Provision of Field Sales (Feet on the Street – FOTS) Services

AI-generated analysis of the documents. Check the official notice and any amendments for current submission details.

1. At a glance

2. Scope of Work

The contract involves the provision of field sales services, referred to as "Feet on the Street" (FOTS) services, for the Electricity Supply Board (ESB). The contractor will be responsible for engaging with customers directly in various locations to promote and sell ESB products and services. The scale of the operation is expected to cover multiple regions, with a focus on customer acquisition and retention.

Key activities include:

• Customer Engagement: Conducting face-to-face interactions with potential and existing customers to promote ESB offerings.
• Sales Reporting: Providing regular reports on sales activities, customer feedback, and market trends.
• Data Management: Utilizing named systems for tracking customer interactions and sales performance.
• Training and Development: Ensuring that field sales personnel are trained on ESB products and sales techniques.
• Performance Metrics: Meeting specified sales targets and KPIs as outlined by ESB.
• Location Coverage: Operating in various designated areas as specified by ESB, ensuring adequate coverage for customer engagement.

The contractor may also be required to adapt to changing market conditions and customer needs, ensuring that the services provided align with ESB's strategic objectives.

3. Background & buyer context

The Electricity Supply Board (ESB) is seeking to enhance its customer engagement strategy through the procurement of field sales services. This initiative aligns with ESB's broader objectives of improving customer service and expanding its market presence. The procurement is part of a strategic push to modernize customer interactions and increase sales efficiency. The timing of this tender reflects ESB's commitment to adapting to evolving market demands and enhancing its service delivery model.

4. Eligibility & selection criteria

Bidders must meet the following eligibility and selection criteria:

• Turnover requirement: Minimum average annual turnover of €3,000,000, excluding VAT, over the two previous financial years.
• Insurance:
• Public/Products Liability Insurance: Minimum indemnity limit of €6.5 million euro for each claim.
• Employer’s Liability Insurance: Minimum indemnity limit of €13 million euro for each claim.
• Professional Indemnity Insurance: Minimum indemnity limit of €1 million euro for each claim.
• Certifications: Compliance with relevant ISO standards (ISO 9001, ISO 14001, ISO 45001) or equivalent certifications.
• Past experience: A minimum of two reference projects/contracts of similar size and complexity must be provided.
• Personnel: Key personnel must have relevant experience in field sales, with a minimum of three years in a similar role.
• Geographic constraints: Bidders must be able to operate within designated areas as specified by ESB.

5. Award criteria & scoring

Bids will be evaluated based on the following criteria:

The evaluation will follow a Most Economically Advantageous Tender (MEAT) approach, focusing on the balance of price and quality. There are no specified minimum scoring thresholds per criterion.

6. Submission requirements

Bidders must submit the following documents:

• Method statement / response document: Must follow the provided template with a maximum of 20 pages.
• CVs: For key personnel, limited to two pages each.
• Pricing schedule: Must use the specified template.
• Case studies: At least two case studies demonstrating relevant experience, with project values ranging from €100,000 to €500,000.
• Declarations: Including ESPD, Bona Fides, Tax clearance, and Conflict of Interest declarations.
• Mandatory site visit: If applicable, details will be provided in the tender documents.
• Submission portal: All documents must be submitted via eTenders, adhering to specified format rules.

7. Key dates & process

8. Contract terms that matter

Key contract terms include:

• Term and extension structure: The initial contract term is not specified, but extensions may be available based on performance.
• Payment terms: Payments will be made upon completion of specified milestones, as detailed in the contract.
• Key SLAs/KPIs: Performance metrics will be established, with penalties for non-compliance.
• Termination clauses: The contract may be terminated for breach of terms or failure to meet performance standards.
• IP ownership: All intellectual property developed during the contract will remain with ESB.
• Sub-contracting rules: Sub-contracting is permitted but must be disclosed and approved by ESB.

9. Risks, red flags & unusuals

Potential risks and concerns include:

• Turnover threshold: The minimum turnover requirement of €3,000,000 may limit participation from smaller firms.
• Geographic constraints: Specific operational areas may restrict competition to a limited number of firms with existing local presence.
• Performance expectations: High sales targets may pose challenges for new entrants without established customer relationships.
• Incumbent advantage: Existing contractors may have an edge due to established relationships and knowledge of ESB's operational needs.

10. SME fit assessment

This tender is suitable for small to medium-sized enterprises (SMEs) with experience in field sales and customer engagement. Viable bidders should have:

• A proven track record in similar projects, ideally with experience in the energy sector.
• The ability to meet insurance and turnover requirements.
• The capacity to operate within specified geographic areas.

Consortium bidding is allowed, enabling smaller firms to collaborate and meet the requirements collectively. Preparation for the bid may require approximately 10-15 days, depending on the complexity of the submission. The presence of a minimum turnover requirement suggests that incumbents may have a stronger position in this tender.

11. Where to dig deeper

• Source RFT filename: TR4780 – Feet on the Street (FOTS) PQQ Section B (1).docx
• eTenders CFT ID: 396424-2026
• Contact email: [email protected]
• Important attachments:
• Appendix A — Method Statement Template
• Appendix B — Pricing Schedule Template
• Appendix C — Insurance Requirements