Making Markets Work: Unlocking Market Opportunities for SMEs Operating in the Maize Value Chain

Categories: Featured , IGD News


By Helen Mant

Following IGD’s successful ‘Making Markets Work’ Finance workshop in Dar es Salaam, Tanzania in March 2018, that brought together Tanzania-based SMEs in the maize value chain, financial institutions and business advisory service providers, IGD is focused on unlocking critical barriers to growth by addressing capacity and knowledge gaps faced by SMEs.

Critically, restrictions on exports require SMEs to target alternate domestic  markets, and participating SMEs self identified a lack of understanding of effective route to markets and sought IGDs tailored business advisory support.

IGD, in collaboration with AGRA and with support from the Rockefeller Foundation, will deliver a practical action-based learning workshop to equip companies with critical skills to better understand local demand and access new market and channels for their products. The training program aims to upskill participating high growth potential SMEs, including offtakers,  millers and processors to identify the appropriate target markets, recognize the most appropriate and cost effective distribution channel to reach the market and identify the right aggregated partners to competitively position SME products in the market. The anticipated access to new markets will enable SMEs to achieve sustainable growth, increasing their sourcing from smallholder farmers particularly those supported by the Yieldwise initiative and contributing to a reduction in post harvest losses.

Kenya-based consultant Jennifer Githingi, who has experience in developing effective “route to market” approaches with Coca-Cola and other successful retail organizations, will work with IGD in developing the  “route to market” focus that will enable SMEs to identify potential new markets and key market attractiveness factors and verify the nature of the potential market opportunity. This focus also seeks to identify markets where SMEs have a competitive advantage and will evaluate the SMEs’ ability to compete and “win” in the marketplace.


Stay tuned for further information on the Route to Market workshop taking place in Tanzania in the next few months.


Helen Mant leads IGD’s work with the Rockefeller Foundation across priority value chains, bringing private sector actors together to unlock critical barriers to achieve more efficient value chains.