Term of Reference

Hiring a Consultant/Firm for 7-day Enterprise Development Training

1.     Background and Rationale

The Pakistan Poverty Alleviation Fund (PPAF), under its mandate of promoting sustainable livelihoods, MSME and Value chain development, entrepreneurship, and economic graduation, is strengthening collaboration with PMAS - Pir Mehr Ali Shah Arid Agriculture University (ARID) to support youth entrepreneurship, startup development, enterprise creation, and commercialization of innovative ideas in agriculture and allied sectors.

Pakistan is currently facing increasing unemployment, shrinking formal employment opportunities, and growing economic uncertainty, particularly affecting youth and fresh graduates entering the labor market. Traditional employment pathways alone are insufficient to absorb the expanding workforce, especially in rural and semi-urban areas. This context highlights the urgent need to promote entrepreneurship, self-employment, startups, and MSME development as sustainable livelihood pathways and drivers of economic growth.

Universities serve as important centers of innovation, technical knowledge, and research; however, many graduates continue to enter the market as job seekers rather than job creators. Despite possessing technical expertise and academic knowledge, students and young innovators often face significant barriers in transforming ideas, research outputs, and technical skills into viable enterprises. Limited exposure to enterprise development, commercialization processes, market systems, business planning, and startup management constrains their ability to establish sustainable businesses.

During consultations and discussions on strengthening institutional collaboration, ARID University highlighted the need to further support startups, student-led enterprises, and young innovators by enhancing practical enterprise development capacities and strengthening pathways for commercialization, incubation, and market engagement. Building on this suggestion, both institutions recognized an opportunity to complement ongoing academic and technical initiatives by providing targeted support to aspiring entrepreneurs and early-stage startups.

While ARID University possesses strong technical and research capacity in agriculture, livestock, food sciences, and allied disciplines, institutional mechanisms for translating research and innovation into commercially viable enterprises remain limited. Opportunities exist to strengthen startup ecosystems by equipping young entrepreneurs with practical skills in enterprise development, business modelling, financial management, marketing, value chain development, and market linkage strategies.

Furthermore, there is increasing demand to support youth-led startups capable of addressing local challenges through innovative and market-driven solutions. Strengthening entrepreneurial capacity among students, recent graduates, and early-stage startups can contribute to employment generation, rural enterprise growth, and commercialization of locally relevant innovations.

To address these challenges, and in response to ARID University's recommendation to strengthen startup support mechanisms, PPAF intends to engage a qualified consultant/firm to design and deliver a structured Enterprise Development Training (EDT) for 20 selected startups, aspiring entrepreneurs, and youth innovators. In addition, up to five faculty members from ARID University and five PPAF staff members will participate in the training to strengthen their capacity to mentor, coach, and support startups and or MSMEs. The training will adopt a practical, participatory, and action-oriented approach, enabling participants to transform ideas into viable businesses, strengthen startup readiness, and develop commercially sustainable enterprises.

The intervention will contribute to strengthening ARID University’s startup ecosystem and entrepreneurship environment by promoting innovation, enterprise creation, commercialization, and youth-led economic opportunities, thereby supporting employment generation, rural enterprise growth, and inclusive economic transformation. The project is also expected to facilitate development of agri-based startups linked to emerging value chain interventions, particularly within the proposed peanut value chain initiative in Potohar. By equipping young entrepreneurs and startups with practical enterprise development skills, business planning, financial management, market linkage approaches, branding, and commercialization strategies, the intervention will help nurture innovative enterprises in areas such as peanut production, processing, value addition, packaging, digital advisory services, agri-inputs, and related rural businesses. These startups will be encouraged to focus not only on enterprise establishment but also on growth, competitiveness, profitability, and long-term sustainability, enabling them to expand within national markets and, where feasible, explore regional and international export opportunities. The intervention is expected to strengthen research-to-market pathways, promote commercialization of local innovations, and contribute to the creation of scalable agri-enterprises capable of generating employment and driving rural economic development.

