A For-Profit Mindset for Nonprofit Success | Tolu Oyekan | TED

譯者: Lilian Chiu 審譯者: Shelley Tsang 曾雯海

So I'd like to ask you all a question

我想要問各位我在過去幾年 不斷思索的一個問題。

that I've pondered for these past few years.

Why is it that for-profit organizations

為什麼營利組織

and nonprofits,

及非營利組織

or those that work in the development space,

或說在發展領域中的組織， 產生的影響完全是不同類的？

are quite different with the type of impact that they have?

I mean, in theory, they should be similar, right?

理論上，應該很相似吧？

They both have access to super-talented individuals.

它們都能取得超級有才的人才，

Should it matter that you are working on affordable housing

這會有差嗎？你做的是平價住房

or trying to build a multi-million dollar condo building?

或試圖建造價值 數百萬美金的公寓大樓？

I don't think it should.

我不認為應該有差。

But if I took a poll in this room and asked you all to take a guess

但如果我在這裡做調查， 請大家猜猜看

on which of these buildings will be completed first,

哪一種大樓會先完成，

I'm fairly certain that we would all agree it's not the affordable housing.

我很肯定我們大家都會認同 答案不會是平價住房。

Right?

對吧？

And you may go, “Well, Tolu, isn’t it about the money?

你可能會說：「托魯， 重點不是錢嗎？

One of these has access to more money than the other."

其中一種組織能取得的錢更多。」

我認為這的確有道理，

And I think there's truth to that,

but I believe it goes much deeper than that.

但我認為原因還要更深很多。

I live in Nigeria now, before I moved back to Nigeria,

我現在住在奈及利亞，搬回來 之前我有大半職涯投入在

I actually spent the bulk of my career working in development markets

開發市場，營利部門，對吧？

in the for-profit sector, right?

In the for-profit sector,

在營利部門，

we are held accountable every year by investors

每年投資者會要求我們負起責任，

to ensure that the benefits of the activities

確保我們一整年 所投資的活動產生的利益

that we invested in throughout the year

far outweigh the investments in those activities.

要遠超過對這些活動的投資。

This annual cadence of accountability

這種每年都固定會有的問責性

required that everything that we did

會要求我們所做的一切

was striving toward increased profitability.

都要努力朝增加收益邁進。

This annual cadence of accountability

這種每年都固定會有的問責性 在我們所做的一切當中

created such a high sense of urgency in everything that we did.

都造成一種高度的急迫性。

And so we leveraged data analytics,

所以我們要善用資料分析學， 以證據為基礎的工具，來確保

evidence-based tools to ensure that we're able to hit those goals fast.

我們能盡快達成那些目標。

In the development space,

近期我則是花很大量的時間 在發展領域中，在這裡，

where I spend the bulk of my time these days,

the culture appears quite different.

文化顯然相當不同。

We don't seem to operate with the same sense of urgency.

我們作業的急迫性不一樣。

The work we are doing now is arguably more meaningful, right?

我們現在所做的事 可說是更有意義，對吧？

We are trying to solve problems

我們在試圖解決問題，比如：

such as increasing financial access to those who currently don't have it.

為目前沒有金融管道的人 增加金融管道。

我們試圖解決的問題包括 取得教育和能源的管道。

We're trying to solve problems that include education access,

energy access.

And, in fact, increasingly we are trying to help people who are vulnerable

事實上，我們也花更多心力

協助脆弱的族群建立 對抗氣候變遷的韌性。

build resilience to climate change.

These challenges are quite significant

這些難題都相當重大，

and require that we do things differently.

且需要我們採用不同的做法。

In Africa, we have a proverb which states that if you want to go fast, go alone.

在非洲，我們有句諺語是說， 如果你想走得快，就獨自走，

If you want to go far, go together.

如果你想走得遠，就一起走。

But what happens when trying to solve a problem

但如果在試圖解決問題時， 如增加可取得的金融管道，

like increasing financial access

requires that you go both fast and far?

需要你走得又快又遠，怎麼辦？

I believe that we need to do development differently.

我相信，

我們需要用不同的做法來 發展，我們需要將利益動機

We need to include the profit motive and for-profit approaches

以及營利方法

into the way that we do development.

放入到我們做發展的做法當中。

So let me walk you through an example

讓我用一個例子跟大家說明我們 在奈及利亞如何實驗這個想法。

of how we experimented with this in Nigeria.

We're trying to expand financial access in Nigeria.

我們試圖在奈及利亞擴展金融管道。

For those who don't know,

如果你不清楚，

financial access is an individual's ability

金融管道指的是讓個人能夠

to get access to insurance

取得保險，

or loans or build savings.

