EXPRESSION OF INTEREST FOR SELECTION OF A ... - Magical Kenya · KENYA TOURISM BOARD 7TH FLOOR,...

EXPRESSION OF INTEREST (EOI) FOR THESELECTION

OF A CONSULTANCY FIRM FOR REVIEW AND DEVELOPMENT OF KENYA’S TOURISM MARKETING,

BEACH AND AIR GROWTH STRATEGIES

KTB/EOI/002/2015-2016

RELEASE DATE: 9TH MARCH, 2016

EOI for Selection of Consulting firm of 43

Table of Contents DEFINITIONS ........................................................................................................................... 4

1 GENERAL TERMS ............................................................................................................. 6

1.1 Goals of the Expression of Interest (EOI) ........................................................................ 6

1.2 EOI Issuing Authority ................................................................................................... 6

1.3 Tentative Calendar of Events ........................................................................................ 6

1.4 Availability of the EOI documents ................................................................................... 6

1.5 Pre-bid meeting ........................................................................................................... 7

1.6 EOI Processing Fees ................................................................................................... 7

1.7 Bidding Terms (Conditions under which this EOI is issued) ................................................ 7

1.8 Rights to the content of the proposal .............................................................................. 8

1.9 Acknowledgement of understanding of terms ................................................................... 8

1.10 Language of proposals ................................................................................................. 8

1.11 Venue and Deadline for Submission of Proposals ............................................................ 8

1.12 Location of the assignment ........................................................................................... 9

1.13 Duration of the assignment ........................................................................................... 9

2 PROJECT BACKGROUND ................................................................................................ 11

2.1 Tourism Performance ................................................................................................. 11

2.2 Tourism Recovery taskforce recommendations .............................................................. 12

2.3 Background of Kenya Tourism Board (KTB) .................................................................. 13

3 OBJECTIVES AND SCOPE OF THE ASSIGNMENT ............................................................. 18

3.1 Overall Objective ....................................................................................................... 18

3.2 Specific Objectives .................................................................................................... 18

3.3 OVERVIEW OF SCOPE OF WORK ............................................................................. 18

3.3.1 REVIEW AND DEVELOPMENT OF KENYA’S DESTINATION MARKETING STRATEGY 18

3.3.2 DEVELOPMENT OF KENYA’S BEACH DESTINATION STRATEGY ............................ 20

3.3.3 DEVELOPMENT OF KENYA’S AIR GROWTH STRATEGY ......................................... 22


4 ELIGIBILITY CRITERIA FOR EOI ....................................................................................... 25

4.1 Table 1: Criteria for determining Eligibility...................................................................... 25

4.2 Details to be furnished ................................................................................................ 26

4.3 Evaluation Committee ................................................................................................ 26

4.4 Next Stages of Selection ............................................................................................ 26

5 FORMS ........................................................................................................................... 29

5.1 FORM E-1; Profile of the Bidder .................................................................................. 29

5.2 FORM E-2; Experience of Management Consulting projects for the period 2012-15 ............ 30

5.3 FORM E-3; Experience of Travel and Tourism consulting projects for the period from 2012-15 33

5.4 FORM E-4; Turnover from operations for the period 2012-15 ........................................... 36

5.5 FORM E-5; Current resource strength of the organization ............................................... 36

5.6 FORM E-6; Letter of Proposal submission ..................................................................... 38

5.7 FORM E-7; Letter conforming ‘no deviation’ .................................................................. 39

5.8 Form E-8; Declaration of ‘non-involvement’ ................................................................... 40

5.9 FORM E-9; Checklist of documents for submission as part of the Proposal ........................ 41


DEFINITIONS 1. “Authorized Representative” means:

a. the Managing Director/ Chief Executive Officer/ Managing Partner of the Bidder or, b. a person specifically authorized by the Board/ Partnership for signing and submitting the

Proposal and execution of the Contract. Copy of such Board resolution must be provided.

2. “Bidder” means a firm, company or an organization incorporated. 3. “EOI” means Expression of Interest (EOI) for procuring a consultancy firm for the project to review

KTB’s tourism marketing strategy. 4. “Government sector” means National or County government in Kenya. 5. “Professional Staff” means professionals provided by the Bidder who will lead the functional

domains of Strategy, Marketing, Organization Design/Human Resource Travel and Tourism and Financial services.

6. “Proposal” means the Eligibility Proposal along with supporting documents submitted by the bidders in response to this EOI.

7. “Successful bidder” means the bidder who is awarded the contract by winning the bid submitted in response to the RFP that will be released to short-listed bidders at the end of this EOI process.

8. “KTB” means Kenya Tourism Board established under the Tourism Act.


PART 1 - GENERAL TERMS


1 GENERAL TERMS

1.1 Goals of the Expression of Interest (EOI) The objective of this EOI is to solicit proposals from the interested bidders for participation in a bidding process for selection of a consultancy firm for the review and development of Kenya’s tourism marketing, beach and air growth strategies as per the scope of work. The EOI brings out the details with respect to scope of services that are deemed necessary to share with the interested bidders.

1.2 EOI Issuing Authority This Expression of Interest (EOI) is being issued by the Kenya Tourism Board (KTB), intended to short-list potential bidders.

1.3 Tentative Calendar of Events S.no Milestone Date and Time

1. Publication of Expression of Interest (EOI) 09.03.2016 2. Pre-Bid conference 14.03.2016 3. Response to the Queries 15.03.2016 4. Last date for Submission of EOI 12.00 p.m. 22.03.2016 5. Opening of EOI 12.00 p.m. 22.03.2016

The dates mentioned above are subject to change (pre-pone or post-pone). In case a change is made, it shall be notified on www.magicalkenya.com and IFMIS website www.supplier.treasury.go.ke

1.4 Availability of the EOI documents EOI can be downloaded from on www.magicalkenya.com and IFMIS website www.supplier.treasury.go.ke and a hard copy obtained from the KTB Procurement office located on 7th floor of Kenya Re Towers, Upper Hill, Nairobi, Kenya. The bidders are expected to examine all instructions, forms, terms, project requirements and other details in the EOI documents. Failure to furnish complete information as mentioned in the EOI document or submission of a proposal not substantially responsive to the EOI document in every respect will be at bidder’s risk and may result in rejection of the Proposal. KTB may issue addendum(s)/corrigendum(s) to the EOI documents. In such case, the addendum(s)/corrigendum(s) shall be issued and placed on website given under Section 1.4 at any time before the closing time of tender. The bidders who have downloaded the EOI documents from website must visit the website and ensure that such addendum(s)/corrigendum(s) (if any) is also downloaded by them. This shall be the responsibility of the prospective registered bidders to check the web site for any such corrigendum/addendum till the time of closing of tender and ensure that bid submitted by them are in accordance with all the corrigendum/addendum..


