10 steps to entrepreneurial success in Uganda!

It sounds like one of those dreadful self-help books doesn’t it? As it turns out, I have helped myself a great deal with my 10 steps, but that’s not the point. This post is a brief story recounting my 10 steps with the Grow Movement as a volunteer consultant for Uganda600 and the point was to help Sulaina Nantale. Through this process we have become friends, but that’s the least of the story of how a modest scientist in the UK and a wonderful business woman in Kampala have, together, increased the turnover of her business five-fold using nothing more technical than Skype and Whatsapp.

Don’t worry, despite the Happy Christmas-ish theme and the appearance of this blog on Facebook, at no point will you be asked to say Amen or donate to charity to save anyone.

The Grow Movement tries to match clients to consultants as closely as possible in terms of industry, but I admit to feeling out of my depth when Sulaina’s hairdressing salon fell into my inbox. Reviewing my experience of the hairdressing business as “having hair” I was very tempted to back out. However, the Uganda600 project is backed by the London Business School, Stanford Graduate School of Business and the University of Chicago Booth School of Business to evaluate the impact of virtual consultancy on entrepreneur performance in Uganda. Backing out of such a high profile project and turning it into the Uganda599 project, didn’t feel like an option.

So, Sulaina and I took our first step together in July, assisted by the amazing country manager Emmanuel, who provided Skype on his laptop. Having volunteered for the Grow Movement before, I knew that the first sessions are all about relationship building, so I started with questions about family rather than finance. Sulaina informed me that she is the mother of four children, and her husband is dead. She then asked when we were going to start talking business. Sulaina clearly wasn’t interested in small talk and wanted results. Results for her meant increasing her income so that she could extend her salon. It was clear to me that she needed to improve her marketing, starting with building her brand. Once again I reviewed my experience of strategic marketing and brand management and came up with the answer “two MBA modules”. Admittedly, the brand management module was totally brilliant, for anyone who knows Professor Mike Beverland, but with a background as a PhD scientist, marketing is not my strong point.

Session 2 was upon us though, with the shiny new Project Management System up and running to report progress. So I discussed with Sulaina what she has that her customers absolutely love. Here’s where the cultural divide became obvious. One of the things that Sulaina’s customers love, apart from her wealth of experience and friendly nature is the fact that she has clean water. This isn’t always available from hairdressers who work out of their homes. It’s certainly a benefit, but I couldn’t quite see the business cards with “Clean Water” emblazoned across them as the key to Sulaina’s future success. Sulaina’s concerns were at the front of her mind at this early stage: client-friends who don’t pay and a salon that is too small to work in effectively. When she talked about the cost to extend her premises it was in the same breath as she mentioned school fees and it was clear that with around 5 paying customers a week who nearly all turn up at the weekend, an extension was out of the question for a while yet. However, as Uganda’s inflation rate has recently hit 16% I feared that Sulaina will be forever chasing her tail, saving up for an extension that becomes more costly almost daily.

Baby steps were made between sessions 3 and 6, which was not surprising. It’s hard to trust a stranger in a very different world from your  own, who calls you up, once a week, pretending not only to understand your business concerns, but also telling you what to do to fix them. Sessions were frequently rescheduled and when they did happen, Sulaina’s conversation was dominated by ongoing, daily problems. The problem of working in your business rather than on your business is clearly universal. Printing her new business cards was also taking time, delaying the point when she could send these out to targeted groups such as local businesses from where clients could come during the week.  Sulaina was also still selling handbags in a somewhat confused attempt to increase the income from women who came to her premises. It was so obvious from the pictures of stunning brides that she sent me on Whatsapp that her passion and exceptional skill is in the hairdressing. It can take many, many hours to create the incredible styles she does, this is not the UK high street world of hairdressing. I asked her to ditch the bags, to remove a source of income from her salon, and she did it. Make up now occupies the space as she vertically integrates her services to include beauty as well as hairdressing.

Eventually, seven steps in, I had the inevitable breakthrough and the words that made me smile and cry at the same time, “I want to set up a training school”. After session five I had logged a very different story onto the Project Management System to indicate progress to “Stage 2”. We had been discussing how to move clients from Saturday to mid-week appointments; nothing about training. My data was now likely to be “scattered” to say the least. Well, that’s for the business schools to worry about, I was smiling that Sulaina had let me in on her dreams. No going back. She took her newly printed business cards to local schools to advertise scholarships and in the process got more customers. They came to her small salon, with no bags in the way, and they paid.

For sessions 8-10 we consolidated the topics we had discussed, but always only once we had asked each other how our kids were doing. Family is very important in Uganda. Sulaina also told me about the impact I had had on Nantale Beauty Salon, “Your ideas are working for me. I put the ideas into practice and I get more customers”. It’s as simple as that. When I presented my work to the Grow Movement at the Ugandan Embassy in London, I was advised that this fluffy “I’m so grateful” crap won’t wash with my fellow business consultant audience though. We want numbers, and for Sulaina the numbers include around 25 paying customers per week now. Word of mouth will no doubt increase that soon.

