Analysis of Business Viability for District Sanitation Centers (Dscs), Fecal Sludge Management (Fsm) Services, and Designing of the Appropriate, Synergetic, and Inclusive Supply Chain(S)
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Terms of Reference
Analysis of business viability for District Sanitation Centers (DSCs), Fecal Sludge Management (FSM) services, and designing of the appropriate, synergetic, and inclusive supply chain(s).
Water For People through the Isoko y’Ubuzima Project is seeking to hire a consultant to assess the business viability of DSCs; FSM services including pit-emptying, waste treatment plant management, and reuse. The consultant is to analyse the supply chain for sanitation and hygiene-related products and services in 10 districts where Isoko y’Ubuzima is implemented, identify gaps, and recommend viable business models.

Background
Water For People is an international non-profit organization that aims at improving access to safe drinking water, adequate sanitation, and hygiene education in developing countries. Water For People works locally, nationally, and globally to influence governments’ water and sanitation policies to serve the interests of the needy. WFP program in Rwanda began in 2008, with an overall objective to help all communities, schools, and health care facilities gain access to sustainable water, and sanitation services as well as hygiene behavior change in Rulindo, Kicukiro, Gicumbi, and Karongi Districts of Rwanda.
Water For People has secured funds from USAID to finance Isoko y’Ubuzima 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 including IRC, CARE International, VEI, and a local partner African Evangelistic Enterprise (AEE). The project is operating 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; and SO3 Improving Rural Sanitation and Handwashing Services and Products.

Objectives of the assessment
This assessment aims at assessing the viability of sanitation business opportunities in the Isoko y’Ubuzima project area and their supply chains. In general, this assessment will provide information around the level of district sanitation centers, pit emptying and transport & district fecal sludge treatment plants in terms of their functionality, income and recommend the appropriate business model(s) and synergetic supply chains that reach the end-users with appropriate sanitation and hygiene products/services. The assessment will also highlight key components of a training manual to be developed for sanitation entrepreneurs

Deliverables
An assessment report that will include:
• An inventory of the existing sanitation entrepreneurs, including an analysis of the success, limitations of the existing sanitation businesses throughout the entire supply chain
• A thorough analysis of sanitation and hygiene products and services including supply chain management practices that will enable manufacturers to align product design and supply chain planning strategies
• Well evidence-based business models to maximize the market demand including value chain and gross margins for each model, including sales forecast for five years
• Key components of a training manual to be developed for sanitation entrepreneurs
To enrich the assessment report, the consultant will exhaustively address all questions in the table below:
Table 1: Summary of sub-objectives, learning questions, and gender, equity, and social inclusion (GESI) considerations
Obj: Analysis of DSC business viability and FSM services
Sub-Objective(s) Key Questions / Decision-Points GESI Considerations
1 Do an inventory of products and services available in DSCs to inform the Isoko y’Ubuzima and DSC operators on appropriate recommendations and adjustments to be undertaken.
2 • What are the main WASH products and services available in the DSCs?
• Do DSCs meet the demand for sanitation products and services? If not, what is recommended?
• What are the key missing products and services do you recommend to DSC operators based on opinions of the target poulation?
Is the DSC and its products well known and well perceived by the population? What does the population think about the DSC and its products? Are there other outlets of sanitation/hygiene products that the population prefers over the DSC? What suggestions does the target population have for improving the DSC? -Do existing products respond to the needs of all categories of people (women, men, people with disabilities, elderly, children, etc.) If not, what products and services should be added?
-Do existing products and services cater to people in the lower wealth quantiles (i.e. access and affordability)?
-What can you recommend ensuring inclusive DSCs in terms of awareness and availability of the products, location of the center, and marketing of the center

2 Classify the types of household latrines and septic tanks currently existent, locally available construction materials, and their purchase price at the community level and prioritize them according to household preferences.
• What major household latrine and septic tank technologies exist in the project area?
• Do these technologies respond to the special needs of vulnerable populations?
• What is the cost of construction materials?
• Propose supply chain mechanisms for construction materials that involve the DSC and which generate livelihood opportunities related to the local manufacture of products and services.
• How can DSCs more effectively promote and increase sales of affordable sanitation technologies in the community?
• How can mobile community showrooms strengthen the DSCs and fit into the supply chain? -By determining the existing latrine technologies, analyze the inclusivity side of these technologies and construction materials (affordability by the poor)

-If some levels of exclusion are detected based on the affordability of latrines and construction materials, what can you recommend to different stakeholders to leave no one behind?

