‘De berg komt niet tot het project, het project komt tot de berg’

Een goed maatschappelijk project verkoopt zichzelf. Om dit te illustreren trek ik een parallel met marktwerking in de profitsector.

‘Mohamed is vertegenwoordiger. Hij verkoopt een product en gaat daarbij de huizen langs. Van zijn baas heeft hij in een cursus geleerd dat dit product mensen echt gaat helpen. Daar is hij van overtuigd en hij probeert ook zijn klanten daarvan te overtuigen. Hij haalt al zijn aangeleerde verkooptechnieken uit de kast. Na 2 weken de deuren langs te zijn geweest, is het arme Mohammed niet gelukt om zijn product te verkopen. Mo heeft er de balen van want hij krijgt geen commissie als hij niets verkoopt.’

Waarom lukt het Mohamed niet? Dat zullen we nooit weten. Wat hieruit wel blijkt, is dat er blijkbaar geen behoefte is aan het product dat hij verkoopt.  Er is geen markt voor. Of misschien was Mohamed klanten aan het werven in een wijk waar zijn doelgroep niet zat. Misschien richtte hij zich wel op de verkeerde markt. De berg kwam niet tot Mohamed, maar het lukte Mohamed ook niet om zelf tot de berg te komen.

Hoewel we vaak de nadruk leggen op de verschillen tussen de profit en non-profitsector, is er één belangrijke overeenkomst:  ‘Zonder vraag geen markt’. Het lijkt een open deur dat een project zich richt op de aanwezige behoefte van de doelgroepen. Toch zie ik maar al te vaak dat projecten op een zolderkamertje of een kantoor intern ‘bedacht’ zijn. Wanneer de initiatiefnemer op zoek gaat naar financiering vangt hij bot bij sponsors, gemeenten en fondsen. Ze vragen zich af hoe het toch komt dat het project geen financiering krijgt.

Financiers moeten ervan overtuigd raken dat er ook daadwerkelijk vraag is naar het resultaat van het project. En niet alleen vraag vanuit de doelgroep, maar ook vraag van andere stakeholders. Als er een brede behoefte aanwezig is, hoeft het project niet tot de berg te komen, maar komt de berg wel tot het project.…

senna-zwart

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