或貸款，或建立儲蓄。

A lot of research has shown, in fact,

許多研究顯示，事實上，

that a lot of these development activities that we have

我們現在的這些發展活動當中有很多

require financial access as a key enabler.

都需要有金融管道 這個關鍵因素才能夠實現。

A key enabler.

實現的關鍵因素。

However, when you look in Africa,

然而，看看非洲，

we are lagging behind the rest of the world

在金融管道方面，我們 落後世界上其他地方。

in terms of financial access.

In fact, in sub-Saharan Africa,

事實上，在撒哈拉以南的非洲，

only about 55 percent of all adults have access to financial services.

所有的成人中只有大約 55% 能取得金融服務。

A country like Nigeria, where I live,

以我居住的奈及利亞為例，

you have more adults in Nigeria

在這個國家，無法取得 金融服務的成人人數多於

that do not have access to financial services

than the entire population of Canada.

加拿大的總人口數。

Think about that.

想想這一點。

More individuals in Nigeria do not have access to financial services

在奈及利亞，無法取得 金融服務的成人人數多於

than the entire population of Canada.

加拿大的總人口數。

Now, I mean, this is not for a lack of trying.

這並不是因為沒有人嘗試。

We've been working on this issue for a while.

我們處理這個議題已經有段時間。

And I think one of the reasons the issue persists

我認為這個議題仍在的原因 之一是因為我們試圖解決問題

is because we were trying to solve the problem

採用的方法完全就是 在已開發市場所用的方法，

in the same way we have tried to do it in developed markets,

trying to build bank branches and ATMs everywhere.

試著到處建造銀行分行 和設立自動櫃員機。

But this is so expensive and capital-intensive and time-intensive,

但這太貴了，耗費時間 和資本，我們無法負擔。

which we cannot afford.

But there's a cheaper, scalable option.

但有一種更便宜且可擴大的選項。

Agent banking.

代理銀行業務。

With agent banking,

若用代理銀行業務，

a financial institution can hire an individual or a retailer

金融機構就可以僱用個人或零售商

to provide financial services to the community on their behalf.

代表它們提供金融服務給社區。

So you have ...

所以你有……

a grocery retailer, right?

雜貨零售店，對吧？

She gets cash from selling foodstuff to her customers,

她靠著販售食品給客人賺取現金，

and she can play the role of a human ATM, if you will,

她就能扮演人類 自動櫃員機，可以這麼說，

connecting to the branch online

線上和分行連線，

and able to dispense cash to her customers

可以發出現金給她的客人，

and other financial services.

還能提供其他金融服務。

And unlike bank branches and ATMs,

和銀行分行及自動櫃員機不同的是，

you can deploy an agent within about a day.

只需要一天的時間就能 把一位代理人部署完成。

So you can literally start the day

所以真的有可能在一天開始時 社區都還沒有金融管道，

with the community without financial access

and at the end of the day with an agent

那天結束時就有一位代理人 提供金融管道給該社區。

provides financial access to that community.

We know agent banking works.

我們知道代理銀行業務行得通。

And in fact, in Nigeria, we estimate that over these past three years

事實上，在奈及利亞，我們 估計在過去三年我們已部署了

we've deployed about 850,000 of these agents.

大約八十五萬名這樣的代理人。

But the problem persists.

但問題依然存在。

After all of this work, the problem persist.

做了這麼多，問題仍然存在， 在奈及利亞，我們仍然估計

In Nigeria, we still estimate that less than 50 percent, in fact,

事實上只有不到 50% 的成人 有管道取得服務，

of adults still have access, despite all of this work,

儘管我們做了那麼多， 這狀況仍然持續了至少十年。

and this has persisted for over a decade.

So a few colleagues and I decided to investigate this

所以我和幾位同事 決定要探究這一點，

to try to understand why is it that after all this work,

試圖了解為什麼做了這麼多後 我們仍然為這個問題所苦。

we're still struggling with this.

And so we teamed up with nonprofit organizations

所以我們和非營利組織 及營利組織合作，

and for-profit organizations to understand,

去了解為什麼有了數十萬名 代理人後這個問題仍然存在。

after hundreds of thousands of agents,

why does this problem persist.

而我們發現了兩個重要的問題。

And we discovered two important problems.

One is, we in fact, are not deploying these agents into the right places.

第一，

我們其實沒有把這些代理人 部署在對的地方。

The rural parts and northern parts of Nigeria

奈及利亞的鄉村和北部地區 最迫切需要這些代理人，

most desperately needed these agents,

but the deployment tended to be in the urban south.

