For governments seeking to attract high-quality private sector partners for Public-Private Partnerships (PPPs), mastering Request for Proposals (RFP) Development for PPPs is an absolutely critical skill, as the RFP is the foundational document that defines the project's requirements, allocates risks, sets out the procurement process, and ultimately solicits competitive, value-for-money bids. A well-crafted RFP is paramount to clearly communicating the public sector's objectives, ensuring transparency, and enabling bidders to submit comprehensive and comparable proposals, while a poorly designed RFP can lead to ambiguity, misaligned bids, costly delays, and even procurement failure. This comprehensive training course is meticulously designed to equip public sector officials, procurement specialists, legal professionals, and technical experts with the advanced knowledge and practical skills required to develop robust, clear, and legally sound RFPs for complex PPP projects, ensuring that the tendering process attracts the best private sector solutions and delivers optimal public value. Without expertise in Request for Proposals (RFP) Development for PPPs, public authorities risk receiving suboptimal proposals, facing legal challenges, and compromising the long-term success of their infrastructure and service delivery initiatives, underscoring the vital need for specialized expertise in this critical domain.

Duration: 10 Days

Target Audience

• Public Sector Procurement Officers and Specialists
• PPP Unit Professionals
• Government Officials involved in project development and tendering
• Legal Professionals specializing in public procurement and contracts
• Technical Experts (Engineers, Planners, Environmental Specialists) involved in drafting specifications
• Financial Analysts involved in defining financial requirements
• Project Managers overseeing PPP procurement
• Consultants providing procurement advisory services
• Senior Policy Makers overseeing PPP programs
• Private Sector Bid Managers (to understand RFP expectations)

Objectives

• Understand the strategic importance of a well-developed RFP in PPP procurement.
• Learn about the key components and structure of a comprehensive PPP RFP.
• Acquire skills in drafting clear, unambiguous, and legally sound RFP clauses.
• Comprehend techniques for integrating the draft PPP contract into the RFP.
• Explore strategies for defining robust technical and output specifications.
• Understand the importance of risk allocation and Value for Money (VfM) in the RFP.
• Gain insights into structuring financial proposal requirements for comparability.
• Develop a practical understanding of bid evaluation criteria and methodology.
• Master anti-corruption and transparency provisions in the RFP.
• Acquire skills in managing the RFP development process and stakeholder inputs.
• Learn to apply international best practices and model RFPs.
• Comprehend techniques for addressing bidder queries and clarifications effectively.
• Explore strategies for ensuring competitiveness and attracting quality bids.
• Understand the importance of consistency and coherence across all RFP documents.
• Develop the ability to lead and oversee the development of highly effective PPP RFPs.

Course Content

Module 1: Introduction to PPP RFPs

• Role of the Request for Proposals (RFP) in the PPP procurement cycle.
• Objectives of the RFP: soliciting competitive bids, defining requirements, allocating risks.
• Consequences of a poorly drafted RFP (ambiguity, disputes, suboptimal bids).
• Key characteristics of an effective PPP RFP.
• Overview of international best practices and model RFPs.

Module 2: The RFP Development Process and Team

• Planning the RFP development timeline and milestones.
• Assembling the RFP development team (legal, technical, financial, procurement).
• Stakeholder engagement and internal coordination.
• Utilizing findings from feasibility studies and business case.
• Quality assurance and internal review processes.

Module 3: Structure and Content of a PPP RFP

• Standard sections of a comprehensive PPP RFP.
• Introduction and background of the project.
• Instructions to Bidders (ITB) and submission requirements.
• Evaluation methodology and criteria.
• Appendices and annexures (including the draft PPP contract).

Module 4: Instructions to Bidders (ITB) and Procurement Procedures

• Eligibility criteria for bidders.
• Submission requirements: format, number of copies, deadlines.
• Bid security and performance guarantees.
• Bid validity period.
• Rules for communication, clarifications, and site visits.

Module 5: Project Scope and Output Specifications

• Clearly defining the project scope (design, build, operate, maintain, finance).
• Developing performance-based output specifications (what, not how).
• Key performance indicators (KPIs) and service level agreements (SLAs).
• Functional and technical requirements.
• Ensuring specifications are measurable and enforceable.

Module 6: Risk Allocation and Mitigation in the RFP

• Communicating the public sector's desired risk allocation.
• Detailing how risks are to be managed by the private partner.
• Provisions for force majeure, change in law, and unforeseen events.
• Impact of risk allocation on bid pricing and VfM.
• Consistency of risk allocation across the RFP and draft contract.

Module 7: Financial Proposal Requirements

• Structure and content of the financial proposal.
• Requirements for financial model submission and key assumptions.
• Pricing mechanisms (e.g., proposed tariffs, availability payments).
• Requirements for equity and debt financing plans.
• Financial viability and affordability criteria.

Module 8: Technical Proposal Requirements

• Structure and content of the technical proposal.
• Requirements for design concepts, construction methodology, and operational plans.
• Environmental and social management plans.
• Proposed project management and organizational structure.
• Demonstrating technical capacity and experience.

Module 9: Draft PPP Contract (Concession Agreement)

• Importance of providing a comprehensive draft contract in the RFP.
• Key clauses of the draft concession agreement (term, payment, termination, dispute resolution).
• Balancing flexibility for negotiation with clarity for bidding.
• Annexures and schedules to the contract.
• Ensuring consistency between the RFP and the draft contract.

Module 10: Evaluation Methodology and Criteria

• Detailed explanation of the bid evaluation process.
• Technical evaluation criteria and scoring methodology.
• Financial evaluation criteria and weighting.
• Value for Money (VfM) assessment methodology.
• Tie-breaking rules and final selection process.

Module 11: Anti-Corruption and Transparency Provisions

• Clauses on integrity, anti-bribery, and anti-collusion.
• Requirements for bidder declarations and due diligence.
• Conflict of interest policies.
• Whistleblower protection mechanisms.
• Public disclosure requirements for the RFP and subsequent award.

Module 12: Managing Bidder Questions and Clarifications

• Establishing a clear process for bidders to submit questions.
• Procedures for issuing clarifications and addenda to the RFP.
• Ensuring all bidders receive the same information.
• Maintaining a transparent log of questions and answers.
• Legal implications of clarifications and amendments.

Module 13: Pre-Bid Conferences and Site Visits

• Organizing and conducting effective pre-bid conferences.
• Providing opportunities for site visits and due diligence.
• Addressing common questions and concerns from bidders.
• Documenting discussions and issuing minutes/clarifications.
• Ensuring equal access to information for all potential bidders.

Module 14: International Best Practices and Model RFPs

• Review of model RFPs from international organizations (e.g., World Bank, EBRD, UNCITRAL).
• Comparative analysis of RFP structures and content from different jurisdictions.
• Lessons learned from successful and challenging RFP processes.
• Adapting international best practices to specific project and country contexts.
• Emerging trends in RFP development (e.g., digital platforms, innovation partnerships).

Module 15: Case Studies and Practical Exercises in RFP Development

• In-depth analysis of specific PPP RFPs (successes and areas for improvement).
• Discussion of critical drafting challenges and solutions.
• Workshop: Hands-on exercise in drafting key sections of an RFP (e.g., ITB, technical specification).
• Developing a checklist for RFP completeness and quality.
• Peer review and feedback on drafted RFP components.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 7 working days before commencement of the training.