PRIVATE SECTOR INNOVATION PROGRAM FOR HEALTH (PSP4H) TERMS OF REFERENCE BUSINESS SKILLS TRAINING Introduction The Private Sector Innovation Programme for Health (PSP4H) is a two year DFIDfunded action research program implemented by Cardno Emerging Markets and consortium partners. The programme is using a market systems approach (M4P) to strengthen for- profit health sector s capacity to reach the poor, and ensure that poor people get better value for the money they spend on health in the private sector. The programme commenced with a rigorous analysis of the Kenyan health market system including interviews with key actors in the health sector and target beneficiaries to guide the selection and implementation of market based interventions focused on the poor. The overall objective of the PSP4H programme is to learn lessons of how a market systems approach might benefit future propoor health interventions. Key elements of the market systems approach are private sector focus, sustainability, scalability, systemic action, and a facilitative light touch approach to technical assistance. Initial observations from the PSP4H inception period research indicate that it is difficult for an M4P programme to operate in the same space as programmes offering grants, subsidies and direct delivery. Programmes may be designed to be either light touch facilitative (e.g. technical support, advisory) or as direct interventions (e.g. grants, subsidies, financing, service provision); however the effect of programme design on post- programme sustainability needs to be an a priori consideration. Direct interventions may provide disincentives to commercial players. From a Do No Harm point of view, a focus on health outcomes without considering the effects on all players may have unintended negative consequences for the private sector. Problem definition Some think that physician entrepreneurship is an oxymoron, an inherent contradiction in terms. Conventional wisdom has it that "Medics are lousy business people" and, what's more, they should just take care of patients and leave the business stuff to someone else. In our opinion, the first part is not true and the second part is no longer sustainable if healthcare businesses are to thrive in the new healthcare market environment. Although running a business is not the part of medical practice that many physicians relish, PSP4H seeks to unleash the entrepreneurial spirit to small private healthcare providers helping them to embrace an entrepreneurial mindset. We seek to groom business owners to become the outofthe box thinkers running healthcare businesses founded on cashbased practices that will increase accessibility of quality health care to the poor.
Having big dreams and a good clinical training is only part of the battle when it comes to creating a successful healthcare venture. Entrepreneurial and business management skills are a must for any success to be achieved. It is under this gesture that PSP4H is looking to facilitate a business skills training for small private healthcare providers. This training targets managers and/or owners of small to medium sized healthcare enterprises. The course is designed to provide a solid foundation of managerial, marketing and financial concepts in a unique and flexible manner. It aims to empower private healthcare providers with skills and knowledge that will catapult their business ventures to profitability and thus sustainability. It also aims to be cost effective, as in order to be sustainable, it must be delivered at a cost practitioners can afford and gain benefits from. Statement of work The training consultant will be expected to undertake the following tasks: Develop a work plan detailing understanding of the TORs including a staffing plan and training schedule. Design and present training materials and trainer s notes. Design and present participant workbooks and worksheets. Develop a measurement plan, enumerating how uptake, use and impact will be measured. Collaboratively develop and refine the methodological approach for the training in conjunction with the PSP4H Team. Conduct three days classroom training and coaching activities and follow up with two site visits to each trainee over a four weeks period, on the job mentoring and supervision. Provide reports on training follow up. Present on PowerPoint results of training and followup to the PSP4H team. Submit a final report based on feedback from PSP4H and stakeholders. Followup after one month to measure actual use of the material. Overall Objectives PSP4H is seeking training services from qualified and reputable trainers, who will deliver business skills training to a class of 20 participants in Nairobi.PSP4H through this Training Programme aims at facilitating delivery of quality healthcare and increased access to poor consumers through helping small private healthcare providers develop and improve entrepreneurial and business management skills. For this purpose; The participants will undergo three days training on; 1) cash flow management, 2) inventory management and 3) business communication and customer relations. On 1
completion of the three days training and with the help of the trainer the participants will prepare individual business work plans that will guide them in implementing the skills learned into their businesses. Training Objectives 1. All 20 participants shall gain increased ability to manage business cash flow. 2. All 20 Participants shall acquire better communication skills that will attract and retain customers. 3. All 20 Participants will be able to efficiently manage inventory and reduce stock outs. Deliverables Work plan with detailed methodology. Trainer s materials. Participant s work books and worksheets. A measurement plan and results record Three days classroom training and coaching activities minimum 6 hours a day, with written assessment of each participant. On the job mentoring and supervision activities two site visits to each participant within the following four weeks. Present on PowerPoint a draft report on follow up training Submission of a final report, showing at least the following; How many completed the training? How many passed a written assessment of each module? How many completed workbooks and worksheets for each module? One month after completion, how many are actually using the materials? Assessment outcomes In which ways has the learned business management knowledge helped in improving business performance? What are the challenges experienced in the effort to implement the new skills? 2
No. of participants who are implementing changes and what is the impact of this change? Expected longer term impact of the training How well have the small Private healthcare businesses adopted Attitude and behavior change as learned in the training? What are the lessons learned? Report on uptake one month after training completion. Training modules The training concept: Unleashing the Entrepreneurial Spirit consists of the following three training modules: Cash flow management Inventory management Business communication skills and customer relations These modules will be covered in two phases; Phase one Three days of classroom training. Each day; ½ day Theory ½ day Practice Phase two; Four weeks in business interactions 1. First training consultant s site visit within two weeks of training to encourage expected behavior, answer any queries that the participant may have and help Participants complete their individual workbook. 2. Second training consultant s site visit to assess the extent to which the work books have been put to use. Note 3
In between the visits we expect the Training consultant to maintain an active communication with the participants, through email and telephone calls for consultations. Duration, time and place of training The training shall primarily take place in Nairobi, beginning Friday 20 th June, 2014 Annexes the evaluation tool, schedules/ work plans, trainer s bio and Training manuals et al. # Time Line (Deadlines will be based on calendar days from date of contract execution) 1 Introductory meeting between Training team and PSP4H team key personnel to clarify roles and responsibilities, logistical issues, tools and timelines. 2 Deliver draft Work Plan which provides a projected timeline and training materials. 3 Briefing between consultant s team and PSP4H technical team to review training materials Due Date (Calendar Days) 1 st day 3 rd day 7 th day 4 Actual training begins 10 th day 5 Training assessment and presentation of certificates 12 th day 6 Follow Up on Training, including completion of individual work 32 nd day 7 Final report on training and follow Up 34 th day Expected total period 34 days Reporting The reports will be to the PSP4H Training intervention manager, Rachel Gikanga, who will provide oversight for the Training intervention. Proposals are due electronically by 5:00 pm Nairobi time, Friday, 23 rd May 2014 Email to: Rachel.gikanga@psp4h.com and copy to chris.masila@psp4h.com Clarifications and queries may be directed to Rachel Gikanga phone 0733121800 or Chris Masila phone 0723497956 (Monday through Friday, 9:00 am to 5:00 pm) prior to the due date. 4
Consultant s Proposal: A. Capability Statement To be attached; no more than 3 pages. The consultant firm or team should have demonstrable understanding and experience in conducting training and follow up after training. The individual trainers proposed to undertake the work should possess demonstrated experience relevant to the assignment. b. Technical Proposal: To be attached; no more than 10 pages in total. Shall include condensed CVs of key personnel. c. Financial Proposal: To be attached. Shall include a table of personnel, showing fee rates and time allotted for each category. The consultant shall be responsible for all field logistics and these costs shall be reflected in the financial proposal. d. Certification The trainers must present evidence that they are trained and certified to undertake this assignment. 5