Turkey rfp july 15

Request for Proposals International Business Development Consulting Services for Newfoundland and Labrador Companies August - December 2015 1.0

Objective

The Newfoundland and Labrador Environmental Industry Association (NEIA) and the Aerospace and Defence Industry Association of Newfoundland and Labrador (ADIANL) are seeking consulting services to identify key contacts and opportunities for NL firms in Turkey.

2.0

Background

Based on expressions of interest from their members, ADIANL and NEIA began exploratory activities related to Turkey in 2014.

In November, ADIANL and NEIA, in collaboration with the Atlantic Canada Opportunities Agency (ACOA) and the Department of Business, Tourism, Culture and Rural Development (BTCRD), hosted a “Spotlight on Turkey� event for companies who demonstrated an interest in pursuing Turkey as a potential market.

Following that information session, interested parties completed a survey to indicate interest in potential future activity.

The goal of this project is to assess capabilities and capacities of participant firms, evaluate Turkey as a target market, and identify potential export and international business opportunities for the firms in Turkey.

NEIA/ADIANL will engage consultant(s) to provide a capability/opportunity matching service for individual firms. The selected consultant(s) will identify potential business opportunities as well as meet with firms to provide planning and direction, recommend areas of opportunity, identify potential risks and obstacles, key strategies for market preparation and entry, and recommend a program of activities and supports based on need. The ideal candidate(s) for this position should possess working knowledge/direct experience with the target market, in-market contacts/collaborators, and a proven track record in international business as evidenced by references/list of completed projects.

Additionally, the ideal candidate(s) should possess a strong understanding of the environmental, aerospace and maritime sectors in NL and be accessible to participant firms and the Management Committee. This capacity matching service will allow firms to better identify and/or target specific contacts (customers, potential partners, distributors, etc.) or niches within the market.

3.0

Scope of Work

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The consultant(s) shall carry out to the satisfaction of NEIA/ADIANL the following tasks: a) Market Research and Opportunity Identification – i.

Evaluate Turkey on a macro level; analyze high-level opportunities for NL companies in the environmental, aerospace and maritime, and other key sectors in Turkey, as well as market risks/barriers and other key information ii.

Analyze the Turkish market to identify key opportunities for participants. iii.

Describe target sectors, including market requirements, estimate of market size, timing, discussion of competition, etc. b) Capability and Capacity Assessment – Consult with participant firms in-person in order to clearly understand interests, objectives and areas of experience and expertise. Consultant(s) will evaluate the strength of firm’s domestic operations, and assess export readiness, including level of commitment and capacity to engage in international business, and adaptability of products/services to adhere to legal/regulatory/cultural requirements. c) Firm-level Strategy Development –including lead identification, strategies for market penetration and risk management where applicable, next steps and recommendations for participant firms. d) Recommendation of Support Activities for Management Committee - including strategy development, identification of key in-market events, and suggestion of next steps. e) Creation of a qualified report on targeted opportunities for each of the participant firms. These detailed tailored market intelligence reports will include rationale for identified opportunities, highlighting fit with firm capabilities, and with firm-level strategy.

Reports will also include: i.

Scope of opportunity – Opportunities should be as detailed as possible with clear objectives such as sales, partnership development, technology acquisition, etc. Where applicable, company/organization synopsis, websites, and key contact(s) may also be included. ii.

Budgets/required resources, high-level timelines, key dates and required quality standards. iii.

Classification of Opportunities – Short-term/long-term, requiring local partnership, etc. iv.

Supporting documents – List any documents on file relating to the opportunity that could aid in better describing the initiative, its goals, outputs, requirements, or intended outcomes. Typical background documents may include meeting notes, tender documents, government reports, research or related correspondence. f)

Organization of Incoming Mission – Consultant(s) will recommend and aid in the recruitment of Turkish market representatives/specialists for incoming mission to NL. Consultant(s) will collaborate with Project Manager and Management Committee in the organization and execution of the Incoming Mission activities.

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g) Preparation of a detailed project summary report within thirty days of completion of project reporting on the individual company results.

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Management Committee

NEIA, ADIANL, with support from ACOA and BTCRD will comprise a Management Committee to oversee the execution of project activities and monitor progress.

NEIA’s Manager of Business Development, Abbie Lacey will act as Project Manager and key point of contact for consultant(s) for the duration of the project.

