Showing posts with label market matching. Show all posts
Showing posts with label market matching. Show all posts

Tuesday, December 6, 2011

A Conversation with Colette

This month in Conversations, we talked to Colette Forma one half of the dynamic duo behind Moodies, a marketing company specializing in creating the mood necessary for the audience to be receptive to your message. Colette came to volunteer with G&G through SharePeople. She came to the Philippines for two power weeks and remains in touch with the team. Here we get up close and personal with Colette who gets candid about the best moment of her experience and what she learned about herself.

G&G: Tell us your Name, Age, Nationality, Occupation
CF: My name is Colette Forma. I was born and raised in The Netherlands and this year I reached the age of 40. Together with my business partner, I own and run Moodies: a company specialized in moodmaking. Our work fields are both internal and external communications and brand experiences.

G&G: What made you decide to volunteer?
CF: In April 2011, our company Moodies celebrated its 10th anniversary. A special moment that we wanted to mark in a meaningful way. Around the same time, we met SharePeople, a Dutch organisation that connects social entrepreneurs in developing countries with European professionals in various fields. They suggested we volunteer for Gifts & Graces, who were in need of a retail concept for their fair trade products. The question fitted my experience and after the first contacts with G&G I decided to volunteer at G&G for a period of two weeks. Short but intense!
G&G: As a volunteer how did you use your skills and experiences to help G&G and its advocacy?
CF: The task at hand was helping to develop a G&G fair trade retail concept. We knew very little about the fair trade business in general and had no knowledge of the Filipino market at all, so there was a moment of serious hesitation – were we able to do this? But the organisation and it's purpose were so appealing, we decided to give it a go. Only one of us could actually go to the Philippines, but together, we prepared the case from Holland as well as we could. We read G&G's business plans, talked to fair trade organisations and even worked out a detailed planning and budget format.

a sketch of the G&G store by Marge Obligacion,
based on the brainstorming
Soon after arrival in Manila, it became clear to me that the G&G team had an enormous amount of knowledge and some very good ideas about the future retail store. What I mainly did was facilitating the G&G team to make the right choices, by giving them focus and describing the 'next steps' as clearly as possible. One of the first things we did was a high-pressure, creative energetic brainstorm on the target group with the complete G&G team. It helped the team to imagine their target group as if it was an actual person. This way, they could make clear choices: in which kind of malls should the G&G store be located? What should the store look like? How should the products be presented? And how can we promote the G&G store and everything it stands for? It was the starting point for delivering the description on the personality of our future customer, the design proposal and sketches of the exterior and interior of the shop, and important details like wrapping, music and clothing of staff among many others. In the process, of course I added some of my ideas on retail and communication as well ;-)


Photos from Day 2. Above: Colette with the women of Kapitbahayan Candles.
Below: Colette with the newspaper bag makers of FCED Foundation

G&G: Did anything go wrong that seems funny now?

CF: At the end of each day, I emailed all documents to Holland. Thanks to the time difference, Monique was able to further work on the documents. This way, we could work for G&G around the clock! Towards the end Monique worked on the last changes in the Keynote presentation for the Board of Directors while it was night time in Manila. When checking my email in the early morning, there was no newer version of the Keynote there. Strange, because she knew we needed it in the morning. I couldn't do anything, because in the meantime she was asleep in The Netherlands. Just when I started worrying what happened, an email came in. Fact was that she finished the Keynote late at night, but forgot to mail it to me. She couldn't sleep tough and was wondering why. Until she realized! 

G&G: What are two interesting things about the Philippines that the average person doesn't know?
CF: That 'time' is a very flexible concept and that you can't survive in the Philippines without texting: it's a way of life!
Colette's images around Makati
G&G: What was the best moment of the entire experience?
CF: There where actually lots of good moments, working with the G&G team. The best? Probably presenting to the Board of Directors and realise they were not discussing whether the retail store should be opened, but what location would be best! That was a big compliment for a great team effort.

G&G: What did you learn about yourself?
CF: I guess I learned that with my drive and perseverance I can inspire others to really make things happen. I also learned that I find it hard to speak out my feelings and needs, certainly if this means that I have to confront others. Something to work on!

G&G: Why should other people do volunteer work? What did you gain from it?
CF: Volunteering at G&G gave me the opportunity of working in a different culture (with all the challenges and uncertainties that come with it). Getting to know the team in a very short time, finding out about their roles and personal challenges, facilitating brainstorms in a completely new setting, working together and motivating everyone to deliver their part of the process, seeing the enthusiasm grow. It gave me excitement and satisfaction to be able to do so, far away from my common workspace.  
Colette and Greg at the Legaspi Market
on Colette's first day in Manila
Within just two weeks, the G&G team and Moodies created a store design, a plan of attack, planning, budget and promotional plan. It has been very rewarding for us to add a little to G&G's final goal: giving power to social entrepreneurship and help marginalized individuals to become self-reliant and dignified members of society. We hope the first retail store will open its doors soon! 

Being 'out of your comfort zone' certainly makes you grow as a person! Just do it…

Colette Forma and Monique are the managing directors of Moodies, a Dutch agency that works for large corporate clients. We make sure our client's target groups are receptive to their message. Our moodmaking activities concentrate on internal and external communications, as wel as brand experience and interior design.

To learn more about Colette & Monique's time with G&G, click here. 