Water For People is an international non-profit organization that aims at improving access to safe drinking water, adequate sanitation, and hygiene education in developing countries. Water For People works locally, nationally, and globally to influence governments’ water and sanitation policies to serve the interests of the needy.  WFP program in Rwanda began in 2008, with an overall objective to help all communities, schools, and health care facilities gain access to sustainable water, and sanitation services as well as hygiene behavior change in Rulindo, Kicukiro, Gicumbi, and Karongi Districts of Rwanda.

Water For People has secured funds from USAID to finance Isoko y’Ubuzima 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 including IRC, CARE International, VEI, and a local partner African Evangelistic Enterprise (AEE). The project is operating 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; and SO3 Improving Rural Sanitation and Handwashing Services and Products.

An assessment report that will include:

• An inventory of the existing sanitation entrepreneurs, including an analysis of the success, limitations of the existing sanitation businesses throughout the entire supply chain
• A thorough analysis of sanitation and hygiene products and services including supply chain management practices that will enable manufacturers to align product design and supply chain planning strategies
• Well evidence-based business models to maximize the market demand including value chain and gross margins for each model, including sales forecast for five years
• Key components of a training manual to be developed for sanitation entrepreneurs

To enrich the assessment report, the consultant will exhaustively address all questions in the table below: 

Table 1: Summary of sub-objectives, learning questions, and gender, equity, and social inclusion (GESI) considerations

Obj: Analysis of DSC business viability and FSM services

                Sub-Objective(s)               Key Questions / Decision-Points GESI Considerations       

• Do an inventory of products and services available in DSCs to inform the Isoko y’Ubuzima and DSC operators on appropriate recommendations and adjustments to be undertaken.
• What are the main WASH products and services available in the DSCs?
• Do DSCs meet the demand for sanitation products and services? If not, what is recommended?
• What are the key missing products and services do you recommend to DSC operators based on opinions of the target poulation?

Is the DSC and its products well known and well perceived by the population? What does the population think about the DSC and its products? Are there other outlets of sanitation/hygiene products that the population prefers over the DSC? What suggestions does the target population have for improving the DSC? -Do existing products respond to the needs of all categories of people (women, men, people with disabilities, elderly, children, etc.) If not, what products and services should be added?

-Do existing products and services cater to people in the lower wealth quantiles (i.e. access and affordability)?

-What can you recommend ensuring inclusive DSCs in terms of awareness and availability of the products, location of the center, and marketing of the center

2              Classify the types of household latrines and septic tanks currently existent, locally available construction materials, and their purchase price at the community level and prioritize them according to household preferences.                

• What major household latrine and septic tank technologies exist in the project area?
• Do these technologies respond to the special needs of vulnerable populations?
• What is the cost of construction materials?
• Propose supply chain mechanisms for construction materials that involve the DSC and which generate livelihood opportunities related to the local manufacture of products and services.
• How can DSCs more effectively promote and increase sales of affordable sanitation technologies in the community?
• How can mobile community showrooms strengthen the DSCs and fit into the supply chain? -By determining the existing latrine technologies, analyze the inclusivity side of these technologies and construction materials (affordability by the poor)

-If some levels of exclusion are detected based on the affordability of latrines and construction materials, what can you recommend to different stakeholders to leave no one behind?