1.5 Pre-bid meeting KTB will host a pre-bid meeting in Nairobi at the address given under contact details in Section 1.11.The pre-bid meeting is scheduled as per date given in Section 1.3. The representatives of the interested organization may attend the pre-bid meeting at their own cost. The purpose of the conference is to provide bidders with any clarifications regarding any aspect of the EOI and the project.

Bidders not able to attend the pre-bid meeting are requested to submit any queries/clarification/Information pertaining to the EOI in writing delivered through e-mail to KTB via [email protected], prior to date of pre-bid meeting. The queries/ clarifications must be in the format given below.

Format for seeking and providing clarifications to tender S. No. EOI Section Existing provision in the tender Clarification sought/ modification

proposed

Queries received both at the pre-bid meeting and in writing prior to the pre-bid meeting will be discussed at the meeting and feedback provided.

1.6 EOI Processing Fees No fees will be charged for accessing the EOI document.

1.7 Bidding Terms (Conditions under which this EOI is issued)

a) This EOI is not an offer and is issued with no commitment. KTB reserves the right to withdraw the EOI and change or vary any part thereof at any stage.

b) KTB reserves the right to cancel this EOI if KTB determines that such action is in the best interest of the Government of Kenya.

c) Bidders meeting the defined eligibility criteria and short-listed by KTB would be issued formal Request for Proposal inviting their technical and financial bids at a later date. The Request for Proposal would include detailed scope of work and the deliverables along with other information.

d) KTB’s decision with regard to the short-listing of bidders through this EOI shall be final and KTB reserves the right to reject any or all the bids without assigning any reason.

e) Timing and sequence of events resulting from this EOI shall ultimately be determined by KTB. f) No oral conversations or agreements with any official, agent, or employee of KTB shall affect or

modify any terms of this EOI and any alleged oral agreement or arrangement made by a bidder with any department, agency, official or employee of KTB shall be superseded by the definitive agreement that results from this EOI process. Oral communications by KTB to bidders shall not be considered binding on KTB, nor shall any written materials provided by any person other than KTB.

g) All communications between KTB and the Bidder must be through email or written communication. All emails and written communication must be sent to KTB’s procurement as stated in section 1.5 and 1.11.

h) Neither the Bidder nor any of the bidder’s representatives shall have any claims whatsoever against KTB or any of their respective officials, agents, or employees arising out of, or relating to


this EOI or these procedures. i) Bidders who are found to canvass, influence or attempt to influence in any manner the

qualification or selection process, including without limitation, by offering bribes or other illegal gratification, shall be disqualified from the process at any stage.

j) Each Bidder shall submit only one Proposal. k) The Bidder will have sole responsibility for execution of the scope of services, as specified in

this EOI. l) Consortium formation or subcontracting with other firms will be allowed for submission and

execution of the proposal. m) The Firm/Entity shall bear all costs and risks associated with the preparation and submission of

the EOI including costs of site visits for presentation to the Evaluation Committee for the purpose of clarification on the bids. The KTB will in no case, be responsible or liable for these costs, regardless of the conduct or outcome of the EOI process. Even if the KTB decides not to proceed with this EOI or further stages of selection, there will be no liability on the part of KTB.

1.8 Rights to the content of the proposal For all the bids received before the last date and time of bid submission, the proposals and accompanying documentation of the proposal will become the property of KTB and will not be returned after opening of the proposals. KTB shall not be bound by any language in the proposal indicating the confidentiality of the proposal or any other restriction on its use or disclosure.

1.9 Acknowledgement of understanding of terms By submitting a proposal, each bidder shall be deemed to acknowledge that it has carefully read all sections of this EOI, including all forms, hereto, “Expression of Interest – Selection of a Consultancy firm for review and development of Kenya’s Tourism Marketing, Beach and Air Growth Strategies” and has fully informed itself as to all existing conditions and limitations.

1.10 Language of proposals The proposal and all correspondence and documents shall be written in English.

1.11 Venue and Deadline for Submission of Proposals Proposals, in its complete form in all respects as specified in the EOI, must be sealed in plain envelopes “clearly marked with Tender No. KTB/EOI/002 /2015-2016: CONSULTANCY FIRM FOR REVIEW AND DEVELOPMENT OF KENYA’S TOURISM MARKETING, BEACH AND AIR GROWTH STRATEGIES” and addressed to:

THE Ag. CHIEF EXECUTIVE OFFICER, KENYA TOURISM BOARD

7TH FLOOR, KENYA RE TOWERS, UPPER HILL, OFF RAGATI ROAD P.O.BOX 30630-00100, Tel. +254 020 2711262/2749000

NAIROBI, KENYA

The sealed envelopes should be deposited in the Tender Box located on 7th Floor, Kenya Re Towers, Upper Hill, Off Ragati Road, Nairobi on or before 12.00 pm on 22nd March, 2016. The tenders will be opened immediately thereafter in the Board Room on the 8th Floor in the presence of


bidders who may choose to attend. Late submissions will not be accepted. KTB may, in exceptional circumstances and at its discretion, extend the deadline for submission of proposals by issuing an addendum to be made available on the KTB’s website, in which case all rights and obligations of KTB and the bidder’s previously subject to the original deadline will thereafter be subject to the deadline as extended.

1.12 Location of the assignment The assignment will require the firm’s consultants to be based in Nairobi, Kenya and/or undertake visits to Nairobi and Coastal Kenya from time to time to as part of the delivery process for the project.

1.13 Duration of the assignment The duration of the consultancy assignment is likely to be for a period of 3 months.


PART 2 – PROJECT BACKGROUND


2 PROJECT BACKGROUND

2.1 Tourism Performance Kenya’s tourism industry had been on a steady growth path year on year, with the exception of 2001 and 2007 due to the impact of General Elections. The industry managed to recover each time and embarked on its growth trajectory. However, 2013-2015 have seen the industry performance decline due to different reasons among them insecurity incidences that led to travel advisories. International tourist arrivals and tourism revenue earned between 1998 and 2014

Year Air & Sea %

change *Cross Border

% change

Total Arrivals

% change

Revenue (Kshs -B)

