Project details


Project title

Development of a new approach to International Trainings- Trade

Invitation for expressions of interest
21 Feb 2019


21 February 2019


20 March 2019



Procurement type




Funding Agency

EBRD - European Bank for Reconstruction and Development

Estimated duration

36 months


Cyprus, Greece, Tunisia, Ukraine


Business sector:

Project number:

Funding source:
Not Yet Determined

Contract type:
Consultancy Services

Notice type:
Invitation for expressions of interest (CSU)

Closing date:
20 Mar 2019 at 12:00 London

Access eSelection

Two stage open Competitive Selection- Request for Proposals

Project Description:

The SME Finance and Development Group (the “SME F&D”) of the European Bank for Reconstruction and Development (the “Bank” or “EBRD”) helps small and medium-sized businesses to grow and become genuine catalysts for their local economies.

In addition to providing finance, the EBRD draws on the know-how of its network of international advisers and local consultants to help transform a wide range of businesses, looking at areas including strategy, marketing, operations, quality management, energy efficiency, financial management and beyond.

While small and medium sized enterprises (the “SMEs”) possess significant potential to produce goods and services suitable for export, the actual volume remains comparatively low, as the cross-border environment is very different from domestic trading. New exporters need to understand the processes, protocols and procedures which will enable SMEs to be competitive and compliant in the global market place, increasing their exports to both existing and new markets.

To address these specific needs, the EBRD delivered specialised training courses to equip over 300 SMEs in the countries of Operations of the Bank (the “CoOs”) with know-how about the fundamentals of international trading, from responding to enquiries, through the contracting process to international shipping and export credit control (the “Project”).

Assignment Description:

In the context of the Project, the Bank now intends to enter into a framework contract (the “Framework Contract”) with one (1) consultant (the “Framework Consultant” or the “Consultant”) in order to develop and propose a strategy and approach that will aim to adapt and deliver the a training programme for SMEs to the market needs (the “Assignment”), based upon and extending the EBRD’s existing export-related training programme for SMEs, described below.

The Framework Contract will enable the Bank to call upon a pre-qualified firm from which it can quickly and efficiently obtain reliable services for specific assignments (the “Specific Assignment”). The Framework Contract will establish, in advance, fee rates for experts, the contract terms and agreements, and procedures.

Under the Framework Contract the Bank will have the option, but not the obligation, to place individual Call- offs with the selected Framework Consultant.

The Bank may send to the selected Framework Consultant specific Terms of Reference (the “ToRs”) for each Individual Assignment (the “Specific ToRs”). The Specific ToRs will include a description of the tasks to be performed, time-schedules and reporting instructions.

The Framework Consultant should respond by sending to the Bank a technical and financial proposal for the Assignment together with details of the Expert(s) proposed to carry out the work. The Bank will then assess the response(s) and – subject to successful negotiations - issue a call-off notice (the “Call-Off Notice”) for the individual Assignment.

The aim of the Assignment is to jointly develop a programme with the EBRD with the capacities to deliver export-related training for SMEs in a scalable and replicable manner. For the purposes of this Assignment the Bank is proposing a target group of 5,000 SMEs in four different countries (Cyprus, Greece, Tunisia and Ukraine).

Subject to the methodology being implemented successfully, it is envisaged that this approach would be adopted to cover potentially up to 29 countries of operation.

The training approach proposed may engage a combination of techniques, including classroom learning, e-courses, lighter-touch online content, mobile, flexible in-person formats et al. as considered by the Consultant to best achieve the objectives of the Assignment.

The Consultant’s tasks and responsibilities will encompass (but will not be limited to) the following:

- Map out proposed training methodologies and topics using the EBRD’s existing course materials;

- Review the export-related training activities for SMEs currently offered in each country and propose a structure of training delivery in order to address the unmet needs in the market;

- Design a new approach to training that is scalable and replicable;

- Propose credible marketing plans at country level in order to attract relevant participants for trainings;

- Localise the training materials according to best practices for each market;

- If required by a country office, coordinate with Business Support Organizations and other stakeholders;

- Identify participants for trainings as well as incorporate participants sourced from the EBRD offices in the countries of operation;

- Implement delivery of the training approach proposed, then share lessons learned with the EBRD and adapt approach accordingly;

- Propose an evaluation mechanism and format; and

- Report the results according to the agreed format.

Consultant Selection Procedure:

Two stage open competitive selection.

Interested firms or groups of firms seeking to be shortlisted for the Assignment are invited to submit expressions of interest.