但部署傾向分佈在都市型的南方。

And when we deployed them,

且我們在部署代理人時 會讓代理人重疊。

we tended to also deploy overlapping agents.

What does that mean?

什麼意思？可以把它想成

Think of this as you are trying to, you know,

你在試圖……

you deploy 50 ATMs in a New York City block.

你在紐約市的一個街區內 部署了五十台自動櫃員機。

What's the point of that?

那有什麼意義？

In fact, if you had used data analytics, perhaps we would have done this properly.

事實上，若有用資料分析學， 我們應該可以做得更妥當。

The second problem we observed was that agents, in fact,

我們觀察到的第二個問題，

就是事實上代理人都做不久。

were not staying around for the long haul.

So you placed this agent,

把代理人安置好了， 但代理人平均只會持續營運

but the average agent only remained operational for about three months.

約三個月。

Between the start-up cost

因為有啟用成本和維持營業 需要的續生（經常性）成本，

and the recurring cost required to sustain the business,

they needed a high volume of transactions, of business,

他們需要有大量的交易、生意，

to be able to remain profitable and remain in business.

才能維持獲利避免倒閉。

But they didn't really know how to do that.

但他們不知道怎麼做。

So we're working hard,

雖然我們很努力，但沒把他們 放對地方且他們也沒獲利，

but we're not placing them correctly and they're not profitable,

所以我們無法造成顯著改變。

so we're not moving the needle at all.

So with this understanding of the problem,

所以，了解了問題之後，我們想設計

we wanted to design profitable or viable agent banking business.

可獲利或可行的代理銀行業務事業。

And to do this,

為了達到這個目的，我們比較了

we did a compare and contrast

between agents that remained around for the long haul

持續長久經營下去的代理人 v.s.

versus those that only left after a short period

做沒多久就離開的代理人， 以了解他們之間的差別。

to understand the differences between them.

We also literally went across the country

我們也真的走遍全國，

to understand the differences of our agents,

以了解我們在全國各地的 代理人有什麼差異，

who worked across the country,

and understand how money moved in the respective communities.

並了解在每個社區中的錢怎麼移動。

And with this understanding,

了解這些之後，

we built our profitable agent banking model.

我們建立了我們的 可獲利代理人銀行業務模型。

So what are those things, what are the key elements

所以要確保代理人能長時間 經營下去的關鍵元素是什麼？

to ensure that an agent is viable and remains around for the long haul?

其中之一是你必須要確保

One is, you need to make sure that you have about 500 adults.

你有約五百名成人，社區中 需要有約五百名成人，

You need about 500 adults in the community

to support one of these agents.

才能支撐一名代理人。

So when you are deploying overlapping agents,

所以如果你部署的代理人 有重疊，可能會適得其反。

that can be counterproductive.

Another thing is, even though these agents, in fact,

還有一點，雖然事實上這些代理人

are leveraging the internet connections to financial institutions online,

會運用網際網路 線上連結到金融機構，

they still needed access to cash for the community.

他們仍然需要能夠取得現金給社區。

Cash was still very important.

現金仍然很重要。

And then, agent banking is not a full-time business.

此外，代理銀行業務 並不是全職的生意。

It's a side hustle.

它是副業。

So you can be a bartender,

所以，你可以是酒保，

you can be a grocery retailer,

你可以經營雜貨零售店， 你可以是理髮師，任何行業，

you could be a hairdresser, anything, really,

and offer agent banking as an add-on to make that viable.

然後把代理銀行業務當作 附加服務來提供，讓它可行。

So we felt good that we understood how to design it.

我們感覺很好，因為 我們知道要如何設計它。

So now we wanted to estimate

現在我們想要估計

how many of these agents can we put across the country

在全國各地我們可以安排 多少個這種代理人，

to ensure that every Nigerian has access to financial services,

來確保每一位奈及利亞人都能取得

金融服務，能普及所有人。

universal access.

To do this, it's not a simple task, involves a lot of data.

要做到這一點，

這項工作不簡單， 牽涉很多資料，所以我們

So we built an analytic engine, called Geofin, to do this.

打造了一個分析引擎 Geofin 來做這項工作。

With Geofin, you can look across Nigeria, any part of the country,

有了 Geofin，

你就可以看奈及利亞 各地的任何區域，並放大，

and zoom in to understand the current level of financial access,

了解目前的可取得金融服務的程度，

as well as how many of these agents that we talk about

及剛才談到的， 你需要部署多少代理人

you need to deploy to get to universal coverage.

