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TERMS OF REFERENCEGrow Your Consultancy Business (GYCB) training series.Delivery of training courses for local consultantsIntroductionThe SME Finance and Development Group (the “SME F&D”) of the European Bank for Reconstruction and Development (the “EBRD”) supports economic transition, by both achieving enterprise change in viable micro, small and medium enterprises (MSMEs) and developing sustainable infrastructures of business advisory services in the countries of operations of the EBRD.In addition to providing finance SME F&D activities include assisting individual enterprises to engage with local consultants on narrowly-based, specific projects with a rapid payback. Additionally, market development activities are carried out, including training programmes for local consultants, in order to improve competitiveness, professionalism and supply of services in terms of quality and quantity.In order to ensure consistency in delivery, the EBRD developed a Grow Your Consulting Business training series – a suit of training programmes targeted at building capacity of local consultants comprising the following training programmes (the “Training Courses”):1.Starting a Consulting Business;2.Management Consulting Essentials;3.Managing a Consulting Business;4.Marketing and Selling Consulting Services;5.Business Diagnostics for Consulting;6.Project Management for Consulting;7.Change Management for Consulting.The Bank seeks to engage a consultant (the “Consultant”) to tailor the general content of the Training Courses (which will remain the property of the EBRD) for local consultants in a specific country, and deliver the courses (the “Assignment”).A Consultant shall be selected from a pool of experts who were selected for the delivery of GYCB training series in 30 countries of operations and have signed a framework contract. Depending on each country specific needs (in terms of capacity, specific knowledge gaps, business environment, etc.), the EBRD country teams plan which of the seven GYCB trainings to deliver, and when. For this reason, the Consultant will be engaged to deliver the corresponding services if/when the need arises and his/her professional background, language skills and field experience will match the specific requirements of the services to be delivered. A Call-Off Notice will be issued to the Consultant accordingly for each engagement.ObjectivesThe overall objective of the Assignment is to deliver the Training Courses on consultancy and technical skills for local consultants in order to improve the quality of consultancy services they deliver to local MSMEs in the EBRD countries of operations.Methodology and Scope of ServicesThe curriculum for each Training Course provides a precise description of the composition and structure of each module, as well as an overview of the skills/knowledge which will be transferred to the participants. The related training materials include all materials necessary for the delivery of the relevant training programme, including presentations, exercises, case-studies etc.Prior to delivering the first training event the Consultants will be introduced to the relevant training materials and methods and procedures of delivery. This exercise could be conducted in different ways, and the preferred manner will be decided on a case-by-case basis depending on each Consultant’s experience and an assessment of his/her familiarity with the specific country of delivery, the content of the Training Course, the activity of training itself, etc. If needed, the Consultant will be asked to team-up with other consultants for delivery of Training Courses.Depending on each specific country needs (in terms of capacity, specific knowledge gaps, business environment etc.), the Consultant shall adapt each of these Training Courses to the knowledge and experience level of the local consultants. All changes to the training materials should be agreed with the Bank prior to the Course delivery.As part of the delivery it is likely that the Consultants will need to incorporate the inputs of local partner organisations, such as business associations/chambers of commerce/etc. Where possible, appropriate partner organisations will be suggested by the EBRD but Consultants, with the Bank’s approval, could utilise their own business contacts in this regard.Local consultants attending the courses are expected to participate to the cost of the training; the level of participation will depend on the country and the market.The delivery of all Training Courses will be evaluated by the EBRD in two stages: at the completion of the course (to assess the satisfaction of participants with the course content, training delivery, etc.), and then 6 months after the course (to assess if/how the participation in the training affected the participants’ business and/or resulted in better quality of their consulting projects (longer term impact assessment).3.1 Objectives of the training programmeThe specific objectives of the training programmes are as follows:Educate consultants on the requisite skills, abilities, and behaviours required to be successful as a management consultant;Improve consultants’ skills and behaviours to enable their successfully designing and executing a consulting project in a professional and ethical manner, as well as provide the tools and templates with which they can plan and deliver complex projects;Enable consultants to grow and manage a small- to medium-size consulting firms to simplify the startup and growth of their firm;Expose and train consultants in best practice marketing and selling techniques as well as improve consultants’ ability to build more effective relationships and establish credibility with clients;Train consultants on advanced project management techniques to further their ability to successfully manage complex projects, as well as provide