Assignment Start Date and Duration:

The Assignment is expected to start in June 2019 and has an estimated overall duration of 36 months.

Cost Estimate for the Assignment: Up to EUR 1,000,000(exclusive of VAT).

Subject to availability of funding, the performance of the selected Consultant and the business needs, the Assignment may be extended beyond the current scope.

The Consultant must determine whether any VAT would be chargeable on the services and the basis for that determination, without taking into consideration the special status of the Bank as an IFI and state this to the Bank in their response to the Invitation for Expressions of Interest. To the extent that a Consultant incurs input VAT on goods and services purchased in connection with the provision of services (e.g. VAT on airline ticket) which is not otherwise recoverable by the consultant from the local tax authority, the gross cost to the consultant of such expenses shall be treated as a reimbursable expense.

Funding Source:

It is expected that the Framework Contract will be funded by the Technical Cooperation Programme managed by the EBRD. Please note that Selection and contracting are subject to the availability of funding.

Eligibility: There are no eligibility restrictions based on the Consultant's nationality.

Consultant Profile: Corporate services are required.

The Consultant will be a firm or a group of firms preferably with previous project experience related to:

1. The delivery of different training methodologies in various countries converging a range of products and themes.

2. Provision of the range of network in the markets covered by the EBRD.

3. Experience in marketing and delivery of training programmes covering similar subjects, preferably in the EBRD countries of operations.

4. A senior management team centrally located that has the ability to interface with the Bank at an operational level on the ground in the EBRD country of operations as well as working closely with the EBRD design team in its HQ.

5. A management team will include strong representation at the subject matter level with a focus on proven implementation track record of a range of different deliveries of learning tools targeting the private sector. This range should include new and innovative practices that take advantage of the digital opportunities that can be harnessed for delivery as well as conventional trainings such as face to face and class room trainings.

6. Although the focus of this procurement is on trade-related training, the teams presented will need to include individuals with proven skills covering the specific topic of trade and more generally in the delivery of SME related trainings.

The Consultant’s expert team is expected to include key experts (the “Key Experts”) as follows:

Key Expert 1(Project Manager): with preferably minimum 15 years of relevant experience in managing training programmes and a proven track record of project management in the EBRD’s countries of operations.
Key Expert 2(Export training expert): with preferably a minimum of 5 years relevant international expertise in delivering export trainings to businesses;
Key Expert 3(Communication and marketing expert): with extensive professional experience in delivering export trainings to businesses and in communication and marketing in the EBRD countries of operation.
Key Expert 4(Digital solutions expert): with extensive experience designing and implementing digital solutions for training, ideally in more than one country and multiple languages.

Submission Requirements: In order to determine the capability and experience of Consultants seeking to be shortlisted for this Assignment, the information submitted should include the following:

1. Company/group of firms’ profile, organisation and staffing (max. 2-4 pages).

2. Details of previous project experience or similar assignments particularly undertaken in the previous five years, including information on contract value, contracting entity/client, project location/country, duration (mm/yy to mm/yy), expert months provided (if different from duration) , main activities, objectives.

3. CVs of key experts who could carry out the Assignment detailing qualifications, experience in similar assignments, particularly assignments undertaken in the previous five years, including information on contracting entity/client, project location/country, duration (mm/yy to mm/yy), expert months provided, assignment budget, main activities, objectives.

4. Completed Consultant Declaration Form and Contact Sheet, the template for which is available from the following web-link:

The above information should not exceed 10 pages excluding CVs and contact sheet.

The complete expression of interest (including CVs, Consultant Declaration and Contact Sheet) should be submitted, in English electronically through e-Selection, to reach the Bank not later than the closing date. The expression of interest shall be one file (pdf). The EBRD reserves the right to reject applications of firms submitting more than one file. Only if the permissible file size is exceeded (4MB), the Consultant may split the expression of interest into further files.

Bank Contact Person:

Aspasia Tsekeri, Associate Advisor

European Bank for Reconstruction and Development

One Exchange Square

London EC2A 2JN


(submissions should be sent through eSelection and NOT to this email address)

Important Notes:

1. Following this invitation for expressions of interest, a shortlist of qualified firms will be formally invited to submit proposals. Consultant selection and contracting will be subject to availability of funding.

2. The shortlist criteria are:

(a) Firm’s previous project experience in similar assignments (40%)

(b) Quality of the methodology proposed for the Assignment in terms of scalability, market reach, localization of trainings and the capability to implement all related activities (40%)

(c) CV of Key Experts (20%)