Customer Analysis and Collection Strategy Consultant
The purpose of this assignment is to assess the strategies that REACT HS R1 investees in Southern Africa (Malawi, Zambia and Zimbabwe) have adopted for collection of periodic payments from their customers, and especially for those selling through Pay-As-You-Go (PAYG), and to come up with strategies on how these companies can improve their collection rates.
The study will assess and compare the socio-economic situation in the respective countries that affect collections, and propose realistic solutions that these companies may adopt in order to improve their repayment collections from their customers, most of whom are rural and peri-urban residents whose economic activities have also been impacted by the COVID-19 pandemic. The consultant will be expected to benchmark any recommended strategies with other strategies that are working in other countries outside those being covered by the assignment.
Specific duties include, but are not limited to:
a) Conduct a customer analysis on the sales and customer payment strategies for 9 REACT HS investees in Malawi, Zambia and Zimbabwe, profiling the same based on level of income, region (rural/ peri-urban etc), occupation etc, considering the PAYG model.
b) Identify key target markets and mapping of customers with the aim of strengthening companies customer identification and developing a collection plan to achieve collections that are commensurate to sales targets.
c) Develop an operational collections strategy that may be adopted by companies to meet more ambitious collection targets and gain the first mover advantage.
d) Advise the company on how to manage their working capital to ensure liquidity and continued operation
About the Assignment
Through this request for proposals (“RFP”), the AECF intends to support its investees to assess the strategies currently being implemented for collections from their customers, and propose ways of improving the same.
Outputs and reporting requirements
Comprehensive TA delivery report, detailing:
a) A customer analysis based on discussions with REACT HS investees in Malawi, Zambia and Zimbabwe.
b) Sales, marketing and distribution strategy, plan and targets for investees’ teams.
c) Operation and customer repayment plan.
d) Collection strategy based on assessment of the above, with a summary assessment of the firm-level insights, proposed recommendations and adoption strategies that may work for the companies.
e) Working capital management strategy.
The consultant will also be expected to prepare a presentation and deliver a training on the same.**
Duration of services
The duration of the service will be over a period of 2 months. This service is expected to commence on 12 April 2021.
Qualifications
Applicants must be able to illustrate the minimum competencies of:
· At least five (5) years team experience in data collection and analysis, reporting and results verification, report writing and presentations to stakeholders in the off-grid energy space.
· Masters in strategic management and planning, with experience in management consulting and PAYG financing models.
· Experience in undertaking these types of assignments, with strong references.
· Knowledge of the off-grid energy sector and experience working with Solar Home System firms in Africa.
· Experience and qualification in financial management, especially working capital/ liquidity management.
Proposal Submission
Qualified consultants (individual or institutional consultants) are invited to submit the proposal that
includes the following:
a) Qualification and experience of the individual/institution.
b) Approach and methodology to undertake this assignment.
c) Previous experience in a similar assignment(s).
d) Detailed financial budget (in USD) and work plan/staff resources.
e) Technical and Financial proposals will need to be submitted as separate documents.
Management
The Consultant will report to the Advisory Manager for REACT, with overall oversight from the REACT HS Senior program officer and the REACT Sector Team lead.
Pricing
The AECF is obliged by the Kenyan tax authorities to withhold taxes on service contract fees as well as ensure VAT, at 16%, is charged where applicable. Applicants are advised to ensure that they have a clear understanding of their tax position with regards to provisions of Kenya tax legislation when developing their proposals.
For all details: https://www.aecfafrica.org/index.php/work-with-us/Customer-Analysis-and-Collection-Strategy-Consultant
