EOED_BusinessDevelopmentPartnership_FY27_RFP - UPDATED.docx

Commonwealth of Massachusetts Executive Office of Economic Development and the Massachusetts Office of Business Development 1 Ashburton Place, Room 2101, Boston, MA 02108

Request for Proposal (RFP) Business Development Public Private Partnership Partnership Guidelines

Questions? johana.muriel@mass.gov

CONTENTS

A. INTRODUCTION & OVERVIEW

B. EVENT CALENDAR

C. RFP SCOPE & DETAILS

D. APPLICATION

E. ELIGIBILITY AND EVALUATION

F. AWARD RECOMMENDATIONS & CONTRACTING

A. INTRODUCTION & OVERVIEW

Massachusetts is a global leader in innovation, talent, research, and entrepreneurship, consistently ranking among the world's most competitive economies for technology, life sciences, advanced manufacturing, climate innovation, and higher education. Home to world-renowned universities, research institutions, and industry leaders, the Commonwealth offers an unparalleled environment for companies to start, expand, invest, and innovate.

The Executive Office of Economic Development (EOED) is committed to strengthening Massachusetts' competitive position by supporting the growth of Massachusetts companies, attracting businesses from across the United States, and expanding international investment and innovation throughout the Commonwealth.

The Executive Office of Economic Development (EOED), through the Massachusetts Office of Business Development (MOBD), in collaboration with the Massachusetts Office of International Trade and Investment (MOITI) and Team Massachusetts partners, seeks to establish a long-term strategic public-private partnership with a qualified organization to serve as an extension of the Commonwealth's business development efforts.

Working in close partnership with EOED, the selected organization will identify, prospect, market to, recruit, and retain companies that align with Massachusetts' strategic industry priorities. Leveraging domestic and international business networks, market intelligence, and private-sector relationships, the partner will build and manage a robust top-of-funnel pipeline of prospective companies, cultivate strategic partnerships, and generate qualified business opportunities that advance the Commonwealth's economic development objectives.

Through this Request for Proposals, the Commonwealth seeks an experienced and highly connected organization capable of bridging government priorities with private-sector expertise, networks, and investment. The selected partner will serve as the Commonwealth's trusted strategic business development partner, coordinating business attraction campaigns, cultivating private-sector ambassadors and strategic partnerships, supporting company expansion and market entry, and strengthening statewide recruitment and advocacy efforts. This partnership is intended to complement and enhance existing economic development assets—not duplicate them—creating a unified platform that mobilizes public and private resources, generates measurable economic impact, and reinforces Massachusetts' position as the leading U.S. destination for innovation, investment, and business growth.

B. EVENT CALENDAR

All times in this RFQ are prevailing Eastern Time. Responses must be received no later than the response due date and time indicated below or they will not be evaluated. Bidders must have their responses fully loaded and accepted in COMMBUYS prior to the RFQ Response Due date and time listed below. Bidders are urged to allow sufficient time to upload their entire response.

C. RFP SCOPE AND DETAILS

· Consolidated entities: An existing organization or legal entity with the organizational capacity, governance, and operational capabilities necessary to carry out and achieve the objectives of this initiative.

· Sponsor entities: An existing organization representing one or more organizations submitting a concept proposal to establish a new entity. The sponsor entity must demonstrate the organizational capacity and operational capabilities necessary to develop and implement the proposed entity and achieve the objectives of this initiative.

In either case applicants commit to collaborate with EOED in aligning the operations and design of the grantee to the overall goals and strategic initiatives. As such eligible entities include

· Nonprofit, economic development, business organizations

· Private sector organizations with demonstrated experience in international business development and market entry services

· Public-private partnerships

· Consortia of multiple organizations led by a designated lead applicant

Applicants may also apply with the intention to form an entity to carry out the intent of the partnership.

Applicants may be invited for interview after application period. Final selection will take place in fall of 2026.

In Year 1, applicants may receive up to $1,000,000 and shall be matched by eligible non-public funds. Subject to extension of the award, applicants may be eligible to receive up to $2,000,000 in Year 2 and up to $3,000,000 in Year 3, with an equal dollar-for-dollar (1:1) match funds required for each year.