% change

1998 342,102 0 552,181 0 894,283 0 17.5 0 1999 479,545 40.2% 489,778 -11.3% 969,323 8.4% 21.4 22.3% 2000 506,364 5.6% 488,836 -0.2% 995,205 2.7% 21.6 0.9% 2001 492,731 -2.7% 500,907 2.5% 993,600 -0.2% 24.3 12.5% 2002 495,751 0.6% 505,529 0.9% 1,001,280 0.8% 17.8 -26.7% 2003 547,314 10.4% 598,788 18.4% 1,146,102 14.5% 25.5 43.3% 2004 668,134 22.1% 692,566 15.7% 1,360,700 18.7% 42.2 65.5% 2005 832,229 24.6% 646,771 -6.6% 1,479,000 8.7% 48.9 15.9% 2006 954,335 14.7% 646,206 -0.1% 1,600,541 8.2% 56.2 14.9% 2007 1,048,732 9.9% 768,225 18.9% 1,816,957 13.5% 64.6 14.9% 2008 729,000 -30.5% 474,224 -38.3% 1,203,224 -33.8% 54 -16.4% 2009 952,481 30.7% 537,967 13.4% 1,490,448 23.9% 62.5 15.7% 2010 1,095,842 15.1% 513,836 -4.5% 1,609,678 8.0% 73.7 17.9% 2011 1,265,136 15.4% 520,246 1.2% 1,785,382 10.9% 98 33.0% 2012 1,237,734 -2.2% 475,800 4.7% 1,713,500 5.0% 96 -2.0% 2013 1,107,015 -10% 412,400 -13.3% 1,519,600 -11.3% 94 -2.0% 2014 861,758 -21% 489,000 18.6% 1,350,400 -11.1% 87.1 -7.0%

Source: KTB and KNBS *Cross Border figures reflect arrivals into Kenya captured by Immigration mainly through the border points e.g. Namanga, Busia, Lunga Lunga just to name a few. Domestic Tourism 2008 2009 2010 2011 2012 2013 2014 Kenya Residents 1,566.6 2150.9 2348.9 2603.4 2787.7 2699.1 2,948.7 Total hotel bed nights occupied

3699.0 6243.0 6662.3 7015.2 6860.8 6596.7 6,281.6

Share of bed nights by Kenya residents

42% 34% 35% 37% 41% 41% 46.9%

Notice that domestic tourism has been on the rise looking at the number of bed nights occupied by Kenyan residents. International Arrivals – Mombasa Only


In light of the decline in arrivals and revenue it is estimated that over 20,000 jobs were lost in the process. The Government in May 2014, moved in to stem the decline by appointing a Taskforce on Tourism Recovery via Gazette Notice no. 4611.The Taskforce was engaged to identify challenges affecting the sector and come up with an immediate recovery strategy. From the findings of the nearly six months of intensive consultations, research, reviews and stakeholder engagements across the country, it was evident that the insecurity related events of 2013-14 found an already vulnerable industry following years of low investments in products i.e. new product development, enforcement of tourism product standards and infrastructure development in areas leading to major tourism hubs.

2.2 Tourism Recovery taskforce recommendations The taskforce identified 10 critical success factors to tourism recovery amongst them the three below and made the following recommendations:

1. Air Access: Review Kenya’s air growth strategies with an aim of increasing the air seat capacity from major tourist source markets and ultimately attain 6 million tourists by the year 2020. The specific areas recommended for review include role of national carrier in tourism growth, strategy for wining back Charter flights and general air transport policy for Kenya.

2. Tourism Product: Revamp the beach tourism product with an aim of making Kenya competitive and offer value for money to its visitors.

3. Tourism Marketing: Review the international tourism marketing model for Kenya 4. Funding: Develop a sustainable tourism funding model for Kenya

The focus of this EOI and subsequent project is to address the above areas. A soft copy (pdf version) of the Report of the Taskforce on Tourism Recovery is available on the website mentioned in 1.4 alongside these EOI documents for each bidder to obtain substantive background on the above areas if need be. It is worthy to note that there are other programs also being implemented to help turn around the industry such as Security improvement, Regulation of the industry, Funding, Crisis Management etc and therefore all bidders are requested to respond strictly within the scope defined in this tender while taking cognizance of this fact. The EOI and subsequent project is being spearheaded by Kenya Tourism Board under the auspice of the Ministry of Tourism.


2.3 Background of Kenya Tourism Board (KTB) KTB was first established in 1997 through the legal notice no. 14 under the State Corporations Act (Cap446) of the Laws of Kenya. KTB is now enshrined in the Tourism Act 2011 as a state corporation under the Ministry of Tourism and is subject to the State Corporations Act which guides all state agencies in Kenya.

2.3.1 KTB’s Mandate as per the Tourism Act

The object and purpose of the Tourism Board shall be to market Kenya as a tourist destination. The Tourism Board shall —

i. Develop, implement and co-ordinate a national tourism marketing strategy; ii. Market Kenya at local, national, regional and international levels as a premier tourist

destination; iii. Identify market needs and advise tourism stakeholders on the tourism market trends; and iv. Perform any other functions that are ancillary to the object and purpose for which the Tourism

Board is established. 2.3.2 Staff Establishment: KTB has a total approved staff establishment of 86 employees. Currently however, the staff complement is seventy (70) employees due to unfilled vacancies with fifty nine (59) staff based at headquarters and eight (8) employees based at KTB offices located at Jomo Kenyatta International Airport (JKIA) and three (3) employees based at Mombasa International Airport, Mombasa. The staff at the two airports comprise mainly research assistants engaged in data entry work plus one Airport Customer Care Officer at each airport. 2.3.3 Departments and Units: These are Marketing, Finance, Human Capital & Administration, Legal, Audit, Research, Public Relations, Exhibitions, and Strategy & Development.

2.3.4 Staff Cadres (As Per Approved Establishment): CEO (1), Heads of Department (5), Managers (12), Assistant Managers (18), Officers (24) Assistants (18), Support Staff (8).

2.3.5 Departmental Distribution (As Per Approved Establishment): MD’s office (4), Marketing (42), Finance (9), Human Capital & Administration (14), Legal (2), Public Relations (7), Internal Audit (2), Procurement (4), Strategy & Development (2).

2.3.6 Current In-Market Presence Model: “The MDR Model”

KTB is represented overseas by a team of professional destination marketing companies referred to as Market Development Representatives (MDRs) in 15 key source markets. Their purpose is to develop markets and market segments, develop sustainable relationships and value based marketing partnerships, develop and implement appropriate strategies and plans in conjunction with the Regional Marketing Managers at KTB Head Office.

