Technical Asisstance for Cat Van Loi

Scope of Work

Technical Assistance for Cat Van Loi

Standardize the Business Process, Competency framework and Sales strategy

Background

Improving Private Sector Competitiveness (IPSC) is a U.S. Agency for International Development (USAID) technical assistance project, and the Agency for Enterprise Development (AED) under the Ministry of Planning and Investment (MPI) is the project owner. The project is implemented by Deloitte Consulting LLP (“Deloitte”) and runs from 2020 to 2025.

The purpose of the USAID IPSC Activity is to remove constraints and build the competitiveness of small and growing businesses (SGBs) in Vietnam, including those led by vulnerable populations. With this activity, USAID/Vietnam is supporting Vietnam’s competitiveness: vertically at the policy, market, and firm level; and horizontally by working along the entire spectrum of enterprise growth models, from household businesses transforming into registered firms to small firms on the cusp of scaling up.

IPSC is made up of four interrelated Objectives:

Objective 1. Building business management capacity of SGBs, including those led by vulnerable populations, particularly women and ethnic minorities.
Objective 2. Improving efficiency and productivity by promoting innovation, technology adoption, and sustainable business models.
Objective 3. Enhancing business enabling environment for a broad-based inclusive economy.
Objective 4. Strengthening business-to-business (B2B) and cross-sectoral linkages.

Summary of Activities

IPSC collaborates closely with the Government of Vietnam (GVN) counterparts, including the project owner, AED, under MPI. IPSC and AED develop strategies for sector selection, geographic focus, and SGB engagement, and engage a broad range of market actors across the economy that make up the SGB ecosystem, including SGBs, cooperatives, and household businesses (HBs); business chambers, associations, and business development service providers (BDSPs); GVN Ministries and Agencies, provincial and local administrations; and private sector consultants, training institutions, and financial institutions. Using incentives and cost-sharing with SGBs, pioneering enterprises (PEs), and other partners, IPSC builds both greater demand and supply of business development services (BDS), while improving providers’ capacity to understand and offer services desired in the marketplace.

One of IPSC’s main objectives is supporting Vietnamese enterprises to receive customized technical assistance under the overall support package “Pioneering Enterprise (PE) Program” to create products with added value and Vietnamese intellectual property, nurturing them to become sustainable models for other SGBs to emulate and scale up proven examples. A PE is a growing Vietnamese enterprise with Vietnamese-branded products, sufficient competitiveness, the ability to lead and expand in the industry, sector, and locality, strong management capacity, and willingness to innovate and produce products with high added value, with the vision and objective to build a Vietnamese brand in international markets. Positioning the “Made by Vietnam” product brand successfully in regional and international markets is a priority for PEs.

Each support package will be customized for the individual PE, depending on their situation, needs, development capacity, commitment to participate, and willingness to co-invest. The support packages will focus on facilitating BDSPs and technical experts to deliver consulting services and specialized training to help enterprises strengthen their governance, management capability, and strategies (including strategy development, business model refinement, brand positioning, marketing, innovation, communications, and human resource development). IPSC will develop Key Performance Indicators (KPIs) for each supporting package so PEs can quantify the results achieved and evaluate the effectiveness of the results.

Cat Van Loi Industrial Electrical Equipment Manufacturing JSC, founded in 2007, has achieved recognition by being chosen as one of the PEs receiving IPSC’s support package above. The company stands at the forefront of the industry by its own-brand mechanical and electric (M&E) supplies products. Through this SOW, IPSC will assist Cat Van Loi in implementing activities within IPSC’s provided technical assistance framework in the approved action plan under initiative 1– Process and organization standardization - Current assessment, organizational standardization, process improvement, and implementation support

1. Scope Statement

IPSC is seeking a team of 03 consultants, comprising a Team Lead (consultant 1), a Sales & Marketing (Consultant 2) and a Production & Quality (Consultant 3) to support Cat Van Loi(CVL) in implementing a current assessment, organizational standardization, process improvement, and implementation support according to the tasks and deliverables below:

2. Tasks and Responsibilities/Deliverables and Implementation Plans

The selected consultant team will undertake the following tasks in close cooperation with Cat Van Loi (CVL), the IPSC PE team, and IPSC senior management. The selected group will be responsible for all the tasks and deliverables listed in the table below. All deliverables must be agreed to and approved by CVL’s representative.

