【TED演讲稿】用营利性思维方式创造非营利组织的成功

TED演讲者：Tolu Oyekan / 托卢·奥耶坎

演讲标题：A for-profit mindset for nonprofit success / 用营利性思维方式创造非营利组织的成功

内容概要：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.

非营利组织如何扩大其影响力并推动解决棘手的问题？普惠金融推动者托卢-奥耶坎（Tolu Oyekan）希望将盈利动机的紧迫性带入每一项举措中，他展示了可扩展的、数据驱动的解决方案如何在整个非洲扩大银行和金融服务的使用范围--并分享了能够帮助任何企业快速而准确地实现其目标的思维方式。

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

我想向你们提一个问题。 这个问题已经在我脑海盘旋数年了。

【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?

为什么营利性组织 和非营利性组织, 或是那些发展中地区的组织, 在影响力上差异极大呢？

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

理论上, 他们应该是几乎一样的,不是吗？

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

他们都能接触到才华横溢的个体。

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

影响力的差异与建设经济适用房 或是建立价值百万的公寓豪宅有关吗？

【6】I don't think it should.

我不认为应该有关。

【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,

但如果我在此开展投票, 并邀请你们来猜测 究竟是哪一类建筑物会更早竣工,

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

我相当肯定, 大部分人都不会投给经济适用房。

【9】Right?

对吧？

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

你也许会说: “嘿,Tolu,这不就是钱的原因吗”

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

其中一个能比另一个赚到更多钱。”

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

这的确是事实。 但我认为还有更深层的原因。

【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?

我现在住在尼日利亚, 在我搬回来之前, 我大部分的职业生涯都在为 在发展中市场工作 属于营利部门,对吧？

【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.

在营利部门, 我们每年都需要对投资者负责, 确保我们的全年投资活动 所带来的收益 能够远远超过 我们对这些活动所花费的投资。

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

这种每年一次的问责节奏 要求我们所做的每一件事情 都是为了争取不断增长的利润。

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

这种每年一次的问责节奏 让我们做的每件事情 都具有高度紧迫感。

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

为此,我们利用数据分析, 事实评估等工具 去确保我们能快速实现目标。

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

而在发展中地区, 也就是我近来花费大量时间的地方, 这里的习惯相当不同。

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

我们似乎没有相似的紧迫感。

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

哪怕我们现在所做的工作 可以说是更有意义的,不是吗？

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

我们试图解决问题, 比如为现在缺乏 资金的人提供金融支持。

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

我们也在试图解决包括教育资源, 能源供给 在内的诸多问题。

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

事实上,我们越来越多的试图 去帮助那些脆弱的人 去建立对气候变化的适应力。

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

这些挑战都十分重要, 并要求我们用不同的方式去处理事情。

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

在非洲, 我们有一句谚语:快者独行。

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

谋长者善合力。

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

但当我们想解决问题的时候, 会发生什么呢？ 比如说提供普惠金融 这即要求你走快,又要求走远的呢？

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

我相信我们需要一种不同的发展模式。

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

需要结合非营利性的动机 和营利性的方法 将其共同投入我们的发展中。

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

让我举个例子吧, 一个我在尼日利亚实践过的例子。

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

我们试图在尼日利亚扩展金融服务。

【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, 金融服务包括一个个体 去获取保险、 贷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.

实际上,很多调查表明 许多发展中地区需要进行的活动 都需要金融服务作为关键基础。

【34】A key enabler.

这是一个至关重要的基础。

【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, 就金融服务而言, 我们被世界远远落在后面。

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

事实上,在撒哈拉以南的非洲地区, 只有 55% 左右的成年人 能获得金融服务。

【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,在尼日利亚, 无法获得金融服务的 成年人比例则会更高, 总数甚至会超过整个加拿大人口。

【38】Think about that.

想想这些。

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

尼日利亚无法获得金融服务的人数 比整个加拿大的人口都要多。

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

如今,我是说, 这并不是缺乏尝试的原因。

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

针对这个问题, 我们已经工作了一段时间。

【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.