The current MDRs, all on a three (3) year renewable contract are:

1. Germany & Switzerland - Travel Marketing Romberg 2. France & Spain - Interface Tourism 3. UK & Ireland - Hills Balfour Synergy 4. USA - Myriad Marketing 5. Italy - Interface Tourism 6. China - Aviareps AG 7. Scandinavia - Related ApS


8. Canada - Vox International 9. Australia - GTI Tourism 10. Czech & Poland - Travel Advance 11. GCC - Gulf Reps Ltd 12. India - Trac Representations Ltd 13. Russia - Aviareps AG 14. South Africa - None at the moment (contract expired) 15. Benelux - None at the moment (contract terminated)

Scope of Work for KTB MDRs

(a) Sales and marketing i. Appointing a designated Marketing Manager who shall be responsible for sales and marketing

activities on behalf of KTB in the Territory; ii. Taking steps to maintain Kenya as a leading brand in the market place; iii. Acting as KTB's point of contact within the Territory for sales, marketing and general enquiries and

maintaining high level contacts with members of the Trade, and in particular with airlines servicing Kenya;

iv. Managing and facilitating travel agent, tour operator and airline sales calls, training and product development;

v. Conducting Trade awareness campaigns including activities such as organizing workshops, seminars, events, familiarization tours to Kenya for approved participants, trade missions and providing sales and promoting general awareness of Kenya as a travel destination;

vi. Participating in such Trade shows, road shows, sales missions, media events and third party-sponsored events and Consumer travel shows within the Territory as shall be approved by KTB, on behalf of or in conjunction with KTB, provided that KTB shall be entitled at any time and at its discretion to cancel the participation in any approved event or to add to or alter any of the conditions of such approval;

vii. Conducting direct sales activities; viii. Conducting Consumer marketing campaigns including product placement in the print,

broadcasting and electronic media, joint product advertising with major tour operators, web site construction and maintenance, database development, electronic marketing particularly at strategic times of the year, consumer mailings in conjunction with tour operators using their databases, direct mailing projects

ix. Conducting cross marketing promotions on Kenya and otherwise promoting the sale and awareness of Kenyan goods within the Territory.

x. Online & Social Media Marketing including day to day content management of the KTB language sub site and relevant social media platforms in the specific markets.

(b) Public relations

i. Appointing a Public Relations Manager who shall be responsible for media activity on behalf of KTB in the Territory;

ii. Preparing and submitting to KTB a monthly activity report within seven days of the conclusion of each month on the public relations activities over the preceding month taking into account matters such as media contacts (achievements, failures and potential), public relations relevant Trade contacts, report on media clippings and evaluating those results, updating the ongoing projects and on any major developments;

iii. Developing contacts and maintaining relations with the Trade; iv. Conducting public relations campaigns to increase the exposure of Kenya in print, broadcast and

other forms of media; v. Disseminating positive publicity about Kenya from the perspective of both commercial and tourist


visitors including organizing press conferences in selected major markets within the Territory and presenting a positive image of Kenya in the manner defined by KTB;

vi. Production of press releases to be mailed to media and media related companies providing information on Kenya in order to increase exposure of Kenya;

vii. Targeting of major publications, periodicals and otherwise, and specifically travel trade publications, for the inclusion of features on Kenya;

viii. Developing, issuing, placing and distributing comprehensive press kits in agreed market relevant languages;

ix. Establishing and maintaining pro-active direct contact with all sectors of the media to develop the brand position of Kenya;

x. Organizing and conducting media related promotional events such as press conferences, interviews, cocktail parties, themed evenings for media missions,

xi. Conducting media awareness campaigns including activities such as organizing workshops, seminars, events, familiarization tours to Kenya for approved participants;

xii. Monitoring the media coverage given to Kenya in the Territory on a daily basis, analyzing and reporting to KTB on the findings;

xiii. Formulating a crisis management strategy and assisting KTB in identifying, assessing, addressing, mitigating and providing, through the Crisis Manager appointed by it, crisis management and co-ordination services aimed at diffusing actual, anticipated or unexpected crisis situations affecting Kenya’s tourism directly or indirectly;

(c) Support services

i. Handling all Consumer, Trade and media enquiries, complaints and requests and managing the data received, including tracking;

ii. Promptly advising KTB of any customer complaints or other problems the MDR becomes aware of with respect to KTB's business interests;

iii. Making available secure storage space within the MDR premises, at the MDR's risk, for any material of KTB supplied by KTB for use ancillary to the other Services;

iv. Permitting the MDR's address and office to be used as the contact address for KTB within the Territory;

v. Receiving and issuing of mail on behalf of KTB from the MDR's premises referring to the MDR's address as the designated address;

vi. Provision of all amenities and facilities necessary for the proper performance of the Services within the Territory;

vii. Provision of a dedicated telephone number designated solely for KTB, to be answered as instructed by KTB, and which shall be manned during business hours Mondays to Fridays, excluding national or public holidays as required by KTB;

viii. Provision of a dedicated e-mail address designated solely to KTB; ix. Liaising regularly with KTB in the provision of the Services; x. Allowing the representatives of KTB to occupy, when visiting the offices of the MDR or its permitted

Sub-Contractor, a full serviced workstation within its offices with access to a telephone, fax, internet, photocopying and general secretarial services and also training services.

xi. Procuring and facilitating the procurement of goods and services in the Territory in compliance with applicable KTB guidelines on procurement and Kenyan procurement laws and regulations.

xii. Monitoring and evaluation of marketing and Public Relations activities undertaken on behalf of KTB within the Territory.

xiii. Receipt, storage, distribution and control of promotional materials and collateral within the Territory on behalf of KTB.

2.3.7 KTB Sources of Funding


Government of Kenya (Recurrent and Development) Tourism Fund (formerly Catering and Tourism Development Trustees (CTDLT) Web Advertising Revenue Industry Contribution (Exhibitions, Sales Missions and Road shows) Miscellaneous Income

2.3.8 Five Year Financial Summary


PART 3 – OBJECTIVES AND SCOPE OF SERVICES


3 OBJECTIVES AND SCOPE OF THE ASSIGNMENT

3.1 Overall Objective To drive Kenya’s tourism transformation by reviewing and addressing challenges facing air access, tourism product and marketing, in order to attain the targeted tourist numbers and revenues as envisioned in Kenya’s Vision 2030 Blueprint.

3.2 Specific Objectives a) Tourism Marketing: To drive KTB’s business transformation through revision of KTB’s

Strategic plan and operating model based on the clarity this assignment will provide in as far as the customer segments to focus on and the suitable operating model that is suitable for KTB to effectively deliver its mandate and attain its targeted tourist arrivals and revenue.

b) Beach Tourism Product: To develop an end to end coastal region tourism strategic plan focusing on the revamp and transformation of Kenya’s beach product in order to make it competitive in comparison to leading beach destinations like Maldives, Seychelles, Malaysia etc

c) Air Access: To develop an Air growth strategy for Kenya; one that would translate into a seat capacity adequate to carry the 70% of the tourist numbers envisioned in Kenya’s Vision 2030 Blueprint.

3.3 OVERVIEW OF SCOPE OF WORK The scope of work entails:

1. Review and Development of Kenya’s Destination Marketing Strategy 2. Development of Kenya’s Beach Destination Strategy 3. Development of Kenya’s Air Growth Strategy

Note that the requirements stated in this section (EOI Document) may slightly change in the RFP document.