Consultant 1: Team Lead

The Team Lead, in collaboration with both Consultant 2 and Consultant 3, will be responsible for all the finaltasks and deliverablesof this SOW, and sole responsible for the specifix tasks and deliverables listed in the table below:

No.	Activities	Deliverables	Due date	Estimated level of effort
1	Workplan preparation In collaboration with consultant 2 and Consultant 3, discuss with CVL to finalize for the workplan Conduct a kick-off meeting to develop the workplan and timeline with CVL.	1 detailed work plan including main phases and milestones with detailed tasks and the timeline. The workplan will be both in Vietnamese and English.	30 May 2024	5 days
2	Conduct an assessment and evaluate the current status of CVL’s Business Strategyand organizational structure, focus onSales, Marketing, Production-Maintenance, Quality, and Warehouse Departments. (Co-Implement with Consultant 2 and Consultant 3) Develop a set of assessments for business strategy and organizational structure. In collaboration with consultant 2 and 3, finalize and complete the assessment document package, that includes: Business Strategyand organizational structure, focus onSales, Marketing, Production-Maintenance, Quality, and Warehouse Departments Conduct a realistic assessment on the current status of business, the gap with expectations and potential risks, reviewing operating model, organizational structure, functions, tasks and roles, responsibilities, and performance of each position. This includes: Review of existing documents on business strategy, organizational structure, processes, policies, and procedures in the Sales, Marketing, Production-Maintenance, Quality, and Warehouse Departments Conduct in-depth interviews with the leaders, Sales, Marketing, Production-Maintenance, Quality, and Warehouse Departments and other teams. Identify and clarify business goals and strategies and developtraining programs, an improvement roadmap, and an action plan. In collaboration with consultants 2 and 3 integrate and finalize the business goals, strategies, developtraining programs, improvement roadmap, and the action plan Discuss and clarify with the Board of Directors on the potential improvement points,the gap between the current state and ability to achieve goals,recommendations,measurement indicators, etc. Review and revise the business goals, strategies, developtraining programs, improvement roadmap, and the action plan if needed. Notes: The recommendations will not include any recommendations regarding staff size.	Assessment report of CVL, including: Business information; strengths; opportunities for improvement as well as problems/ challenges encountered for CVL. Business strategy: operating model, organizational structure, functional mandates and position, structure and tasks of the Sales, Marketing, Production-Maintenance, Quality, and Warehouse Departments. Action plan for CVL and propose training programs, solutions, improvement points, and result measurement indicators for CVL The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 June 2024	25 days
3	Consulting on Business Strategyand organizational structure, focus onSales, Marketing, Production-Maintenance, Quality, and Warehouse Departments Consulting on building human resources for the business strategy, organizational structure, sales & marketing, Production, Maintenance, Quality and Warehourse Departments and capacity frameworks Consulting support for improving and optimizing business strategy, organizational structure, sales and sales care processes, the consultancy for improving and optimizing Production-Maintenance & Quality, and Warehouse processes, after 1 year (if necessary)	The comprehensive consultancy report should include: Competency framework for business strategy and the organizational structurefocus on Sales, Marketing, Production-Maintenance, Quality, and Warehouse Departments Important criteria and metrics to increase sales Sales and marketing process (before, during, and after-sales) Customer care process Interaction process of the sales & marketing,Production, Maintenance, Quality and Warehourse departments with inter-departments Company confirmation of items needing improvement. Roadmap for implementing improvements for Business Strategy and organizational structure, focus on Sales, Marketing, Production-Maintenance, Quality, and Warehouse Departments The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 Sep 2024	20 days
4	Training, Coaching and Mentoringfor Leaders on Business Strategyand organizational structure, focus onSales, Marketing, Production-Maintenance, Quality, and Warehouse. (Co-Implement with Consultant 2 and Consultant 3) Develop the training/ coaching/ mentoring programs In collaboration with consultant 2 and Consultant 3, integrate and finalize the training/ coaching/ mentoring material package. Conduct trainings of Business strategy, business operation and organization culture to related departments Conduct group coaching and mentoring sessions for both employees and leadership onthe organizational structure, business strategy, functional mandates and position structure, and standard process. Support to improve business metrics. Carry out periodic evaluations and feedback. Reserve plans to face challenges and adjust strategies quickly when needed.	A Training, Coaching and Mentoring report: Training/ coaching/ mentoring material package (Training background, agenda, images/videos, Trainee list, Test results, post-training results and suggestions…) List of participants to be coached (with signature) Important case studies Results of improving staff capacity (before and after coaching) Result of business indicators (before and after coaching). This training material package is suitable for direct training, suitable for CVL's business model; needs to be discussed and approved by CVL. The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report	31 March 2025	20 days
5	Project Completion Report Prepare and submit the completion report. Hand over all final training documents.	01 Final report The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 May 2025	10 days