3              Map out the existing sanitation entrepreneurs (manufacturers, suppliers, retailers, pit/septic tank fecal sludge emptiers, using geolocations      

• Identify and geolocate pit emptying and DEFAST service providers existing in the Isoko y’Ubuzima area and their service cost.
• What is the scale of their business (e.g. volume of revenue, geographic coverage)?
• What barriers limit households not to using desludging/emptying services and how can they be addressed?
• What mechanisms to put in place to increase the service level, especially in small towns and business centers. - With the mapping of sanitation entrepreneurs provide disaggregated data (Women and men entrepreneurs)

-Are there specific barriers to women investing in sanitation and hygiene business? What can you recommend overcoming these barriers?        

4              Assess the successes, limitations, and/or challenges faced by existing sanitation businesses.

•              How do these businesses measure their success?
• To identify cost and value drivers, develop an average profit/loss statement for each scale of business (small, medium, large)
• Do businesses/service providers adhere to any minimum standards/regulations for non-sewered sanitation, do existing policy/regulations support or hinder the growth of this market?
• What challenges or limitations are affecting business growth?

-Are there any gender-related factors determining the successes, limitations, and/or challenges faced by existing sanitation businesses? 

5              Identify potential supply chains for the identified sanitation products and services and recommend actions that can be taken by the Isoko y’Ubuzima project to support business in building capacity particularly of women and girls if possible.

• What are other potential suppliers/service providers that can fit into the existing supply chains to reinforce and fill the gaps?
• Do reusable sanitary pads fit into the supply chain, if yes, what do you recommend, if not, why, and what do you recommend?
• The cost of reusable pads is driven by the materials. What do you recommend to reduce their cost?
• Do the cost analysis of reusable pads against single-use pads
• Draw a recommendation table for actions that the project can implement to support sanitation businesses

                -Recommend actions that can be taken by the Isoko y’Ubuzima project to support business in building capacity particularly of women and girls if possible.         

6              Develop business models for DSC, fecal sludge emptying (pit emptying), fecal sludge treatment plant management    

• Develop and recommend sound and profitable business model(s) for DSC business, pit emptying and transport, and Decentralized Fecal Sludge Treatment Plant (DEFAST) management business highlighting the likely projected financial statement for 5 years for each proposed business model.
• Produce one or two recommended bundled business model(s) that combine more than one business to maximize the market demand and profits. -Develop inclusive business models         

7              Produce business and skills training content for sanitation entrepreneurs              

• Based on the recommended viable business models developed, indicate the key components of a training manual to be developed for sanitation entrepreneurs -Produce a GESI sensitive training module

-The module must address identified capacity barriers for women entrepreneurs              

Methodology

The methodology for the study will be developed by the selected consultant at the outset of the work and will be presented in detail in the inception report. Although the consultant has the right to propose the methodology, s/he is advised the use of human-centered design methods to identify products/services to meet the various wealth quintiles among others.

Timeline

This assignment will be conducted in 30 working days distributed across 2 months period (April- May 2022) not later than May 31th, 2022. The consultant could propose a timeline in the technical proposal offer.

Reporting and work relationship:

The consultant will report to the Isoko y’Ubuzima Private Sector Development Advisor (PSDA) for this assignment. The consultant will be collaborating with the entire Isoko y’Ubuzima team including the top management team, team leaders, Monitoring, Evaluation, and Learning Team as well as field staff.

Consultant qualifications and team composition

Interested candidates must meet the following criteria:

Principal Investigator:

• Master’s degree in business administration, public health, statistics, rural development, microfinance, with at least five years’ experience in business development, or Socio economist with master’s degree and a minimum of five years’ experience in project management.
• Technical knowledge of market-based sanitation, marketing, sales, and/or user-centered WASH approaches
• At least 5 years of experience in business coaching
• Knowledge of the WASH context in Rwanda and the main approaches for WASH promotion with a focus on WASH business
• Extensive experience in conducting product market analysis and developing practical business strategies and business models.
• Previous experience in developing sales and marketing models (or similar context) is highly desirable

The selected consultant will have a track record of similar assessments or studies on supply chain and business model development and analysis. Possible areas of expertise include value chain analysis; business advisory services, particularly in market transformation; capacity building, and social entrepreneurship. Experience working within rural and informal markets is essential.