the tools and templates with which they can plan and implement complex projects.Train consultants on how to lead/ carry out successful changes in the client's company using appropriate tools and techniques and taking into account the company’s readiness for change and specific needs3.2 Target participantsLocal business consultants and managers/owners of consulting companies with a minimum of 2-5 years of experience as a consultant. Typical group size: 15-20 participants.3.3 Outline of the training content3.3.1Starting a Consulting BusinessDefining personal and professional long term goals;Management Consulting Competency Framework and using it as a benchmark for professional development; Starting consulting business as a strategy for achieving professional goals;Undertaking the inventory of personal competencies;Defining the consulting product/service;Defining the target market for consultancy services;Designing Value Propositions;Defining the partners;Designing the key company activities;Defining resources;Establishing proper client relationships;Selecting the most appropriate marketing and selling channels;Costing and pricing consulting services.3.3.2Management Consulting Essentials;The consultancy role and processConsulting Core CompetenciesDeveloping services & value propositionBuilding client relationship & identifying needsProject planning & Terms of Reference; using the project Self-declaration ChecklistExecution, techniques & tools Closure, evaluation & developmentIntroduction to practice managementProfessional ethics in consultingPersonal and professional development3.3.3Managing a Consulting Business;The value chain of a consultancy firm Goals of a consulting firmBusiness Model of a consulting firmLegal forms and partnershipOrganizational Structures and project teamsEconomics of the consulting firmThe leadership functionHuman resource management of a consulting firm 3.3.4Marketing and Selling Consulting Services;Marketing Consulting ServicesDetermining our consulting markets / our “Product” in consulting;Market segmentation and positioning.Marketing channels and tools in consulting.Marketing skillsBuilding Trust and RapportSales TacticsClient ProspectingPricing consulting services - defining and calculating a billing rate and applying fee structures; contract priceProposals and Requests for Proposals / Solicitations (RFPs)Consultancy contracts with the EU, other donors and International Finance InstitutionsProfessional Ethics in Selling Consulting Services3.3.5Business Diagnostics for Consulting;Understanding the client business (specific tools to analyse the different aspects of the client business)Research and Analysis, Soft Skills for Research, Analysis, and finding solutionsFinding and Recommending SolutionsInterpretation and prioritization (including training of the relevant soft skills (e.g. influencing techniques, problem solving techniques etc.)3.3.6Project Management for Consulting.Management of engagements as projects;Organizational influences and the Project Lifecycle;Starting your Consulting Project (Engagement Definition);Planning your Consulting Project (Engagement Planning);Implementing your Consulting Project (Engagement Implementation);Closing-out your Consulting Project (Engagement Hand Over)3.3.7Change Management for Consulting.Modern models of organizational changes in the companyExternal and internal forces that drive change in client's organization. The role of consulting services in the changes of client's organizationThe vision and purpose of the upcoming changesAssessment by the consultant of the readiness, needs and ability to changeDevelopment of strategy of organizational changePlace of the organizational culture of the client company and its role in the upcoming changesAssessment and risk analysis of changesIdentification of the agents of change in the client's company. Their role in the change processResistance to changeThe role of communications in organizational changesSpecific Tasks for each training eventSpecific tasks for each training event will be defined in a TOR for a specific Call-off Notice related to the training the Consultant is asked to deliver; generally, tasks include:Undertake preliminary local training needs assessments, as relevant and in cooperation with the local SME F&D teamDeliver training programmes. Training sessions to be run in the interactive manner and including presentations, practical exercises and skills development sessions;Collect feedback and evaluation of training sessions from the participants;As appropriate, organise platform and provide course follow-up/coaching sessions and remote assistance to local consultants following the trainings if necessary;(Organise translation of training materials to local languages as necessary).Implementation ArrangementsThe Consultant will report to and liaise closely with the Operation Leader set out in the Call-off Notice and the country team by which the Consultant is selected.All arrangements related to the implementation of trainings (both in terms of customisation of material done by the Consultant and logistics) take place directly between the Consultant and the country team. DeliverablesSpecific tasks and deliverables will be specified in the Call-off Notice and may include:Phase of the assignmentDeliverablesPhase 1: Customization of the training contentTraining materials customised to the needs of local consultantsTraining materials translated to a local language (if relevant)Phase 2: Delivery of the customised training programmeOriginal sign-up sheetOriginal feedback and course evaluation forms Phase 3: Delivery of a follow-up/ coaching session to the training participantsFinal report on the training and a follow-up session including recommendations to improve training content as well as potential further trainings for participants ................
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