Saturday, December 3, 2011

Markets and Social Entrepreneurship

Why are markets important for social entrepreneurs? The short and simple answer is because without successfully engaging and catering to a market a social enterprise cannot be sustainable.



Last November 28, at the Social Development Conference of CODE NGO at the Megatrade Hall, Greg Perez made a brief presentation on things to consider to successfully engage the market and she shared G&G's experience and lessons learned. Sharing here a condensed version of the questions a social entrepreneur must ask to increase the probability of a market match.


First off, who is your market? We cannot be everything to everybody. We must choose our market, focus on our market, and get to know that market very well. In an exercise with Colette Forma of Moodies, the G&G team personified our target market by describing it as a person, describing the lifestyle, habits, and preferences, and demographics of our target market. What are your markets needs? aspirations? pain points?


The G&G team imagines Luisa Isabella
Second, know the structure of your market. Who are your competitors? What are the barriers to entry? How big is the market and how fast is it growing? What are the existing substitutes to your product? How well is the market currently being served?


Once you know your market, work on your offer. As mentioned earlier there must an intersection between what markets expect and what sellers offer in terms of the following:


1. Product - is it something the market wants or needs?
2. Price - what is the price of your product vis-a-vis the value you create? what is your unique value proposition? does the market perceive that it gets enough or more value for the price to be paid
3. Production - Is the product readily available, is it by special order? Is the quality good? What is your capacity to meet market demand?
4. Delivery/Distribution Method - Are the products easily accessible? Are they available on retail? will the products be delivered to clients?
5. Relationships - What level of relationship will you have with your customers? Will it be personal or self-service? What customer service will you provide?


There is however, no simple way to engage the market. These are just some basic guidelines and not hard and fast rules. For instance, while we need to focus on a market and get to know that market very well it's also possible to have several markets. In Gifts and Graces' case we cater to corporate, wholesale, and retail markets. Below is a simple illustration of part of our value chain. 

Every social enterprise will learn lessons along the way just as we have. In some cases we change our market, in some cases we change our product. The important thing is we stay in the game. Here are some lessons we've learned:
1. Integrate upwards and downwards the value chain. Engage the market, educate the market to grow it, and build the capabilities of our partners.
2. Just do it. The question of which comes first - the market or the product is a chicken and egg question and can only be answered properly based on the context of the social enterprise. In G&G's case the products came first, but we have since tweaked our products for a more market driven approach so
3. We've made our products skills based not product based. One community who makes fruit tart candles makes our unity candles.
4. Engage corporations where possible to enable producers to enter the value chain. Mainstream products so it's not a CSR project but part of a company's supply chain.


Another important lesson is the story is important but it's not enough. To deliver on our promise and satisfy the market, we should look at our own value chains. In a later blog post we'll talk about looking at our business model and value chain to make sure we are able to deliver our unique value proposition to our markets.











 



Friday, November 25, 2011

G&G at CODE NGO Social Development Celebration

As part of Gifts and Graces' commitment to social development and social entrepreneurship, Gifts and Graces joins CODE NGO in its Social Development Celebration. G&G's booth will exhibit Gifts and Graces' value chain and how we empower our partner communities through product development, market access, and capability building. Visitors to the booth and to the entire exhibit will see the growing role of NGOs and other civil society organizations, individuals, government organizations, and other agencies in ensuring that we are able to address the concerns and needs of the most vulnerable of society. 

Throughout the 3 day celebration there will be fora on different topics on social entrepreneurship. G&G Executive Director Ms. Greg Perez will be a resource person in one of the forums - Seeing Eye to Eye with Buyers and the Marketplace which will be about market matching. Greg will share Gifts and Graces' experience on matching the products of G&G's 20 partner communities with the needs and preferences of the corporate market, wholesale, and retail markets. Do join us. Forum will be at the Megatrade Hall 3 5th level at 10:30AM.

Following is the list of the fora in the series.

Seeing Eye to Eye with Buyers and the Marketplace
Nov 28, 1030am

Social Enterprise in the Cocoir Industry
Nov 28, 2 pm                        

Meet the New Middleman

Nov 28, 2pm                    

Bringing Social Enterprises Online                                
Nov 29, 10:30am                    

Product Design and Packaging for Social Enterprise
Nov 29, 2pm                        

Financing the Social Entrepreneur                                
Nov 30, 1030am                     

Is there space for the youth in Social Enterprise?
Nov 30, 2 pm 

Below is the press release on the event 

Social Development Celebration 2011
As it celebrates its 20th year, CODE-NGO is proud to announce its upcoming Social Development Celebration (SDC) 2011 on November 21 to 30, 2011.  The SDC (or Social Development Week, as it was formerly called) has been an important annual event for CODE-NGO, in partnership with the Peace & Equity Foundation (PEF) and the Association of Foundations (AF) in promoting to a wider public the role of civil society organizations (CSOs) in national development.  Through the SDCs' series of events, CODE-NGO members and the general public are provided a venue to see the various facets of CSO work as advocates, implementors of development programs and social entrepreneurs. 

The upcoming SDC 2011 will feature a series of public forums on the development issues of the times, a Social Enterprise Exhibit that will showcase the products and services of social entrepreneurs from all over the country and activities for young people that will bring social awareness in a fun and exciting way. 



We hope to see you there!