TED演講者：Tolu Oyekan / 托盧·奧耶坎

演講標(biāo)題：A for-profit mindset for nonprofit success / 用營利性思維方式創(chuàng)造非營利組織的成功

內(nèi)容概要：How can nonprofits accelerate their impact and move the needle on intractable problems? Looking to bring the urgency of a profit motive to every initiative, inclusive finance promoter Tolu Oyekan shows how scalable, data-driven solutions are expanding access to banking and financial services across Africa -- and shares the mindset that can help any business meet its goals with speed and precision.

非營利組織如何擴(kuò)大其影響力并推動(dòng)解決棘手的問題？普惠金融推動(dòng)者托盧-奧耶坎（Tolu Oyekan）希望將盈利動(dòng)機(jī)的緊迫性帶入每一項(xiàng)舉措中，他展示了可擴(kuò)展的、數(shù)據(jù)驅(qū)動(dòng)的解決方案如何在整個(gè)非洲擴(kuò)大銀行和金融服務(wù)的使用范圍--并分享了能夠幫助任何企業(yè)快速而準(zhǔn)確地實(shí)現(xiàn)其目標(biāo)的思維方式。

*******************************************

【1】So I'd like to ask you all a question that I've pondered for these past few years.

我想向你們提一個(gè)問題。 這個(gè)問題已經(jīng)在我腦海盤旋數(shù)年了。

【2】Why is it that for-profit organizations and nonprofits, or those that work in the development space, are quite different with the type of impact that they have?

為什么營利性組織 和非營利性組織, 或是那些發(fā)展中地區(qū)的組織, 在影響力上差異極大呢？

【3】I mean, in theory, they should be similar, right?

理論上, 他們應(yīng)該是幾乎一樣的,不是嗎？

【4】They both have access to super-talented individuals.

他們都能接觸到才華橫溢的個(gè)體。

【5】Should it matter that you are working on affordable housing or trying to build a multi-million dollar condo building?

影響力的差異與建設(shè)經(jīng)濟(jì)適用房 或是建立價(jià)值百萬的公寓豪宅有關(guān)嗎？

【6】I don't think it should.

我不認(rèn)為應(yīng)該有關(guān)。

【7】But if I took a poll in this room and asked you all to take a guess on which of these buildings will be completed first,

但如果我在此開展投票, 并邀請(qǐng)你們來猜測(cè) 究竟是哪一類建筑物會(huì)更早竣工,

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

我相當(dāng)肯定, 大部分人都不會(huì)投給經(jīng)濟(jì)適用房。

【9】Right?

對(duì)吧？

【10】And you may go, "Well, Tolu, isn't it about the money?

你也許會(huì)說: “嘿,Tolu,這不就是錢的原因嗎”

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

其中一個(gè)能比另一個(gè)賺到更多錢?！?/p>

【12】And I think there's truth to that, but I believe it goes much deeper than that.

這的確是事實(shí)。 但我認(rèn)為還有更深層的原因。

【13】I live in Nigeria now, before I moved back to Nigeria, I actually spent the bulk of my career working in development markets in the for-profit sector, right?

我現(xiàn)在住在尼日利亞, 在我搬回來之前, 我大部分的職業(yè)生涯都在為 在發(fā)展中市場(chǎng)工作 屬于營利部門,對(duì)吧？

【14】In the for-profit sector, we are held accountable every year by investors to ensure that the benefits of the activities that we invested in throughout the year far outweigh the investments in those activities.

在營利部門, 我們每年都需要對(duì)投資者負(fù)責(zé), 確保我們的全年投資活動(dòng) 所帶來的收益 能夠遠(yuǎn)遠(yuǎn)超過 我們對(duì)這些活動(dòng)所花費(fèi)的投資。

【15】This annual cadence of accountability required that everything that we did was striving toward increased profitability.

這種每年一次的問責(zé)節(jié)奏 要求我們所做的每一件事情 都是為了爭取不斷增長的利潤。

【16】This annual cadence of accountability created such a high sense of urgency in everything that we did.