The impact on my business is as significant. I have a CV that says I can increase the turnover of a business five-fold, over the phone. I have branding and marketing skills that are not reflected in my marketing assignment grade, but I know they work. I have huge admiration for Sulaina and an increased awareness of her culture and the harsh Ugandan environment in which she works.

Now I will let you in on a secret. The Grow Movement asks all its consultants to do 12 sessions, not the 10 steps I alluded to. So what did we do for the last two sessions, apart from swap the Christmas lists that our kids are forever extending? Well, I couldn’t let the business advice drop by the wayside completely. When Sulaina extends her salon, which is now just a matter of time, I advised her to have a massive re-launch party, at which she should start a loyalty card scheme. Sulaina’s ambition is to be known throughout Uganda for her hairdressing. She deserves this, and in my dreams, representatives from magazines such as Bride and Groom attend her party and write an article on her success and involvement with the Grow Movement. For now, she has all her children at home until after the national elections in February. The country is longing for a new leader after nearly 30 years of the existing regime. It is not just Sulaina who is restless for change for the better.

Finally, I have an invite to a salon re-launch party next year in Kampala, and what a celebration that will be.

If you’d like more information on the Grow Movement, check out their website www.growmovement.org and perhaps it will be your turn to spread some Christmas cheer across Uganda, Rwanda or Malawi next year.

 

iChina and why 30 million boys ARE wrong

Today’s much delayed addition to my blog comes to you as a result of a trip abroad WITHOUT KIDS. So, no parenting tips or woes this time, instead I raise my tea cup to you all (fingers fanned, ceremoniously, like a peacock) and say “nihao” from China. Why China I hear you ask? Well, as the theme for the 20th wedding anniversary is china, I used a small ‘c’ on July 1st this year and a bought my husband a witty mug, given my current unpaid status. My husband on the other hand, went for China with a capital C and bought us a 10 day tour from Beijing to Shanghai via the terracotta warriors. Now who feels like a mug?

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Although we took the British weather with us, we had a very French start to the trip with a complimentary bottle of champagne from BA. Stewardess friend of mine, you know who you are, thank you, this was a lovely touch. Ironically, this aspirational, status filled product set the tone for the next 10 days, reflecting one aspect of our experience of the Chinese culture perfectly.

The Chinese are competitive, it’s the GREAT wall, remember. Everything is ranked and our Beijing and Shanghai tour guides both claim their city is the largest, with approximately 30 million residents in each city. In terms of population density though, life gets more interesting. Imagine a couple living in London. In Shanghai, in the same amount of space occupied by our British couple, there would be three people. Cosy, I wonder who’s the gooseberry. In Beijing there would be five and now we’re talking claustrophobic. Our house has five people in it, it is never quiet and you’re never alone, and it was designed to hold a lot more than two people. This intense social situation manifests itself in many ways.

Practically, the standard speed on the roads downtown is 10km per hour as business men demand the status of their own car to take them from office to office. This is my running pace and I’m a very amateurish runner. In the centre of London at 5pm the roads now look positively sparse to me; there is physical space between cars. In Beijing and Shanghai, one household in 5 can afford a car, so it’s no wonder that the underground systems in both cities are so well developed, extending some 30kms out from the city. Our brand new guide book for Beijing was not able to keep up with the rate at which new lines are being added. However, if you imagine half the population of the UK all trying to make it out of London in time for dinner, you get some idea of the length of the queues at rush hour.

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The aspirational goals for transport in China have left the bicycle standing long ago. The unbelievably smooth Maglev train in Shanghai will take you to the airport, 30kms away in 8 minutes, reaching a speed of 431 km/hour (267 mph). The same distance by Heathrow express takes 15-20 minutes, on a juddery, swaying train that induces nausea after a long flight. As an aside, the tickets for the Maglev train at only £4 also do a lot better in the wash than Heathrow Express version.

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Shanghai has gone from rice fields to metropolis within a hundred years, and this progress has resulted in every building shorter than a high rise block of flats being demolished to make way for yet more imposing blocks of flats. This is a harsh world for those numerous communities, built up over decades, who are forced to sell up and relocate their lives. I cannot imagine a similar policy working in London: Made in Chelsea doesn’t work if your accommodation bears more similarity to Tower Hamlets. So there are considerable social consequences to housing 30 million people in each city as well.