Qualification of selected expert

Vietnamese National
Master's degree in human resources, Business administration, or related fields
Have at least 15 years of leadership experience in manufacturing or human resources, manufacturing assessment/consulting/training for private sector organizations.
Have consulting, training and coaching experiences in Production System; Lean manufacturing; data analysis and improving capacity.
Have practical experiences approach in helping company to improve application effectiveness, applied in practical production and business.
Strong coaching, communication and interpersonal skills, and experience working collaboratively with customers and stakeholders at all levels of the organization.
Have high professional qualifications and demonstrate capacity from previous jobs to ensure on schedule.
Good report writing skills in both English and Vietnamese.

Consultant 2: Sales & Marketing Consultant

Sales & Marketing Consultant in collaboration with both Consultant 1- Team Lead and Consultant 3 – Production & Quality Consultant will be responsible for all the tasks and deliverables listed in the table below:

No.	Activities	Deliverables	Due date	Estimated level of effort
1	Conduct an assessment and evaluate the current status of the Cat Van Loi onSales & Marketing Department. (Co-Implement with Consultant 1 and Consultant 3) Develop a set of assessments for the Sales & Marketing Department, then collaborate with Team Lead, and Consultant 3 to integrate into the full package. Conduct a realistic assessment on the current status, potential risks, and the gap between the business's expectations and current position; operating model, organizational structure, functions, tasks and roles, responsibilities, and performance of each position, existing documents on processes, policies, and procedures in the Sales & Marketing Department Conduct in-depth interviews with the leaders, sales, marketing, and other teams Master information about the M&E market, and customer criteria, evaluate trends and predict opportunities. Determine sales and marketing goals to be achieved Identify and clarify business goals and strategies, and developtraining programs, an improvement roadmap, and an action plan.	Assessessment report on Sales & Marketing Department of CVL, including: Business strategy, operating model, organizational structure, functional mandates and position, structure, and tasks of the Sales, and Marketing Department. Consider problems/ challenges encountered for the Sales and Marketing Department. Propose training programs, solutions, improvement points, and result measurement indicators for Sales and Marketing Department Propose detailed Action plan for the Sales and Marketing Department. In collaboration with consultant 1 and Consultant 3 to review and finalize the CVL’s action plan. The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 June2024	20 days
2	Consulting on standardizing sales & marketing processes: Consulting on building human resources for the sales & marketing department and capacity framework Consulting on setting up a system to measure, monitor, and develop the performance for sales of department Determine index measurements for sales & marketing department, should include: Target index Conversion index Sales cycle time index Rejection rate index NPS Index (Net Promoter Score Consulting on standardization of the sales process; standardizing customer care processes Consulting on the process of standardizing interactions and prohibiting room links Consulting support for improving and optimizing sales and sales care processes, after 1 year (if necessary).	The comprehensive consultancy report should include: Competency framework for the sales & marketing department Important criteria and metrics to increase sales Sales and marketing process (before, during, and after-sales) Customer care process Interaction process of the sales & marketing department with inter-departments The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 Sep 2024	20 days
3	Training, Coaching and Mentoring for Sales and Marketing Department Develop the training materials for sales & marketing department Conduct the training, coaching and mentoring sessions sales & marketing department By each stage: Provide foundation/advanced/practical training programs, suitable for sales and marketing department staff to improve sales, the topics will be identified, but should include: Sales skills Negotiation skills, Customer relationship management Creating and implementing effective business plans Proactive and positive spirit at work Support to improve business metrics Carry out periodic evaluation and feedback Post-training evaluations. Reserve plans to face challenges and adjust strategies quickly when needed. Suggestion for the upcoming training sessions using CVL’s funds. Based on business objectives, business index measurement results, and current capabilities of Sales Staff	A Training, Coaching and Mentoring report for Sales and Marketing Department, the report should cover: Training/ coaching/ mentoring implementation and progress of Sales and marketing improvement Important case studies Results of improving staff capacity (before and after coaching) Result of business indicators (before and after coaching). Recommendation for the following up The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report	31 March 2025	30 days

