Terms of Reference for Strengthening and Sustaining the Sanitation Supply Chain Through Training in Decision Intelligence Selling Techniques for the Isoko Y’ubuzima Project at Water For People (Deadline: 24 August, 2025)

TERMS OF REFERENCE

Strengthening and sustaining the Sanitation Supply Chain through training in Decision Intelligence selling techniques for the Isoko y’Ubuzima project.

1. Introduction

Water For People is an international non-governmental organization (NGO) that works with people and partners to develop innovative and long-lasting solutions to the water, sanitation, and hygiene problems globally. The organization strives to continually improve, experiment with promising new ideas, and leverage resources to multiply its impact.

Water For People has secured funds from the US Government to finance the Isoko y’Ubuzima Project, which is a five-year Rwanda Water, Sanitation, and Hygiene (WASH) activity. The activity is being executed by a consortium led by Water For People and includes IRC, CARE International, VEI, and a local partner, African Evangelistic Enterprise (AEE), in Rwanda. The project operates in 10 districts, namely, Rwamagana, Kayonza, Ngoma, Kirehe, Nyagatare, Ruhango, Nyanza, Nyamagabe, Ngororero, and Nyabihu.

The overall goal of the Isoko y’Ubuzima project is to improve access to and utilization of safe, sustainable drinking water, sanitation, and hygiene services. This will be achieved through three interrelated and mutually reinforcing strategic objectives (SO):

SO1.Improving Decentralized WASH Governance

SO2. Improving Rural Drinking Water Services

SO3. Improving Rural Sanitation and Handwashing Services and Products.

2. Background and Context

To achieve the goal of reaching 100,000 people with access to basic sanitation and hygiene services, the project has developed a scalable, social, and behavior-change market-based sanitation and hygiene strategy. The strategy has three main pillars: Social and Behavior Change (SBC) for Demand Creation, Strengthening the Supply Side, and Enabling Environment.

For demand creation and last-mile supply of sanitation and hygiene products at the household level, Isoko y’Ubuzima adopted the Decision Intelligence (DQ) sales approach. In 2023, Sanitation Sales Agents (SA) who are part of supply chain actors were trained in DQ selling techniques, and results proved to be a strategic method for enhancing the effectiveness of the SBC & MBS strategy. By focusing on demand creation and sales activities, sales increased tenfold within eight months. This approach successfully increased demand creation, sales, and couple engagement. Since October 2024, sales agents have sold 22,315 Sato pans, compared to 1,500 yearly sales in 2023.

Building on the successes and lessons learned from the previous implementation, in 2025, the Isoko y’Ubuzima project intends to continue implementing the strategy and using the training and other approaches to empower other key MBS actors to ensure great impact and sustainability. It is with this background that the Isoko y’Ubuzima project plans to leverage from the success from the Sales Agents’ training on DQ selling technique to support other supply chain actors namely; distributors of sanitation products, District sanitation center operators (DSCs), community sanitation showrooms (CSSs), pit emptiers, and masons to train them on attitude, motivation, competence in selling technique and execution of sanitation business. The consultant will also support supply chain actors to expand the number of sanitation products and services promoted through DQ sales.

For long-term sustainability, there is a need to train Master trainers at the national level who will maintain the momentum, offer post-sale support, and motivate and coach teams after the project phase-out. These are staff at the Ministry level (e.g. staff from the Ministry of Infrastructure, WASAC, the Ministry of Local Government, the Ministry of Health, the Private Sector Federation, and selected staff of Water For People, and the project) that work closely with the sanitation sector.

To ensure the sustainability of the MBS, including the DQ sales approach, the consultant will support the development of a sustainability strategy/roadmap. The strategy will encompass a future vision of sustainability, business modeling and planning, as well as financial modeling and viability. Also, the consultant will assess and identify actors and select master trainers at the national level.

3. The scope and objectives of the assignment

Building on successes and lessons learned from the previous implementation phase, this consultancy will address three core objectives:

• Provide capacity building to master trainers with a comprehensive training package on sales using DQ selling techniques.

• Provide capacity building to sanitation supply chain actors on sales using DQ selling techniques.

• Develop a locally adaptable sustainability strategy to ensure the DQ sales approach continues to serve communities beyond the project’s life and to foster interconnections among supply chain actors.

• Develop a monitoring and evaluation plan that aligns with the sustainability strategy, allowing for tracking of impact and effectiveness post-implementation.