Eligible matching funds are subject to verification by the Commonwealth and are described below.

Match Requirement & Contract Payment Terms Private Match Requirement At time of application as part of the funding sources the applicant may indicate if a fraction of the public funding is needed up-front to begin programing and planning.

The selected partner shall secure private funding to support activities. The Commonwealth will provide a dollar-for-dollar match for eligible private funds raised and verified by the Commonwealth. Commonwealth funds will be released upon documentation of qualifying private commitments and may be used for approved program operations and business development activities.

Funding match from other funding sources may include private, philanthropic, federal, institutional, profit from fee-for-service or other revenue-generating activities.

In-kind contributions will not count towards match requirements.

Commonwealth funds will be released upon verification of qualifying private contributions and will be subject to quarterly performance reviews assessing program outcomes, key performance indicators (KPIs), and overall progress toward objectives.

Grant funds may be used for reasonable and necessary operating expenses directly related to the implementation and administration of the Partnership and achievement of program objectives. At time of application, applicants will be asked to project a year one budget.

Applicants shall submit a line-item budget for Y1, and a projected budget required for Y2 and Y3 as the strategy scales.

Eligible uses of funds include, but are not limited to:

· Personnel costs, including salaries, wages, and benefits for employees dedicated to business development, international engagement, lead generation, marketing, and program administration activities.

· International business development and prospecting activities, including outreach to prospective companies, investor engagement, relationship management, and pipeline development.

· Marketing, branding, and promotional activities designed to position Massachusetts as a destination for international investment, innovation, and business expansion.

· Travel and business development missions related to company recruitment, investment attraction, and strategic international engagement.

· Hosting, convening, and stakeholder engagement activities, including events, delegations, investor meetings, company visits, and ecosystem introductions.

· Market research, industry analysis, lead generation tools, subscription databases, customer relationship management (CRM) systems, and other business intelligence resources.

· Professional services and consultants necessary to support international business development activities, marketing efforts, or program implementation.

· Development and maintenance of digital platforms, business development materials, market entry resources, and company outreach tools.

· Administrative and operational expenses necessary for program delivery, including office expenses, communications, technology, and indirect costs consistent with the applicant's federally negotiated indirect cost rate or Commonwealth requirements.

· Coordination and partnership activities with state agencies, regional economic development organizations, institutions of higher education, industry organizations, and Team Massachusetts partners.

Funds may not be used for:

· Real estate acquisition.

· Construction or major capital improvements.

· Lobbying activities.

· Political activities.

· Direct financial assistance, grants, loans, or equity investments to private companies without prior written approval from the Commonwealth.

· Any purpose prohibited under state law or regulation.

Governance

Respondents must state whether the services to be provided will be undertaken by respondent directly or if respondent is proposing a new partnership or legal entity.

EOED will give preference to proposals that ensure meaningful participation by the Commonwealth in the strategic oversight of the initiative.

Each respondent must explain how and to what extent EOED, MOBD, MOTTI and other state economic development partners will participate in strategic planning, annual workplan review, performance monitoring, and the establishment of business development priorities.

The selected partner shall demonstrate organizational capacity to fulfill the activities and outcomes of the initiative.

· This shall include KPIs for each milestone category

· Plan categories must comprehensively ensure to ensure the organization is well prepared to launch outreach, awareness, qualification, and due diligence activities within 6-12 months of agreement)

· Plan shall outline state participation and coordination with EOED to ensure business development plans and capabilities are well aligned to EOEDs assets and operations

Following the transition period, the selected partner shall maintain regular coordination with EOED to ensure alignment of international business development, marketing, prospect engagement, and ecosystem partnership activities. The partner shall function as an extension of the Commonwealth's economic development efforts and support a coordinated, statewide approach to attracting international companies and investment.

As such the selected partner shall utilize the existing and forthcoming coordination and communication capabilities to ensure a cohesive economic development strategy for the state. These include but are not limited to:

· Applicant will ensure proper representation of state in outbound delegations and overall business development activities directly engaging prospect clients and during due diligence process.

