BDS market development guide.pdf - PACA

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BDS Market Development: A Guide for Agencies by Alan Gibson Rob Hitchins Marshall Bear For the BDS 2000 Training Programme, Glasgow, Scotland (UK) The Springfield Centre for Business in Development, UK June 2001 This work was supported by the U.S. Agency for International Development, Bureau for Global Programs, Center for Economic Growth and Agricultural Development, Office of Microenterprise Development, through funding to the Microenterprise Best Practices (MBP) Project, contract number PCE-C-00-96-90004-00.
Alan Gibson is a co-founder of The Springfield Centre for Business in Development. With a background in economic and business consultancy, he has particular expertise in business development services (BDS). In 1996–1997, he led the consultancy assignment that led to the Committee of Donor Agencies’ publication BDS for SMEs: Preliminary Guidelines for Donor- Funded Interventions, which established the basic principles of good practice that have underpinned the recent revival of interest in BDS. Since then, Mr. Gibson has been responsible for managing and editing seven major case studies on BDS practice, advised many agencies on BDS design and development, and has co-facilitated real and virtual conferences on BDS. He is co-director of the BDS 2000 Training Programme, for which this publication was written. Rob Hitchins is a member of The Springfield Centre for Business in Development. He has worked with BDS programs in a range of countries in Africa, Asia, and Latin America and has written extensively on BDS. Recent works include a major issues paper on the implications of “good practice” principles and the emerging market development approach for the Swiss Agency for Development and Co-operation (SDC); assessing business centers in Asia and Latin America; advising on the introduction of incentive-based support for BDS providers in Pakistan; and assisting agencies in southern Africa on applying BDS good practice principles in their projects. An economist by training, Mr. Hitchins worked for the accountancy and audit firm KPMG before setting up his own tourism business in Indonesia. He is co-director of the BDS 2000 Training Programme. Marshall Bear has worked in international development for 27 years as a manager, microenterprise specialist, trainer, and author. Most recently, he coordinated the MBP project initiative on BDS, in which he explored various topics, including how to build markets for BDS and how to measure the performance of donor- supported BDS projects. His most recent publication explores the use of information and communication technologies for small and medium-sized enterprise development. Mr. Bear is one of the three core trainers for the BDS 2000 Training Programme.
Page 1: BDS Market Development: A Guide for
Page 6 and 7: ii CHAPTER FOUR HOW DO WE GET THERE
Page 8 and 9: iv Table 1 Implications of Differen
Page 10 and 11: vi How to Use This Guide: A Quick R
Page 12 and 13: 2 • To address poverty, governmen
Page 14 and 15: 4 • Potentially, a range of provi
Page 16 and 17: 6 Figure 2: Flows of Services in th
Page 18 and 19: 8 • Efficiency—The cost bases o
Page 20 and 21: 10 • Advocacy: for the business c
Page 23 and 24: 13 CHAPTER TWO WHERE WE ARE NOW—A
Page 25 and 26: 15 The flow diagram of an effective
Page 27 and 28: 17 KEY CHARACTERISTICS OF EFFECTIVE
Page 29 and 30: 19 Figure 7: Quadrant of Supply-sid
Page 31 and 32: 21 • Consumers—such as female-o
Page 33 and 34: 23 WHERE SHOULD INTERVENTIONS FOCUS
Page 35 and 36: 25 Figure 10: Matching Market Analy
Page 37 and 38: 27 CHAPTER THREE WHERE DO WE WANT T
Page 39 and 40: 29 Markets are institutions. Develo
Page 41 and 42: 31 What Needs to Be Done?—Key Sup
Page 43 and 44: 33 Box 7: Key Considerations in Ass
Page 45 and 46: 35 Figure 12: Functions of the Stat
Page 47 and 48: 37 Table 2: Sustainability Framewor
Page 49 and 50: 39 CHAPTER FOUR HOW DO WE GET THERE
Page 51 and 52: 41 Figure 13: Where to Intervene to
Page 53 and 54:
43 • Consistent Policies and Appr
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45 • Have been developed to be pe
Page 57 and 58:
47 Avoiding overloading may involve
Page 59 and 60:
49 C For new product development, a
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51 • Precisely, what are they goi
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53 Existing MARKET (sub-sector, ent
Page 65 and 66:
55 To Reach Female-Owned Businesses
Page 67 and 68:
57 C Informal, and C Individuals. T
Page 69 and 70:
59 The drawbacks of tender-based se
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61 CHAPTER FIVE HOW DO WE ASSESS OU
Page 73 and 74:
63 • How well?—the quality dime
Page 75 and 76:
65 day income * This highlights key
Page 77 and 78:
67 Beyond SMEs—Unchanged Indicato
Page 79 and 80:
69 Figure 16: Measurement Methods i
Page 81 and 82:
71 • Donors may be interested in
Page 83 and 84:
73 and poverty reduction? Or is the
Page 86 and 87:
A-3 KEY REFERENCES Anderson, Gavin,
Page 88 and 89:
A-5 Hitchins, R and Gibson, A; "The
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