Context

The National Highway Company of Morocco (ADM) launched a competitive dialogue procedure for the award of ten-year contracts for the management and execution of facility management activities across its entire concessioned highway network, representing an annual budget of approximately MAD 300 million. Massir Invest was mandated by the ARMA / EGIS consortium to lead the entire process of preparing the response and facilitating the competitive dialogue.

Scope / Methodology

The engagement covered the entire consultation cycle, from the pre-selection phase through to the submission of the final offer:

• Management of the technical offer preparation covering highway services, multi-service and multi-technical services, operational management, start-up and transition organization, quality control system and performance indicators, proposals for industrialization and mechanization of activities, and human capital development program, for a scope of 13 operating centers divided into 2 geographical lots (North-East axes and Center-South axes)
• Preparation of the legal offer covering the structuring of the successful consortium (establishment of the ad hoc project company), contractual framework, risk allocation matrix between the operator and ADM, governance model for the outsourced activity, and critical review of the draft contract clauses
• Development of the financial offer including the business plan over the contract duration, cost structuring (CAPEX and OPEX), phased physical investment program, remuneration methods, improvement plan and value creation for ADM
• Facilitation of competitive dialogue hearings with ADM, preparation of responses to written questions and adjustment requests, and management of iterations between initial offer and final offer

Results / Outputs / Deliverables

• Complete initial offer (technical, legal, financial) compliant with ADM’s specifications and drafting manual
• Presentation materials for competitive dialogue hearings
• Responses to requests for information and proposals for contractual adjustments
• Final offer incorporating enhancements resulting from the dialogue
• Business plan and financial model over the contract duration

Value for the Client

The ARMA / EGIS consortium benefited from integrated management of its response, coordinating the contributions of operational partners and engineering across all technical, legal and financial aspects of a complex consultation. The structuring of the offer and preparation of hearings enabled the consortium to present a coherent and competitive proposal within the framework of a demanding competitive dialogue process, against leading international competitors.