Country: India
Closing date: 14 Apr 2019
LOCATION: Consultant to be based in any of the major cities of India (e.g. Bangalore, Hyderabad, Mumbai, Pune etc.) for the initial period. There may a shift is the duty station to another city during the period of the contract. The cities initially will be the Tier 1 cities where UNICEF is currently operating and as soon as the potential in these cities are well developed, they may be moving to Tier 2 cities (which will be known based on the strategies finalized at that point of time).
DURATION OF CONSULTANCY: 11.5 months
CLOSING DATE: 14 April 2019
BACKGROUND / RATIONALE
The potential for face to face fundraising to address the needs of India’s children in the coming years is incredible. Rapid growth and expansion of the F2F channel through 2019 and beyond is essential to ensure India’s long-term program funding goals are realized. India is a priority market for UNICEF and unlocking the full potential of the F2F channel is key to realizing the growth of Individual fundraising in the country. UNICEF is launching the in-house Face 2 face team in India.
PURPOSE OF ASSIGNMENT
The consultant will be primarily responsible for handling daily field operations of Face2Face (F2F), in house team for a particular city and will act as an interface between the UNICEF Individual Giving team, the national field operations manager (at the national level) and team leaders in that particular city. The city head located at different tier -I cities across the country is also expected to provide need-based support to another city. H/she will be primarily responsible to oversee the function of the in-house Face2Face teams in both these cities.
The City Manager will be an essential piece in the development of UNICEF's Face to Face (F2F) regular giving (pledge) donor recruitment program in India. Playing a key field-based role in driving the growth of pledge income. The City manager will be joining the launch team for UNICEF’s most exciting in-house F2F project to date and will be hired for face to face expertise and experience in managing a city-wide campaign.
City Managers will need to grow a campaign under an accelerated growth plan from the onset. City Managers will not usually inherit a campaign or have an experienced pool of face to face fundraisers to recruit from. Therefore, strong fundraising leadership will be needed on a day to day basis to ensure each city grows to contribute significantly to UNICEF’s in-house face to face fundraising operations. This is a very rare and a once in a lifetime opportunity to make such a huge difference by succeeding as a passionate and skilled face to face fundraising leader.
The City Managers will work directly with the National Operations Manager and indirectly with the fundraising team in the New Delhi country office to build a successful in-house face to face programme working in suitable street locations and malls, events and private sites. The ability to build a thriving team will be a key foundation to the creation of a new F2F market. The City Managers will be helping UNICEF India recruit high quality regular supporters that can make a lasting difference for children in India.
On a day to day basis the City Managers will be driving results from the ground up and will be in the primary role of setting face to face performance expectations whilst maintaining a quality donor focused fundraising culture, by monitoring and supporting the performance of all fundraisers and team leaders within their respective markets. City Managers will be supervising the recruitment and development of fundraisers and team leaders through initial inductions, ongoing training and coaching.
OBJECTIVE/S
To hire two international consultants, who will be responsible for heading the in-house Face to Face operations at the city level. All Face-to-Face team leaders for the in-house team will be reporting to him/her.The performance of the consultant will be measurable by the no of donors that are recruited on monthly basis in the city for which h/she is responsible, also city wise performance on other indicators will be monitored. The output expectation is a per facer per month productivity in the range of 30-40 pledge donors.The target is achievable by global standards. Though the current Indian standards are low. But the international consultant with his/her global experience will be able to raise the outcomes to the global standards.The outcome results are realistic as India is an emerging market for non-profit fundraising.
The initial contract will be for a period of 11.5 months. The performance of the consultant will be measured. The monthly target is around 500 pledge donors and the average gift size is about INR: 700/- per donor.
TASKS
1. Support the national operations manager (another international consultant) in conducting city wise research for the F2F market in India, observe F2F implementation by UNICEF contractors, conduct mystery shopping of F2F done by other agencies and other non-profits.
2. Lead and supervise the face to face fundraising teams in the particular city (where s/he is located) and other for cities (where s/he may be assigned) for all fundraising activities.
3. Work closely with the National Operations Manager and any other local or regional support staff to develop F2F activities and ensure the realization of results.
4. Undertake market visits across the country as agreed to help cover resource gaps, training or field visits. Executing the market growth strategy as agreed by the National Operations Manager. Establish clear individual performance objectives, goals and timelines; and provides timely guidance to enable the team to achieve their goals.
5. Build teams and lead them to meet daily, weekly and monthly campaign targets, including fundraising alongside teams to recruit high quality regular pledge donors.
6. Monitoring campaign KPIs and results, including volume (500 pledge donors per month), average gift (INR: 700) and feed regular weekly reports back to the National Operations Manager.
7. Establish a clear performance management system with the National Operations Manager (another international consultant) that supports in house Face2 Face recruits and effectively manages UNICEF’s F2F ROI.
8. Ensure face to face fundraising stock is well managed and maintained with a low loss rate.
Ensure branded signage and displays are well maintained and set up timely and correctly for event fundraising.
9. Liaise with local office staff to ensure face to face fundraising collateral is well stocked.
10. Conducting regular weekly check-ins with fundraisers and team leaders and supporting individuals by identifying areas for development
11. Design an effective and productive roster for campaign sites on a weekly basis that is shared with the teams sufficiently in advance for them to be able to effectively organize travel to their sites.
