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Chris Morton |
Chris Morton
counts nearly 20 years of international experience in Industry (aero,
auto, renewable, mechanical and growing in bio-mechs) providing and
developing B2B products and services in Engineering, IT and engineering
consultancy with a focus on new tech adoption and deployment. After completing his MBA at Hult Business School he joined Grow Movement to share skills with a Ugandan micro entreprener.
June 2015, I can't wait. I am about to be assigned my first African entrepreneur...
"My
name is Alfonse Okaka. I started my business "Ocok Construction" in
2007. We do all sorts of things: construction work, maintenance and
repairs. Most of our work comes from private contracts and also from
public bids. We are doing ok. However, we are finding it difficult to
grow. There is a lot of competition out there and it is not easy to
differentiate ourselves from others. Some competitors are very big
firms. This is where we want to be... Also, it is difficult to find good
workers. Last but not least, clients pay late or sometimes do not even
pay."
This
was it... And then it hit me. I know nothing about Uganda and I only
know cowboy builder stories... Actually, this is not true, I have a lot
of friends in the building trade. But, still, I am not really familiar
with the industry.Breathe... one step at a time, I have to prepare my first call. The first impression always counts...
I
go on Google. Amazing, the facts about the building trade in Uganda are
complex. I decide to take a step back. First, let me see what I can
find about Uganda.
Now,
I am at my desk, I have my brainstorm paper, A2 sheets, I cannot work
on A4. At the centre, one word: Construction. I start to lay out all the
things that can impact the trade. I list activities, clients, supply
chain, workers, finance, regulations, etc. Climate... political
environment. Good. I think I have it all. Oops, I had forgotten
competitors...
My
first call with Alfonse; bonding is important. Pamela is also there.
She is my client manager in Uganda. We have already spoken. I am glad
she is here.
The
call goes well, we touch on everything, the business, family, life. All
good. Alfonse volunteers to prepare an email with some pictures of his
workshop, to introduce two of his trusted colleagues to me, and to send
me some information about the company and the projects it undertakes.
I
wait... Nothing happens. I, then, receive a message from Pamela
explaining Alfonse had not received my email. She forwarded it again.
Eventually, I receive a very short email from Alfonse. Well, it is a
start. I had been warned no to ask too much in one go...
I call Alfonse, and decide to focus. Let's talk projects, in particular the successful ones...
Little
by little I get a picture of what works and what doesn't. What he
enjoys and what causes despair: taxation, as usual, is one of them...
:)
Clearly
cashflow management and payment terms are a problem, and they are
substantial. To win a project you need money in the Bank, says Alfonse.
But inflation on construction material is linked to the exchange rate
between the shilling and the dollar. In the past 6 months, it has
depreciated 29%. Wow, this is something Alfonse is very sensitive to.
There is my trigger, my hook!
We
start to talk about the business, how the money is managed and where it
goes: project management, accounts payable, accounts receivable, credit
lines, etc. Yes, now we can focus...
I will be back for round 2.
For
me, volunteering for Grow is a fantastic experience from every angle.
To have the opportunity to share the experience I have acquired in
business with driven entrepreneurs is amazing. To do so whilst
discovering a new country, new people is extraordinary.
I
feel I am receiving as much as I am giving if not more. It is a
cultural bath. But not only, even from a business perspective, it
sharpens my reflexes. Simply, because I am facing issues that are out of
the ordinary in a developed economy, "things" we take so much for
granted...
Last but not least,
the Grow team is a wonderful family, from our boss, Claire Jenkins, to
the people on the ground, to each and every volunteer. It is an immense
pleasure to be a part of it.