Facilitators role
'Our approach is very cost effective and the local
facilitators operate on a low budget. We deliver by
involving others and build on their common interests.
Most of all we don‟t pay. Having a strong coordinator
based in the milk shed is key for the local facilitator'.
Wario Chege, SetPro.
A facilitator focuses on market systems not individual enterprises. In contrast providers serve their
businesses by paying close attention to their competitive advantage, their own bottom line, and the
needs of their clients.
The facilitation role includes:
Encouraging individuals and firms to supply services to small enterprises and promote transactions between
consumers and providers
Partnering with the private sector and support the development and expansion of a vibrant, competitive BDS
market
Remaining external to the market and not be too visible
Promoting competition among providers by working with many of them and promote efficiency in the market
Promoting cost sharing with private sector partners and use subsidies to demonstrate opportunities not to
distort markets
Being flexible and responsive to the market
Concentrating on indirect interventions to stimulate markets
Having a clear vision of a sustainable market and a defined exit strategy
Disappearing as the market develops as their role is temporary
Coordinate efforts with other development agencies
The facilitator must:
Know the context: The context is an integral component of the market system that the
facilitator intends to enhance and encompasses a wide range of factors that include socio-
cultural norms, traditions, and expectations, standard business practices and procedures,
political and regulatory environment and language.
Be aware of the entire market: In a market system, service markets are complementary
subsystems to value chains. Researching BDS markets provides information that is not
readily available through value chain analysis alone. Although a BDS market can exist
completely within a value chain a service provider may also be outside the value chain
making a case for cross-cutting services.
Develop a clear offer: a description of what the facilitator is bringing to the situation that
will support the development of a sustainable system. Collecting appropriate data,
analyzing the data, determining the role of the facilitator, and stating it in a clear manner
are all part of “developing an offer.”
Define an exit strategy upfront: the facilitator‟s role is considered to be temporary. The BDS
markets and transactions must be sustainable when facilitation activities end and certain
facilitation activities may need to continue on a commercial basis. The facilitator can
prepare for this by training BDS providers to conduct these activities themselves.
Manage expectations and establish credibility: communicating the vision for the BDS
market and the part the facilitator will play in achieving it is critical. Managing expectations
helps the facilitating organization establish its credibility. The market assessment can be
one way to initiate contact with potential stakeholders and develop relationships. The
facilitating organization can present information on its role in the process.
49