· CRM systems such as the Business Front Door and other that would ensure the continuous relationship management of companies from sourcing to onboarding

· CRMs, dashboards, and other systems to monitor progress and evaluate outcomes

· Brand, assets, and websites

· Workforce development services provided by the Commonwealth Quasi public entities

· Site selection instruments and SOPs

· Launch paths and wraparound services – when needed to host prospect companies on a temporary basis

· Top of the funnel business development

· Financial Performance

· Operational Performance

· ROI

Progress against these outcomes will be tracked on a shared dashboard and CRM system with EOED.

In addition, the selected partner shall provide a quarterly memo with a summary of activities and observations about key challenges, opportunities, and recommendations for continuous improvement.

Online Questions (Bid Q&A) Written Questions must be entered using the “Bid Q&A” tab for the Bid in COMMBUYS no later than the “Online Questions Due” date and time indicated in the Estimated Procurement Calendar (above). The issuing department reserves the right to not respond to questions submitted after this date. It is the Bidder’s responsibility to verify receipt of questions.

It is the responsibility of the prospective Bidder and awarded Contractor to maintain an active registration in COMMBUYS and to keep current the email address of the Bidder’s contact person and prospective contract manager, if awarded a contract, and to monitor that email inbox for communications from the Purchasing Department, including requests for clarification. The Purchasing Department and the Commonwealth assume no responsibility if a prospective Bidder’s/awarded Contractor’s designated email address is not current, or if technical problems, including those with the prospective Bidder’s/awarded Contractor’s computer, network, or internet service provider (ISP) cause email communications sent to/from the prospective Bidder/Awarded contractor and the Purchasing Department to be lost or rejected by any means including email or spam filtering.

Written Responses to Questions will be released on or about the “Responses to Questions Posted Online” date indicated in the Estimated Procurement Calendar (above).

(Written questions and responses will be posted on the Bid Q&A Tab for this Bid in COMMBUYS.)

Bid Amendment Deadline The Purchasing Department reserves the right to make amendments to the Bid after initial publication. It is each Bidder’s responsibility to check COMMBUYS for amendments, addenda, or modifications to this Bid, and any Bid Q&A records related to this Bid. The Purchasing Department and the Commonwealth accept no responsibility and will provide no accommodation to Bidders who submit a Quote based on an out-of-date Bid or on information received from a source other than COMMBUYS.

Bidder Revisions The Agency may request limited clarifications or allow cure of minor, non-substantive defects identified in an application, provided that: (1) the clarification or cure does not alter the substance of the application or provide a competitive advantage; (2) the same opportunity is afforded to all similarly situated applicants; and (3) all requests and responses are in writing.

D. APPLICATION

The application is broken down into nine sections:

I. Organization and Contact Information

· Applicant organization information, headquarters, Executive Officer and designee information (when applicable).

· Overview of organization, including its mission, purpose, organizational history, key programs or services, and the markets and customers or populations it serves.

II. Governance A. Board's composition, including the number and types of members, membership requirements, leadership structure, term lengths, and committee structure.

B. Board of Directors’ experience with out-of-state and international business development.

C. A table of the Board of Directors (see template in appendix) including each member's name, title, qualifications relevant to the Commonwealth goals outlined in the RFP, and any affiliations with the Commonwealth of Massachusetts or other Massachusetts-based businesses, nonprofit organizations, or public entities.

III. Management, Staffing, and Organizational Capabilities A. Management and Staffing Qualifications

· Executive leadership and management qualifications

· Staffing structure: Include a table (see template in appendix) identifying key personnel who will be responsible for delivering the proposed work. Include everyone’s name, title, role, qualifications, relevant experience, and percentage of time committed to the project. Include any affiliations and nature of the affiliation with Massachusetts-based public, private, academic, nonprofit, or community organizations relevant to the proposed work.

· Staffing Plan (for positions not yet filled)

B. Operational Capabilities

· Business Development: approach, experience, and demonstrated success in identifying, prospecting, recruiting, and qualifying international companies for expansion and investment opportunities.

