BDS market development guide.pdf - PACA

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TABLE OF CONTENTS
CHAPTER ONE
WHY BDS MARKET DEVELOPMENT?
WHY IT’S IMPORTANT AND WHAT IT IS 1
WHY BDS FOR SMES?..............................................................................................................1
Common Starting Point................................................................................................1
Business Need for Services .........................................................................................2
Traditionally a Low Priority…....................................................................................4
….Despite their Obvious (and Increasing) Importance.............................................4
Focusing on Business Services....................................................................................4
WHY BDS MARKET DEVELOPMENT?.......................................................................................7
WHAT’S NEW ABOUT BDS MARKET DEVELOPMENT?............................................................8
What BDS Is.................................................................................................................9
Main Objective ...........................................................................................................10
Approach ....................................................................................................................11
CHAPTER TWO
WHERE WE ARE NOW—A FRAMEWORK FOR MARKET
ASSESSMENT AND INTERVENTION CHOICE 13
FRAMEWORK FOR BDS MARKET ANALYSIS ..........................................................................13
WHY ISN’T THE MARKET WORKING?.....................................................................................14
KEY CHARACTERISTICS OF EFFECTIVE DEMAND...................................................................17
KEY CHARACTERISTICS OF EFFECTIVE SUPPLY .....................................................................18
DETERMINING BOUNDARIES AND LEVEL OF EFFORT IN ANALYZING A MARKET.................19
Market Boundaries.....................................................................................................19
Level of Effort ............................................................................................................21
IS THERE POTENTIAL FOR INTERVENTION?.............................................................................22
WHERE SHOULD INTERVENTIONS FOCUS? .............................................................................23
WHAT TYPE OF INTERVENTION IS USEFUL?...........................................................................24
CONCLUDING COMMENTS .......................................................................................................25
CHAPTER THREE
WHERE DO WE WANT TO GO?—DEVELOPING A CLEAR
PICTURE OF SUSTAINABILITY 27
WHAT DOES SUSTAINABILITY MEAN IN BDS MARKET DEVELOPMENT?.............................27
WHY IS CLARITY IN SUSTAINABILITY SO IMPORTANT? .........................................................29
WHY HAS IT BEEN SO DIFFICULT TO DEVELOP CLEAR VIEWS OF SUSTAINABILITY
IN BDS?.......................................................................................................................29
A TRANSPARENT FRAMEWORK FOR SUSTAINABILITY IN BDS..............................................30
What Needs to Be Done?—Key Supply-side Functions.........................................31
Who Are the Main Players?—Main Potential Actors on the
Supply-side of a Market..................................................................................32
Who Will Undertake the Function (who does)? Who Will Pay for This to
Happen (who pays)?—Linking Actors with Functions.................................35
WHAT WOULD A SUSTAINABILITY PICTURE LOOK LIKE? .....................................................36