2011

PROPOSAL FOR BOTSWANA NATIONAL PRODUCTIVITY CENTRE MARKETING STRATEGY

TECHNICAL PROPOSAL Maphanyane & Associates Consortium 10/21/2011

2011/11/16, The Secretary Tender Committee Botswana National Productivity Centre,, Private Bag 00392, Gaborone

Dear Sir/Madam LETTER OF TRANSMITTAL This proposal has been commissioned by the Maphanyane & Associates Consortium at the request of the Botswana National Productivity Centre, in response to the BNPC Terms of Reference for tender number BNPC 10/2011 dated the 21st of October 2011. We should note that our submission complies with all your compliance procedures outside of the requirement for a VAT registration certificate. Maphanyane & Associates was deregistered in our last financial year as our turnover for the year was below P500,000.00. We are currently in the process of re-registering for VAT and all out other Tax documentation is in order. The purpose of the proposal is to lay out in a concise manner the manner in which our consortium proposes to conduct the Develop Marketing Strategy for BNPC Consultancy. This includes a discussion of methodology, deliverables, resource allocation, timeline and a financial proposal in a separate envelope. Additional documentation is provided in the form of appendices.

We hope the information provided here may be of some use to your organisation.

Sincerely, Goabaone Mmereki Administration Maphanyane & Associates

Prepared for

BOTSWANA NATIONAL PRODUCTIVITY CENTRE (BNPC)

Prepared by

Modisa Maphanyane MAPHANYANE & ASSOCIATES CONSORTIUM

Unit 6A, Kwena House, Gaborone International Finance Park, Kgale View, Gaborone

Submitted on

21/10/2011

STATEMENT OF CONFIDENTIALITY & NON-DISCLOSURE

This document contains proprietary and confidential information. All data submitted to BNPC is provided in reliance upon its consent not to use or disclose any information contained herein except in the context of its business dealings with the Maphanyane & Associates Consortium. The recipient of this document agrees to inform present and future employees of BNPC, who view or have access to its content, of its confidential nature. The recipient agrees to instruct each employee that they must not disclose any information concerning this document to others except to the extent that such matter are generally known to, and are available for use by, the public. The recipient also agrees not to duplicate or distribute or permit others to duplicate or distribute any material contained herein without the Maphanyane & Associates Consortiums express written consent.

The Maphanyane & Associates Consortium retains all title, ownership and intellectual property rights to the material, trademarks and solutions contained herein, including all supporting documentation, files, marketing material and multimedia.

BY ACCEPTANCE OF THIS DOCUMENT, THE RECIPIENT AGREES TO BE BOUND BY THE AFOREMENTIONED STATEMENT.

TABLE OF CONTENTS INTRODUCTION............................................................................................................5 ABOUT US........................................................................................................................6 PROJECT OVERVIEW................................................................................................9 RESEARCH STAGE APPROACH & OUTCOMES.........................................13 DELIVERABLES & REPORTING...........................................................................13 RESOURCE ALLOCATION......................................................................................15 TIMELINE........................................................................................................................18 APPENDICES................................................................................................................19

1. INTRODUCTION

The Mass Promotions Consortium is pleased to present BNPC with this proposal for a study for your Develop Marketing Strategy for BNPC consultancy. We understand your need for indicators and a strategy which will allow your organization to Increase the uptake of BNPC Products and Services, Income Generation, Visibility and Impact; and that the Maphanyane & Associates Consortium can fulfill this need, through a structured and integrated market research and marketing planning strategy as detailed in this proposal. We believe that your DEVELOPMENT SERVICES product is still in its GROWTH stage in Botswana and that we are uniquely positioned to successfully assist in its development through the MATURITY stage. Having duly examined your requirements, we are confident that our proposed services will effectively address your needs. Our goal is to define and quantify the current and future gap between supply and demand in the productivity, quality and labour relations market within Botswana and recommend strategies towards bridging this gap through the application of marketing science. The objective of our Develop Marketing Strategy for BNPC consultancy will be to provide your organisation with relevant, accurate, reliable, valid, and current information in this regard, through the use of a project management framework, in order to conduct the consultancy using tried and tested marketing science methodologies; and to complete this study by [12/06/2012]. The main research designs and principles to be used for this consultancy will be: Qualitative marketing research - generally used for exploratory purposes Quantitative marketing research - generally used to draw conclusions Ethnographic studies - the researcher observes social phenomena in their natural setting Client Profiling & Analysis of secondary sources TOWS analysis 4Ps of Marketing Environmental scanning (PEST Analysis) Ansoff and Boston Consultancy Group Matrix

