Egypt: Alexbank – Capacity Building for SME Lending

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Страна: Египет
Язык: EN
Номер: 1615085
Дата публикации: 25-04-2017
Источник: The European Bank for Reconstruction and Development (EBRD)

Описание

Procurement ref:

65601

Country:

Egypt

Business sector:

Financial institutions

Project number:

48228

Funding source:

EBRD Shareholder Special Fund

Contract type:

Consultancy Services

Notice type:

Invitation for expressions of interest (CSU)

Issue date:

24 Apr 2017

Closing date:

25 May 2017 at 16:00 Cairo

Project Description: Alexbank ("AXB" or the "Client") is the 9th largest bank in Egypt by asset size and the 6th largest private bank. The client has a market share of approximately 1.9%, 3.1% and 2.0% by asset, lending and deposit respectively at the end of 2015. AXB has one of the largest branch networks among commercial banks in Egypt. Intesa SanPaolo (“ISP”) has 70.25% of AXB’s shares, 20% was retained by the Egyptian government and 9.75% are held by IFC since 2009.

Access to finance for SMEs remains a key issue in Egypt and has been made a top priority for the Government of Egypt. Currently, loans to SMEs account for only c.6% of the total loan portfolio of Egyptian banks. Some of the principal constraints for SME lending are the lack of SME transparency and poor credit information, which is partially due to lack of financial literacy of SMEs.

The European Bank for Reconstruction and Development’s (the "EBRD" or the "Bank") senior unsecured loan of up to USD 50 million to AXB will increase funding available to Egyptian MSMEs, which are currently under-served by the local banking sector. AXB has identified MSME lending as an important pillar of its recently approved growth strategy. The loan will assist AXB develop its MSME lending activities and expand access to finance for MSMEs.

Assignment Description: The EBRD intends to provide technical assistance in the form of capacity building (the "Assignment"). The Assignment will assist the Client in training its employees on MSME banking and finance topics and will include MSME specific concepts including, but not limited to risk, sales and marketing and shall include a ‘training-of-trainers’ element. The Assignment will help AXB to offer a broader variety of products and transfer know-how to management and staff which aim to improve the bank’s MSME lending skills and will potentially deliver an initial assessment of supply and demand factors influencing women-led MSMEs" access to finance at market and AXB-level.

The objectives of the Assignment are as follows:

- Build internal capacity at AXB through recommendations, assistance in implementation measures aiming at expanding MSME lending and risk management, as well as staff training in MSME lending. Review the bank"s MSME strategy, current MSME product range, assist with new product development reflecting the Client"s strategy and market needs, identifying possible areas for improvement in AXB’s products and processes, including if and when appropriate in relation to women-led MSMEs through an initial assessment.
- Assess feasibility, provide recommendations and assist with implementation of MSME credit scoring, as deemed appropriate.

The Consultant shall conduct the following tasks:

(a) Training for Internal Capacity Building at AXB

• Undergo a "training needs" assessment with management and staff to identify the training needs for strengthening the entire transaction cycle for MSME lending and other areas of the bank. Design and conduct training for all those areas where training needs have been identified.

• Design and conduct an ongoing programme of classroom seminars, workshops and on-the-job training for loan officers, branch managers, and other staff members on all relevant aspects of MSME lending (trainings to be provided in English and in Arabic on a needs basis). The trainings should include technical, organisation and soft skill knowledge.

• Conduct training for loan officers to perform credit and cash flow analysis of MSMEs, underwriting, loan monitoring and loan recovery.

• Conduct training for relationship managers on sales and marketing tools to address MSMEs.

• Assist the bank in developing adequate in-house training capacities on risk management, (underwriting, credit and cash flow analysis, monitoring and recovery) and sales & marketing.

• Design and implement the "training-of-trainers" programme in order to ensure the successful delivery and sustainability of the TC Assignment.

• Prepare a full range of staff and loan officer training materials based the bank’s products, policies and procedures, and train internal trainers in the development, use and teaching of the materials.

• Provide advice on general MSME implementation process, including in the area of sub loan underwriting decisions, portfolio monitoring & management, marketing & sales, internal controls, and risk management;

• If and when appropriate, conduct an initial assessment to identify market gaps and possible areas for improvement in AXB’s products and processes to effectively serve women-led MSMEs.

• Other areas such as but not limited to product range development, engaging and exploring alternative delivery channels, MSME expansion and marketing strategy as needs may arise.

(b) MSME credit scoring

A phased approach will be implemented to review and implement credit scoring capacity building measures:

1. Phase 1 shall include:

- Review volume and quality of data available and lending methodology
- Review adequacy of management information system (MIS) with AXB credit scoring system implementation (if available) and assess opportunities for implementation of credit scoring in AXB
- Make recommendations for implementation of credit scoring

2. Phase 2 (subject to outcomes of the Phase 1) (optional at the Client"s discretion and might be replaced by training on existing system) shall include:

- Develop scorecard:
- Identify priority segments for scorecard development and provide a general framework for sample "judgmental", statistical or hybrid scorecards for AXB with different MSME lending products;
- Develop the appropriate credit scoring methodologies;
- Develop fully proprietary scorecards (to be determined) for some products.
- Develop a time-bound program for the introduction of credit scoring;
- Identify any potential constraints and develop strategies for overcoming them;
- Develop an automated application processing system (APS) within existing MIS;
- Provide support with implementation.