Qualification of selected expert

Vietnamese National
Master’s degree in Sales & Marketing, Human resources, Business administration, or related fields
Have at least 07 years of consulting, training and coaching experience in Sales & Marketing, Production System; Lean manufacturing; data analysis, and improving capacity.
Have practical experiences approach in helping company to improve application effectiveness, applied in practical production and business.
Strong coaching, communication and interpersonal skills, and experience working collaboratively with customers and stakeholders at all levels of the organization.
Have high professional qualifications and demonstrate capacity from previous jobs to ensure on schedule.
Good report writing skills in both English and Vietnamese.

Consultant 3: Production & Quality Consultant

Production & Quality Consultant in collaboration with consultant 1- Team Lead, and Consultant 2 – Sales & Marketing Consultant will be responsible for all the tasks and deliverables listed in the table below:

No.	Activities	Deliverables	Due date	Estimated level of effort
1	Conduct an assessment and evaluate the current status of CVL’s factories organizational structure, especiallyfor Production, Maintenance, Quality and Warehourse Departments (Co-Implement with Consultant 1 and Consultant 2) Develop a set of assessments for Production, Maintenance, Quality, and Warehourse Departments, then collaborate with Team Lead, and Consultant 2 to integrate into the full package. Conduct a realistic assessment on the current state, potential risks, the gap between the business' expectations and current position, operating model, organizational structure, functions, tasks and roles, responsibilities, and performance of each position. Review existing documents on processes, policies, and procedures in the for Production, Maintenance, Quality, and Warehourse Departements Conduct in depth interviews with the leaders, Production, Maintenance, Quality, and Warehourse Departments- Identify and clarify business goals and strategies, training program, improvement roadmap, result measurement indicators and action plan for Production, Maintenance, Quality and Warehourse Departments. Prepare assessment report	Assessessment report on Production, Maintenance, Quality and Warehourse Departmentsof CVL, including: Business strategy, operating model, organizational structure, functional mandates and position, structure, and tasks of for Production, Maintenance, Quality and Warehourse Departements Consider problems/ challenges encountered for Production, Maintenance, Quality, and Warehourse Departments Propose training programs, solutions, improvement points, and result measurement indicators for Production, Maintenance, Quality and Warehourse Departments Proposed Action plan for Production, Maintenance, Quality, and Warehourse Departments. In collaboration with consultant 1 and Consultant 2 to review and finalize the CVL’s action plan. The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 June 2024	20 days
2	Provide the consultancy on standardizing on the Production, Maintenance, Quality, and Warehourse Departments processes Consultancy on building human resources for the Production, Maintenance, Quality, and Warehourse Departments and capacity framework. Provide the consultancy to set up a system to measure, monitor, and develop the performance for the Production, Maintenance, Quality, and Warehourse Departments. Determine index measurements. Consulting on standardizing the Production, Maintenance, Quality, and Warehourse Departmentsprocess and customer care processes. Consulting on the process of standardizing interactions and prohibiting room links Planning a roadmap for Production, Maintenance, Quality and Warehourse Departments Discuss with the BOD about the findings in the assessment: Identify items that need improvement. Determine implementation roadmap. Consulting support for improving and optimizing Production-Maintenance & Quality, and Warehouse processes, after 1 year (if necessary)	The comprehensive consultancy report should include the following components: Competency framework for the Production, Maintenance, Quality, and Warehourse DepartmentsInteraction process of the Production, Maintenance, Quality, and Warehourse Departmentswith inter-departments. Company confirmation of items needing improvement. Roadmap for implementing improvements The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report template.	30 Sep 2024	20 days
3	Training, Coaching and Mentoring for Production, Maintenance, Quality, and Warehourse Departments. (Co-Implement with Consultant 1 and 2) Develop the training materials for Production, Maintenance, Quality, and Warehourse Departments Conduct the training, coaching and mentoring sessions for Production, Maintenance, Quality, and Warehourse Departments Conduct group coaching and mentoring sessions for both employees and leadership onthe organizational structure, functional mandates and position structure, and standard process for Production, Maintenance, Quality, and Warehourse Departments. Conduct training, coaching on the implementation of improvement activities in the company Instructions on applying knowledge in the workplace, instructions on implementing improvements at the company Monitoring and mentoring (online/offline) Support to improve business metrics.	A Training, Coaching and Mentoring report for Production, Maintenance, Quality, and Warehourse Departments, the report should cover: Training/coaching/mentoring implementation and progress of Production, Maintenance, Quality, and Warehourse Departments imrovement Important case studies Results of improving staff capacity (before and after coaching) Result of business indicators (before and after coaching). Recommendation for the following up The report shall be in Vietnamese with the executive summary in English. Word format following IPSC’s Report	31 March 2025	30 days

