Building agribusiness relations for sustainable profit - Learning key skills for inclusive business brokerage, 13-24 November 2017, Nigeria

Do you want to be able to negotiate better deals? Do you want to be able to build trust that leads to sustainable business relationships? Then this course may boost your career!


As a professional in business support services, you want to contribute to local entrepreneurial development and food security. By offering professional capacity support and coaching and assisting in accessing startup capital you try to help small-scale producers and processors move towards farming as a business.

Over the years, ICRA experienced that many business support services (BSS) face difficulties in offering services that have long-lasting impact. Most training events seem to have limited results and do not lead to the desired sustainable income increases and profitable businesses for their clients. As a result, BSS find it hard to attract new clients and projects. They need to invest a lot of time in search for new funding rather than in supporting small-scale producers and processors and doing the work they love and do best. 

But, it does not have to be like this!

Successful business support services not only assure that smallholder farmers and agri-entrepreneurs make substantial and sustainable profit, they also assist them in doing it more efficiently. Donors, business and governmental organizations line up to work with such successful serice provides. Don’t you want to be a highly valued professional, earning a decent living and being able to pick the most exciting projects? The secret of successful service providers is that they go beyond a one-of-training and invest in sustainable and financially viable relations. The course will provide you with concrete skills that you may immediately apply
in your work:

  • You will get practical tips on how to secure a stable flow of income for your
    support services.
  • You will learn how to build trust to establish sustainable business relationships
    among farmers, agri-entrepreneurs, lenders, and input and service providers.
  • You will improve your negotiation skills and this will make you more confident
    in drafting contracts, which pave the way for better business deals.

Course content

Week 1 Business skills and concepts
Main Topics:

  • Setting up local business networks
  • Building business relationships
  • Developing a business plan
  • Field visit and real life case: learning about public-private partnerships aiming at local processing enterprises, sourcing from farmers in the region

Week 2 Brokering and facilitation skills
Main topics:

  • Negotiation and conflict handling
  • Coaching skills
  • Durable contracting
  • Brokering in value chain partnerships 

Target audience 

Professionals who provide business support services to producers, processors and other affiliated enterprises.

Course requirements:

Candidates should meet the following requirements:

  • Be proficient in English (understanding, reading and writing);
  • Have at least five years professional experience related to business support services to producers, processors and other affiliated enterprises
  • Have the official approval to participate from their institution  (in case they wish to request for a NFP scholarship)

Applicants who arrange their own financial support for participation face less competition and have a bigger chance of getting selected. The chance of being awarded a fellowship is generally slim as there are many applicants for these fundsWe advise you to look for funds from your own organisation, project or from other sources. You can check here whether there are opportunities for other funding possibilities.

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