Key personnel may only be replaced with the written permission of the client:

• Principal investigator will be the primary person responsible for the technical work and will manage the design and implementation process.
• Management/business advisory specialist.

Additional staffing requirements will be left to the consultant to determine based on the methodology and approach proposed. For example, the consultant may wish to engage a sanitation specialist to provide sector-specific support as appropriate.

Proposals will be evaluated using the following criteria: administrative requirements, clarity of methodology, the profile of team members, understanding of the task, demonstrable understanding and availability of tools, equipment required to effectively carry out the study, and cost as follows.

• Administrative documents (mandatory)
• Methodology: 40%
• Understanding of TORs: 10%
• Profile of team members: 20%
• Financial: 30%

Method of procurement

The terms of references will be published via eligible media platforms (Job in Rwanda)

Type of award

This will be a contract with payments upon successful submission of deliverables.

Submission Procedure

Interested consultants are requested to submit electronically their application files not later than 7th April 2022 with the following subject: "Business viability for DSC and FSM services and inclusive supply chains" to the following e-mail address: rwanda@waterforpeople.org 

The application file should contain the following documents:

• Up to date and detailed Curriculum Vitae of the proposed team to carry out the work (if a team is envisaged, ensure the repartition of roles and responsibilities is clearly explained).
• A technical offer, a proposal with a clear timeframe and a description of the proposed methodology, understanding of TORs, and detailing how the deliverables will be achieved.
• A financial offer detailing the various costs associated with the delivery of the above services, in PDF format and must be a separate document from the technical (in Rwanda Francs).
• Evidence of the consultant’s experience in a similar assignment: Copies of similar assignments (with evidence for good completion of the previous similar assignments).
• Submit at least 3 references with their contacts and addresses
• VAT registration certificate; RRA tax clearance certificate; RSSB tax clearance certificate (when applicable).

Done at Kigali, March 24th, 2022

Perpetue Kamuyumbu

Country Director

• Identify and geolocate pit emptying and DEFAST service providers existing in the Isoko y’Ubuzima area and their service cost.
• What is the scale of their business (e.g. volume of revenue, geographic coverage)?
• What barriers limit households not to using desludging/emptying services and how can they be addressed?
• What mechanisms to put in place to increase the service level, especially in small towns and business centers. - With the mapping of sanitation entrepreneurs provide disaggregated data (Women and men entrepreneurs)
-Are there specific barriers to women investing in sanitation and hygiene business? What can you recommend overcoming these barriers?
4 Assess the successes, limitations, and/or challenges faced by existing sanitation businesses.
• How do these businesses measure their success?
• To identify cost and value drivers, develop an average profit/loss statement for each scale of business (small, medium, large)
• Do businesses/service providers adhere to any minimum standards/regulations for non-sewered sanitation, do existing policy/regulations support or hinder the growth of this market?
• What challenges or limitations are affecting business growth?
-Are there any gender-related factors determining the successes, limitations, and/or challenges faced by existing sanitation businesses?
5 Identify potential supply chains for the identified sanitation products and services and recommend actions that can be taken by the Isoko y’Ubuzima project to support business in building capacity particularly of women and girls if possible.
• What are other potential suppliers/service providers that can fit into the existing supply chains to reinforce and fill the gaps?
• Do reusable sanitary pads fit into the supply chain, if yes, what do you recommend, if not, why, and what do you recommend?
• The cost of reusable pads is driven by the materials. What do you recommend to reduce their cost?
• Do the cost analysis of reusable pads against single-use pads
• Draw a recommendation table for actions that the project can implement to support sanitation businesses
-Recommend actions that can be taken by the Isoko y’Ubuzima project to support business in building capacity particularly of women and girls if possible.
6 Develop business models for DSC, fecal sludge emptying (pit emptying), fecal sludge treatment plant management
• Develop and recommend sound and profitable business model(s) for DSC business, pit emptying and transport, and Decentralized Fecal Sludge Treatment Plant (DEFAST) management business highlighting the likely projected financial statement for 5 years for each proposed business model.
• Produce one or two recommended bundled business model(s) that combine more than one business to maximize the market demand and profits. -Develop inclusive business models
7 Produce business and skills training content for sanitation entrepreneurs
• Based on the recommended viable business models developed, indicate the key components of a training manual to be developed for sanitation entrepreneurs -Produce a GESI sensitive training module
-The module must address identified capacity barriers for women entrepreneurs
Methodology
The methodology for the study will be developed by the selected consultant at the outset of the work and will be presented in detail in the inception report. Although the consultant has the right to propose the methodology, s/he is advised the use of human-centered design methods to identify products/services to meet the various wealth quintiles among others.
Timeline
This assignment will be conducted in 30 working days distributed across 2 months period (April- May 2022) not later than May 31th, 2022. The consultant could propose a timeline in the technical proposal offer.
Reporting and work relationship:
The consultant will report to the Isoko y’Ubuzima Private Sector Development Advisor (PSDA) for this assignment. The consultant will be collaborating with the entire Isoko y’Ubuzima team including the top management team, team leaders, Monitoring, Evaluation, and Learning Team as well as field staff.