The Mass Promotions Consortium is uniquely suited to meet the demands inherent in the use of more than one research design and strategic development principles. Our approach will be to start with secondary research for background information, followed by client profiling and then conduct focus groups and stakeholder interviews (qualitative research design) to explore the issues. Finally we will conduct a controlled consumer survey (quantitative research design) in order to test assumptions and devise specific recommendations for your organisation and its prospective clients. By availing itself of our services, BNPC will be the recipient of metrics on: The going rates for Productivity, Quality & Labour Relations Management services & areas of competition The current supply against demand for these services Forecast for demand of similar services in a period of 3 to 5 years Current players and the pricing they achieve for same Perception matrix vis-a-vis BNPC service offering Consumer statistics and client profiling 6

2. ABOUT US

Company Name Company Registration VAT No. Country of Registration Physical Address Postal Address Telephone Number Fax Number Email DESIGNATED AUTHORISED REPRESENTATIVE

Maphanyane & Associates Close Company

CC2008/2088

Botswana Unit 6A Lot 117 Gaborone International Finance Park P.O. Box 70311, Gaborone Office: (267) 3919543 Cell: (267) 72643545

(267) 3923213 maphanyane@masspromotions.ws, maphanyane@yahoo.com Name: Position: E-mail: Emang M. Maphanyane Lead Consultant

maphanyane@yahoo.com

COMPANY REFERENCES

Mrs Taelo Thabolo Account Manager Orange Dialogue Saatchi & Saatchi Phone: 72812398 Email: taelo@dialoguesaatchi Mr B T Mosetlhi Director Pinagare Architects Email: btmosetlhi@gmail.com Phone: 72111136

Ownership Status:

100% citizen owned E. M. Maphanyane 100.00%

Professional Services Offered:

Professional Indemnity Details:

Feasibility Studies and other investigations Formulation and Implementation of Projects Policies and Programmes. Formulation of Organizational Strategy and the Management of the Change Process control and management Privatisation Broker: Alexander Forbes Underwriter: Address: Botswana Insurance Company P O Box 715 Gaborone Cover Provided: P3 Million Claims: NONE First National Bank Main Branch Address: P.O. Box 4878 Gaborone

Bank Details:

Name:

OFFICE EQUIPMENT: 5 x Laptop Computers 3 x Desktop Computers 1 x Fax, 2 x Printer/Scanner/Copier 3 x Digital cameras 1 x Studio Camera 1 x Video Camera 3 x measuring tapes 4 x vehicles

SOFTWARE PACKAGES: Microsoft Office Suite Adobe Illustrator Dreamweaver Adobe Photoshop Microsoft Project Business In A Box Nuts & Bolts (Business Planning Suite)

TECHNICAL BACKUP: Company Secretaries: Accountants: MPN Holdings Finlight

STATEMENT OF CAPABILITY:

1) The Maphanyane & Associates Consortium is a strategic

consulting partnership specializing in strategic development research, investment consultancy, development consultancy, management and niche media advertising. Our members of staff are well qualified with a combined 32 years of experience in marketing. With this experience, we find the development of marketing strategies to be within our capability. All employees of the Maphanyane & Associates Consortium are required to treat the contents of their work as entirely confidential and have signed the Code of Conduct which states that Employees Shall keep confidential information of Mass Promotions and its clients, which includes commercial and human resource data and products. This obligation extends to the protection of the physical and intellectual assets of Mass Promotions and its clients.

CONFIDENTIALITY

3. PROJECT OVERVIEW

"The study of labor-management relations (LMR) refers to the rules and policies which govern and organize employment, how these are established and implemented, and how they affect the needs and interests of employees and employers. LMR has implications for the organization of work as well as economic policy. Focus gradually has broadened from the formation and operation of national and local institutions and collective bargaining to strategic human resource policies. Most recently a multilevel agenda has formed, following new needs for regulation in world trade, in the extended European Union, and in former communist and newly industrialized countries." (Von Otter, 2007)