The proposed intervention aims to strengthen startup capacity, with opportunities to support innovative enterprises in agriculture and allied sectors/products and services, including potential future value chain initiatives such as the Climate-Resilient Peanut Value Chain Development for Rural Enterprise and Economic Graduation project, subject to feasibility, participant interest, and programme priorities, to:

1. Identify viable business opportunities and develop market-oriented enterprise ideas
2. Develop business plans, financial models, and startup strategies
3. Understand value chains, market systems, and commercialization pathways
4. Strengthen branding, marketing, digital presence, and customer acquisition approaches
5. Improve financial literacy, investment readiness, and access to financing opportunities
6. Build linkages with mentors, markets, incubation mechanisms, and enterprise support systems
7. Support creation and scaling of startups, particularly in agriculture and rural enterprise sectors

This intervention aligns with the broader objective of strengthening institutional ecosystems for entrepreneurship, enterprise development, commercialization, and sustainable economic transformation.

 2.     Objectives of the Assignment

The overall objective of this assignment is to strengthen the capacity of ARID University startups, aspiring entrepreneurs, and young innovators to develop, establish, and scale sustainable enterprises by enhancing practical knowledge and skills in entrepreneurship, enterprise development, commercialization, value chains, and market systems. The training aims to support startup growth, profitability, and competitiveness within national markets and, where feasible, explore export-oriented opportunities, particularly in agriculture and allied sectors.

Specifically, by the end of this training participants will be able to:

1. Demonstrate understanding of key concepts of enterprise development, including business cycles, business planning, marketing, costing and pricing, financial literacy, bookkeeping, and basic profitability concepts.
2. Recognize entrepreneurial competencies and identify potential business opportunities relevant to startups, innovation, and enterprise development.
3. Explore opportunities for startup engagement in agriculture and allied sectors, including emerging value chains and rural enterprise initiatives, where relevant and feasible.
4. Develop and present draft business plans or startup concepts based on market assessment, customer needs, basic financial planning, and commercialization principles.
5. Gain practical exposure to approaches for startup establishment, enterprise operations, and sustainability considerations.
6. Understand value chain development concepts, market systems, and opportunities for value addition and commercialization of products and services.

 3.     Scope of Work

3.1 Training Design and Customization

• Review available national and international Enterprise Development Training (EDT) materials and, rather than developing a new curriculum from scratch, adopt, adapt, and customize the most relevant content for ARID University startups, aspiring entrepreneurs, and young innovators, with due consideration for agriculture, agribusiness, rural enterprise development, and Pakistan's entrepreneurial ecosystem.
  • Entrepreneurship, enterprise development, and startup ecosystems
  • Agribusiness, value addition, and rural enterprise opportunities
  • Business planning, market assessment, financial literacy, and commercialization concepts
  • Entrepreneurial Competencies, Marketing Mix, Startup Development, etc
  • Case studies, practical exercises, and experiential learning approaches relevant to local contexts, particularly Business Creation Exercise
  • Exposure to value chains, market systems, and emerging enterprise opportunities in agriculture and allied sectors
  • Basic understanding of branding, market linkages, and business growth considerations

3.2 Training Delivery

• Deliver a 7-day Enterprise Development Training (EDT) for selected ARID University startups, aspiring entrepreneurs, and young innovators.
• Ensure strong emphasis on:
• Practical application and experiential learning approaches
• Enterprise development concepts, business planning, and startup readiness
• Case studies, group exercises, and presentation of business ideas/models
• Market Visit / Exposure to startup
• Entrepreneurship opportunities in agriculture, agribusiness, and rural enterprise sectors

3.3 Key Training Session

The training shall include (but not limited to):

1. Target Group

The training will be delivered to a selected group of approximately 25 to 30 participants, comprising:

• Approximately 20 startups from PMAS - Arid Agriculture University (ARID), representing key departments related to agriculture, agribusiness, business administration and allied disciplines.
• 5 to 10 staff members from PPAF and ARID, including relevant programme, operations, and technical personnel involved in livelihoods, MSME development, and value chain interventions; and

Participants will be selected based on reflecting their interest, motivation, and potential to engage in entrepreneurship, startup development, enterprise creation, and commercialization of ideas.