3.3.1 REVIEW AND DEVELOPMENT OF KENYA’S DESTINATION MARKETING STRATEGY Over the years, it has been difficult to define Kenya’s tourism customers both at the local and global levels. This is partly because Kenya attracts a mix of tourists with varied interests but also because clear customer segments have not been identified and the right value propositions built to cater for these segments. A good understanding of the Tourism landscape will assist us in defining interventions and leverages for the right customer categories and identify our various product mixes that address these categories. In order to achieve this, we would need to undergo a complete business transformation that will see the revision of our Strategic Plan and development of a new business and operating model. The business model will be designed to: identify our customer segments and relevant stakeholders, develop value propositions for each of these segments and working agreements with our stakeholders as well develop strategies that will achieve these value propositions. The operating model will address all the internal


issues within KTB required to support the new business model to include; Processes, technology and governance structures. The scope of this assignment includes:

A. KENYA’S TOURISM MARKETING STRATEGY 1. A review of the Macro and Market Analysis of the Tourism Industry

2. A review of Kenya’s tourism products to determine the Kenya’s Strategic Advantages/Key Competencies. Particular emphasis should be given to Safari, Beach, Adventure, MICE, Heritage (Culture, Archeology, Paleontology & History), and Sports tourism.

3. A Competitor analysis to identify the Kenya’s competition within the region and globally in line with its products and/or strategic advantages identified 2 above.

4. A detailed customer segmentation to cover buyer and usage behaviors at each stage of the buying process including their personal beliefs and associations and how these could affect their choice to travel to Kenya.

5. Identify customer segments that Kenya should focus on and recommend a global brand positioning for Kenya.

6. Propose a Destination Marketing Strategy (Customer Engagement roadmap based on the recommended customer segments).

7. Identify KTB’s key stakeholders and map them accordingly. B. IN-MARKET PRESENCE MODEL

a. Conduct a Global Analysis of the existing In-Market Presence Models in use by Service Multinationals.

b. Conduct a review of existing In-Market Presence Models in use by Tourism Boards of leading Tourism Destinations across the World. The review should cover at minimum three tourism boards i.e. South Africa, Australia and Malaysia.

c. Review of KTB’s current In-market Business Model i.e. The Current MDR Model with an aim of identifying strengths and weaknesses with the way it is currently practiced. (Refer to 2.3.6 for MDRs scope of work)

d. Review KTB’s resource capabilities for in-market presence e. Recommend the ideal in-market presence model having considered all of the above.

C. FUNDING MODEL

1. Undertake a review of the current tourism funding model in particular for tourism marketing (Refer to 2.3.8 for funding snapshot).

2. Undertake an analysis of different funding models in use by other tourism boards across the globe. The review should cover at minimum three tourism boards i.e. South Africa, Australia and Malaysia.

3. Undertake an analysis of different funding models applied in the tourism sector and other sectors which could be applied for the purpose of supporting tourism promotion, marketing and development activities in Kenya.

4. Drawing from the above, propose a funding model for Kenya’s tourism/destination marketing.


D. OPERATING MODEL

1. Review KTB’s Current Processes, Technology and Organogram/Structures 2. Identify and document the core and support processes for KTB drawing from the proposed

customer segments that KTB should focus on and the strategies to reach those customers, coupled with the in-market operating model.

3. Undertake process mapping for KTB 4. Propose an appropriate organogram for KTB in line with the new strategic direction.

E. IMPLEMENTATION OF PROJECT RECOMMENDATIONS UNDER 3.1.1 ABOVE This will entail the review of recommendations and implementation of the same up to and including:

1. Revision of KTB’s Current Corporate and In-market Strategies in light of results of customer segmentation, business and operating models in consultation with the management and board of KTB.

2. Consulting firm to assist in the implementation of the proposed KTB’s In-Market Presence Model in consultation with the management and Board of KTB

3. Consulting firm to assist in the implementation of KTB’s Organogram/Structure in consultation with the management and Board of KTB

Expected deliverables for 3.3.1 a. Competitor Analysis Report b. Stakeholder mapping report c. Customer Segmentation Report d. A Destination Marketing Strategy for Kenya e. A proposed in-market presence model for Kenya f. A funding Model for tourism marketing g. A complete operating model for KTB.

3.3.2 DEVELOPMENT OF KENYA’S BEACH DESTINATION STRATEGY Kenya is one of the largest leisure tourism markets in Africa and has had a long history in sun/beach and safari tourism. The beauty and pristine quality of the beaches at the Kenya’s Coast is unsurpassed in Africa, complemented with the world leading safari product in Maasai Mara, Tsavo, Amboseli and other regions in Kenya. While the safari tourism is up and running and brings upscale and affluent tourists in the country, the sun/beach business has been deteriorating in recent years across all dimensions. Hotel standard mix, hotel/resort quality and average age are not competitive versus the high-quality new upscale/luxury resort infrastructure developments in the Africa/ME region. On top of the lack of competitiveness in the direct hospitality area, social and security related issues have further damaged the image of the Kenya’s Coastal region as a holiday destination. This resulted in extremely low occupancy rates, declining room rates and vicious circle in product/service quality. On the basis of this situation and the potential the region has in tourism, the Ministry of Tourism sees a fundamental need and opportunities for recovery and turnaround in the Coastal region in order to create economic value add for the country, regional, economic and social stability and above all jobs.


Specific deliverables required include: 1. A diagnosis of the current state of the Kenya’s Coastal tourism industry (Spanning Attractions,

Accommodation, Restaurants, Social amenities, Infrastructure, Ancillary services, industry structure etc)

2. A review of Kenya’s beach tourism products to determine the Kenya’s Strategic Advantages/Key Competencies.

3. A Competitor analysis to identify Kenya’s competition within the region and globally in line with its products and/or strategic advantages identified 2 above.

4. A detailed customer segmentation to cover buyer and usage behaviors at each stage of the buying process including their personal beliefs and associations and how these could affect their choice to travel to Kenya’s Beach destination.

5. Identify customer segments that Kenya should focus on for the beach product and recommend a global brand positioning for same.

6. Develop a comprehensive 10 year regional tourism strategic plan for Kenya’s Coast.

Key questions that should be addressed by the project are: Is Kenya’s Coastal region capturing a growing share of tourist arrivals in the region/ tourists from

its main source markets across segments? What are the global and regional trends affecting the tourism sector that Kenya’s Coastal region

needs to be well prepared and adapt to benefit from? Is Kenya focusing on the right sub-segments within mainstream leisure, niche and MICE? What

should Kenya’s Beach focus be segments in the future? How is Kenya’s sun /beach perceived in its main/planned source markets? How do we plan to

strengthen/enhance this perception? What are comparable examples and cases which had gone through the same type of crisis, and

how long did it take to create a positive spin and volume/quality growth? Which segments and offering is the Kenya’s Coastal region best positioned to deliver against in

the context of Kenya’s overall tourism strategy? What are the linkage points and “dual” strategy elements the Kenya’s Coastal region can

develop with the safari products? What are the investment needs and the upside? Is the current /planned infrastructure, transport, value proposing etc. meeting the existing/future

segment’s requirements? What are the gaps that need to be closed in the coming 3, 5 and 7 year horizon?