The Botswana National Productivity (BNPC) was established in 1993, through an act of Parliament, as a parastatal. The centre has a tripartite Board which comprises representatives of core stakeholders, which are government, employers and workers organisations, as well as the University of Botswana and the Bureau of Standards. The statutory mandate of the BNPC is to enhance the level of productivity consciousness as an advocacy function and to enable individuals and organisations, through training and consulting, to be productive, and ultimately leading to the countrys competitiveness. The statutory mandate of the BNPC is to enhance the level of productivity awareness as an advocacy function and to enable individuals and organisations through training and consulting to be productive and competitive. The enablement process involves assisting organisations to adopt best management practices through productivity enhancing tools and techniques. Specific elements of BNPCs mandate are articulated as follows:

Stimulate and generate productivity consciousness in Botswana Promote increased productivity in all sectors of the economy Improve and develop standards of management in all aspects and at all levels Promote good/labour management relations Foster equitable productivity gain sharing between management, workers and consumers.

Amongst the difficulties faced by BNPC is international studies such as that contained in the Global Competitiveness Report indicate that Botswana has been declining in the Global Competitiveness Index. It shows that in 2008, Botswana attained number 56 out of 133 countries, scoring 4.2. But in 2009, Botswana ranked at number 66 out of 136 countries and scored 5.6. For 2010, Botswana is ranked at number 76 out of 139 countries and has scored 4.1. In fact the BNPC Information Research Services Manager, Dr Phumzile Thobokwe, is quoted as having identified poor work ethic as the first problematic concern for doing business in Botswana, followed by an inadequately-educated workforce and an inefficient government bureaucracy. All issues that BNPC has been established to combat. It is widely understood amongst academia, that Botswana currently stands in transition between being a factor-driven economy and an efficiency-driven economy and that it is imperative that BNPC actuates its role as a driver for this transition through its mandate as articulated previously.

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PROCESS In light of the above, BNPC is in need of a marketing strategy that will facilitate the achievement of its major strategic themes being: a) Dissemination of Productivity Knowledge & Practices b) Enhancing Labour Management Relations c) Improving BNPC Organisational Excellence; And in particular the following strategic objectives: a) Increase revenue generation b) Increase knowledge and uptake of Productivity and Quality tools and techniques c) Increase Labour Management Relations (LMR) awareness d) Improve communications e) Improve Strategic Partnerships f) Improve Stakeholder Capacity

g) Improve Customer focus Based on our preliminary analysis of the Centres needs within the aforementioned context, and using the Terms of Reference as a guideline, the Maphanyane & Associates Consortium will look at increasing the value of several core marketing building blocks that we propose, when tweaked, can propel BNPC as it redefines itself according to current trends, increases its level of competitiveness, strikes a balance between costs and financial gains, and most importantly, fine-tune its brand and the perception of its products and services to both its target market and the market as a whole. The Maphanyane & Associates Consortium intends to focus the consultancy outputs on the following overlapping eight areas of critical importance for formulating a marketing strategy and addressing the terms of reference. a) Current Marketing Efforts An understanding of the BNPCs internal and external marketing efforts will enable our consultants to inform the analysis of the Centres strengths, weaknesses, opportunities and threats both from an internal, operational standpoint and from an external, experiential standpoint. Questions that will feed the planning phase of this project include: What is the nature of current marketing including mediums used, messaging, and frequency of communication, and structure and placement within the Corporation? How effective are these mediums and activities? How does the external environment impact current marketing efforts? How do current efforts relate to best practices in your industry? These questions will be addressed through surveys, interviews with the BNPCs marketing and public affairs managers, review of present marketing plans and materials and/or analysis of marketing plans international development services providers. 11

