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Introduction
Elements for Successful Business
Overview
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
Providing Services to Smallholders
Agricultural and Environmental Practices
Quality Assurance & Human Health and Safety

Current and Future Trends

 


SELECTING LINKAGE PARTNERS

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
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Natural Resources Institute 2003