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A sustainable partnership between individual smallholders and an exporting company requires that both smallholders and exporter have certain characteristics. An impartial intermediary is often needed to facilitate the partnership in the early years: the intermediary must also have appropriate characteristics. The smallholder should be a hard working capable agriculturalist with enough resources, supported by household members and by a group organization. He or she should be well informed of both the risks and the benefits of the enterprise. The company should be a capable and ethical business operator with proven abilities in the field and sufficient The resources to implement a realistic business plan. The intermediary should be experienced in mediating between the two main partners and should have enough financial and other resources to offer technical, managerial and organizational support and training. In addition to such individual characteristics, the partnership will be sustainable only if the number of suitable smallholders is sufficient to make servicing viable.
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Natural
Resources Institute 2003
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