b) Branding Our preliminary analysis indicates that the BNPC fundamentally needs to strengthen and redress the backbone over which its brand identification sits. But just as this consultancy will report on the findings and recommendations in the areas stipulated in the Terms of Reference, the Maphanyane & Associates Consortium will make specific recommendations on the implementation of the Corporations brand. We will measure the attributes, benefits to the target market, values and culture of the Centre, the personality of the Centres products and services, and the association of these offerings against the 7-year Strategic Plan. We can thereby create benchmarks and ensure that our marketing strategy is applicable, sustainable, and innovative enough to provide a foundation upon which the Corporations brand can flourish. The Maphanyane & Associates Consortium will provide the blueprint for brand activation with innovation, agility, relevance, sustainability and above all, experience. c) TOWS Matrix The TOWS Analysis is a variant and sister tool of the SWOT Analysis. While TOWS and SWOT are acronyms for different arrangements of the words Strengths, Weaknesses, Opportunities and Threats, the TOWS analysis helps us to ask what are the immediate threats to the Centre, how does the BNPC capitalise on its opportunities? Make the most of its strengths? Circumvent its weaknesses?? In applying this analytical tool, we will derive a better understanding of the strategic choices that the Centre faces in an externally-focused manner. d) Present Market An extensive study of the Centres existing market and constituency will present crucial information that stands as a key indicator of the direction in which the Centre should drive its marketing efforts. Who is the target market thus far, and what are the distinguishing features of that market? How do present consumers feel about the Centre, with regard to both the style, quality of products and the services provided? What would they want to see improved? Using focus groups, paper surveys and webbased questionnaires, the Maphanyane & Associates Consortium will provide a medium for the Centres target market to air their concerns, make suggestions, and express their satisfaction for the Centres services. e) Potential Market The understanding of the BNPCs potential market will yield the model for the expansion of its products and services. Where are the potential areas for market expansion? How is the external marketing landscape characterised? What are the conditions conducive to such expansion? An examination of Botswanas establishment demographics, looking specifically at turnover levels, staffing levels, industry training requirements, sectoral outlooks, and service level needs will be carried out. Our Consultants will explore areas in which the Centre can create valueadded partnerships, incentives, and services that augment its appeal.

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f) Product Management The Maphanyane & Associates Consortium will provide recommendations with regard to new and improved products and services for the present market. In addition, with a special focus on this aspect of operation, we can use the data culled from the research phase to recommend ways to add or modify product and service components, or to explore how to extend product offerings upwards and downwards along the value chain in order to address different segments of the market. g) External Stakeholders External stakeholders represent an implicit constituency who can promote or hinder the success of the Centres initiatives. Who are the external stakeholders, and do they represent partners or competition? How do government entities, development services providers, and non-BNPC clients view the Centre? What is the impact of these entities on the progression of the Centre? Review a listing of government ministries and other government entities doing business with the Centre, and gauge through interviews and/or questionnaires their perception of such engagement. Meet with a cross-section of other development services managers to look at their value proposition vis--vis that of the Centre. h) Human Resource Management As a result of this consultancy, BNPC will be in a position to redesign its products in addition to developing and realigning its services. BNPCs human resources are critical to the success of these initiatives. As the first line of defence and positive reinforcement for the Centres brand, the employees service delivery, product knowledge, and enthusiasm will weigh heavily on the outcome, sustainability and end products of this consultancy. Derived from feedback obtained through present market research, the implementation of this consultancys marketing plan will incorporate training and skills transfer to the Centres employees that will allow BNPC to improve its Organisational Excellence.

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4.

RESEARCH STAGE APPROACH & OUTCOMES

METHODOLOGY Our methodology revolves around quality management, project planning and marketing research principles. The scope of work and the terms of reference for this consultancy can be hedged between two domains: research and planning. In this matrix, planning cannot be undertaken without the input of research. As a consequence, research must be broadly conceptualized, reflecting a variety of research mediums and prompting careful examination of a range of mitigating factors. a) The Maphanyane & Associates Consortium will be providing three major types of market research design: exploratory, descriptive and causal or a combination of these, according to the specific needs as stated in the TOR. b) We will be defining the three designs starting from the three main objectives that may be accomplished by research: to develop hypotheses, to measure the state of a variable of interest and respectively to test hypotheses that specify the relationships between two or more variables. c) Quality management is applicable in the case of market research that is a distinct type of services provided by specialized organizations. In essence, according to the standard ISO 9000:2006, the quality management consists in coordinated activities in order to direct and control an organization with regard to quality. d) These activities include quality planning, control, assurance and continuous improvement. In the field of market research, in general, and of qualitative research, specifically, quality management refers to all the stages of the research process, aiming at improving the quality of the information output. e) Market research includes social and opinion research and consist in the systematic gathering and interpretation of information about individuals or organizations using the statistical and analytical methods and techniques of the applied social sciences to gain clarity. The process to be followed is illustrated in the diagram below:

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PRINCIPLES AND TECHNICS TO BE APPLIED IN THE DELIVERY OF THE PROJECT If appointed, our methodology and work plan for the consortium will encompass at least seven (7) areas: 1. 2. 3. 4. Organogram of the consortium & project team. Key aspects of the work plan, project cycle and the pre-contract program. Project appraisal parameters (applicable to the consortium as a whole). Key deliverables, outcomes and action items at various work stages (applicable to the consortium). 5. An integrated quality assurance process EFFECTIVENESS OF EVALUATION FRAMEWORK The figure below gives the framework to be utilised to evaluate the effectiveness of the marketing strategy outputs and future marketing efforts of the corporation.

