AnabelaRodriques Vernon Booth Tourism Concessions and Rural Development Meeting 19 th March, 2012 Maputo Sociedade para a Gestão e Desenvolvimento da Reserva do Niassa SGDRN framework to award tenders – SGDRN has a contract with Government to manage and develop the Niassa National Reserve. This mandate includes the award long term contracts to tourism development investors. Any company entering into a contractual agreement must have 25% ownership by Mozambican citizen(s) or by a Mozambican entity (itself with majority Mozambican citizen ownership). – The Government of Mozambique requires that companies must be legally registered in Mozambique Companies must be in possession of all necessary permits and licenses required to operate in the tourism industry in Mozambique. Steps in the tender process Advertise Expression of Interest Vet Expression of Interest Invite bidders Set up Evaluation Committee Appoint independent auditor and evaluators (3) Receive and register the tenders Evaluate bids Recommendations to the Board Award tender Negotiate and sign contract Documentation Expression of Interest Advertise tender Tender guidelines and Prospectus Evaluation criteria Scoring system Letter of Engagement Contract Expression of Interest – Objective: To attract genuine investors and establish profile of potential bidders Name Corporate Structure Date of Foundation Base Location Ownership / Shareholders Directors / Principal Officers – Assess Past / Current Operations and Relevant Experience – Determine Preferred Concession(s): Advertise tender – Placed in local Mozambique newspaper(s) (e.g. Noticias) – Use foreign media if feasible – Advertise in the electronic media (e.g. Indaba Newsletter with a worldwide circulation to over 50,000 subscribers in the tourism industry) – Email to potential investors (over 350 emails in the NNR database).
This presentation by Anabela Rodrigues and Vernon Booth was delivered at the 'Concessioning tourism opportunities in conservation areas and maximising rural development' workshop, held in Maputo between 19-22 March 2012 (Day 1, Session 3, Concessions processes)
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Anabela RodriquesVernon Booth
Tourism Concessions and Rural Development Meeting
19th March, 2012Maputo
Sociedade para a Gestão e Desenvolvimento da Reserva do Niassa
SGDRN framework to award tenders
– SGDRN has a contract with Government to manage and develop the Niassa National Reserve.
�This mandate includes the award long term contracts to tourism development investors.
�Any company entering into a contractual agreement must have 25% ownership by Mozambican citizen(s) or by a Mozambican entity (itself with majority Mozambican citizen ownership).
– The Government of Mozambique requires that companies must be legally registered in Mozambique�Companies must be in possession of all necessary permits
and licenses required to operate in the tourism industry in Mozambique.
Steps in the tender process
� Advertise Expression of Interest�Vet Expression of Interest
� Invite bidders
� Set up Evaluation Committee
� Appoint independent auditor and evaluators (3)
� Receive and register the tenders
� Evaluate bids
� Recommendations to the Board
� Award tender
� Negotiate and sign contract
Documentation
� Expression of Interest
� Advertise tender
� Tender guidelines and Prospectus
� Evaluation criteria
� Scoring system
� Letter of Engagement
� Contract
Expression of Interest
– Objective: To attract genuine investors and
establish profile of potential bidders
�Name
�Corporate Structure
�Date of Foundation
�Base Location
�Ownership / Shareholders
�Directors / Principal Officers
– Assess Past / Current Operations and Relevant Experience
– Determine Preferred Concession(s):
Advertise tender
– Placed in local Mozambique newspaper(s) (e.g. Noticias)– Use foreign media if feasible
– Advertise in the electronic media (e.g. Indaba Newsletter with a worldwide circulation to over 50,000 subscribers in the tourism industry)
– Email to potential investors (over 350 emails in the NNR database).
Tender Guidelines and Prospectus
� Tender guidelines provide a background summary▪ Broad description of the management and development
activities that can be undertaken
▪ Duration, rights and conditions of the contract
▪ Tender submission date and Tender fees.
� The Prospectus provides more detailed information about each specific management unit offered on tender.▪ Quota
▪ Infrastructure
▪ Communities
▪ Map with physical features
Structure of Tender Document Guidelines
Guidelines developed for the Niassa Reserve cover the following major sections:
a. CORPORATE STRUCTURE:b. GOVERNANCE, MANAGEMENT & EMPLOYEE STRUCTURES:
c. COMMERCIAL OPERATIONS:d. MARKETING:
e. CONSERVATION DEVELOPMENT & SECURITY:
f. SOCIAL DEVELOPMENT:g. MANAGEMENT RELATED INFRASTRUCTURE DEVELOPMENT:
h. OTHER GENERAL MANAGEMENT ISSUES:
i. FINANCIALS:j. FEE PROPOSAL:
Tender Evaluation Committee
Position Responsibility
Chairperson (Casting vote) Chairs the Evaluation Committee meeting.
Evaluator (Voting member) Responsible for technical wildlife and
tourism aspects of tenderEvaluator (Voting member) Responsible for assessment of financial
packageEvaluator (Voting member) Responsible for compliance with Niassa
Management Plan and professional
structure of tender proposal.MITUR Representative (Voting
member)
Responsible for Government
compatibility
Arbitrator/Audit firm representative (Non-voting
member)
Non-voting member. Responsible for monitoring the tender evaluation
process.
Tender Evaluation Committee Responsibilities
� Agree on evaluation criteria
� Open tender documents in presence of full committee
� Confirm that bidders have met all requirements in terms of guidelines
11 COMMUNITY DEVELOPMENT 30 17 16 14 47 13 12 14 39 15 9 17 41
12 OTHER 10 5 7 6 18 5 4 6 15 4 5 8 17
174 123 125 115 436 95 67 108 296 97 94 110 374
Individual
Scores
A
25
Individual score out of
B
26
Individual
Scores
C
48 63
10
Individual Scores
Section
Awarding the tender
• Submit recommendations to the Board
• Letter of Engagement:• Binds both parties to negotiate the final contract within a
specified period based on the tender offer
• Allows time to prepare the business plan
• Contract:▪ Negotiate and agree on the terms and conditions
▪ Signature by the Board Chairperson and ratification by the Minister
Lessons learnt� Critical to retain transparency in the evaluation process
▪ Independent auditor and evaluators▪ Security of tender documents
▪ Record of approved minutes
� Tender Guideline structure▪ Categories and questions focused
▪ All tender documents standardised
� Evaluation Committee▪ Capacity to understand the process
▪ Independence of Evaluators
� Hunting more attractive than photographic▪ Don’t have to award large areas for photographic concessions
� Maintain control over submission▪ Don't accept tender documents that don’t follow the guidelines
What to avoid� Opening the tender in absence of bidders
▪ Process is not affected, but it raises suspicions
▪ Not practical when bids received from outside of Mozambique
� Avoid bidders combining more than one block▪ Affects evaluation
� Staggered tender process – a double edged sword▪ Can be advantageous to secure all blocks, but high work load▪ Can take advantage of favourable economic market
� Launch of tender▪ Avoid height of tourism season
▪ Schedule to take advantage of tourism season
� Process could be quicker▪ Managing the political process