What are the measures the regional and national government need to take in order to create the social and economic stability, the infrastructure, the safety and security in the Kenya’s Coastal region and what are the viable governance and partnership models to apply for the various processes and initiatives? (e.g. tourism police)

Who are potential target investors for the region? What are the required incentive packages the government of Kenya needs to create in order to

attract leading investors, hotel management companies and other tourism infrastructure stakeholders? (e.g. Taxes, land availability, construction laws)

What are the implications to master-plan the region? What is the land availability to develop a lighthouse project with a large-scale integrated resort?

What are the key arguments that should be brought forward to encourage their investment in the region?

Expected deliverables for 3.3.2

a. A Beach product Competitor Analysis Report b. Kenya’s Beach Product Customer Segmentation Report c. A comprehensive 10 year regional tourism strategic plan for Kenya’s Coast having considered

the questions detailed above.


3.3.3 DEVELOPMENT OF KENYA’S AIR GROWTH STRATEGY Good accessibility is essential for the development of any tourism destination. The gradual abolition of restrictions on air transport has contributed to create an efficient air transport structure based on free market mechanism. These links between air transport and tourism industries are reciprocal. On one hand, tourism is a driving factor for change in air transport, and on the other, air transport opens new destinations and new forms of tourism such as long-haul excursions. UNWTO’s 2015 report highlights that 54% of international tourists arrive to a destination by air. In the case of Kenya, the figure is over 70%, a trend that is synonymous with many African nations. It therefore goes without saying that in order to attain tourism recovery and growth, an air growth strategy must be developed and implemented. Kenya is being served by 19 commercial airports, of which Jomo Kenyatta International Airport in Nairobi controls around 74% of the country’s scheduled seat capacity. An Examination of Innovata annual capacity reveals that around 6.3 million one-way seats were offered on air services involving Kenyan airports in 2014, representing an increase of 8.5% when compared to 2013 figures. Therefore, domestic traffic experienced a double-digit growth rate of 12%, while the international sector increased by just 6.8%.

Source: Innovata / Diio Mi for 2004-2014.

Looking at annual seat figures between 2004 and 2014, the combined capacity of the 19 Kenyan airports grew with an average annual growth rate (CAGR) of 4.6%, with the international sector (+4.7%) outperforming the domestic market (+4.5%). Also of note, the international travel market has increased by 65%, while the domestic one has gone up 62%, when comparing 2014 to 2004.

Kenya Airways carries over 3.7 million passengers per year to over 57 destinations worldwide including the European cities of London, Paris and Amsterdam as well as the Middle East and Asia and is a Member of SkyTeam, an airlines alliance offering one of the world’s most extensive global networks. However, most of Kenya Airways passengers are transit and not tourists terminating in Kenya. Some


priority tourist source markets for Kenya also lack a direct connection such as USA, India (New Delhi), Italy, Russia and Australia. While the domestic sector is Kenya’s biggest country market representing 31% of all weekly seats, 44 countries can be reached non-stop from Kenyan airports according to Innovata schedule data for this January 2016. At around 9,600 weekly seats and 18% more than in January 2014, the UAE leads in terms of international markets, being served by five carriers (Emirates, Etihad Airways, Air Arabia, Kenya Airways from Nairobi and RwandAir from Mombasa) with a combined 38 weekly flights. Second-ranked neighbouring Tanzania is served with around 110 weekly departures offered by Five Forty Aviation, ZanAir, Fly-SAX, Safarilink, Kenya Airways, Airkenya as well as Precision Air. The scope of this assignment includes:

a. A Macro Analysis of Kenya’s Air Transport Market (Number of airlines both scheduled and unscheduled, the air seat capacity per originating country, Growth Incentives and disincentives, Investment incentives and disincentives, Steps towards Liberalization etc)

b. Analyse the existing bilateral air service agreements between Kenya and other countries and propose any areas for review in light of the air growth strategy.

a. Determination of Kenya’s air seat capacity requirements overall and specific per each of the current and potential tourism source markets

c. A global review of the role of National Carriers in trade and tourism sector growth d. A global review air transport trends and strategies applied by other countries for tourism growth e. A review of the Domestic air transport market and its potential in light of the role it plays in

domestic tourism f. Recommend an air growth strategy for Kenya (International and Domestic) having considered

the above. Expected deliverables for 3.3.3

b. A Macro Analysis Report on the Kenya’s Air Transport Market (International and Domestic) c. An analytical report on the Bilateral Air Service Agreements Kenya has with other countries. d. A report on Kenya’s Air Seat capacity requirements in total and per each of the current and

potential tourism source markets e. An air growth strategy for Kenya (domestic and international).


PART 4: ELIGIBILITY CRITERIA


4 ELIGIBILITY CRITERIA FOR EOI In order to be considered eligible for evaluation, the Bidder must first confirm its eligibility against all the requirements given in Table 1 below and all accompanying forms (E1 to E9) including documents required in form E-9. This would be a “Pass-Fail” test and only the bidders who meet each of these requirements will be shortlisted. Bidders who fail to furnish any information asked in Table 1 and forms E1 to E9 shall be rejected.

4.1 Table 1: Criteria for determining Eligibility S. No.

Eligibility Criteria

Requirement Supporting Documents and Forms to be Submitted

1 Valid incorporation

The firm/entity (Company/ Partnership/ LLP) that is submitting the EOI must be registered as a Corporate Body

Copy of Certificate of Registration or such legal document that proves incorporation As stated in Form E1

2 Tax Compliance Bidder must provide a valid Tax compliance certificate or such valid document showing evidence of compliance with tax requirements of the country where the firm is registered.

N/A

3 Management Consulting Experience

Bidder must provide evidence of ‘Management Consulting’ experience for three (3) assignments in the Government Sector each of value greater than USD 500,000 (Equivalent of Kshs 50 million) for the period 2012-15.

One project out of the specified three must have been completed within the specified time period. The remaining two projects may be completed or continuing projects, but must have commenced within the above time period.

As stated in Form E2

4 Travel and Tourism consulting experience

Bidder must provide evidence of ‘Tourism Consulting’ experience for three (3) assignments in the Government Sector each of value greater than USD 200,000 (Equivalent of Kshs 20 million) for the period 2012-15.