· Industry Engagement: Describe the applicant's relationships with priority industry sectors, corporations, investors, universities, trade associations, and other ecosystem partners that can support business attraction and growth.

· Marketing: Describe the applicant's strategy for promoting Massachusetts internationally, generating awareness among target audiences, and strengthening the Commonwealth's global brand and value proposition while leveraging EOED’s branding and different placement channels.

· Financial Management: Provide an overview of the organization’s financial management capacity, including financial oversight, internal controls, budgeting, auditing and accountability practices.

· Sustainability:

· Provide an overview of the applicant's financial health, trajectory, and long-term sustainability.

· For each type of funding source, describe the organization’s strategy to secure private-sector and other funding to match Commonwealth investments. Include any revenue-generating activities.

· Provide a list of existing and anticipated funding for this initiative

· Risk Management and Compliance Agreements

· Describe the applicant's approach to managing operational, financial, legal, and reputational risks. Note you might describe your data risk management/security under the organizational capabilities-data management session above.

IV. Performance, Accountability, Outcomes, Long-term Impact and Other Benefits A. Performance, accountability, and data management: Describe the organization’s approach to performance management, accountability and data management

B. Outcomes and KPIs describe the applicant's proposed framework for measuring outcomes and KPIs across the following categories

i. Top of the Funnel Business development

ii. Financial performance

iii. Operational performance and efficiency

iv. ROI

C. Other benefits

i. Public Benefit

ii. Climate Benefit

V. Implementation, Coordination, and Continuous Improvement Strategy A. Transition plan: provide a 12-month plan outlining the quarterly milestones, activities, and outcomes that will be completed as part of this grant.

B. Long term coordination and continuous improvement: describe how the organization will keep EOED informed and how it will coordinate with EOED, MOBD, MOITI, other Commonwealth partners, and external stakeholders to create a seamless and collaborative business attraction ecosystem during and after the transition period

VI. Budget A. 3-Year line-item Budget: Submit a comprehensive line-item budget for Year 1 (Y1) and projected budgets for Years 2 (Y2) and 3 (Y3) that reflect the anticipated growth and scaling of the strategy. Budgets shall identify all anticipated expenditures by category and clearly distinguish requested Commonwealth funding from other funding sources, including private, philanthropic, federal, institutional, in-kind contributions, fee-for-service or other revenue-generating activities.

B. Budget Narrative: provide a budget narrative justification for all major budget items and explain how projected cost aligns with the proposed business development approach, Transition plan, and scaling strategy. Include assumptions used to develop the Y2 and Y3 projections, anticipated sources of leveraged funding, and any expected changes in staffing, operations, programming, technology, or other costs as the initiative scales.

VII. Appendix and Attachments A. Appendix: list any appendix included below. List appendix name and a brief description of the information provided and reason for including

B. Attachments: list any documents attached as part of your application. Include File name, file format, and a brief description of the information provided and reason for attaching.

VIII. Affirmations and Disclosures A. Affirm intent and ability to comply with all applicable Commonwealth requirements and contractual obligations B. Disclosures

IX. Certifications and Authorization A. Sign authorization by Executive Officer

E. ELIGIBILITY AND EVALUATION

EOED & MOBD will evaluate each eligible project application according to the following criteria:

Total

100%

F. Public Benefit All applicants must describe the public benefit of the project. These benefits should illustrate how this project and funding will support the broader economy or community of Massachusetts, beyond the benefits to the applicant. Examples of public benefits include:

1. Job Opportunities for Local Communities Describe how the project will create new, high-quality employment opportunities for residents of Massachusetts, particularly in Gateway Cities, rural towns, or areas with high unemployment. Include any plans to hire from disadvantaged populations or invest in workforce training.

2. Environmental/Climate Health and Wellbeing Explain how the project or company will reduce pollution, energy use, or greenhouse gas emissions. Describe any planned investments in clean energy, energy efficiency, green infrastructure, or other measures that will improve environmental conditions and public health.

3. Economic Stability and Growth Detail how the project will contribute to the economic development of the region. This may include revitalizing vacant or underutilized properties, supporting local supply chains, or strengthening nearby commercial districts.

