Lessons From the Developing World - Part 2
**This is the second part of Lars Stork’s Wall Street Journal interview where he talks about business strategic planning tips.
Security at base stations was a major concern. Vandalism and theft of equipment was common, even after Celtel posted armed guards, recruited from the community and elsewhere.
Mr. Stork realized that he was fighting a losing battle and needed to enlist the help of people in the communities Celtel aimed to serve. “Working with local people is the only way to succeed in rural Nigeria,” he says. “They understand the local dynamics and know how to survive in what can be an extremely challenging environment.”
Celtel initiated a franchising program, recruiting small-business owners to act as its exclusive representatives in their communities. The entrepreneurs are responsible for marketing and distributing Celtel products and services, and for basic maintenance and security at the base stations. Celtel recognized that its partners didn’t need experience in the mobile-telecommunications industry. More important was basic commercial acumen, entrepreneurial spirit and a deep understanding of how to manage the local environment. (more…)
Filed under: Business Article
Tags: business development, developed countries, organizational development
