REQUEST FOR PROPOSALS (RFP) for Consulting Services: Development of a Cleantech Sector Multi-year International Business Development Strategy Marine Renewables Canada (MRC), on behalf of the Atlantic Trade and Investment Growth Strategy (ATIGS) Atlantic Cleantech Sector Export Team invites your firm to submit a proposal for consulting services to assist in the development of a cleantech sector multi-year international business development strategy. Opportunities for export growth continue to emerge for Atlantic Canadian companies in areas such as knowledge-based, value-added and resource sectors. Under the new ATIGS, the Atlantic Cleantech Sector Export Team was created to focus on export plan development and implementation activities to help Atlantic businesses seize and maximize export growth opportunities. The successful consultant will work closely with and under the direction of the Atlantic Cleantech Sector Export Team.
Background Atlantic Trade and Investment Growth Strategy (ATIGS) The Government of Canada and the four provincial governments in Atlantic Canada have developed a new Atlantic Trade and Investment Growth Strategy (ATIGS) that is designed to support the region’s long-term growth by increasing the global competitiveness of the region and its firms. Under the ATIGS, the provincial and federal governments are committed to unprecedented collaboration and coordination to develop and implement joint trade and investment initiatives that are coordinated, firm-focused, and build on the region’s sector capabilities and capacity. As a result of this strategy, various Sector Export Teams were established and will play a key role in the identification and coordination of sector specific trade priorities and activities under the ATIGS. These sector export teams will mobilize business networks to leverage public/private resources, build on regional strengths to promote critical mass and maximize international sector opportunities for Atlantic firms. Within the ATIGS, a two-year plan for ministers/premiers was outlined and includes: •
Short-term: Develop multi-year international business development strategy
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Medium-term: Support SME exporters through greater export awareness, better market planning, enhanced trade training, and more targeted trade missions
This RFP is focused on the short-term goal of developing a multi-year international business development strategy for the Cleantech Sector Export Team.
Clean Technology in Atlantic Canada A clean environment and a strong economy go hand in hand. When it comes to clean technology,
Atlantic Canada/Canada has the opportunity to be a true global leader – locally, creating jobs for Atlantic Canadians, helping to meet our climate change goals, and increasing exports of Atlantic Canadian products and services. Focusing on clean technology provides Small and Medium Enterprises “SMEs” with opportunities to lower costs, enhance efficiencies, increase output and gain new markets, all of which improve competitiveness. The global market for clean technologies has surpassed $1 trillion/year and continues to grow. As the world seeks out more sustainable sources of energy, and new technologies to improve the quality of air and water, Atlantic Canadian companies can lead the way and capture their share of the market by offering innovative and more sustainable products and services. As the global cleantech sector grows, new innovations and technologies are needed—a global supply chain does not currently exist for many of the cleantech sub-sectors. This is a major opportunity for Atlantic Canada to establish a supply chain that can create innovation, technologies, and expertise for domestic projects that can also be exported. Atlantic Canada is well positioned to capture a significant portion of the emerging global cleantech market. The Atlantic Canadian industry brings capabilities developed from decades of engagement in related sectors such as biotech, oceantech, infrastructure, defense, oil & gas, marine operations, science & technology companies, device/generator developers, project developers, utilities, engineering and environmental consultants, manufacturers and fabricators, certification, insurance, vessels, transportation, port facilities/services, and the research community.
Mandatory Requirements Bidder must demonstrate that they have: 1. Significant knowledge of the Atlantic Canadian cleantech sector (including all sub-sectors), Atlantic Canadian companies, the global cleantech market context (trends, opportunities, export/trade barriers); and 2. The capacity to deliver consulting services related to the development of a multi-year international business development strategy.
Definition of Clean Technology Innovation Science and Economic Development Canada (ISED) defines Clean technology as products, processes and services that improve on environmental performance in support of sustainable development and clean economic growth
ISED Sub Definitions of Clean Technology: •
Clean Tech Sector: Consists of all companies or organizations either fully or partially engaged in the research and development, manufacture, application, support, servicing, or sale of clean technologies.
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Pure-Play Clean Tech Companies: Consists of companies that are only engaged in the research and development, manufacture, application, support, servicing, or sale of (proprietary) clean technologies.
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Companies with Clean Tech Business Lines: Consists of companies that derive only a portion of their revenues from clean technology sales or spend a portion of R&D on clean technology.
**Please see Appendix B for a list of cleantech sub-sectors
About the ATIGS Cleantech Export Team The objective of ATIGS is to drive economic growth in Atlantic Canada by implementing collaborative and targeted actions under the following five priority areas: •
Skilled Workforce / Immigration
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Innovation
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Clean Growth and Climate Change
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Trade and Investment
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Infrastructure
The Government of Canada and Atlantic provinces recognize Trade and Investment as a key driver of economic development in Atlantic Canada. Together they also recognize the potential to expand business activities between Atlantic Canada and international markets, and strategically market the region as a whole by displaying the best Atlantic Canada has to offer the world to attract new investments. Key objectives include: •
Increase the Atlantic exporter base;
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Increase the value of Atlantic exports;
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Increase the number of Atlantic exporters diversifying into global markets;
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Increase foreign direct investment in Atlantic Canada.