Assignment Duration: The Assignment is expected to start in September 2017 and have an estimated overall duration of 18 months. Maximum Cost Estimate

Maximum Cost Estimate for the Assignment: EUR 400,000.00 (exclusive of VAT).
The Consultant must determine whether any indirect taxes/VAT are chargeable on the proposed services and state the basis for such. If any indirect taxes/VAT are payable, the EBRD’s Client will have to pay indirect taxes/VAT element to the services directly to the Consultant (up to 20%) unless otherwise agreed.

Funding Source: It is anticipated that the Assignment will be financed by the EBRD Shareholder Special Fund. Selection and contracting is subject to the availability of funding.

Eligibility: There are no eligibility restrictions.

Consultant Profile: Corporate services are required. The Consultant will be a firm or a group of firms with preferably previous project experience related to:

- MSME lending policies and procedures, MSME loan underwriting process, credit risk management, credit and cash flow analysis and credit scoring for MSME;

- Conducting training in Egypt, with a "training-of-trainers’ element or experience in working on similar assignments in Egypt and/or the North African region. Knowledge of the Egyptian banking sector and SME finance situation will be considered an advantage.

The Consultant’s team is expected to comprise Key Experts as follows:

(a) Key Expert No. 1: Project Manager/Senior MSME Lending and Risk Management Expert with preferably 10 years relevant professional experience and qualifications in MSME lending and demonstrable knowledge of the Egyptian banking and MSME sector, conducting training on the entire transaction cycle for MSME lending with excellent communication, training and presentation skills and with proven track record of business processes and/or technology optimization for MSME lending. Fluency in both English and Arabic is essential.

(b) Key Expert No. 2: MSME Credit Scoring Expert with preferably four years relevant professional experience and qualifications in credit scoring and cash flow analysis including underwriting, loan monitoring and loan recovery of MSMEs, risk management and devising scoring systems for MSME lending.

(c) Key Expert No. 3: Marketing and Product Development Specialist with preferably four years relevant professional experience and qualifications in devising market strategies and plans in MSME area for commercial banks in both developed and emerging markets.

(d) Key Expert No. 4: IT Specialist with preferably six years relevant professional experience and IT qualifications in business processes automatization for MSME operations in a commercial bank.

(e) Pool of additional experts with preferably 5 years previous professional experience related to:
- Transaction cycle for MSME lending; - Credit and cash flow analysis for MSMEs; - Sales and marketing for MSMEs;
- Underwriting, loan monitoring and recovery of MSME loans;
- ‘Training of trainers’ programmes;
- Egyptian Banking sector, MSME finance situation, Egyptian corporate and banking law.

All key Experts should be able to communicate effectively in English and Arabic languages. A good mix of international and local experts is therefore required.

Submission Requirements: In order to determine the capability and experience of consulting firm, the information submitted should include the following:

1. Company/group of firms’ profile, organisation and staffing (max. 2-4 pages).

2. Details of previous project experience of firm or group of firms and related assignments undertaken in the previous five years, including information on contract value, contracting entity/client, project location/country, duration (mm/yy to mm/yy), expert months provided , assignment budget, percentage carried out by consultant in case of association of firms or subcontracting, main activities, objectives.

3. CVs of key experts who could carry out the Assignment detailing qualifications, experience in similar assignments (particularly assignments undertaken in the previous five years), including information on contracting entity/client, project location/country, duration (mm/yy to mm/yy), expert months provided, assignment budget, main activities, objectives.

4. Completed Consultant Declaration Form and Contact Sheet, the template for which is available at: http://www.ebrd.com/pages/workingwithus/procurement/notices/csu/contact_sheet.doc

The expression of interest should not exceed 20 pages, excluding CVs and Consultant Declaration Form and Contact Sheet.

The complete expression of interest (including CVs, Contact Sheet, Declaration Form) shall be submitted in English and Arabic, in electronic format preferably as one file (pdf or Word format), clearly labelled “Expression of Interest for Alexbank – Internal Capacity Building” to the Client"s contact person detailed below to reach the Client not later than the existing closing date and time. One copy of the complete expression of interest shall be submitted in English and Arabic in electronic format preferably as one file (pdf or Word format) to EBRD’s contact person by the same due date and time.

Important Notes:

1. Following this invitation for expressions of interest, a shortlist of qualified firms will be formally invited to submit proposals. Consultant selection and contracting will be subject to availability of funding.

2. The shortlist criteria are as follows:

(a) Firm"s previous project experience related to MSME lending policies and procedures, MSME loan underwriting process, credit risk management, credit and cash flow analysis, credit scoring for MSME and related training, including a "training-of-trainers" element undertaken in the previous 5 years (30%)

(b) Firm"s previous project experience in working on similar assignments in Egypt and/or the North African region (20%)

(c) CVs of Key Experts Nos. 1-4 with previous project experience in the relevant sector in Egypt and/or the North African region (30%)

(d) CVs of Pool of Experts with previous project experience in the relevant sector in Egypt and/or the North African region (20%)

The Client Contact Person:

Safinaze Abaza
Alexbank
Head of Training
Tel: +202 23992000 Ext. 7469
Email: Safinaze.Abaza@alexbank.com

The EBRD Contact Person:

Mrs Viv Headlam
European Bank for Reconstruction and Development
One Exchange Square
London EC2A 2JN
UK
Tel: +44 207 338 6885
Email: lewishev@ebrd.com


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