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5.3 Case Study 3: Enterprise solutions to poverty
Nurturing pro-poor small enterprise in southern India via the social merchant bank model

Other infrastructure deals Related Articles

RAISING VENTURE CAPITAL IN TOUGH TIMES
It’s no secret that it’s not as easy as it used to be to raise money for your business. Longer investment cycles, suppressed valuations, and limited opportunities to cash out of deals has made venture capitalists increasingly selective. As a result, many VCs look only at companies they know and have invested in before, rather than pursuing new deals.
Incremental or not, what Africa needs is Entrepreneurial Infrastructure
Andrew Mack, Founder and Principal of AMGlobal Consulting, blogs about how "Entrepreneurial Infrastructure" more than "Incremental Infrastructure" is what Africa needs and has shown it wants.
3.2 Investing in jobs and the community: Working Out of Poverty
Spending on infrastructure represents about 20 per cent of total investment in developing countries, and from 40 to 60 per cent of public investment, according to the World Bank. A reorientation of policies on infrastructure investment to ensure that technically viable and cost-effective employment-intensive options are used speeds the reduction of poverty by generating productive and decent employment. The challenge is to develop the appropriate mix of capital- and employment-intensive investment techniques according to each country’s needs and resources.
The Ten Golden Rules of Sales Force Productivity
Successful sales people bring in lots of deals, no matter at what cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity.

The Sales Force with Over Achievers Who Don't
I think that many CEO's are in denial. Despite the struggles of their sales force, they continue to look at the pipeline and say to themselves, we'll be okay as soon as these deals close. But the deals aren't closing and with each passing day companies are less okay then they were the day before.
When to say no to a deal. If you want grow say no!
Wait, before you say, "I did this really small job and it lead to a bigger one, so I never turn down a deal." If you want to think that way, it's OK, but if you want to get to the next level, you need to think differently. I have a very successful client in Hollywood that I work with, he hired me to help him make the jump to the elite level of 8 figure deals. I told him the same thing I'm telling you, say, "No to 80%." He was so challenged by this until I explained to him that the deals he was getting now were the ones turned down by the elite level 8 figure guys. If you want 8 figure deals you have think like an 8 figure guy and NOT take 6 figure deals.

NOT BUSINESS AS USUAL
Many salespeople are reporting that it is taking them twice as long to close a sale. They also agree that there are fewer deals and, therefore, the need for them to close the deals that are in the pipeline is more acute. Certainly customers will not buy without clear value justification and trust in you. But what else can you do to increase your chances that you, not your competitor, get the business that is out there?
Joint Venture Equity
Since institutional equity providers prefer larger deals, developers looking for $3 million in equity, for example, have a hard time getting their attention. But if an organization has the capacity to do seven deals a year, for instance, then the amount of equity inches up in the aggregate of $20 million to $30 million over 12 months, and it hits the threshold where it makes sense.
GrouponBot – Great Way To Spot National Trends on Groupon
As a trend watcher, you should be sure to check out GrouponBot which aggregates the 243 deals offered by Groupon every day on a city by city level. GrouponBot allows you to see what Groupon deals are moving across America. If you are toying with the idea of doing a Groupon offer, but aren’t too sure of how successful you would be, simply check GrouponBot. By doing so, you’ll be able to see if a similar deal might work for your business.

Learn the Value of a Solid Cash Buyers List
As a real estate mentor I encourage my new students to start building their lists long before I send them out writing offers, or even prospecting sellers. It is a matter of not “putting the cart before the horse.” I continue to hear of would-be wholesalers prospecting deals without having an adequate list of qualified buyers in their arsenals. You know what happens to these people? They end up having to leave their deals behind because they have no one to buy their contracts!
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