This RFP covers the Cleantech Export Sector Team. This team includes the following members from across Atlantic Canada: • • • • • • •
Atlantic Canada Opportunities Agency - Miguel Levasseur (co-chair) Global Affairs Canada - Allison MacKenzie Province of NB - Steve Kelly Province of NL - Wayne Roebothan Province of NS - Shawna Eason Innovation PEI - Susan Lefort BioNB - Meaghan Seagrave
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The Maritimes Energy Association (MEA) - Ray Ritcey Marine Renewables Canada (MRC) - Amanda White (co-chair)
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Environmental Services Association Maritimes (ESAM) - Andrea Kalafut Newfoundland Environmental Industries Association (NEIA) - Abbie Lacey
Tasks and Deliverables: The contractor is expected to play a critical role in collaborating and coordinating the development of the Cleantech Sector Team’s multi-year International Business Development Strategy, and specifically, the team’s Export Plan. The contractor must work closely with the Cleantech Sector Team and co-chairs through the duration and development of the project. The contractor deliverables will include: Phase 1 – Information gathering and analysis
**To be completed from September 1st, 2017 – September 30th, 2017 (dates are approximate) 1. Research to provide regional sector description •
This would include activities such as reviewing statistics, literature review, identifying and analyzing existing program support, etc.
2. Overview of the sector in Atlantic Canada •
This activity/deliverable would stem from work completed in item #1 above. It would essentially outline the state of the sector and opportunities. It should include sector details such as: size; composition (verticals/sub-sectors); key economic indicators, industry drivers and restraints; key international market opportunities for Atlantic Canada; sector ecosystem supports for internationalization (R&D, academia; associations, etc.)
3. Sector Analysis and Export Objectives •
The sector analysis and export objectives will be developed based on data, information and material included or identified in the Sector Profile (steps 1 &2).
Phase 2 – Objective and Goal Setting **To be completed from October 1st, 2017 – October 31st, 2017 (dates are approximate) It is anticipated that the results obtained from Phase 1 will be presented to the Cleantech Sector Team who would work with the contractor to establish the export objectives and goals, and confirm the process for next steps: Phase 3. 4. Develop the export objectives and goals that could elevate the sector across the region, based on the analysis. 5. Consider clusters of capability (company capabilities/capacity); supply and value chain participation/opportunity; industry lifecycle characteristics; markets (geographical or sectoral) and associated growth potential; Phase 3 – Export Plan Development **To be completed from November 1st, 2017 – January 5th, 2018 (dates are approximate – first draft MUST be completed by Jan 5th, 2018) 6. Assessment tools development - In discussion with the Cleantech sector team, determine and develop the tools (ex. surveys, interview, etc.) to assist in determining company capabilities, sector needs. 7. Engagement - In discussion and collaboration with the Cleantech Sector Team identify the most efficient and effective mechanisms (ex. roundtables, workshops, one-on-ones, etc.) to engage industry to validate findings and direction of the strategy/plan. While it’s not anticipated that the draft plan be developed yet, components and notional direction of the plan should be presented to industry participants for feedback. The awarded consultant would be responsible for organizing and implementing these engagements, under the direction of the Cleantech Sector Team. 8. Development of draft Export Plan
**Please see Appendix A for the Export Plan Development Outline 9. First draft of the plan is expected to be presented and reviewed with the Cleantech Sector Team. This first draft is due no later than January 5th, 2018. 10. Final sector Export Plan assembling/writing expertise
Submission Procedure Selection criteria and related requirements The successful contractor will be determined based on the following: • •
Knowledge and experience in relation to the cleantech sector in Atlantic Canada and globally; Experience in developing comprehensive business development strategies;
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Network of contacts within the cleantech sector throughout Atlantic Canada (and globally would be an asset); Proven ability to work with a committee; Understanding of the national and global cleantech sector; Understanding of the scope and objectives of the international business development strategy; Proposed approach, work plan and schedule; and
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Cost (in Canadian dollars) determination of best value may not result in the lower cost being accepted.
Mandatory Requirements Bidder must provide: 1. A company profile with their proposal, including résumés and roles of all personnel who will be participating in the project. 2. A list of similar work projects undertaken in the past three years (3) and substantiate that the firm has gained experience through these projects. 3. References and/or testimonials for similar work completed.