Everyone lives their life very publically. At least we can choose how much of our lives to expose on Facebook and rarely is that balance correct. In Shanghai as our guide pointed out, your life decisions are continuously in the spotlight. “50% of people follow the traditional expectations of looking after their parents in their old age, often by continuing to live in the same house. The other 50% are made to regret their less traditional decision as they are looked down upon by  the former group”. Perhaps the ever pressing need to express some individuality goes some way to explaining the incidence of selfie sticks. I use the term incidence, more commonly associated with disease, deliberately. It is impossible to go anywhere where there is something worth seeing, and in China this includes large rocks with holes in, without a rash of selfie sticks around you, all wrapped around an iPhone. iPhones are the compulsory status symbol, despite their price and the fact that a living wage in China is one sixth that of the UK. Sure, selfie sticks are loathed in the west as well, but I wonder whether an escape to the countryside in Southern China is an opportunity finally to be yourself, with photographic proof of space to breath. Here, “small towns” are still the same size as London, but they have the population of Leicester, rather than Afghanistan. The pace of life here provides time, literally, to reflect.

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The “single child family” policy – not law – may have been the only practical solution to the these issues. In the countryside, the need for men to work as farmers means that families can have as many children as they like. In the city, a second child just means higher taxes. I cannot help but think that practically, although certainly not emotionally, this situation is not so different to our London-centric view at home. How many young families with their first child in London berate the extortionate cost of a two bedroom flat and eventually leave the singletons to their wine bars and Tinder in favour of the cotswolds when a second pregnancy forces the issue?

As our Guilin guide points out, there have been consequences of the single child policy. In the first instance, “Parents prefer boys, to continue the family name, therefore, we have 30 million more boys than girls now”. We couldn’t help thinking that there was at least one step missing from that chain of logic. I shudder to think of the impact of this on the already fragile gender equality in the future. The other consequence of this imbalance was the response from the government to raise the legal age at which men can marry from 20 to 22. Coincidentally, on the day we returned from China, the single child policy was abolished. That is of little help to those 30 million unmarried men of the future, all tasked with looking after their elderly relatives single handed. For many, a life in the army is an attractive proposition, providing an education as well as military training. This is particularly valuable for those rural dwellers unable to reach a university through either geographic or educational reasons. However, here again, status is everything, as our Shanghai guide stated, “your country boy is not getting into the army without good connections.”

To power the growth of a nation of this size, with a GDP that has increased exponentially for over a decade, requires energy; a LOT of energy. China burns two thirds of the world’s coal and this is reflected in pollution levels reaching dangerous levels in the mega cities of Beijing and Shanghai. The World Health Organisation recently published information showing that every year 2.2 million people die of cancer in China. http://www.abc.net.au/news/2015-02-04/cancer-rates-in-china-rising/6068954 That’s the population of Las Vegas. Whilst I could make a good argument for wiping the materialistic and flashy Las Vegas from the face of the earth, that’s a lot of people dying each year in one country. Some of this could be prevented by changing the laws on smoking, but much of it, particularly the paediatric cases, is attributed to pollution. We asked our guide how the government is dealing with this problem, what was the investment in renewable fuels like? With a knowing smile, we were informed that natural gas was the solution, the only issue being how to pipe it from vast reserves in western China. We didn’t press the issue further, but felt that perhaps this wasn’t a perfect solution.

As a citizen of this planet, China is going to have to find a way of reducing its reliance on fossil fuels. However, this too provides an interesting thought experiment as to how much China values its role as a member of this planet’s community. The striking foreign-ness of China is its seclusion from the social connections that could link it to the rest of the world. Aside from the insatiable consumption of Apple’s products, China’s communist doors are firmly closed to Western tools of daily life such as Google and Facebook. As our Guilin guide put it, “We don’t know how China is perceived in the west. We can only learn more about ourselves when we view our country from a different perspective”. That perspective is firmly disallowed currently.

WeChat replaces Facebook in China and somewhere on WeChat is a photo of two English tourists in the back of a buick, posted by a Shanghai guide amazed at the height of his western tourists. With a population of nearly 1.4 billion, I’m not worried about lack of exposure of our plane weary faces, but no-one outside China can see that post (probably thankfully in this case). With Mark Zuckerberg’s recent visit to China with his wife, Priscilla Chan, there are rumours that Facebook will eventually come to China, possibly next year. I hope this achieves very meaningful social connections across China’s borders, rather than just an explosion of selfies posed with authentic chinese takeaway for dinner.

China is a vast country that cannot be explored or understood in only 10 days. I hope we return one day, with our children to explore again. Perhaps by the time we return, our children will be visiting friends they have met on social media, living in cities that do not threaten their health. It doesn’t feel like too much to hope for. I hope that the guides will then talk to us about the value of international connections, and the variety of innovative solutions to their population crisis. I hope the emphasis on selfie will have shifted to an emphasis on social connections between cultures that can only enrich the lives of the people on both sides.

PS For those of you dying to know how our kids survived without us: one of their grandmothers looked after them for 4 days, during which time she became so frustrated with our boys, that she smacked Connor on two successive days. Our status as best parents in the world, in the eyes of our kids now, is brighter and higher than the Shanghai skyline.

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