One project out of the specified three must have been completed within the specified time period. The remaining two projects may be completed or continuing projects, but must have commenced within the above time period.


5 Firm Turnover Bidder must have an average turnover of more than USD1 Million during each the last three financial/calendar years (i.e. 2012-15)


6 Professional Staff

The bidder must show current resource strength of it’s organization in the following domains. The professional staff



S. No.

Eligibility Criteria

Requirement Supporting Documents and Forms to be Submitted

must meet the criteria mentioned below.

Domain Experience of the firm in this area

Min. no. of Professional staff in the firm

Travel/Tourism/Destination Marketing

>/=10 years >/= 7

Strategy Development & Implementation >/=10 years >/= 7 Project Management >/=10 years >/=5 Organization Development /Human Resources >/=10 years >/=5 Financial services >/=10 years >/=5

7 Past Record Bidder should not have been or currently be blacklisted by any State/Central Govt. or County Government due to unsatisfactory performance, breach of general or specific instructions, corrupt /fraudulent or any other unethical business practices

Form E8 Declaration with details, if any

4.2 Details to be furnished The Bidder submitting the Expression of Interest must furnish information about their organization, experience key areas of the assignment and other details as required in the format prescribed at Forms E1 to E9. The EOI, including these forms and all supporting documents requested must be serially numbered and signed by the Authorized Representative of the Bidder. Bids which fail to meet the requirements stated in this section will be rejected.

4.3 Evaluation Committee An Evaluation Committee of the KTB will examine the suitability of the firm on the evaluation criteria mentioned in this document, based on the details furnished by the firm/entity. The evaluation committee may call for clarifications or submission of related documents or presentations by the firms/entities that have sent their proposals in case that is required for better understanding of the EOI submitted by them.

4.4 Next Stages of Selection

a) Shortlisted firms/entities that have been shortlisted based on eligibility criteria mentioned above EOI will be invited for the second stage of selection which would be a ‘Request for Proposal’.

b) The Request for Proposal will be confidential, and circulated only to short-listed bidders.

Short-listed bidders will not be permitted to share the Request for Proposal with any person who is not an employee of the bidder’s firm/entity.

c) The bids submitted in response to the RFP will be selected on a quality and cost basis. High

emphasis on technical quality will be provided for the purpose of evaluating submitted bids.


Note: KTB reserves the right not to proceed with the next stage of selection or with this EOI itself without assigning any reasons.


PART 5: FORMS


5 FORMS

5.1 FORM E-1; Profile of the Bidder (Pg 1 of 2)

[Provide here details of organization of your firm/entity for this assignment as per format below.]

1. Name of Firm/Entity:

2. Type of Entity [Company/ Partnership/ LLP/ Branch]:

3. Year of Incorporation/Registration:

4. Country of Incorporation/Registration:

5. If not incorporated in Kenya, is there a Branch Office in Kenya:

6. Specify which of the following documents have been attached: (A) Companies:

Certificate of incorporation or such legal document that proves incorporation

OR

(B) Partnerships:

Certificate of registration or such legal document that proves registration

OR

(C) Limited liability partnership:

Certificate of registration or such legal document that proves registration

OR

(D) Branch office in Kenya:

Certificate of registration in Kenya

(Pg 2 of 2)

Profile of the Bidder

(Requirement: The documents attached must be certified by the Authorized Representative and bear an official stamp/seal)

7. A brief write up about the Bidder: [in not more than 1000 words].


Alternatively, attach the Company Profile.

FORM SIGNED BY:

Authorized Representative

Name and signature:

Name of firm:

Date: Official stamp or seal:

5.2 FORM E-2; Experience of Management Consulting projects for the period 2012-15 (Pg 1 of 2)

[Using the format below, provide information on each completed or continuing Management Consulting

assignment for which your firm/entity, has provided or is providing consulting service as detailed in Table 1

(serial number 2)]

Table E-2: Management Consulting projects completed for the period 2012-15

S. No. Client Name

Client Type*

Type of Management Consulting project**

Contract value (in USD of KES)

Date of commencement as per contract

Date of Actual Completion

1

2


3

Supporting documents for each of the three projects are required to be attached as under:

- Write up for each project in Format at E-2 (Pg 2 of 2) is required.

- Copies of work order OR documentary evidence of award of the contract.

- Copies of completion certificate and final invoices (for completed projects) OR evidence showing continuance of the project (for continuing projects).

- For the purpose of eligibility, complete data required in this form must be provided for each of the three listed projects.

* Government (central or state government)/County Government

** Strategy Development & Implementation, Organization Design, Human Resource Consulting, Finance or Project Management, Marketing.

(State all that are applicable).

(Pg 2 of 2) Details of Management Consulting projects for the period 2012-15 [Each form is applicable for only one assignment. Therefore, you are required to fill three forms] Name of the Client:

Name of the assignment:

Location of assignment:

Approx. value of the contract (in USD or KES):

Approx. value of the services provided by your firm under the contract (in USD or KES):

Address of client:


Names and contact of Key project person on client side:

Specify if the assignment is completed or continuing:

Start date as per contract (month/year):

Completion date as per contract (month/year):

Total Number of staff-months of the assignment:

Copies of work orders/documented evidence of work assigned along with documented progress/completion/WIP for this assignment is at pages (of the Proposal):

Narrative description of Project (500 words limit):

FORM SIGNED BY:


Name and signature:

Name of firm:



5.3 FORM E-3; Experience of Travel and Tourism consulting projects for the period from 2012-15 (Pg 1 of 2)

[Using the format below, provide information on each completed or continuing Tourism consulting

assignment (s) for which your firm/entity, has provided or is providing consulting services as detailed in Table

1 (serial number 3)]

Table E-3: Travel and Tourism Consulting projects completed for the period 2012-15

S. No. Client Name

Client Type*

Type of Travel & Tourism Consulting project**

Contract value (in USD of KES)

Date of commencement as per contract

Date of Actual Completion

1

2

3

Supporting documents for each of the three projects are required to be attached as under:

- Write up for each project in Format at E-2 (Pg 2 of 2) is required.

- Copies of work order OR documentary evidence of award of the contract.

- Copies of completion certificate or final invoices (for completed projects) OR evidence showing continuance of the project (for continuing projects).

- For the purpose of eligibility, complete data required in this form must be provided for each of the three listed projects.

* Government (central or state government)/County Government

** Travel/Tourism/Destination Marketing, Travel/Tourism Strategy Development & Implementation, Travel/Tourism Board Organization Design or Human Resource Consulting, Travel/Tourism Financial modeling, Travel/Tourism Project Management,.

(State all that are applicable).

