Monitoring and evaluation,
   2. Introducing sales techniques for high impact sales strategy,
   3. Developing a sales plan and processes,
   4. Equipping participants with basic skills needed for developing contents and ideas,
   5. Selling practice and pitching session
7. Conduct the evaluation and assessment of trainings and their impact,
8. Prepare a full final report, including detailed activities and training

VI. DURATION AND DUTY STATION

Duration

The period expected for this consultancy is from 1 January 2017 to 30 April 2017, to be divided as follows:

-1 – 31 January 2017: develop a capacity building curriculum and prepare for training materials

-1 February 2017 – 31 March 2017: conduct all training activities

-Submission of expected deliverables related to trainings by 20 April 2017

-27 April 2017:  discuss with RTF team

Duty station

Actions must take place in Bangkok, and at Raks Thai Foundation Bangkok Office based on agreement plan. The consultant(s) should be possible to attend several meetings with RTF’s project manager.

VII. DELIVERABLES AND PAYMENT

Expected deliverables

The final deliverables submitted to RTF include the following documents:

1. A capacity building curriculum of sales strategy for nonprofits,
2. Training materials, presentations and related tools to be used in the training,
3. A full final report, including detailed activities, processes and recommendations for improvements.

Payment

The payment will be done in three instalments:

The 1^st payment with 30% of total amount and will be paid after completion the training curriculum.

The 2^nd payment with 30% of total amount after all trainings are completed.

The 3^rd payment with the remaining 40% of total amount will be paid after submission of the following documents: 1) a capacity building curriculum on sales strategy, 2) training materials, presentations and related tools to be used in the training, 3) a full final report, including detailed activities, processes and recommendations for improvements. The deliverable products will be satisfied by Raks Thai Foundation before the instalments have paid.

VIII. CONSULTANT FEES

The consultant is expected to provide Raks Thai Foundation with a tentative working plan which includes activities, timeframe and fee charged. This amount should include all costs and expenses related to working activities, out-of pocket, and service Taxes/VATs.

IX. RIGHTS AND PROPERTIES

RaksThai Foundation owns the rights of all products under this term of reference. Dissemination of products and services owned by Raks Thai are subjected to a written permission granted from an authorized person of Raks Thai Foundation.

X. QUALIFICATIONS AND REQUIRED DOCUMENTS

Qualifications

Competencies:

• Knowledge and understanding of sales strategy and significant experience in developing training activities particularly related to strategic marketing for nonprofits,
• Previous experience working with NGOs is preferred,
• Demonstrate a thorough understanding of social development and strategic marketing,
• Excellent communication skills both in English and Thai,
• Excellent public speaking skill,
• Strong understanding of sales strategy,
• Ability to work in multi-cultural environments,
• Ability to balance a process-driven approach while generating innovative ideas is imperative,
• The consultant(s) must be flexible, enthusiastic, very passionate about using business tools to maximize social impacts,

The successful candidate will be detailed-oriented, self-starter with strong organizational skills.

Experience: A minimum of 5 years of professional experience, which includes at least 3 years in related fields.

Required documents:

1. The name and official address, legal registration document (if any) of the consultant, with an application letter,

(The position title and number, based on requisition no., should be clearly marked on the application letter and envelope if sent by mail)

1. Curriculum Vitae (CV) of the consultant,
2. Examples of past experiences (preferably written) that reflect the deliverables and scope that are listed in scope of work;
3. A proposed budget and work-plan for the consultancy.

Interested candidates should apply with the required documents before 20 December 2016. Please be noted that only shortlisted candidates will be contacted for interview and bidding process.

XI. KEY CONTACT PERSON

Place for document submission

Submit documents to RTF at:

1. By mail to: Ms. Pruksa Singhapol

Program Officer, Organization Development and Training and

Ms. Supaluk Boonpeng

Senior Program Assistant

Raks Thai Foundation

185 Pradipat Soi 6, Samsennai, Phayathai, Bangkok 10400

Telephone: 02-265-6888

 2. By online to: Ms. Pruksa Singhapol

pruksa@raksthai.org

XII. APPENDIX