4. Methodology

It is expected that the consultant will employ relevant methodology based on global best practices related to MBS and human-centered sales to inform the expected products and activities. The consultant will be expected to draw heavily on the Isoko y’Ubuzima assessment findings, project documents, and insights from the project team. However, the consultant is free to use a methodology he/she proposes based on experience. In consultation with the client, the consultant will design an appropriate and comprehensive work plan to complete the task.

5. Tasks and Responsibilities

Water For People

• Ensure that all necessary project-related documentation is made available to the Consultant.
• Facilitate initial contact between the consultant and different stakeholders, as needed.
• Review training materials developed by the consultants and provide feedback.
• Conduct overall quality control and technical review of the report and final sign-off (including participation in consultation sessions with the consultant during the development of communication materials).
• Provide any other necessary technical or operational support to the consultant.
• Support logistics for trainings, including venue bookings and invitations to partners.
• Facilitate the issuance of certificates to participants by the consultant
• Facilitate the integration of feedback from participants and stakeholders post-training to refine ongoing capacity-building efforts.
• Provide relevant data and insights from previous project evaluations to inform the consultant’s work and ensure alignment with sustainability objectives.

Consultant

.

• Conduct a desk review of relevant project documents and interview relevant stakeholders.
• Develop a detailed work plan
• Develop and submit the first draft of all training and field support tools
• Conduct pre- and post-training performance competency evaluations.
• Incorporate all comments and inputs from different reviewers.
• Submit the final training manuals to Water For People, who will have sole ownership of the materials until they are handed over to the government.
• Design strategies to foster interconnections among supply chain actors within the training materials and activities.
• Develop a monitoring and evaluation plan that aligns with the sustainability strategy, allowing for tracking of impact and effectiveness post-implementation.
• Provide regular progress updates to Water For People, highlighting challenges and potential adjustments to the approach as needed.

5. Time frame:

The assignment will be undertaken within 2 months from the date the consultant signs the contract.

6. Deliverables

The consultant will be expected to submit the following deliverables to Water For People:

I. Approved inception report: Building on the scope of work, the inception report or a comprehensive work Gantt chart and methodology shall be submitted to Water For People within 5 working days after the contract’s signature and before the assignment’s commencement. This deliverable includes:

a. kick-off meeting (in-person and/or remote) to review the timeline, deliverables, and budget, and to understand what is working or not within the adaptation needed and available materials.

B.  roles and responsibilities table that outlines the timelines for delivery of each deliverable, and the associated responsibilities of the consultant and Water For People.

C. basic outline for each of the assigned outputs/products.

II. Approved discovery report: Completion of discovery and approved report by the Isoko y’Ubuzima Team.

III. Sustainability strategy document delivered and approved: This will include the future vision of sustainability, business modeling and planning, financial modeling and viability, identified key actors, and recommendations for fostering sustainability.

IV. Key actors (Master trainers) have been equipped with the necessary skills to lead DQ sales efforts: Conduct a pre- and post-evaluation of identified actors, deliver a full package training of selected master trainers from Water For People/Isoko y’Ubuzima staff and government staff through coaching, supporting, problem-solving, and project management.

V. Approved report on ongoing advisory and coaching support to supply chain actors: The report will include training activities for identified actors, including in-field training, field coaching, and continuous coaching.

VI. Approved final sustainability model of DQ sales activities: Including rediscovery insights and actionable recommendations after the training of key actors/master trainers.

VII. MEAL framework delivered: Create a robust MEAL framework that tracks sustainability indicators.

7. Reporting and work relationship:

The consultant will report to the Isoko y’Ubuzima Private Sector Development Advisor. S/he is also expected to work closely with the project team.

8. Consultant application requirements

Only registered companies/firms are eligible to apply for this assignment.

Team composition.

The firm will present CVs of the lead consultant and other support staff that the consulting firm might judge necessary to fulfill the assignment.

Lead consultant

• A Lead consultant should hold a graduate degree or other qualifications in International Development, Public Health, marketing, business management, or a sales-related field.
• Demonstrate previous experience in implementing the DQ sales approach
• Expertise in Market-Based Sanitation and a human-centered sales approach
• At least 5 years of experience developing training materials and field tools for WASH SBC, ideally for MBS and human-centered sales efforts. Previous experience developing sales and marketing models (or similar context) is highly desirable.
• Demonstrated facilitation and training skills preferred
• Management, planning, coordination, organization, and facilitation skills
• Flexibility and complete availability for the whole duration of the evaluation contract
• Excellent interpersonal and communication skills
• Spoken and written fluency in English &Kinyarwanda is a requirement.
• Flexibility, tenacity, and a results-oriented approach are essential for success.