這種每年一次的問責(zé)節(jié)奏 讓我們做的每件事情 都具有高度緊迫感。

【17】And so we leveraged data analytics, evidence-based tools to ensure that we're able to hit those goals fast.

為此,我們利用數(shù)據(jù)分析, 事實(shí)評(píng)估等工具 去確保我們能快速實(shí)現(xiàn)目標(biāo)。

【18】In the development space, where I spend the bulk of my time these days, the culture appears quite different.

而在發(fā)展中地區(qū), 也就是我近來花費(fèi)大量時(shí)間的地方, 這里的習(xí)慣相當(dāng)不同。

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

我們似乎沒有相似的緊迫感。

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

哪怕我們現(xiàn)在所做的工作 可以說是更有意義的,不是嗎？

【21】We are trying to solve problems such as increasing financial access to those who currently don't have it.

我們?cè)噲D解決問題, 比如為現(xiàn)在缺乏 資金的人提供金融支持。

【22】We're trying to solve problems that include education access, energy access.

我們也在試圖解決包括教育資源, 能源供給 在內(nèi)的諸多問題。

【23】And, in fact, increasingly we are trying to help people who are vulnerable build resilience to climate change.

事實(shí)上,我們?cè)絹碓蕉嗟脑噲D 去幫助那些脆弱的人 去建立對(duì)氣候變化的適應(yīng)力。

【24】These challenges are quite significant and require that we do things differently.

這些挑戰(zhàn)都十分重要, 并要求我們用不同的方式去處理事情。

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

在非洲, 我們有一句諺語:快者獨(dú)行。

【26】If you want to go far, go together.

謀長者善合力。

【27】But what happens when trying to solve a problem like increasing financial access requires that you go both fast and far?

但當(dāng)我們想解決問題的時(shí)候, 會(huì)發(fā)生什么呢？ 比如說提供普惠金融 這即要求你走快,又要求走遠(yuǎn)的呢？

【28】I believe that we need to do development differently.

我相信我們需要一種不同的發(fā)展模式。

【29】We need to include the profit motive and for-profit approaches into the way that we do development.

需要結(jié)合非營利性的動(dòng)機(jī) 和營利性的方法 將其共同投入我們的發(fā)展中。

【30】So let me walk you through an example of how we experimented with this in Nigeria.

讓我舉個(gè)例子吧, 一個(gè)我在尼日利亞實(shí)踐過的例子。

【31】We're trying to expand financial access in Nigeria.

我們?cè)噲D在尼日利亞擴(kuò)展金融服務(wù)。

【32】For those who don't know, financial access is an individual's ability to get access to insurance or loans or build savings.

如果你不了解, 金融服務(wù)包括一個(gè)個(gè)體 去獲取保險(xiǎn)、 貸款或者是存款的能力。

【33】A lot of research has shown, in fact, that a lot of these development activities that we have require financial access as a key enabler.

實(shí)際上,很多調(diào)查表明 許多發(fā)展中地區(qū)需要進(jìn)行的活動(dòng) 都需要金融服務(wù)作為關(guān)鍵基礎(chǔ)。

【34】A key enabler.

這是一個(gè)至關(guān)重要的基礎(chǔ)。

【35】However, when you look in Africa, we are lagging behind the rest of the world in terms of financial access.

然而,在非洲, 就金融服務(wù)而言, 我們被世界遠(yuǎn)遠(yuǎn)落在后面。

【36】In fact, in sub-Saharan Africa, only about 55 percent of all adults have access to financial services.

事實(shí)上,在撒哈拉以南的非洲地區(qū), 只有 55% 左右的成年人 能獲得金融服務(wù)。

【37】A country like Nigeria, where I live, you have more adults in Nigeria that do not have access to financial services than the entire population of Canada.

在我所居住的地方,在尼日利亞, 無法獲得金融服務(wù)的 成年人比例則會(huì)更高, 總數(shù)甚至?xí)^整個(gè)加拿大人口。

【38】Think about that.

