22 PUBLIC GAMING INTERNATIONAL • MAY/JUNE 2022 Separation into two lots: We also split the RFP into two lots: sport betting (still our core business) and lotteries to grant more operators the opportunity to enter our market. JVs can share the references required to participate on an aggregate manner and can also share the risks of a new business that they may be asked to operate. JV's can be formatted to support lot 1 or lot 2 (i.e. sports betting or lottery), or jointly lot 1 and 2, in order to take advantage of synergies. We expect internal corporate structure of such special purpose vehicles to be fair and transparent, and shared responsibilities to be clearly articulated. No minimum investment amount: We are not setting in advance any obligations on minimum investment and/or specific budgets. We leave it to the candidates to include their reasoning in their business and technology proposal. More f lexible penalty system: The penalty for late receipt of the system is equivalent to the loss of revenue of the MDJS (1 day of gross gaming revenue), and 3 times less than the one foreseen in 2020 No requirement for the deployment of conventional equipment, and encouragement of innovative solutions, especially for lottery lot. The technology proposal can be cloudbased and make use of tablets as long as normal security standards applicable to our sector are respected. To that end, we are allowing more flexibility to set the pay-out ratio. The functionality and performance of MDJS systems and terminals meets the highest standards and we want our customers to always receive the best-ofbreed services, as well as enjoy a wide selection of channels to participate in our games. We have worked hard to integrate into this RFP Tender an understanding of and respect for the concerns of technology partners. And we have tried to remove the obstacles to ongoing innovation. We recognize that it is in our common interest to explore the wide variety of solutions to deliver the best service to our players, and to minimize system failures and maximize efficiency and effectiveness – and so we are open-minded to the variety of approaches that our bidders might propose. We invite everyone who is interested in our approach and to the building of a successful future with MDJS to join us in our effort and co-construct a mutually agreeable contract. Participating in our new RFP with an open and positive mind-set, looking not only at the hurdles of working within a governmentally imposed regulatory structure, but willing to engage in a constructive dialogue with MDJS to find appropriate solutions and create a new, post-pandemic, future for all. Finally, well performing operators can benefit from a 2-year extension. Could you elaborate on the mechanisms that allow investment in innovation and technical solutions that are unknown at the time the contract is executed. Younes El Mechrafi: Today the evolution in technology and variance in games is so rapid that lottery organisations need to adopt flexible platforms ready to accommodate new games from new studios, new game technologies, and new functionalities relating to customer penetration, POS Marketing, CRM, retailer reports, etc. We are enlisting the input from bidders on how to craft platforms that enable us to integrate new games or adopt new technologies. We want to work with bidders to identify parameters in terms of time and material, as well as to be proposed with methodology/processes to accommodate such technologies. MDJS wants to work with its partners to unlock the investment and resources that enable progress and innovation, all within the context of RG and according to the WLA standards. A few more specifics on this MDJS RFP, please … Younes El Mechrafi: The process is also very different, much more open than RFP’s in our industry have historically been. Submissions are accepted in English and French. We established an electronic-rich data room where recourse to answers to all questions and lots of other information is made available. We are also establishing with the selected operator “a gaming observatory” enabling us to implement new technologies during the contractual term. You mentioned the ongoing impact of Covid and the transition period. How do you address this matter? Younes El Mechrafi: We are aware that the disruptions of the pandemic may create complications during the transition period. We installed a “transition committee” to assist the selected operator(s) with finding the necessary local partners and facilitating the cooperation. We are prepared to work with our new partners to overcome issues that may not have even existed two years ago. We were ready to launch the RFP earlier last year but elections in the country obliged us respectfully to wait for a new government. Everyone involved in the lottery sector understands this as we have seen this happen in other jurisdictions. In the meantime we have been able to review our RFP schedule. The deadline for submission of bids is now 31 May 2022 (instead of 4 April 2022), while the commencement date of the operations is scheduled for 1st January 2024 (instead of 1st January 2023). This extension of time is in line with the MDJS' constant willingness to establish a trustworthy and sustainable partnership with the global community of operators and technology providers. We are really looking to establishing a trustworthy and sustainable partnership with the vendor community and invite them to look at our RFP with an open mind and positive attitude. Dialogue between lotteries and vendors is of crucial importance for me. n Modernizing the RFP and Process of Forging Productive Partnerships continued from page 17
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