The Committee will provide an initial list of registered companies to the consultant(s) upon contract signing, and will provide ongoing guidance to the consultant(s) throughout the contract period.

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Deliverables & Work Schedule

The project will include a suite of activities that aim to further assess opportunities in the Turkish market, prepare firms to enter that market and provide the organizers with the knowledge to plan future initiatives.

a)

Specific deliverables include: i.

Market Overview Report: The consultant(s) will provide a high-level market overview document to the Management Committee on the business environment in Turkey, focusing on the aerospace, maritime, and environmental industries sectors, and other high potential sectoral opportunities based on NL capabilities and Turkish requirements.

ii.

Market Entry Strategies: The consultant(s) will meet with each firm and provide them with a tailored market entry strategy outlining the advantages/disadvantages, and key opportunities and obstacles. This will include but not necessarily be limited to: -Evaluation of participant firms, including capacity, capabilities, products and services, and international business experience. This will require further contact with the companies by phone/e-mail to seek clarification on the products/services and market interests.

- Identification of specific areas of requirement in the Turkish market which the client should consider and which are a high potential match for their capabilities. This should include a list of key contacts, target groups and recommended approaches to market entry.

-Consultant(s) to provide and discuss report conclusions/recommendations with participant firms in-person or by other means acceptable to firm

iii.

Incoming Turkish mission to NL: The consultant(s) will organize and participate in a 2-3 day program hosted in NL including selection and recruitment of key leads and contacts to provide a market information session and meet with interested firms and discuss opportunities and 3

provide advice directly. iv.

Summary Report: Consultant(s) will submit a summary report capturing the results of project activities to Project Manager. Report should include overview of project activities, as well as a recommended Market Support Program for the Management Committee. This summary report will act as a planning document for the Committee to determine whether future activity is warranted and to suggest a series of activities for to support NL firms interested in market entry support.

c)

Consultant(s) to provide verbal or e-mail progress updates to Project Manager weekly.

d)

All work submitted is the property of NEIA/ADIANL

e)

All project activities should be completed and deliverables received during the period of August 10 – December 15, 2015

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Location of Work, Work Site and Delivery Point

No office or administrative support will be supplied to the consultant(s) and no additional fees will be paid to cover business and/or travel expenses incurred in carrying out this project other than travel approved by Committee related to up to two visits to NL for initial client meetings and delivery and management of a planned market information session. Deliverables will be accepted in electronic format and communication between NEIA/ADIANL and the consultant(s) will consist of both email and telephone calls.

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Contract Value and Payment Schedule

The total value of any contract(s) emanating from this RFP shall not exceed CAD$80,000, inclusive of applicable taxes.

Bids should include a budget which reflects a base cost to cover the Market Overview Report, Incoming Mission planning/participation, preparation of 5 individual market entry strategies and all other project activities, with an incremental cost-per-firm for additional participants (up to 10).

An initial payment totalling 25% of the contract value will be made to the consultant(s) upon consultant(s) engagement and submission of an invoice.

Two installation payments, each totalling 25% of the contract value will be made to the consultant(s) upon receipt of a) Market Overview document (and receipt of invoice) and b) Delivery of final copies of individual Market Entry Strategy reports to all participant firms (and receipt of invoice).

The remaining payment of 25% of contract value will be made to the consultant(s) upon successful completion of the remaining tasks and the submission of an invoice.

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Payment will be processed by NEIA within 30 days of receipt of invoice.

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Selection Criteria

The successful contractor will be determined based on the following: • • • • • • • •

The extent of knowledge and experience in relation to the work Demonstrated experience and/or network of contacts within environmental, aerospace, maritime, and other key sectors in Turkey Knowledge of the NL environmental, aerospace and maritime sectors Understanding of the scope and objectives of the proposal Proposed approach, work plan and schedule Accessibility to participant firms Demonstrated knowledge and experience in NL market considered an asset Cost* (in Canadian dollars)

*Determination of best value may not result in the lower cost being accepted.

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Submission Requirements:

a) Short proposals responding to this Request for Proposal must include a CV, References, and a proposed methodology including sources and/or databases to be used, as well as a budget based on providing the outlined services for 5-10 participant firms. Proposals should be no longer than 5 pages in length (excluding CV) and must be received by close of business July 31, 2015. b)

All bids must be sent by email to the Project Manager at the following address: abbie@neia.org

c) Any enquiries must be submitted in writing to the Project Manager no later than 48 hours prior to the bid deadline.

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