Marketing Strategy Effectiveness through Integrated Marketing Communication

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5.

DELIVERABLES & REPORTING

In the course of this project, we will deliver the following key deliverables: REPORTS INCEPTION REPORT EXISTING CONDITION AUDIT REPORT (INTERNAL) EXTERNAL MARKET AUDIT REPORT FINAL MARKET ASSESSMENT MARKETING STRATEGY REPORT IMPLEMENTATION PLAN & BUDGET IMPLEMENTATION STRUCTURE DATA MARKET ESTIMATES & PROJECTIONS SURVEY GROUP DISCUSSIONS STAKEHOLDER INTERVIEWS CONSUMER SURVEYS STRATEGIC PARTNER QUESTIONNAIRES

The objective of our Develop Marketing Strategy for BNPC study will be to provide your organisation with relevant, accurate, reliable, valid, and current information in this regard, through the use of a project management framework, in order to conduct the study using tried and tested marketing research methodologies; and to complete this study by [12/06/2011]. By availing itself of our services, BNPC will be the recipient of metrics on: The going rates for Productivity, Quality & Labour Relations Management services & areas of competition The current supply against demand for these services Forecast for demand of similar services in a period of 3 to 5 years Current players and the pricing they achieve for same Perception matrix vis-a-vis BNPC service offering Consumer statistics and client profiling REPORTING & QUALITY CONTROL PROCEDURES The programme calls for a series of Client Liason meetings after each stage to allow the client to review stage documentation and provide approval for the consultant to continue to the next stage. (See section Timeline) Quality control procedures will include making sure that: Qualitative research is 100% fully reviewed by management Quantitive research includes validation of 30% of the sample size Adherence to established ESOMAR, CASRO and MSPA standards Compulsory formal training for new interviewers Compulsory attendance at all project briefings Field pilots of all questionnaires and guidelines 30% of all interviews back-checked Field observations by client welcome

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6. RESOURCE ALLOCATION
Professional Team

Team Members & Qualifications Emang Maphanyane Modisa Maphanyane Natalie McCormack - Antzon Cathleen Lewis

Position Lead Consultant and Quality Coordinator Chief Planner Project Coordinator Chief Strategist

KEY PROFILES Emang Maphanyane (Lead Consultant) BA Econ, MSc Mathematics

Mr. Emang Motlhabane M Maphanyane is an economist with a wide range of experience having held senior positions in Government, the parastatals and the private sector. He has also been a director in major parastatals and private companies where he gained much experience in finance and management. Mr. Maphanyane has also served as vice chairman of the National Task Force, which prepared the draft White Paper on a Privatisation Policy for Botswana. He was also the founding board chairman of the Citizen Entrepreneurial Development Agency (CEDA). He is a longstanding member of the Council of the University of Botswana and more recently chairman of the Botswana Agricultural Marketing Board. Mr. Maphanyane holds degrees in mathematics and economics and has attended a number of courses in management and organizational change for maximum performance, privatization, public and private partnerships, etc.
Modisa Maphanyane (Chief Planner) Dip (Marketing)

Modisa Maphanyane has over 10 years experience in market research and strategic marketing development. He was most recently the Chief Planner under the Pinagare Consortium for the Market Assessment of the Water Utilities Corporation proposed head office building in the CBD, a project valued at over P450 million. Mass Promotions, as led by Mr Modisa Maphanyane, has engineered cutting-edge niche marketing services that target under-served, under-utilised market segments. Mass Promotions has tapped unconventional advertising mediums, providing clients with innovative marketing options and greater exposure to a broad spectrum of potential markets. Current clients include Mascom, Orange, Medswana, Onboard Magazine, Kmo Advertising, Dialogue Saatchi, Horizon Ogilvy, PSI, O P Advertising, Cibil Nyte, etc 17

Natalie Antzon (Project Coordinator)