(Pg 2 of 2)


Details of Bidder’s experience from Travel and Tourism consulting projects for the period 2012-15 [Each form is applicable for only one assignment. Therefore, you are required to fill three forms]

Name of the Client:

Name of the assignment:

Location of assignment:

Approx. value of the contract (in USD or KES):

Approx. value of the services provided by your firm under the contract (in USD or KES):

Address of client:

Names and contact of Key project person on client side:

Specify if the assignment is completed or continuing:

Start date as per contract (month/year):

Completion date as per contract (month/year):

Total Number of staff-months of the assignment:

Copies of work orders/documented evidence of work assigned along with documented progress/completion/WIP for this assignment is at pages (of the Proposal):

Narrative description of Project (500 words limit):


FORM SIGNED BY:


Name and signature:

Name of firm:



5.4 FORM E-4; Turnover from operations for the period 2012-15

[Using the format below, provide information of the turnover of your firm as detailed in Table 1 (serial number 4)] Table E-4: Turnover from operations for the period 2012-15 Calendar or Financial Year Turnover from Global operations (if multinational)

Year 1 (a)

Year 2 (b)

Year 3 (c)

Average Value = (a+b+c)/3

Calendar or Financial Year Turnover from local operations (Fill this if based on one country of if you have an office/branch in Kenya)

Year 1 (a)

Year 2 (b)

Year 3 (c)

Average Value = (a+b+c)/3

Supporting documents to be attached: Audited financial statements of the Bidder from Calendar/financial years 2012-15. Note: If a bidder is a multinational only the audited financial statements of the bidding subsidiary are mandatory. FORM SIGNED BY:

Authorized Representative Name and signature: Name of firm: Date: Official stamp or seal:

5.4 FORM E-5; Current resource strength of the organization [Using the format below, provide information of the turnover of your firm as detailed in Table 1 (serial number 5)] Table E-5: Current resource strength of the organization having experience of 10 years or more Domain Number of professional staff in the firm


Travel and Tourism

Strategy

Project Management

Organization Development or Human Resources

Marketing

Financial Services

Note: We do not require CVs at this EOI stage. This is therefore only a resource count. FORM SIGNED BY:


Name and signature:

Name of firm:



5.5 FORM E-6; Letter of Proposal submission

(To be provided on Bidder’s Letter Head) Date: The Ag. Chief Executive Officer, Kenya Tourism Board 8th Floor, Kenya-Re Towers Off Ragati Road, Upper Hill P.O. Box 30630-00100 NAIROBI, KENYA Dear Sir/Madam, We, the undersigned, offer to provide the services for KTB in accordance with your Expression of Interest dated [XXX], at [XXX] p.m. We hereby submit our Proposal, which includes the Eligibility Criteria. We hereby declare that all the statements made in the Proposal are true and accept that any misinterpretation contained in it may lead to our disqualification. Our Proposal is binding upon us and we recognize and accept that it will form part of the Contract along with the RFP to be issued in consonance with this EOI. We understand that you are not bound to accept any proposal you receive. Yours faithfully, Authorized Representative: Name and signature: Name of firm: Address: Official stamp or seal


5.6 FORM E-7; Letter conforming ‘no deviation’

(To be provided on Bidder’s Letter Head) Date: The Ag. Chief Executive Officer, Kenya Tourism Board 8th Floor, Kenya-Re Towers Off Ragati Road, Upper Hill P.O. Box 30630-00100 NAIROBI, KENYA Dear Sir/Madam, We, the undersigned, offer to provide the services for KTB in accordance with your Expression of Interest dated [XXX], at [XXX] p.m. We understand that any deviation/exception in any form may result in rejection of bid. We, therefore, certify that we have not taken any exceptions/deviations anywhere in the bid and we agree that if any deviation/exception is mentioned or noticed, our bid may be rejected. Yours faithfully, Authorized Representative: Name and signature: Name of firm: Address: Official stamp or seal


5.7 Form E-8; Declaration of ‘non-involvement’

(To be provided on Bidder’s Letter Head) ______________________________________________________________________ Date: The Ag. Chief Executive Officer, Kenya Tourism Board 8th Floor, Kenya-Re Towers Off Ragati Road, Upper Hill P.O. Box 30630-00100 NAIROBI, KENYA Dear Sir/Madam, Dear Sir/Madam, We hereby confirm that we are not under any “liquidation”, any “court receiver- ship” or similar proceedings and “bankruptcy”. We further confirm that, we have not been blacklisted or kept under holiday by any Government (central/state)/ public sector undertaking / regulatory authority in Kenya or the rest of the world. We also confirm that the forms of this EOI have not been modified or altered. We agree that if any information given above is found to be incorrect, the Proposal may be rejected. Yours faithfully, Authorized Representative Name and signature: Name of firm: Date: Official stamp or seal:


5.8 FORM E-9; Checklist of documents for submission as part of the Proposal S. No. Eligibility

Criteria List of Documents or their details (if required) Page

Reference of the Proposal documents

Attached/ Uploaded (Yes/No)

Document title as per proposal

submitted online

1. Valid incorporation

Form E1 Companies: Certificate of incorporation OR, Partnerships: Certificate of registration

OR, Branch office in Kenya: Certificate of Registration in Kenya

2 Tax ComplianceValid Tax Compliance Certificate or such valid document showing evidence of compliance with tax requirements of the country where the firm is registered.

3. Management consulting experience

Form E2 Project 1 – Copy of work order/contract, AND, Completion certificate and final invoice

Project 2 – Copy of work order/contract, AND,

Completion certificate and final invoice/ OR

Evidence showing continuance of the project


S. No. Eligibility Criteria

List of Documents or their details (if required) Page Reference of the Proposal documents


Document title as per proposal submitted online

3 Management Consulting Cont.

Project 3 – Copy of work order/contract, AND,

Completion certificate and final invoice/ OR

evidence showing continuance of the project Form E3 Project 1 – Copy of work order/contract, AND,

Completion certificate and final invoice

4 Travel and Tourism experience

Project 2 – Copy of work order/contract, AND, Completion certificate and final invoice/ OR evidence showing continuance of the project Project 3 – Copy of work order/contract, AND,

Completion certificate and final invoice/ OR evidence showing continuance of the project

5 Annual Turnover

Form E4 Audited financial statements stating the Bidders turnover for each of the financial years 2012-15

Audited financial statements stating the Bidders turnover for each of the financial years 2012-15

6 Professional staff

Form E5


S. No. Eligibility Criteria

List of Documents or their details (if required) Page Reference of the Proposal documents


Document title as per proposal submitted online

7. N/A Letter of authorization by the Board/ Partnership, authorizing the signatory, for signing the Proposal to be provided by Bidder

8. N/A Letter of Proposal submission as per Form E6

9. N/A No deviation confirmation as per Form E7 10. Past record and

declaration of non-involvement

Form E8 Declarations if any

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