This presentation by Andrew Kingman was delivered at the 'Concessioning tourism opportunities in conservation areas and maximising rural development' workshop, held in Maputo between 19-22 March 2012 (Day 3, Session 7, Training and capacity building for concessions)

1. Training and capacity
building in concessions
What is the role of the private
sector?
DO THE BUSINESS!
What the private
sector needs to know
Andrew Kingman, Eco-MICAIA ltd
Role of the private sector
• NGOs don’t tend to run businesses
very well…..
• So it’s assumed that the private
sector will do a better job What does the private sector
• The main role of the PS in tourism
concessions is to make the tourism need to know?
business work AND in so doing, help
achieve conservation and social
WHEN TO GO AHEAD AND WHEN TO PULL
goals OUT BEFORE IT’S TOO LATE!
Do we have the information we
Can we do the business? need?
• It might seem obvious but the PS operator must know its • Critical information:
business and have a relevant track record • Legal framework
• Is there a business at all? • Financial requirements – fees, taxes
• No amount of donor-financed incentives should hide the facts: is the • Detailed terms of the concession – including any community
market big enough? If not, can it be grown? If not…. relations
• Do we have a chance to make any money? • Local context: climate, natural features, culture, social
arrangements, history, leadership etc
• Are the terms of the concession reasonable and affordable?
• Investment scenarios – external factors that will impact on the
• Do we have time to recover the investment? business
• Can we manage the multiple expectations from other • History of the concession – if it’s not new, what happened in the
stakeholders? past? What worked, what failed? Why?
MICAIA – Working for local prosperity in a sustainable world MICAIA – Working for local prosperity in a sustainable world

2. Do we understand each other?
• Multiple relationships and expectations to manage
• Government (local and national)
• Community
• NGOs (local and international)
• Competing agendas
What does the private sector •
•
Community benefit and private profit
Conservation and exploitation
need to know? • Local social development and building a profitable business
• Different languages and cultures
WHO DO WE NEED TO WORK WITH – WHAT • The long & winding road of capacity building
DO THEY EXPECT FROM US?
MICAIA – Working for local prosperity in a sustainable world
Learning and Planning Together
• Some level of commitment to building
a relationship with communities is
essential
• Familiarization, especially local leaders
• Understanding the community – listening
What does the private sector •
and learning (elders in particular)
Discussing the potential and challenges of
need to know? tourism – enrol people in the vision
• You don’t need to do it alone – find a
HOW CAN WE MEET ALL OF THESE partner (NGO)…but a good one!
• Has the NGO got the capacity to deliver?
EXPECTATIONS? Does it understand the realities of business
– especially tourism?
• Can it mobilize resources?
MICAIA – Working for local prosperity in a sustainable world
Working Together Can we work together?
• Collaborating with a partner NGO
• Participate in local meetings – don’t leave • We may be strange
it all to them bedfellows but….
• Try and find common ground and respect
each other; be patient!
• Recognize when they’re right – even if it
hurts (the bottom line…..)
• Collaborating with the private sector
• Remember that your money is not at risk!
• Expect responsibility and accountability –
but not miracles…
MICAIA is a partner/shareholder in and facilitator with
Mozambique Honey Company – helping secure 34%
equity for beekeepers and working very closely with
the lead private sector entrepreneur.
MICAIA – Working for local prosperity in a sustainable world MICAIA – Working for local prosperity in a sustainable world