9. Bid documents

Administrative documents

A. Bidders Registered in Rwanda

1. Valid tax clearance certificate
2. Valid Social Security clearance certificate
3. Company registration certificate
4. VAT Certificate

B. Bidders Registered Outside of Rwanda

Foreign bidders must provide the following documents, duly issued or certified by the relevant authorities in their country of registration:

1. Proof of Company Registration in the country of origin (equivalent to a Company Registration Certificate)
2. Valid Tax Compliance Certificate issued by the relevant authority
3. Proof of VAT Registration (or equivalent, if applicable in the bidder’s country)

Technical bid documents

• Company profile and address
• General consultancy experience in the field of the WASH sector.
• Experience in developing business sales techniques and strategy.
• Present a track record of at least three assignments conducted in the areas of WASH business advisory services, with copies of similar assignments (with evidence for good completion)
• Detailed Curriculum Vitae of the proposed team to carry out the work (if a team is envisaged, ensure the repartition of roles is clearly explained).
• A technical offer, a proposal with a clear timeframe and a description of the understanding of ToRs and proposed changes, if any, proposed methodology detailing how the deliverables will be achieved.
• A financial offer detailing the various costs associated with the delivery of the above services, with itemized daily rates for each consultant. The financial offer shall be submitted in PDF format and must be a separate document from the technical.
• Evidence of the consultant’s experience in a similar assignment of providing training on DQ selling techniques.

9. Evaluation Criteria:

Stage I: Technical evaluation

• Company experiences 20%
• Profile of the consultants (Academic qualification, work-related experience): 40%
• Understanding of the assignment and relevance of the proposed methodology and proposed workplan: 40%

Stage II: Financial evaluation

Following the technical evaluation, only bidders with an aggregate score of 80% or higher will advance to the financial evaluation stage. The bidder must attain a minimum score of 80% for each of the technical evaluation marks scoring sections: Profile of the company, profile of the team, Understanding of the assignment, the proposed methodology; and the work plan. Financial proposals will only be requested from the bidders who qualify for the financial evaluation.

At this stage, financial proposals will be assessed, and the bidder with the competitive price will be selected. Financial proposals must be password-protected, and passwords will only be requested from bidders who qualify for the financial evaluation.

Note: Any arithmetic error in the financial proposal will result in an automatic disqualification.

The selected bidder will be contractually required to comply with Water For People’s Vendor Code of Conduct https://www.waterforpeople.org/Vendor-Code-of-Conduct and will be required to deliver a Conflict-of-Interest Certificate before execution of the contract. The Conflict-of-Interest Certificate requires the disclosure of any potential or actual conflicts of interest with Water For People employees or their relatives, including past, current, or proposed business transactions, employment or offers of employment, or certain gifts or entertainment. Water For People will evaluate any disclosures of conflicts of interest; if Water For People determines it cannot waive or mitigate the conflict of interest, it will result in the disqualification of the selected proposer.

10. COPYRIGHTS

 Copyright of all material on the assignment will be retained by Water For People in Rwanda.

11. RIGHTS RESERVED

Water For People reserves the right to cancel the entire procurement process without incurring any liability whatsoever.

Water For People reserves the right to amend any segment of the RFP before the announcement of selected candidates.

Water For People also reserves the right to remove one or more of the services from consideration for this contract should the evaluation show that it is in WFP’s best interest to do so.

Water For People also may, at its discretion, issue a separate contract for any service or group of services included in this RFP. Water For People may negotiate a compensation package and additional provisions to the contract awarded under this RFP.

Water For People reserves the right to debrief the applicants after the completion of the process due to the expected high volume of applications to avoid the compromise of the process.

1. How to apply

If you feel qualified and interested in the assignment, please send your documents (including the technical and financial proposals as two separate attachments in one email) to: rwprocurement@waterforpeople.org no later than 24^th August 2025 at 11:59 pm with the following subject: “Strengthening and sustaining the Sanitation Supply Chain through training on Decision Intelligence selling techniques for the Isoko y’Ubuzima project”. Hard copies and late submissions shall be rejected.

Done at Kigali, on July 25, 2025

Eugene Dusingizumuremyi

Country Director