Title of your case
Why is this case an inspiring example? (Please, explain in 2-3 sentences)
Please, tell us your story
Instructions: Below you will find questions for each section to inspire and guide your thinking. It is not a questionnaire.
Some questions will not apply to your case, and you might have other information you would like to share. Please, feel
free to write each section of the document the way that you think it fits best your specific case. We would very much
appreciate if you would tell your story rather than send us brief answers to each question. However, please restrict your
writing to maximum of 4 A4 pages at this stage for the whole document, including all 5 sections. If you want to tell your
story in more detail, please feel free to send us your longer version as well, but at a later date. If you have (independently
verified) proof of your statements, please send that along with your case.
1. Context and background (half a page)
Please, give the highlights of the intervention briefly:
Who initiated the change? Who was driving the change? (company, government, NGO, etc)
How many small-holders / workers have been involved? (before and after upscaling, or according to the
phases of the intervention, if any)
What is the produce? What is the location of production, trade?
What is the speed of change?
o What is the growth in terms of volume of production (t); in terms of turnover (€)? What is the
forecasted growth in terms of volume and turnover? (If there was a pilot before scaling up, please,
supply data for before pilot, after pilot, or according to the phases of the intervention, or by year, etc.
if you can.)
o What is the growth in number of small holders / workers?
What was the upfront investment to initiate upscaling? (€) Who contributed, to what extent (Pls indicate
funding by category: company, public funds, NGO, etc.)
What has been the duration of the upscaling? When did the intervention start? When did you achieve your
goals? Is it still ongoing?
2. Underlying business model (1 page)
What is the value proposition?
What is the contractual / organizational set-up? (outgrower scheme, joint-venture, etc.)
How is inclusiveness takcled in the intervention?What are the current and
possible future market segments the business is trying to serve?
What is the value chain structure? Who are the key players? What are their roles? How is production /
processing, sales, etc. organized? Are small-holder located in an area, spread around a vast area, or are
they in different regions?, etc.
What is the revenue model? How is the revenue generated? e.g.:
o Revenue model innovation - Innovate how the company makes money by changing the value
proposition (product/service/value mix) and the pricing model.
o Industry model innovation - Redefine an existing industry, move into a new industry or create an
entirely new one.
o Enterprise Business model innovation - Innovate the way the organization operates, rethinking
the organizational boundaries of what is done in-house and what is done through collaboration
What are the competitive / growth strategies?
What share of your supply base is involved in this initiative?
3. Evolution of the initiative (half a page)
Please, describe briefly the development process: history, context
Partnerships: What roles have Business, Government, Civil society organizations, researchers and farmer
organizations played in this examples
What were the key challenges and issues in the process? How were they tackled?
Which were the incentives in place both for the producers and agribusiness company to scale up?
What opportunities and constraints to further upscaling have been identified?
What were the intended and the realized impacts and for whom?
What was the impact on production, quality, market access, environment?
What was the impact on small-holders? Change in livelihood assets of small-holders / workers? (human,
financial, social, natural and physical capital?
What other impacts did you realize?
5. What are the key implications for scaling inclusive business?
(half a page)
What are the lessons learnt regarding large-scale inclusive business development?
What aspects of your approach might be usefully adapted to other large-scale initiatives? What are the
lessons that could be transferred to other upscaling initiatives? (adaptable innovations)