我认为这个问题持续存在的原因之一 正是因为我们试图去解决这个问题 以我们曾经 在发达市场尝试过的相同方式 试图在每一处 都建立银行分行和 ATM 机器。

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

但是,这太贵、 既需要资本、也需要时间, 我们负担不起。

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

但有一个更便宜、可具扩展的方式

【45】Agent banking.

代理银行。

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

采用代理银行, 金融组织可以雇佣个人或者零售商 授权他们对社区提供金融服务。

【47】So you have ...

所以你就可能拥有…

【48】a grocery retailer, right?

比如一个果蔬零售商,对吗？

【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.

通过售卖食品,她从顾客处获得现金, 如果你想, 她也可以提供 ATM 的服务, 一边连接起线上的分行, 一边可以向顾客分发现金, 以及提供其他金融服务。

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

与银行分行和 ATM 机不同, 你可以在一天之内 就完成对代理人的部署。

【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.

可以实现 早上时社区还没有任何金融服务, 晚上的时候就有了一位代理人 为社区提供着金融服务。

【52】We know agent banking works.

无疑,代理人银行是有效的。

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

实际上,在尼日利亚, 通过过去三年的努力, 我们大约授权了 850,000 位代理人。

【54】But the problem persists.

然而,问题依旧存在。

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

在努力工作之后,问题依旧存在着。

【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.

事实上,我们估计,尼日利亚 能够接触金融服务的人,依旧低于 50%, 哪怕我们尝试了所有的方法, 并且,这个比例 已经有一段时间没有变过了。

【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,我和一些同事决心调查原因, 我们想知道, 为什么在投入大量工作之后, 我们依旧为此困扰不已。

【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.

我们和非盈利组织, 还有盈利性组织一起进行团队调研, 去研究为什么 在拥有成百上千的代理人之后, 这个问题却仍然存在。

【59】And we discovered two important problems.

我们发现了至关重要的两点。

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

第一,我们事实上, 并没有在合适的地域进行代理人授权。

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

最迫切需要代理人帮助的地区 分布在尼日利亚北部的偏远乡村, 然而,大部分代理人 却在较为城市化的南部。

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

当我们雇佣代理人时, 我们无意中雇用了 很多区域重叠的代理人。

【63】What does that mean?

这意味着什么呢？

【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, 你在纽约市的街区 放置了 50 个 ATM 机。

【65】What's the point of that?

这有什么意义呢？

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

事实上,如果有借助数据分析的话, 或者我们早就能够正确的完成这件事。

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

第二件我们观察到重要的发现, 是关于代理人的, 他们往往并不会乐意 长期进行这份工作。

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

因此,你授权了一位代理人, 但是平均来看, 一位代理人的有效时间只有 3 个月。

【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.

在创业开销 以及维持业务的日常花费之中, 代理人需要业务高速流转 才能够获得收益,并且持续发展业务。

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

然而,他们并不了解应该如何去做。

【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.

结果就是,我们努力工作, 但没有把代理人放在合适的地方, 他们也没有获得收益, 因此,我们并能有效地解决问题。

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

在理解这个问题之后, 我们想要设计一套可盈利的、 可行的代理人银行商业。

【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.

为了实现目标, 我们进行了对比和比较 去了解那些会长期 停留在一个地点的代理人 和短暂几日就匆匆离去的代理人之间 究竟存在哪些差异。

【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.

我们也横跨了整个国家 以便更好的了解我们代理人中的差异, 他们分布于全国各地, 这也帮助我们理解, 金钱是如何在具有代表性的社区流动。

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

带着这些理解, 我们建立了我们的 可盈利的代理人银行模型。

【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?