想想這些。

【39】More individuals in Nigeria do not have access to financial services than the entire population of Canada.

尼日利亞無法獲得金融服務(wù)的人數(shù) 比整個(gè)加拿大的人口都要多。

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

如今,我是說, 這并不是缺乏嘗試的原因。

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

針對(duì)這個(gè)問題, 我們已經(jīng)工作了一段時(shí)間。

【42】And I think one of the reasons the issue persists is because we were trying to solve the problem in the same way we have tried to do it in developed markets, trying to build bank branches and ATMs everywhere.

我認(rèn)為這個(gè)問題持續(xù)存在的原因之一 正是因?yàn)槲覀冊(cè)噲D去解決這個(gè)問題 以我們?cè)?jīng) 在發(fā)達(dá)市場(chǎng)嘗試過的相同方式 試圖在每一處 都建立銀行分行和 ATM 機(jī)器。

【43】But this is so expensive and capital-intensive and time-intensive, which we cannot afford.

但是,這太貴、 既需要資本、也需要時(shí)間, 我們負(fù)擔(dān)不起。

【44】But there's a cheaper, scalable option.

但有一個(gè)更便宜、可具擴(kuò)展的方式

【45】Agent banking.

代理銀行。

【46】With agent banking, a financial institution can hire an individual or a retailer to provide financial services to the community on their behalf.

采用代理銀行, 金融組織可以雇傭個(gè)人或者零售商 授權(quán)他們對(duì)社區(qū)提供金融服務(wù)。

【47】So you have ...

所以你就可能擁有…

【48】a grocery retailer, right?

比如一個(gè)果蔬零售商,對(duì)嗎？

【49】She gets cash from selling foodstuff to her customers, and she can play the role of a human ATM, if you will, connecting to the branch online and able to dispense cash to her customers and other financial services.

通過售賣食品,她從顧客處獲得現(xiàn)金, 如果你想, 她也可以提供 ATM 的服務(wù), 一邊連接起線上的分行, 一邊可以向顧客分發(fā)現(xiàn)金, 以及提供其他金融服務(wù)。

【50】And unlike bank branches and ATMs, you can deploy an agent within about a day.

與銀行分行和 ATM 機(jī)不同, 你可以在一天之內(nèi) 就完成對(duì)代理人的部署。

【51】So you can literally start the day with the community without financial access and at the end of the day with an agent provides financial access to that community.

可以實(shí)現(xiàn) 早上時(shí)社區(qū)還沒有任何金融服務(wù), 晚上的時(shí)候就有了一位代理人 為社區(qū)提供著金融服務(wù)。

【52】We know agent banking works.

無疑,代理人銀行是有效的。

【53】And in fact, in Nigeria, we estimate that over these past three years we've deployed about 850,000 of these agents.

實(shí)際上,在尼日利亞, 通過過去三年的努力, 我們大約授權(quán)了 850,000 位代理人。

【54】But the problem persists.

然而,問題依舊存在。

【55】After all of this work, the problem persist.

在努力工作之后,問題依舊存在著。

【56】In Nigeria, we still estimate that less than 50 percent, in fact, of adults still have access, despite all of this work, and this has persisted for over a decade.

事實(shí)上,我們估計(jì),尼日利亞 能夠接觸金融服務(wù)的人,依舊低于 50%, 哪怕我們嘗試了所有的方法, 并且,這個(gè)比例 已經(jīng)有一段時(shí)間沒有變過了。

【57】So a few colleagues and I decided to investigate this to try to understand why is it that after all this work, we're still struggling with this.

因此,我和一些同事決心調(diào)查原因, 我們想知道, 為什么在投入大量工作之后, 我們依舊為此困擾不已。

【58】And so we teamed up with nonprofit organizations and for-profit organizations to understand, after hundreds of thousands of agents, why does this problem persist.