 Preference may be given to participants who:

• Submit a brief statement of interest or express willingness to actively participate throughout the full training duration and engage in practical exercises, business idea development, and group activities.
• Preference may be given to participants demonstrating willingness to invest in personal, family, or mobilized resources (financial and in-kind), where feasible, toward future startup establishment, enterprise growth, or commercialization of business ideas.
• Present innovative business ideas or aspirations related to agriculture, agribusiness, food processing, value addition, digital advisory services, or allied sectors.
• Belong to, originate from, or intend to work within the Potohar region, particularly areas including Rawalpindi District, Gujar Khan, Fateh Jang/Attock, where feasible and relevant to project objectives.
• Show interest in contributing to rural enterprise development, climate-resilient agriculture, value chain strengthening, or local economic development initiatives.
• Have early-stage startups, business concepts, or intentions to establish enterprises in the future, although prior business experience shall not be mandatory.
• Having some business background will be preferable.

 4.Proposed Methodology

The Consultant/Firm will adopt a participatory, practical, and action-oriented training methodology, ensuring that learning extends beyond theoretical concepts and enables participants to gain practical exposure to entrepreneurship, enterprise development, startup concepts, and business planning. The methodology will be grounded in the principle of “learning by doing”, with emphasis on problem solving, experiential learning, idea generation, and application of concepts to real-world enterprise contexts.

The training will aim to strengthen participants’ understanding of enterprise development concepts and support exploration of startup opportunities, particularly in agriculture, agribusiness, rural enterprises, and allied sectors.

The approach will combine:

• Interactive lectures/presentation and facilitated discussions
• Case studies and practical examples
• Group work, peer learning, and collaborative problem-solving exercises
• Hands-on exercises and business simulations
• Business idea generation and refinement exercises
• Exposure visits and/or market observation exercises (where feasible)
• Business model and basic business plan development activities
• Reflection sessions, participant feedback, and Question & Answer discussions

Special emphasis will be placed on contextualization to agribusiness or any related subsector, climate-resilient enterprises, rural enterprise development, and emerging value chains, ensuring relevance to PPAF and ARID priorities, while remaining applicable to broader entrepreneurship opportunities.

The training will adopt a practicum-based learning approach, whereby participants actively engage with concepts through exercises and practical assignments rather than passively receiving knowledge. Sessions may include opportunity identification, market assessment, customer analysis, costing and pricing concepts, enterprise planning, value addition opportunities, and basic commercialization principles. Participants will be encouraged to develop and present draft startup ideas or business concepts, enabling practical application of learning within relevant contexts.

Where appropriate, participants may be guided to prepare simple business models or draft business plans, incorporating elements such as market understanding, value proposition, costs, revenue considerations, and growth opportunities. These exercises are intended for learning purposes and shall not constitute formal business incubation or enterprise establishment commitments.

The Consultant/Firm will be responsible for developing or customizing and providing comprehensive training materials to support effective delivery of the training. This will include participant handbooks, presentations (PPTs), practical exercises, templates, and session delivery materials to ensure consistency and quality of training. In addition, the Consultant/Consulting Firm will arrange necessary training stationery and learning aids, including flipcharts, markers, handouts, and simulation materials, where required.

A structured assessment and reporting mechanism will be embedded within the methodology to assess participant learning and training effectiveness. This may include pre- and post-training assessments, practical exercises, participant presentations, and feedback sessions to measure changes in understanding of enterprise development concepts. The assignment will culminate in a comprehensive training report documenting participant profiles, training delivery, key learnings, feedback, and recommendations for future entrepreneurship and enterprise development support initiatives.

Overall, the methodology aims to strengthen participants’ exposure to entrepreneurship and enterprise development concepts, enhance practical understanding of startup processes, and encourage informed exploration of business opportunities in agriculture and allied sectors.

5.Key Deliverables

As a part of desk review, the consulting firm shall thoroughly review the Project documentation to be provided by the Peanut Value Chain Development team.

The payment will be made as per submission and PPAF approval of following deliverables:

 6. Supervision and Reporting:

The consultant/Firm will work closely with and report to the designated PPAF focal person, under the overall supervision and guidance of the Head of Programme and Special Initiatives. The consultant/firm will maintain regular coordination with PPAF and ARID University throughout the assignment to ensure effective planning, smooth implementation, and alignment with project objectives.