经历了这么多事情之后, 哪些是关键要去？ 可以能够确保代理人可获得收益, 同时也能在某地长留？

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

首先,你必须确认 你有 500 位成人用户。

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

在一个社区中, 必须有 500 位成年人 来支持一位代理人展开业务。

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

因此,当你授权的 代理人区域出现了重叠, 就会造成效率的焦虑。

【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,哪怕这些代理人 依托于网络和线上的 金融机构保持联系, 他们依旧需要现金 来满足社区内的需求。

【81】Cash was still very important.

所以现金依旧是至关重要的。

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

再次,代理人银行 不是一个全职的商业模式,

【83】It's a side hustle.

而是一种额外的收入。

【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, 可能是售卖果蔬的小贩, 也可能是理发师, 实际上,任何职业都有可能 代理人银行作为额外的副业, 来增加他们的收入。

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

我们终于想通如何设计模式时, 十分喜悦。

【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.

那么现在,我们想要估算一下 我们在尼日利亚全国 需要授权多少位代理人 来确保每一位尼日利亚人 都能获得金融服务？ 所有人都获得,

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

想要实现这个目标, 并不是一件容易的事情,需要大量的数据。

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

所以我们创造了一台 叫做 Geofin 的分析机器来帮助我们。

【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.

通过 Geofin,你可以查看 尼日利亚全部的任何一个区域, 并且能够放大 去观测当前金融服务的渗透率, 也包括需要多少代理人 才能在范围上实现全域覆盖。

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

如果你看向尼日利亚南部, 这里有着巴耶尔萨州, 在巴耶尔萨州, 金融服务的渗透率相当高。

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

大约有 85% 的巴耶尔萨成年人 能够获取到金融服务。

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

你也只需要再雇佣 2,000 名代理人 就能实现全域覆盖的目标。

【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, 然而在位于尼日利亚东北部的约贝, 比例仅为 25%, 意味着仅有 25% 的成年人 能够获得金融服务。

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

因此在这里, 你需要至多 8000 位代理人 来提供普遍覆盖。

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

相当美丽的工具, 可以帮助用非常细微的方式 去理解并协助解决这个问题。

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

所有的基础都是调查和分析而已。

【97】What did we find?

我们发现了什么？

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

这么做真正的影响又在哪里？

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

你或许记得我曾经提到 至今为止,在尼日利亚我们已经雇佣了 约 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.

实际上,采用这种分析, 我们发现 我们只需要大约 275,000 代理人 就足以完成全域覆盖。

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

如今,大部分的代理人并没有盈利。

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

事实上, 约有 90% 的代理人是不盈利的。

【103】But that's OK.

但这也问题不大。

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

他们所做的工作依旧相当重要的。

【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,我们需要提供补助去支持他们 来确保他们会持续事业, 支持他们所在的社区。

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

约有 27,000 名 代理人最终会盈利。

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

我们把他们视为高影响代理人。

【108】And what do they do?

他们将会做些什么呢？

【109】These agents will move the needle significantly.

这部分代理人将会显着地解决问题。

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

如今,我们估计 仅有 45% 的尼日利亚成年人 能够获得金融服务。

【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 将会协助我们把 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.

考虑到授权代理人的效率极高, 我们预测仅需花费至多 24 个月。

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

这就是将盈利性动机 结合到发展中事业的力量。

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

他能帮助我们快速解决问题, 快速解决一个 多年以来都难以处理的问题。

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

现在,金融服务 并不是我们面临的唯一挑战。

【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?

如果我们以同样的思维方式, 去处理能源供给, 而不是仅仅在偏远地区使用太阳能, 我们是否可以考虑帮助创业者 来建立可行的城市太阳能企业？

【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.

或者我们也可以 在教育资源上应用这种方法, 而不仅仅是粗犷地设立学校, 我们将会和当地的社区 及小企业主建立社区学校 使他们能够在长期内获得盈利。

【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.

我相信当我们 能结合营利性和非营利性途径时, 例如,当我们在 发展区域项目结合盈利动机时, 我们可以一起走得更快,更远, 去更好地解决发展挑战, 使世界变得更加美好。

【119】Thank you.

谢谢。