我們和非盈利組織, 還有盈利性組織一起進(jìn)行團(tuán)隊(duì)調(diào)研, 去研究為什么 在擁有成百上千的代理人之后, 這個(gè)問題卻仍然存在。

【59】And we discovered two important problems.

我們發(fā)現(xiàn)了至關(guān)重要的兩點(diǎn)。

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

第一,我們事實(shí)上, 并沒有在合適的地域進(jìn)行代理人授權(quán)。

【61】The rural parts and northern parts of Nigeria most desperately needed these agents, but the deployment tended to be in the urban south.

最迫切需要代理人幫助的地區(qū) 分布在尼日利亞北部的偏遠(yuǎn)鄉(xiāng)村, 然而,大部分代理人 卻在較為城市化的南部。

【62】And when we deployed them, we tended to also deploy overlapping agents.

當(dāng)我們雇傭代理人時(shí), 我們無意中雇用了 很多區(qū)域重疊的代理人。

【63】What does that mean?

這意味著什么呢？

【64】Think of this as you are trying to, you know, you deploy 50 ATMs in a New York City block.

想象一下吧, 你在紐約市的街區(qū) 放置了 50 個(gè) ATM 機(jī)。

【65】What's the point of that?

這有什么意義呢？

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

事實(shí)上,如果有借助數(shù)據(jù)分析的話, 或者我們?cè)缇湍軌蛘_的完成這件事。

【67】The second problem we observed was that agents, in fact, were not staying around for the long haul.

第二件我們觀察到重要的發(fā)現(xiàn), 是關(guān)于代理人的, 他們往往并不會(huì)樂意 長期進(jìn)行這份工作。

【68】So you placed this agent, but the average agent only remained operational for about three months.

因此,你授權(quán)了一位代理人, 但是平均來看, 一位代理人的有效時(shí)間只有 3 個(gè)月。

【69】Between the start-up cost and the recurring cost required to sustain the business, they needed a high volume of transactions, of business, to be able to remain profitable and remain in business.

在創(chuàng)業(yè)開銷 以及維持業(yè)務(wù)的日?；ㄙM(fèi)之中, 代理人需要業(yè)務(wù)高速流轉(zhuǎn) 才能夠獲得收益,并且持續(xù)發(fā)展業(yè)務(wù)。

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

然而,他們并不了解應(yīng)該如何去做。

【71】So we're working hard, but we're not placing them correctly and they're not profitable, so we're not moving the needle at all.

結(jié)果就是,我們努力工作, 但沒有把代理人放在合適的地方, 他們也沒有獲得收益, 因此,我們并能有效地解決問題。

【72】So with this understanding of the problem, we wanted to design profitable or viable agent banking business.

在理解這個(gè)問題之后, 我們想要設(shè)計(jì)一套可盈利的、 可行的代理人銀行商業(yè)。

【73】And to do this, we did a compare and contrast between agents that remained around for the long haul versus those that only left after a short period to understand the differences between them.

為了實(shí)現(xiàn)目標(biāo), 我們進(jìn)行了對(duì)比和比較 去了解那些會(huì)長期 停留在一個(gè)地點(diǎn)的代理人 和短暫幾日就匆匆離去的代理人之間 究竟存在哪些差異。

【74】We also literally went across the country to understand the differences of our agents, who worked across the country, and understand how money moved in the respective communities.

我們也橫跨了整個(gè)國家 以便更好的了解我們代理人中的差異, 他們分布于全國各地, 這也幫助我們理解, 金錢是如何在具有代表性的社區(qū)流動(dòng)。

【75】And with this understanding, we built our profitable agent banking model.

帶著這些理解, 我們建立了我們的 可盈利的代理人銀行模型。

【76】So what are those things, what are the key elements to ensure that an agent is viable and remains around for the long haul?

經(jīng)歷了這么多事情之后, 哪些是關(guān)鍵要去？ 可以能夠確保代理人可獲得收益, 同時(shí)也能在某地長留？

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

首先,你必須確認(rèn) 你有 500 位成人用戶。

【78】You need about 500 adults in the community to support one of these agents.