Mrs Antzon comes with over ten years of organisational management, marketing and strategic branding, product development and resource mobilisation experience attained in the United States, Jamaica and Botswana. Armed with an entrepreneurial spirit, equipped with superior creative acumen well balanced by sensible business strategies, Mrs Antzon is a diverse, passionate marketer who performs successfully in any industry ranging from entertainment to consumer brands as well as nonprofits. One of her strengths is that of an exceptional internal and external relationship builder. In building a consortium of support, she has honed the capabilities that move innovative programs, campaigns, and new business opportunities. As a business developer, she is thoroughly adept at identifying revenue streams and/or previous overlooked areas of monetization in new and growing enterprise. Current clients include Botswana Rugby Union, Puma Energy, The Business Centre, No 1. Ladies Opera House, Maemo.
Cathleen Lewis (Chief Strategist)

Cathleen is a Senior marketing executive based in the United States with 15 years of experience leading marketing and strategy for agency, entertainment property and client side brands with leading organizations such as Hilton Hotels, The Olympics, Starbucks, the Live Earth Concerts Co-Chaired by Vice President Al Gore, the prestigious TED Conference and top agencies such as Ogilvy & Mather, DDB Needham and BBDO. Cathleen has a proven ability to forge and implement high-value compelling and often complex marketing strategies as well as inspire and motivate teams. She has been retained by several high profile companies to provide marketing consulting varying from international marketing campaign implementation to celebrity endorsements. Current clients include: Starbucks and the prestigious TED Conference, NYC Fashion Week, Clinton Global Initiative, Global Innovation Forums, etc

Support Staff (Specify) Researcher Researcher Administration Assistant Administration Assistant Human Resources Analyst Marketing Data Analyst Data Entry Clerk Project Assistant Driver Project Bookkeeper Tadzina Mannathoko Neo Kefitlhile Goabaone Mmereki Thabiso Monareng Thato Mbayi Sadi Molatole Mpho Moapare Mothusi Maphanyane Patrick Matsogenyane Mokgethoa Molotsi

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7. TIMELINE
SUMMARISED TASKS AND PROJECT MILESTONES

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8. APPENDICES APPENDIX A - CONSORTIUM MEMBERS

Founded in 2001, Maphanyane and Associates is a firm of Economists and Management Consultants. Our interest and specialty is in the areas of research, the economics of public policy, privatization, the transformation of public institutions/entities and companies into high performing organizations including strategic planning, governance, capacity building and the introduction and management of a culture of continuous change. We are also convinced that the implementation of all programmes in both the public and private sector must have built in tools for monitoring their impact or measuring their success relative to predetermined targets. Our Mission. To transform organisations for maximum performance. Our Vision. To be a pre-eminent economic public policy, investment advisory and management consulting firm in Botswana and the region. The following represents our core competencies: a) Feasibility Studies and other investigations The formulation of business plans Feasibility studies of a commercial nature. Quantitative and Qualitative research The formulation and implementation of turnaround strategies for companies and public entities

b) The Formulation and Implementation of Projects Public Policies and Programmes. Project conception, formulation and implementation and evaluation. The formulation and implementation of policies and programmes to achieve maximum positive results and to minimise undesirable effects. Setting appropriate monitoring and measurement tools; The establishment of mechanisms for continuous feedback and policy and programme review and adjustment. Ensuring the empowerment and involvement and buy-in by the target beneficiaries; Putting in measures to assure the long-term sustainability of the projects, policies and the associated programmes.

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c) The Formulation of Organizational Strategy and the Management of the Change Process. Maphanyane and Associates will work with public institutions and business organizations to establish where they are and where they want to be and helping them to get there. The process involves among others: A situation analysis to establish where the institution or company is, in terms of such key issues as having a clear vision/mission, getting the organizational goals right, strengths, weaknesses, opportunities and threats, strategic planning, the organization culture, communications and questions of the alignment between the employees personal goals and the organizations vision/mission among others. Change management and transforming organizations to the desired end state; Measuring performance and Progress; Rewarding the correct behaviours;

Our approach is to work closely with the client to agree on the vision/mission of the organization, positive and negative factors constituting the current reality facing the organization, the desired end state and the strategy to get there. We believe that it is the employee at every level who is most expert at what he/she does and what needs to be improved to achieve maximum performance.

d) Privatisation Privatisation widely defined covers a range of different public policy interventions aimed at greater private sector involvement in economic activities previously undertaken by the public sector. In this regard a whole range of modalities are possible including but not limited to the transfer of assets from the public to the private sector, contracting out services, concessions, commercialization, the liberalisation of entry, public and private sector partnerships, etc. Our interest is in restructuring public entities to prepare them for privatization, organizing employee buy-outs or out-sourcing and concessioning and promoting citizen economic empowerment generally.