Please include the following information in your quotation: •
All costs related to the above requested tasks and deliverables with detailed estimates of costs related to each phase/step;
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Your company bio and track record with similar or related work, similar projects completed, references etc., knowledge of marketplace, key staff and resources to complete the work, your methodology for completing the work and your idea of deliverables including the final report which will trigger the final payment; and
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Proposed timeline and associated work plan for completing the project based on timelines provided above.
Budgetary Guideline Total project cost including travel budget should not exceed $65,000 CAD (exclusive of taxes). Payment will be made upon the proponent submitting invoices with supporting documentation in a form satisfactory to Marine Renewables Canada.
Submission Procedure The vendor will submit one signed copy of their response to Marine Renewables Canada via email to Amanda White, Marine Renewables Canada – Amanda@marinerenewables.ca . Vendor submissions are to be clearly labeled ‘RFP- Export Development Plan’. It is anticipated that the contractor would begin work immediately upon approval to proceed.
General Information Inquiries Marine Renewables Canada reserves the right: • • • • • •
Reject any or all proposals. Negotiate with any vendor directly in regard to procurement. Accept a bid which may not necessarily be the lowest bid. Amend or supplement the terms outlined in the RFP, giving equal information and cooperation to all vendors as a result of such amendments. Retain all responses to this RFP. Modify the specifications and terms outlined in this RFP.
Quotes are due on or before Friday, August 25, 2017 at 11:59pm ADT. Please direct all questions and inquiries to: Amanda White | Operations Director Marine Renewables Canada | www.marinerenewables.ca P.O. Box 34066 | Halifax, NS | B3J 3S1 902.717.0716 | Amanda@marinerenewables.ca
Payment Schedule Payment schedule is as follows: •
25% upon signing of contract
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50% upon submission of draft multi-year International Business Development Strategy
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25% holdback paid upon satisfactory completion of the project.
Notification Procedure Thank you for your interest in this RFP. Only successful bidders will be notified of contract award(s).
APPENDIX A Export Plan Development Outline (20-25 pages maximum) It is expected that export development plans would be based on/followed through on an initial assessment of export opportunities and briefly address, at least, the following: 1. Executive Summary 2. Export Plan Development a. The context b. Methodology 3. Atlantic Canadian Sector Profile – overview of the sector in Atlantic Canada including size; composition (verticals/sub-sectors); key economic indicators, industry drivers and restraints; key international markets; sector eco-system supports for internationalization (R&D, academia; associations, etc.) 4. Sector Analysis and Export Objectives – based on data, information and material included or identified in the Sector Profile a) Consider clusters of capability (company capabilities/capacity); supply and value chain participation/opportunity; industry lifecycle characteristics; markets (geographical or sectoral) and associated growth potential; b) Develop the export objectives that could elevate the sector across the region, based on the analysis. 5. Implementation section – focus initiatives and activities that address sector export objectives through the following ATIGS priority areas that a) Fostering an Atlantic culture of growth through exporting (promotion to and identification of potential exporters (incl., under-represented groups), key sector interlocutors or influencers). b) Ensure Atlantic firms are prepared and have the training and skills to be globally successful (possible activities include research on certification requirements or pricing strategies; sector-specific export training/skills development activities; analysis of opportunities associated with trade agreements; and supplier development). c) Help firms diversify and expand their international markets (international market engagement activities (i.e., missions, accelerators; new models); identification of supply chain opportunities; market and competitive intelligence, etc.). Section outline should include • • • •
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Recap of Sector export objectives Targeted initiatives and activities to support objectives (medium term – i.e. one to three years) Metrics and results (outcomes) Resource requirements • Potential budget, including potential sources of funding, including from non-government sources (participation fees, partnerships, etc.) • Determination of leads for work plan activities Implementation timelines/work plan timelines Implementation considerations
6. Appendices
APPENDIX B Cleantech sub-sectors Kachan & Co. (www.kachan.com) categorizes clean technology as spanning eight over-arching energy, manufacturing and environmental and resource categories as seen below.
Renewable Energy Generation
Energy Storage
Efficiency
Transportation
Wind (includes Offshore Wind) Solar Renewable fuels Marine (Tidal, Wave & River) Geothermal Fuel Cells Waste-to-Energy Nuclear Emerging Measurement & analytics
Batteries Thermal storage Mechanical storage Super/ultra capacitors Hydrogen storage
Smart grid Green buildings Cogeneration Data centres and devices Semiconductors Collaborative consumption systems
Vehicles Traffic management Fueling/charging infrastructure
Air & Environment
Clean Industry
Water
Traditional Sector Resources
Carbon sequestration Carbon trading/offsets Emissions control Bioremediation Recycling & waste Monitoring and compliance
Materials innovation/composites Design innovation Equipment innovation Production Monitoring & compliance Advanced packaging
Production Treatment Transmission Efficiency Monitoring & compliance
Sustainable crop farming In-field practices Controlled environment agriculture Sustainable forestry Animal farming Aquaculture Marine (Tidal, Wave & River)