4. Better Public Infrastructure Identify any anticipated improvements to local infrastructure associated with the project, such as utilities, transportation access, or public amenities. Explain how these improvements will benefit the surrounding community beyond the improved facility.

5. Competitive and Attractive Job Market Describe how the project will improve job quality and market competitiveness, including offering good wages, career advancement opportunities, or skills development. Include any partnerships with schools, training institutions, or workforce development programs.

6. Long-term Sustainability Discuss the long-term environmental impact of the project, including how it aligns with Massachusetts’ climate and energy goals. Outline any sustainability standards (e.g., LEED certification), low carbon building materials, or operational practices that will ensure long-term environmental performance.

7. Stronger State Economy Explain how the business’ expansion will increase tax revenues, attract additional investment to the state, or enhance Massachusetts’ reputation as a destination for innovation, sustainability, or advanced industry. Emphasize the broader economic impact of the project.

Additional or different benefits will also be considered.

G. AWARD RECOMMENDATIONS & CONTRACTING

Award Decisions After the close of the application period, all submitted applications will be evaluated based on the criteria by a review team. All applicants will be notified in writing about the decision made on their application.

Applicants that are approved for funding will receive a commitment letter outlining the grant amount and any conditions of the award. All awards are subject to availability of funds and are contingent upon full execution of a contract between the Commonwealth and the Grantee. Successful applicants, upon notification of award, will be required to enter into a grant contract agreement with EOED prior to the disbursement of any grant funds. All scope of work items, timelines, and project outcomes will be detailed and incorporated into the contract. Grantees are not authorized to expend any grant funds until a contract is fully executed.

Grantees will also be required to enroll in Electronic Funds Transfer (EFT) as a contract requirement if it has not done so already. Enrollment is done by completing and submitting the Authorization for Electronic Funds Payment Form for filing with the Office of the Comptroller. Because the Authorization for Electronic Funds Payment Form contains banking information, this form, and all information contained on this form, shall not be considered a public record and shall not be subject to public disclosure through a public records request.

The Massachusetts Executive Office of Economic Development and Mass Office of Business Development comply with all Commonwealth of Massachusetts' procurement laws and regulations set forth and overseen by the Commonwealth's Operational Services Division when awarding contracts as well as the state's award requirements as mandated and overseen by the Office of the State Comptroller when dispersing these funds. All responses and information submitted in response to this RFP are subject to the Massachusetts Public Records Law, M.G.L. c. 66 § 1 and to c. 4, §7(26). During the term of a contract agreement and for a period up to seven years thereafter, if the Executive Office of Economic Development and Mass Office of Business Development is audited, the Grantee will be required to make all records relating to this grant available.

Appendix A: Required Specifications https://www.mass.gov/doc/rfr-required-specifications-of-commodities-and-services Appendix B: Electronic Quote Submission Instructions https://www.mass.gov/doc/instructions-for-vendors-responding-to-bids Appendix C: Required Specifications for Information Technology https://www.mass.gov/doc/rfr-required-specifications-for-information-technology/download Appendix D: RFR – Other Specifications Effective June 15, 2021, for all 1) CTR forms, including the Standard Contract Form, W-9s, Electronic Funds Transfer (EFT) forms, ISAs, and other CTR-issued documents and forms, or 2) documents related to state finance and within the statutory area of authority or control of CTR (i.e. contracts, payrolls, and related supporting documentation), CTR will accept signatures executed by an authorized signatory in any of the following ways: 1. Traditional “wet signature” (ink on paper); 2. Electronic signature that is either: a. Hand drawn using a mouse or finger if working from a touch screen device; or Page 2 b. An uploaded picture of the signatory’s hand drawn signature 3. Electronic signatures affixed using a digital tool such as Adobe Sign or DocuSign. If using an electronic signature, the signature must be visible, include the signatory’s name and title, and must be accompanied by a signature date. Please be advised that typed text of a name not generated by a digital tool such as Adobe Sign or DocuSign, even in computer-generated cursive script, or an electronic symbol, are not acceptable forms of electronic signature.

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