Key Questions on Partner Qualities : the Intermediary

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Why Buyer-Seller Linkages are Needed

Identifying Market Opportunities

Selecting Suitable Enterprises

Selecting Suitable Locations

Selecting Linkage Partners

Specifying the Partners' Roles

Forming and Managing Producer Groups

Designing Buyer-Seller Contracts

Designing Product Pricing Systems

Performance Monitoring and Recording

Non-Quantifiable Outcomes

Alternative Linkage Models

KEY QUESTIONS ON PARTNER QUALITIES : THE INTERMEDIARY

1.	Does the intermediary have experience in business management as well as technical and organizational aspects of the venture? Considerations
2.	Does the intermediary have prior experience of facilitating linkages between companies and farmer groups? Considerations
3.	Does the intermediary have the necessary financial resources for the task? Considerations

Related Information : Key questions on smallholders as partners and exporters as partners.

CONSIDERATIONS

1.	Does the intermediary have experience in business management as well as technical and organizational aspects of the venture? Considerations Many NGOs lack the commercial expertise which, together with technical and organizational skills, are essential for effective facilitation.
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2.	Does the intermediary have prior experience of facilitating linkages between companies and farmer groups? Considerations Private companies often suspect both NGOs and smallholders to be ignorant of commercial realities: an NGO which already has private sector experience is the ideal intermediary for building trust between the partners.
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3.	Does the intermediary have the necessary financial resources for the task? Considerations Company and smallholders should each pay part of the cost of facilitation, but additional money from other sources is likely to be needed.
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Natural Resources Institute 2003