Networking and Partnerships. Maphanyane and Associates is part of a growing network of specialists in development policy, organizational change for maximum results and other disciplines not only in Botswana, but also in the SADC region and elsewhere. In Botswana we are associated with G4 Consulting Engineers, Mass Promotions, Tsa Badiri and the Logistics Planning Services Botswana - a logistics and transport consulting outfit, Riberry - real estate specialists, Organisational Life Focus, a management consulting firm, the Botswana Institute for Policy Analysis, Institute of Development Management, and the Botswana National Productivity Centre, amongst others. Internationally we have worked with Kaiser International, a firm of economic development consultants and Cathleen Lewis Consulting Strategic Communications consultants.

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Founded in 1999, by Tadzina Mannathoko, Mass Promotions (www.masspromotions.ws) is the developer of the current popular transit advertising platform utilized by the Gaborone Local Taxi & Bus Services Association (GLTBSA), and offers niche advertising and media development services. Our marketing solutions are known for their innovation, high impact, attention to detail and operational efficiency. We have been very successful in developing innovative marketing strategies notably in the rollout of the 40th Anniversary Celebrations, Barclays Contravision and the GTV advertising campaigns. Our flagship project has been the market assessment and marketing plan for the proposed P450 million Water Utilities Corporation Head Office and Tenants Wing. Mass Promotions currently serves over 9 major corporate customers in Southern African markets, examples of which include Onboard Magazine, Dialogue Saatchi, Puma Botswana, Channel Advertising, Horizon Ogilvy & Mather, Water Utilities Corporation, etc. Mission Statement: The companys mission is to develop marketing strategies, and provide full operational support, for integrated marketing communications, around prevalent, ubiquitous activities (i.e. commuting, communicating, transacting). [SERVICES PROVIDED/PROMOTED] Media Development & Planning Market Research & Analysis Strategic Marketing Consulting Publishing Web Portal and Internet Advertising

[REGISTRATIONS & ACCREDITATIONS] Department of Road Transport & Safety (Transit Advertiser) Ministry of Trade & Industry (Mobile Advertiser) Transport Industry of Botswana (Official Partner)

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Past Experience:
ItemAssignment 1Transit Advertising Feasibility Activity Duties Level Employing Entity Date Value 2005 P -

Research Research, Researcher Gaborone Local Taxi (Marketing) Analysis, & Bus Services Association (GLTBSA) G.Matenge Planning Research, Analyst (Marketing) Planning, Strategic Gaborone Local Taxi & Bus Services Association (GLTBSA) G.Matenge

2Transit Advertising Marketing Plan

2005 P 1,100,000

40th Media Research, Assistant Anniversary Planning Planning, Media Celebrations (Advertising) Strategic Planner 3Dermasilk Market Assessment

Commutanet / Itsheka 2006 P Management 4,000,000 B.Akerele 2007 P 30,000

Research Research, Chief Chemical Industries (Marketing) Sampling, Researcher Botswana M.Manoj Analysis Marketing Communications J.Mayglip

3Barclays Product Research, Media Contravision Development Planning, Planner Advert. (Marketing) Product 4Agricop Marketing Plan

2007 P 50,112

Research Research, Researcher Agricop (Pty) Ltd (Marketing) Planning, J.Mwangi Strategic

2007P 300,000

5PSI Busback Product Research, Media Advert. Development Planning, Planner Product (Marketing) 6GTV Taxiwrap Product Research, Chief Transit Advert.Development Planning, Planner Product (Marketing) 7Multichoice Transit Advertising Strategy Media Research, Chief Planning Planning, Planner (Advertising) Strategic,

Commutanet / Itsheka 2008 P 50,000 Management B.Akerele Commutanet / Itsheka 2008 P 144,000 Management B.Akerele Horizon Ogilvy & Mather M. Gasennelwe Dialogue Saatchi & Saatchi T. Thabolo 2008 P 150,000

8Orange Media Research, Chief Transit Advert.Planning Planning, Planner Strategy (Advertising) Strategic

2009 P 672,240

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9Mascom Media Research, Chief Transit Advert.Planning Planning, Planner Strategy (Advertising) Strategic 10Retail Group Product Research, Chief Interior Development Planning, Planner Busline (Marketing) Advert. Product 11Onboard Magazine Marketing Plan Research Research, Chief (Marketing) Planning, Analyst Strategic Research, Chief Planning, Planner Strategic, Financial