才能讓所有人都能取得服務。

So if you look down south in Nigeria, in a place called Bayelsa,

如果去看奈及利亞南部的 巴耶爾薩這個地方，

in Bayelsa we have high level of financial access.

在巴耶爾薩，

能取得金融服務的比例很高，大約

About 85 percent of adults in Bayelsa have access to financial services.

85% 的巴耶爾薩成人 可以取得金融服務。

And so you would only need to deploy about 2,000 more agents

所以只需要再部署約兩千名 代理人就能普及到所有人。

to get to universal coverage.

Up north, in Yobe though, in the northeast of Nigeria,

不過，在北部的約貝，

奈及利亞的東北部，

you find that about 25 percent,

你會發現只有大約 25% 的成人

only about 25 percent of adults

actually have access to financial services.

真正能夠取得金融服務。

And so there you need upwards of 8,000 agents

所以在那裡，還需要

八千名以上的代理人 才能普及到所有人。

to get to universal coverage.

Quite a beautiful tool that allows us to sort of understand

這個工具很美好， 讓我們能用非常微妙的方式

and try to solve the problem in a very nuanced way.

來了解和試圖解決問題。

So all of this was research and analytics.

這一些都是研究和分析學。

What did we find?

我們發現了什麼？ 這一切的真正影響是什麼？

What was the real impact of all of this?

So you remember I had said

記得我說過在奈及利亞我們目前 已部署了約八十五萬名代理人嗎？

in Nigeria so far we've deployed about 850,000 agents?

Well, with this approach,

有了這個方法，

we discovered that we only really need about 275,000 more agents

我們發現我們只需要再添 約二十七萬五千名代理人

to get to universal coverage.

就能普及所有人。

Now, the bulk of these agents were not profitable.

這些代理人中有相當多人無法獲利。

In fact, about 90 percent of them are not profitable.

事實上，約有 90% 都無法獲利。

But that's OK.

但沒關係。

The work they are doing is still quite important.

他們在做的工作仍然相當重要。

And so we need to support them with subsidies and grants

所以我們必須要用津貼 和補助來支援他們，

to ensure that they can stay around and support their communities.

以確保他們能撐下來， 服務他們的社區。

However, about 27,000 of these agents will be profitable.

然而，

約有兩萬七千名代理人將能夠獲利。

We think of them as the high-impact agents.

我們把他們視為高影響力代理人。

And what do they do?

他們做的是什麼？

These agents will move the needle significantly.

這些代理人能帶來顯著的改變。

So in Nigeria today, we estimate that only about 45 percent of adults

我們估計，現今在奈及利亞 只有約 45% 的成人能夠

have access to financial services.

取得金融服務。

These 27,000, roughly, agents

這約兩萬七千名代理人

will move the needle from about 45 percent today to 80 percent.

能帶來的改變是把 現今的 45% 提升到 80%。

And given how fast you can deploy them,

因為能夠很快完成他們的部署，

we estimate that this will occur within 24 months or less.

我們估計在二十四個月 或更短的時間就能達標。

This is the power of including the profit motive in development work.

這，

就是把利益動機 放入發展工作的力量。

That we can move the needle so fast

我們能快速帶來改變，

for a problem that has remained intractable for so long.

處理長久以來都很棘手的問題。

Now, financial access is not the only challenge we have.

金融管道不是我們面臨的唯一難題。

What if we took this same mindset to energy access,

如果我們把同樣的心態 帶到能源取得管道呢？

where instead of just deploying solar in rural areas alone,

不要再只是在鄉村地區部署太陽能，

we could think about helping entrepreneurs to build viable urban solar businesses?

我們可以想想如何協助企業家 建立可行的都市太陽能事業？

Or we can also deploy this approach to education access,

或者，我們也可以把這個方法部署到

教育的取得，不只是廣設學校，

where, instead of just deploying schools widely,

我們可以和當地社區 企業家合作建立社區學校，

we'll work with local community entrepreneurs to build community schools

that are profitable and viable for a long period of time.

不但能夠獲利且能長久經營下去。

I believe that when we combine these nonprofit and for-profit approaches,

我相信，若我們能結合

非營利和營利的方法，

when we include the profit motive in the development work that we do,

若我們能把利益動機放入到 我們所做的發展工作中，

we can go fast and far together

我們就能一起走得又快又遠，

to address these development challenges

來處理這些發展的難題，

and change the world for the better.

並讓世界變得更好。

Thank you.

謝謝。

(Applause)

（掌聲）