Qualification of selected expert

Vietnamese National
Master's degree in human resources, Business administration, or related fields
Have at least 10 years of leadership experience in manufacturing or human resources, manufacturing assessment/consulting/training for private sector organizations.
Have consulting, training and coaching experiences in Production System; Lean manufacturing; data analysis and improving capacity.
Have practical experiences approach in helping company to improve application effectiveness, applied in practical production and business.
Strong coaching, communication and interpersonal skills, and experience working collaboratively with customers and stakeholders at all levels of the organization.
Have high professional qualifications and demonstrate capacity from previous jobs to ensure on schedule.
Good report writing skills in both English and Vietnamese.

3. Period of performance, Mode, and Level of Effort

Tentative period of period of performance: May 2024 - June 31^st, 2025
Group Level of Effort:

Consultant 1 – Team Lead – 80 consultant days
Consultant 2 – Sales & Marketing – 70 consultant days
Consultant 3 – Production &Quality– 70 consultant days

Mode: Online/ Onsite/ Hybrid based on the determination from IPSC.
Location: Ho Chi Minh City, Vietnam

Interested applicants are invited to submit their CVs, technical proposal with cost estimation (All taxes included) in English to [email protected]. Please state “Technical Assistance for Cat Van Loi JSC” in the subject line.

Due to the high volume of applications, only shortlisted applicants will be contacted. Deadline for applicants is COB 17h30, 22 Mar 2024, Hanoi time.

USAID Improving Private Sector Competitiveness Key Concepts and Definitions

Small and Growing Business (SGB): An organization/economic unit of Vietnam, including enterprises, under the provisions of the Law on Enterprises, cooperatives operating under the provisions of the Law on Cooperatives, and business households registered in accordance with Vietnamese law, which employs no more than 500 full-time employees, has growth potential but lacks the resources of knowledge, finance, human resources, and technology to realize its goals and growth potential.

Pioneering SGBs or Pioneering Enterprises (PEs): A growing Vietnamese enterprise with Vietnamese-branded products, good competitiveness, the ability to lead and expand in the industry, sector, and locality, good management capacity and willingness to innovate and produce products with high added value, the vision/objective to build a Vietnamese brand in the international market.
Business Development Service Provider (BDSP): Agencies, organizations and enterprises in both the public and private sectors with functions, duties/business lines providing non-financial services to support enterprises to improve operational efficiency and business development.
Business Support Organization (BSO): An organization with the function and mission to connect and support business development, often including business associations/clubs, industries, etc.
Department of Planning and Investment (DPI): A specialized agency of the Provincial People’s Committee, which functions as a consultancy and assists the Provincial People’s Committee in managing planning and investment, including the management of domestic and foreign investment in the province; management of official development assistance (ODA) sources, concessional loans from donors, foreign non-governmental aids; Business registration within the province; providing public services within the scope of state management of the Department in accordance with the law.

Job Details

Organisation Name:

IPSC

Application Deadline:

Fri, 2024-03-22

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Technical Asisstance for Cat Van Loi