在一個(gè)社區(qū)中, 必須有 500 位成年人 來支持一位代理人展開業(yè)務(wù)。

【79】So when you are deploying overlapping agents, that can be counterproductive.

因此,當(dāng)你授權(quán)的 代理人區(qū)域出現(xiàn)了重疊, 就會(huì)造成效率的焦慮。

【80】Another thing is, even though these agents, in fact, are leveraging the internet connections to financial institutions online, they still needed access to cash for the community.

其次,哪怕這些代理人 依托于網(wǎng)絡(luò)和線上的 金融機(jī)構(gòu)保持聯(lián)系, 他們依舊需要現(xiàn)金 來滿足社區(qū)內(nèi)的需求。

【81】Cash was still very important.

所以現(xiàn)金依舊是至關(guān)重要的。

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

再次,代理人銀行 不是一個(gè)全職的商業(yè)模式,

【83】It's a side hustle.

而是一種額外的收入。

【84】So you can be a bartender, you can be a grocery retailer, you could be a hairdresser, anything, really, and offer agent banking as an add-on to make that viable.

因此你可能是酒吧的男招待, 可能是售賣果蔬的小販, 也可能是理發(fā)師, 實(shí)際上,任何職業(yè)都有可能 代理人銀行作為額外的副業(yè), 來增加他們的收入。

【85】So we felt good that we understood how to design it.

我們終于想通如何設(shè)計(jì)模式時(shí), 十分喜悅。

【86】So now we wanted to estimate how many of these agents can we put across the country to ensure that every Nigerian has access to financial services, universal access.

那么現(xiàn)在,我們想要估算一下 我們?cè)谀崛绽麃喨珖?需要授權(quán)多少位代理人 來確保每一位尼日利亞人 都能獲得金融服務(wù)？ 所有人都獲得,

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

想要實(shí)現(xiàn)這個(gè)目標(biāo), 并不是一件容易的事情,需要大量的數(shù)據(jù)。

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

所以我們創(chuàng)造了一臺(tái) 叫做 Geofin 的分析機(jī)器來幫助我們。

【89】With Geofin, you can look across Nigeria, any part of the country, and zoom in to understand the current level of financial access, as well as how many of these agents that we talk about you need to deploy to get to universal coverage.

通過 Geofin,你可以查看 尼日利亞全部的任何一個(gè)區(qū)域, 并且能夠放大 去觀測(cè)當(dāng)前金融服務(wù)的滲透率, 也包括需要多少代理人 才能在范圍上實(shí)現(xiàn)全域覆蓋。

【90】So if you look down south in Nigeria, in a place called Bayelsa, in Bayelsa we have high level of financial access.

如果你看向尼日利亞南部, 這里有著巴耶爾薩州, 在巴耶爾薩州, 金融服務(wù)的滲透率相當(dāng)高。

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

大約有 85% 的巴耶爾薩成年人 能夠獲取到金融服務(wù)。

【92】And so you would only need to deploy about 2,000 more agents to get to universal coverage.

你也只需要再雇傭 2,000 名代理人 就能實(shí)現(xiàn)全域覆蓋的目標(biāo)。

【93】Up north, in Yobe though, in the northeast of Nigeria, you find that about 25 percent, only about 25 percent of adults actually have access to financial services.

往上是北部, 然而在位于尼日利亞東北部的約貝, 比例僅為 25%, 意味著僅有 25% 的成年人 能夠獲得金融服務(wù)。

【94】And so there you need upwards of 8,000 agents to get to universal coverage.

因此在這里, 你需要至多 8000 位代理人 來提供普遍覆蓋。

【95】Quite a beautiful tool that allows us to sort of understand and try to solve the problem in a very nuanced way.

相當(dāng)美麗的工具, 可以幫助用非常細(xì)微的方式 去理解并協(xié)助解決這個(gè)問題。

【96】So all of this was research and analytics.

所有的基礎(chǔ)都是調(diào)查和分析而已。

【97】What did we find?