Consultant qualifications and team composition
Interested candidates must meet the following criteria:
Principal Investigator:
• Master’s degree in business administration, public health, statistics, rural development, microfinance, with at least five years’ experience in business development, or Socio economist with master’s degree and a minimum of five years’ experience in project management.
• Technical knowledge of market-based sanitation, marketing, sales, and/or user-centered WASH approaches
• At least 5 years of experience in business coaching
• Knowledge of the WASH context in Rwanda and the main approaches for WASH promotion with a focus on WASH business
• Extensive experience in conducting product market analysis and developing practical business strategies and business models.
• Previous experience in developing sales and marketing models (or similar context) is highly desirable
The selected consultant will have a track record of similar assessments or studies on supply chain and business model development and analysis. Possible areas of expertise include value chain analysis; business advisory services, particularly in market transformation; capacity building, and social entrepreneurship. Experience working within rural and informal markets is essential.

Key personnel may only be replaced with the written permission of the client:
• Principal investigator will be the primary person responsible for the technical work and will manage the design and implementation process.
• Management/business advisory specialist.
Additional staffing requirements will be left to the consultant to determine based on the methodology and approach proposed. For example, the consultant may wish to engage a sanitation specialist to provide sector-specific support as appropriate.
Proposals will be evaluated using the following criteria: administrative requirements, clarity of methodology, the profile of team members, understanding of the task, demonstrable understanding and availability of tools, equipment required to effectively carry out the study, and cost as follows.
• Administrative documents (mandatory)
• Methodology: 40%
• Understanding of TORs: 10%
• Profile of team members: 20%
• Financial: 30%

Method of procurement
The terms of references will be published via eligible media platforms (Job in Rwanda)
Type of award
This will be a contract with payments upon successful submission of deliverables.

Submission Procedure
Interested consultants are requested to submit electronically their application files not later than 7th April 2022 with the following subject: "Business viability for DSC and FSM services and inclusive supply chains" to the following e-mail address: rwanda@waterforpeople.org
The application file should contain the following documents:
• Up to date and detailed Curriculum Vitae of the proposed team to carry out the work (if a team is envisaged, ensure the repartition of roles and responsibilities is clearly explained).
• A technical offer, a proposal with a clear timeframe and a description of the proposed methodology, understanding of TORs, and detailing how the deliverables will be achieved.
• A financial offer detailing the various costs associated with the delivery of the above services, in PDF format and must be a separate document from the technical (in Rwanda Francs).
• Evidence of the consultant’s experience in a similar assignment: Copies of similar assignments (with evidence for good completion of the previous similar assignments).
• Submit at least 3 references with their contacts and addresses
• VAT registration certificate; RRA tax clearance certificate; RSSB tax clearance certificate (when applicable).
Done at Kigali, March 24th, 2022

Perpetue Kamuyumbu
Country Director