Imagine living day-to-day with no access to clean water, safe sanitation or electricity. Poor people stay poor when these basic necessities are absent. They can spend 50% or more of their income to cope with the persistent problems inherent in such living conditions.
Charities, NGOs, and socially-minded businesses have developed inexpensive products aimed at providing these fundamental necessities. Unfortunately, most attempts fail. The reason is simple. Those in charge of these projects are not skilled at running businesses and lack the knowledge needed to build “last mile” distribution. Sales and management consulting can make all the difference in this context.
Why sell to the poor? There are three good reasons.
1. The sales transaction is a decision to change. Habits that are culturally bound are tough to break. Buying means “buying in.”
2. Large-scale change requires sustainability. Profitable selling provides it.
3. Developing countries need economic development—not more handouts—if they want to stand on their own.
We teach organisations to sell to the poor in a way that is honest, needs-based, and affordable. Without thoughtful sales development, organisations often wind up underperforming and, worse yet, undertaking unethical and manipulative sales practices.
We embed infield WRP consultants, conduct weekly telephone coaching, and do periodic infield reviews to generate sustainability and permanent change.
Three projects we serve have won international awards. Our sales, management and leadership designs are at the heart of them. The quality of our work is the same as what we provide our commercial clients. We charge our customers a fee for our services, but at a rate that is relative to the local economy.