12. To recruit, train and retain new fundraising staff, ensuring a focus on both a high piece average donation and the acquisition of high quality, long term new donors.
13. Work the hours and days required to maximize the opportunity for the highest probability of acquiring the largest amount of volume as per the rosters developed by them. Provide useful and comprehensive feedback to the National Logistics Manager (another international consultant) to identify and book sites for fundraising.
14. Manage a stringent time ratio per week of office admin, training and recruitment duties (30-40%) versus face to face field time visiting and working with teams, plus remote phone coaching to drive results and problem solve (60-70%).
15. The coordination of regular local competitions to drive maximum performance, motivation and recognition of high performing fundraisers.
16. Utilize the session structure to effectively set up, manage and close out the day’s results with the team leaders.
17. Use the session structure to ensure problems can be solved on that day and each day can be productive despite a session not hitting target.
18. Ensure all fundraiser presentations are delivered to recruit quality, long term donations.
19. Ensure all fundraisers capture the donor’s data correctly, without issue at the time of sign up.
20. Ensure all fundraisers make sure donors leave the conversation having had a positive interaction, whether or not the donor signed up.
21. Ensure your team is fully compliant with all codes of conduct and works to UNICEF best practice.
DELIVERABLES AND DEADLINES
1.Identify the key locations in the assigned cities for F2F activities within India (UNICEF agencies)
Assessment Report identifying the geographical locations, the malls etc (negotiate the most competitive rates etc)
Monthly reports
Travel to various cities like Bangalore, Hyderabad, Pune, Mumbai & Kolkata. Number of travel days –10 days total per month. (2 cities of maximum 5 days in each city)
2. Conduct mystery shopping of F2F done by other agencies
1. Report on outcomes of mystery shopping
2. Strategies adopted by other non-profits that can be replicated
After each visit
Travel to various cities like Bangalore, Hyderabad, Pune, Mumbai & Kolkata. Number of travel days –10 days total per month. (2 cities of maximum 5 days in each city)
3. Develop key fundraising strategies and activities for F2F inhouse
Strategic implementation plan with targets, indicators, means of verification and time frames.
31 May 2019
No travel involved.
4. Support the National Manager in recruitment, training and retention of the core staff for the in-house team
1. Shortlist the probable in house team members to be interviewed.15 May 2019
2. Selection Matrix showing the performance of the selected candidate vis a vis other candidate.31 May 2019
No travel involved.
5. Training and retention of the core staff for the in-house team.
1. Training calendar 15 June 2019
2. Training Module 15 June 2019
3. Report on knowledge check of in house team members 30 June 2019
No travel involved.
6 Monitor monthly and weekly performance of teams and individuals,
1. Weekly Performance ReportsWithin 3 days of completion of the week. – Every week
2. Monthly reportsWithin 3 days of completion of the week. – Every week
[All reports to highlight areas of improvement]
Within 7 days of completion of the month
Travel to various cities like Bangalore, Hyderabad, Pune, Mumbai & Kolkata. Number of travel days – 10 days per month.
7. Analyse city wise results of F2F inhouse operations, conduct evaluation workshops, prepares report on year one results, lessons learned and recommendations Annual Report 31 April 2020
DUTY STATION
Consultant to be based in any of the major cities of India (e.g. Bangalore, Hyderabad, Mumbai, Pune etc) for the initial period. There may a shift is the duty station to another city during the period of the contract. The cities initially will be the Tier 1 cities where UNICEF is currently operating and as soon as the potential in these cities are well developed, they may be moving to Tier 2 cities (which will be known based on the strategies finalized at that point of time).
SUPERVISOR
Individual Fundraising Manager
OFFICIAL TRAVEL INVOLVED (ITINERARY AND DURATION)
Bidder shall be required to include the estimated cost of travel & DSA in the financial proposal. It is essential to clarify in the TOR that i) travel cost shall be calculated based on economy class travel, regardless of the length of travel.
ESTIMATED DURATION OF CONTRACT (FULL TIME)
11.5 months [1 May 2019 – 14 April 2020]
QUALIFICATIONS / SPECIALIZED KNOWLEDGE / EXPERIENCE/ COMPETENCIES (CORE/TECHNICAL/FUNCTIONAL) / LANGUAGE SKILLS REQUIRED FOR THE ASSIGNMENT
TECHNICAL EVALUATION CRITERIA (WITH WEIGHTS FOR EACH CRITERIA)
Initial shortlisting of the CVs received will be done on the following criteria:
HOW TO APPLY:Your online application should contain fourseparate attachments:
Financial Bid F2F City Consultant.docx
Without the financial proposal template your application will be considered incomplete.
For any clarifications, please contact:
UNICEF
Supply & Procurement Section
73, Lodi Estate, New Delhi 110003
Email: barora@unicef.org
How to apply:
UNICEF is committed to diversity and inclusion within its workforce, and encourages qualified female and male candidates from all national, religious and ethnic backgrounds, including persons living with disabilities, to apply to become a part of our organization. To apply, click on the following link http://www.unicef.org/about/employ/?job=521037