Dialogue Saatchi & Saatchi T. Thabolo MAB Advertising K. Mothibi

2009 P 689,000

2009 P 120,000

Onboard Magazine T. Mandikate

2010 P 240,000

12Water Utilities Financial & Corporation Marketing HQ Building Feasibility Feasibility & Marketing Plan 13P S I Transit Advertising strategy

Pinagare Architects Consortium B.T. Mosetlhi

2011 P 1,190,000

Media Research, Chief Planning Planning, Planner (Advertising) Strategic

O P Advertising S.Seilaneng

2011 P 189,000

Mass Promotions, as led by Mr Modisa Maphanyane, has engineered cutting-edge niche marketing that targets under-served, under-utilised market segments. Mass Promotions has tapped unconventional advertising mediums, providing clients with innovative marketing options and greater exposure to a broad spectrum of potential market. Within this consultancy, Mass Promotions will contribute heavily to external marketing planning activities, but with its strong background of market research, will partner in carrying out the research functions of this consultancy.

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Kalev Kingston Group (KKG) provides professional training and tailored services in target marketing and branding, public relations, event planning and management, resource mobilization, as well as other professional services. With a special interest in developing acumen competence and addressing capital development expansion, KKG provides solutions for growth opportunities with innovative strategies and targeted results. Its leadership is seasoned strategic development consultants and new business developers. Representing KKG, Mrs Natalie McCormack Antzon, its Managing Partner, will be this consultancys project coordinator, coordinating the efforts of the assembled team, with a focus on this projects strategic and organisational management outcomes as well as internal and external marketing planning. KKG will liaise with BNPC, disseminating information internally within the consultancy team and externally to the Centre. KKG will also oversee the establishment of research mechanisms to lay the foundation of this consultancy, managing the direction and execution of these efforts using trained researchers. In addition, KKG will also oversee the administration of this consultancy, ensuring efficient and effective use of resources, and the completion of this consultancy based on established and accepted timelines. Mrs Antzon comes with over ten years of organisational management, marketing and strategic branding, product development and resource mobilisation experience attained in the United States, Jamaica and Botswana. Armed with an entrepreneurial spirit, equipped with superior creative acumen well balanced by sensible business strategies, Mrs Antzon is a diverse, passionate marketer who performs successfully in any industry ranging from entertainment to consumer brands as well as non-profits. One of her strengths is that of an exceptional internal and external relationship builder. In building a consortium of support, she has honed the capabilities that move innovative programs, campaigns, and new business opportunities. As a business developer, she is thoroughly adept at identifying revenue streams and/or previous overlooked areas of monetization in new and growing enterprise

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APPENDIX B - NOTES TO OUR STRATEGIC APPROACH

Notes: We can decide to develop a strategy without looking into your industry type and your market offerings; but we will be failing in the same trap as others. Thus we recommend the market research step as part of our tasks. Regardless of your industry type, before the deployment of a marketing strategy a concise understanding and the linkage of such strategy to the original marketing plan is critical. In any rule of engagement you should have a contingency plan. The worse thing to do is to recycle the plan A that failed to make it a plan B. Below is what our strategy is about:

Product/S ervice P ortfolio Manag ent em

Custom Profitability er

Marg andProfits ins C hannel Manag ent em andS alesF orce

S hare of H earts, Mind, and Markets MarketingandProfits P ricingS trateg y

Marketingand F inance P rom otions

Customers Simple Acquisition in Marketing Strategy

AdvertisingMedia and Web

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QUALITY MANAGEMENT FRAMEWORK

APPENDIX B -

Overview
ISO 20252:2006 market, opinion, social research, vocabulary and service requirements is the new international standard that unites and supersedes existing national standards and sets a common level of quality for market research globally. It is suitable for any organization that undertakes research, both nationally and internationally. The adoption of consistent, standardized process in an ISO 20252 based Quality Management System: * enhances the management of risk * increases efficiency and productivity * improves product and service quality * improves buyer confidence * increases loyalty and satisfaction * is a model to reflect the professionalism of an organisation * assists in the protection of respondent privacy * becomes a training platform for new employees * fosters a culture of quality/continuous improvement * confirms your organization's commitment to quality assured processes internationally and * increases opportunities for international business * brings professionalism to our industry In addition, it can assist in: * * * * reducing waste streamlining processes and avoid duplication minimising exposure to risk and reducing staff turnover

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