McKinsey is a global management-consulting firm that helps leading organizations and governments make distinctive, lasting and substantial improvements in their performance. Over the last eight decades, the Firm's primary objective has remained constant: to serve senior leaders as their most trusted external advisor on critical issues facing their organizations. We have made a significant commitment to working across sectors (public, social, and private) to tackle the world's most pressing issues in i development. We have unparalleled reach (106 offices in 61 countries), experience (serving over 90 national governments, multilaterals or foundations), and an outstanding talent base (~17,000 employees). We have conducted over 1,000 international development client engagements in over 95 countries on all continents during the past 5 years.
McKinsey's Public, Social and Healthcare Practice (PuSH) provides management consulting services to governments and agencies at the national, state, and local levels within the EEMA (Eastern Europe, Middle East and Africa) region. The Practice is seeking a Client Development Advisor or a Client Development Specialist (CDA/CDS) based out of McKinsey’s Nairobi office. The CDA/CDS will work closely with PuSH Practice, Nairobi office consultants, and relevant Client Service Teams (CSTs) to expand the Firm’s impact within the EEMA region, by playing a key role in generating new engagements. The determination of whether the candidate will be in a CDA or CDS role will be based on the candidate’s proven track record, as well as level of experience.
The CDA/CDS will focus on programs in Africa with a specific focus on targeted East Africa countries (Kenya, Tanzania, Rwanda and Uganda) funded by primarily (but not limited to) USAID, DFID, and World Bank Group. The CDA/CDS’ responsibilities will focus on early stage business development and capture management (60-70%), but to balance the workload for the CSTs, he/she will be also expected to cover some end-to-end proposal management and delivery (30-40%). The CDA/CDSs performance will be partially measured by the success rate of proposals delivered.
1. Early stage business development / capture management
Work with CST leadership to construct comprehensive client account plans and manage the client opportunity pipeline, as well as serve as a thought partner on growth strategy for target clients;
Strengthen relationships with mid-level executives and procurement professionals at client organizations and create opportunities for McKinsey partners and consultants to build on these relationships;
Create potential opportunities / task orders under existing framework agreements and IDIQs that we have access to by informing the vehicle to country-based clients and providing project concepts and best practices as white papers;
Gather intelligence about upcoming procurements for which McKinsey might be well suited to compete; Develop opportunity-specific competitive intelligence analysis, along with relative strengths and weaknesses of competitors; Travel to target countries to meet with stakeholders for information gathering as needed;
Identify partners with whom McKinsey could team up with for emerging procurements, prepare qualifications and corporate capability materials and draft potential scope of work McKinsey can focus on in collaboration with CST leadership and practice leaders, and negotiate McKinsey’s role to finalize teaming agreements.
2. Proposal management and delivery (both as a prime and a sub)
Understand the objectives and requirements of the RFP and formulate a view about what it will take for McKinsey to win the procurement;
Coordinate with team members to ensure key aspects of client intimacy (e.g., salient win themes, relevant hot buttons) resonate through the proposal;
Translate McKinsey qualifications, approaches and past examples into the client-ready materials;
Create work plans and align resources to complete the work of drafting high-quality proposals on time, ensuring end-to-end coordination and delivery of proposals;
Orchestrate communications/visual media specialists to produce high-end proposals. Also, create network of external communication and visual media specialists, to be pulled in on need basis for different proposal situations;
Write select elements of proposals (e.g., value proposition, positioning vis-à-vis competition, etc.);
Review proposals at different stages of the drafting process, and help the drafting team make course corrections where necessary. This includes challenging the proposal team and PuSH partners when appropriate;
Ensure technical compliance of proposals - prepare and own submission of all technical compliance documents (e.g., registration certificates, etc.). Familiarity with the relevant regulations and procurement guidelines are a must;
Work with PSP support team, CST leadership, and teaming partners to meet all contractual requirements and prepare financial proposals;
Help the CST partners, consultants and client development advisors to prepare for oral presentations, including counseling colleagues on their objectives during the oral presentations and providing feedback on rehearsals.
3. Knowledge codification
Create and maintain a solid repository of ready-to-use ‘standard’ proposal ingredients;
Codify client development best practices;
Lead preparation of high-end proposal materials including ‘new-age’ qualification documents, CV books, case studies, videos, references library, etc.
4. Contracts debrief: After McKinsey wins or loses procurements, participate in debrief sessions with internal and client personnel to identify opportunities for the CST and PuSH practice to improve