我們發(fā)現(xiàn)了什么？

【98】What was the real impact of all of this?

這么做真正的影響又在哪里？

【99】So you remember I had said in Nigeria so far we've deployed about 850,000 agents?

你或許記得我曾經(jīng)提到 至今為止,在尼日利亞我們已經(jīng)雇傭了 約 850,000 位代理人

【100】Well, with this approach, we discovered that we only really need about 275,000 more agents to get to universal coverage.

實(shí)際上,采用這種分析, 我們發(fā)現(xiàn) 我們只需要大約 275,000 代理人 就足以完成全域覆蓋。

【101】Now, the bulk of these agents were not profitable.

如今,大部分的代理人并沒有盈利。

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

事實(shí)上, 約有 90% 的代理人是不盈利的。

【103】But that's OK.

但這也問題不大。

【104】The work they are doing is still quite important.

他們所做的工作依舊相當(dāng)重要的。

【105】And so we need to support them with subsidies and grants to ensure that they can stay around and support their communities.

因此,我們需要提供補(bǔ)助去支持他們 來確保他們會(huì)持續(xù)事業(yè), 支持他們所在的社區(qū)。

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

約有 27,000 名 代理人最終會(huì)盈利。

【107】We think of them as the high-impact agents.

我們把他們視為高影響代理人。

【108】And what do they do?

他們將會(huì)做些什么呢？

【109】These agents will move the needle significantly.

這部分代理人將會(huì)顯著地解決問題。

【110】So in Nigeria today, we estimate that only about 45 percent of adults have access to financial services.

如今,我們估計(jì) 僅有 45% 的尼日利亞成年人 能夠獲得金融服務(wù)。

【111】These 27,000, roughly, agents will move the needle from about 45 percent today to 80 percent.

那 27,000 位代理人 將會(huì)協(xié)助我們把 45% 提升到 80%。

【112】And given how fast you can deploy them, we estimate that this will occur within 24 months or less.

考慮到授權(quán)代理人的效率極高, 我們預(yù)測(cè)僅需花費(fèi)至多 24 個(gè)月。

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

這就是將盈利性動(dòng)機(jī) 結(jié)合到發(fā)展中事業(yè)的力量。

【114】That we can move the needle so fast for a problem that has remained intractable for so long.

他能幫助我們快速解決問題, 快速解決一個(gè) 多年以來都難以處理的問題。

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

現(xiàn)在,金融服務(wù) 并不是我們面臨的唯一挑戰(zhàn)。

【116】What if we took this same mindset to energy access, where instead of just deploying solar in rural areas alone, we could think about helping entrepreneurs to build viable urban solar businesses?

如果我們以同樣的思維方式, 去處理能源供給, 而不是僅僅在偏遠(yuǎn)地區(qū)使用太陽能, 我們是否可以考慮幫助創(chuàng)業(yè)者 來建立可行的城市太陽能企業(yè)？

【117】Or we can also deploy this approach to education access, where, instead of just deploying schools widely, we'll work with local community entrepreneurs to build community schools that are profitable and viable for a long period of time.

或者我們也可以 在教育資源上應(yīng)用這種方法, 而不僅僅是粗獷地設(shè)立學(xué)校, 我們將會(huì)和當(dāng)?shù)氐纳鐓^(qū) 及小企業(yè)主建立社區(qū)學(xué)校 使他們能夠在長期內(nèi)獲得盈利。

【118】I believe that when we combine these nonprofit and for-profit approaches, when we include the profit motive in the development work that we do, we can go fast and far together to address these development challenges and change the world for the better.

我相信當(dāng)我們 能結(jié)合營利性和非營利性途徑時(shí), 例如,當(dāng)我們?cè)?發(fā)展區(qū)域項(xiàng)目結(jié)合盈利動(dòng)機(jī)時(shí), 我們可以一起走得更快,更遠(yuǎn), 去更好地解決發(fā)展挑戰(zhàn), 使世界變得更加美好。

【119】Thank you.

謝謝。