Terms of Reference

Qualified Leads Generation Expert

For Palestinian ICT companies targeting the UK market

1.      Objectives

The Trade Facilitation and Customs Support Programme (Tasdeer), a programme funded by the British Consulate General in Jerusalem, is seeking Qualified Leads Generation Expert to cultivate and provide high-quality leads for Palestinian ICT companies and start-ups in the United Kingdom. The consultant will facilitate business relationships and alliances, particularly adapted to the UK market environment.

The initiative's objective is to enable Palestinian ICT companies to penetrate the UK market; more specifically to prepare business connections and hot leads ahead of the UK Tech Week 2024 and convert them into profitable contracts. The expert will identify, initiate, and facilitate business-to-business meetings that drive growth and foster collaboration within the industry. These efforts will be in preparation for the participation of Palestinian ICT companies in London Tech Week taking place between 10-14 June 2024. The expert will continue to work after the end of London Tech Week 2024 to deliver concrete results.

2.      Methodology

The expert will work with the UK Palestinian Tech Hub to engage Palestinian ICT companies on: (1) lead generation and preparatory meetings with UK-based companies, (2) support in London Tech Week 2024 participation and B2B matchmaking (3) support in the development and conversion of business deals and partnerships, (4) Develop and maintain a database of leads and prospects for future references.

3.      Principal Services and Responsibilities (Essential Functions)

The expert will undertake the following tasks:

Phase 1: Lead Prospecting and Research:

a.      Conduct thorough research to identify target companies within the ICT sector.

b.      Analyze industry trends, market dynamics, and competitive landscapes that are aligned with Palestinian strengths to pinpoint potential meeting opportunities.

c.      Understand the services and capabilities of each of the 12 participating Palestinian companies.

Phase 2: Lead generation and preparatory meetings:

a.      Generate 1-2 qualified leads per company defined as identifying potential customers or partners.

b.      Prospect Engagement: Initiate contact with qualified leads, establish rapport, and facilitate initial discussions between Palestinian ICT companies and prospects to gauge interest and compatibility.

c.      Preparatory Meetings: Organize and conduct a predetermined number of preparatory meetings between Palestinian ICT companies and qualified leads to foster engagement, align expectations, and explore potential collaboration opportunities. These meetings will be essential in preparing the companies for LTW.

d.      Coach Palestinian companies in developing their pitch as needed.

Phase 3: B2B Matchmaking:

Schedule and coordinate B2B meetings between ICT companies and relevant stakeholders ahead of LTW; at least one B2B matchmaking opportunity for each Palestinian company to engage with potential partners, investors, and clients during the event.

Phase 4: Business Deals and Partnerships:

a.      Work during LTW to sign MoUs with relevant parties.

b.      Support Palestinian companies to convert MoUs and initial interests into commercial contracts.

4.      Deliverables           

·         Prepare and match 1-2 customers/ local partners per Palestinian ICT company. (for around 12 ICT companies).

·         An excel spreadsheet recording all preparatory meetings held between companies and prospects.

·         At least one B2B meeting per company was facilitated during LTW.

·         Short summary in Word document of successful business deals, sales, or partnerships accomplished as a result of the leads generated with proof such as memorandum of understanding or any other type of documentation.

·         Database in an Excel sheet document of leads with contact details and prospects for future reference.

5.      Required Skills and Qualifications

·         Industry Knowledge: Strong knowledge of the ICT landscape in the UK, including emerging technologies, software solutions, and industry challenges.

·         Communication: Excellent verbal and written communication skills. Ability to articulate value propositions effectively.

·         Networking: Proficient in building and maintaining professional relationships. Expertise in nurturing leads, fostering relationships, and facilitating business deals and partnerships.

·         Negotiation: Capable of persuading and influencing stakeholders to participate in meetings.

·         Proven experience in lead generation within the ICT sector.

·         Cross-cultural experience living or working in multiple countries is a plus.

6.      Level of Effort and Period of Performance

This short-term assignment is for 45 days of LOE over a period of 4 months starting from April 2024. The expert is expected to work part-time.

7.      Location of Assignment and Reporting

London, UK. The expert will report to the UK Palestinian Tech Hub Innovation Manager. He/She will cover ongoing progress and milestones agreed upon and achieved during the 4-month tenure in this role and will report to and coordinate closely with the Innovation Manager on regular basis.

8.      APPLICATION SUBMISSION AND DEADLINE

CV showing past experiences.

Examples of previous similar engagements or assignments.

Detailed financial proposal, with a breakdown of the level of effort and cost for each phase. Amount in GBP with all costs excluding VAT.

To apply, please send your proposal consistent with the above content requirements to the following address: hr@tasdeer.ps

The deadline to apply is end of day Friday, 12 April 2024.