The consultant/firm will be responsible for timely submission of key deliverables, including the inception report, training delivery updates (as required), and the final training report. Periodic progress updates may be shared with PPAF to inform on training preparation, implementation status, and any emerging issues requiring guidance or decision-making.

All reports and deliverables will be submitted to PPAF for review and feedback, and the consultant will incorporate comments and finalize outputs accordingly. The consultant will ensure close coordination with relevant stakeholders to facilitate effective implementation and reporting.

 7. Selection Method:

The consulting firm will be selected in accordance with PPAF procurement guidelines on Fixed Budget Selection Method.

 8. Eligibility Criteria

8.1        Eligibility Criteria for Consulting Firm:

1. should be registered and operating in Pakistan for at least 10 years. The certificate of incorporation or the certificate of commencement of business would be evaluated for this purpose. They should also have valid and updated NTN certificate.
2. Strong track record with at least 10 years of experience in designing and delivering business planning training programs and technical assistance with the national and international agencies including UN agencies, World Bank, ADB, USDAID, and others and as per the scope of work.
3. Should have executed similar assignment(s) in the last 5 years with sufficient documentary evidence.
4. Should submit 3 latest audited financial statements or/and other relevant documents.
5. Should not have been defaulted/ blacklisted due to bad performance/delayed delivery or for any other reason by any of the previous clients (Government, banks/financial institutions, donors, or any other client they had been engaged with). 
6. Experts should have adequate knowledge and understanding about local and regional context related to culture, security, livelihood patterns, market dynamics, enterprises and local businesses.

8.2        Eligibility Criteria for Individual Consultant:

PPAF will invite proposals from qualified individual consultants with strong expertise in enterprise development, entrepreneurship, and training delivery. The eligibility criteria are as follows:

1. The consultant should have a minimum of 15 years of relevant professional experience in enterprise development, entrepreneurship, MSME development, or business planning.
2. The consultant should hold a relevant academic qualification (preferably MBA, Master’s in Economics, Public Administration, Entrepreneurship Development, Finance, or related field).
3. The consultant should have a strong track record in designing and delivering enterprise development trainings and technical assistance, preferably with national and international organizations, including National and Provincial Government, Academia (advantage), UN agencies, World Bank, ADB, USAID, or similar institutions.
4. The consultant should have a strong track record of 10 years in conceptualizing, designing and development of enterprise training material/curriculum
5. The consultant should have successfully completed at least 5 similar assignments in the last 5 years, with sufficient documentary evidence (e.g., contracts, completion certificates, references).
6. The consultant should have a good understanding of the local and regional context, including livelihoods, market dynamics, MSMEs, agribusiness, and socio-economic conditions in Pakistan.
7. The consultant should not have been blacklisted or involved in any misconduct by any government, donor agency, or previous client.

NOTE: PPAF reserves the right to select the best-qualified applicant based on merit and overall suitability for the assignment.

 9. Ethical Considerations

The Consultant/Firm shall conduct the assignment with the highest standards of professional integrity, ethics, and respect for all participants. In particular, the Consultant/Firm shall:

• Ensure that the training environment is inclusive, respectful, non-discriminatory, and conducive to learning for all participants, regardless of gender, age, disability, or background.
• Maintain the confidentiality of any personal, business, or commercially sensitive information shared by participants during the training, mentoring, and related activities.
• Obtain prior informed consent from participants before taking or using photographs, video recordings, or other visual materials for reports, presentations, publications, or communication purposes.
• Respect the intellectual property rights of participants regarding their business ideas, startup concepts, business plans, innovations, and commercially sensitive information, and ensure that such information is not disclosed or used without the prior approval of PPAF and the concerned participants.
• Ensure that all training materials and learning resources used during the assignment comply with applicable intellectual property and copyright laws. The Consultant/Firm shall obtain the necessary permissions to use and shall appropriately acknowledge their sources, where applicable.
• Comply with all applicable PPAF policies, professional standards, and relevant laws throughout the assignment.

 10. Confidentiality and Ownership

All outputs developed under this assignment will remain the property of PPAF.