TED演讲：用营利性思维方式创造非营利组织的成功
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:04 | So I'd like to ask you all a question that I've pondered for these past few years. | 所以我想问大家一个问题 这些年来我一直在思考。 |
| 0:11 | Why is it that for-profit organizations and nonprofits or those that work in the development | 为什么营利性组织和非盈利性组织或那些从事发展的人 |
| 0:17 | space are quite different with the type of impact that they have? | 空间与它们的影响类型大不相同? |
| 0:22 | I mean, in theory, they should be similar, right? | 我的意思是,理论上, 他们应该是相似的,对不对? |
| 0:25 | They both have access to super talented individuals. | 他们都能够接触超有才华的个人. |
| 0:30 | Should it matter that you are working on affordable housing or trying to build a multimillion | 如果您在建造经济适用住房或试图建造几百万住房有关系的话 |
| 0:37 | dollar condo building? | 公寓大楼? |
| 0:39 | I don't think it should. | 我觉得不该这样 |
| 0:41 | But if I took a poll in this room and asked you all to take a guess on which of these | 但如果我在这间房里做了个民意调查 请大家猜猜看 |
| 0:45 | buildings would be completed first, I'm fairly certain they would all agree it's not the | 我敢肯定,他们都同意这不是 |
展开字幕全文（164 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | So I'd like to ask you all a question that I've pondered for these past few years. | 所以我想问大家一个问题 这些年来我一直在思考。 |
| 2 | Why is it that for-profit organizations and nonprofits or those that work in the development | 为什么营利性组织和非盈利性组织或那些从事发展的人 |
| 3 | space are quite different with the type of impact that they have? | 空间与它们的影响类型大不相同? |
| 4 | I mean, in theory, they should be similar, right? | 我的意思是,理论上, 他们应该是相似的,对不对? |
| 5 | They both have access to super talented individuals. | 他们都能够接触超有才华的个人. |
| 6 | Should it matter that you are working on affordable housing or trying to build a multimillion | 如果您在建造经济适用住房或试图建造几百万住房有关系的话 |
| 7 | dollar condo building? | 公寓大楼? |
| 8 | I don't think it should. | 我觉得不该这样 |
| 9 | But if I took a poll in this room and asked you all to take a guess on which of these | 但如果我在这间房里做了个民意调查 请大家猜猜看 |
| 10 | buildings would be completed first, I'm fairly certain they would all agree it's not the | 我敢肯定,他们都同意这不是 |
| 11 | affordable housing, right? | 经济适用住房,对不对? |
| 12 | And you may go, well, Tolo, isn't it about the money? | 你可以走了,好吧,托罗,是不是钱的事? |
| 13 | One of these has access to more money than the other. | 其中一个比另一个更有钱 |
| 14 | And I think there's truth to that, but I believe it goes much deeper than that. | 我认为这是事实, 但我相信它更深入。 |
| 15 | I live in Nigeria now. | 我现在住在尼日利亚 |
| 16 | Before I moved back to Nigeria, I actually spent the bulk of my career working in development | 搬回尼日利亚之前,我把职业生涯的大部分时间都花在了发展上 |
| 17 | markets and in the for-profit sector, right? | 市场和盈利部门,对不对? |
| 18 | In the for-profit sector, we are held accountable every year by investors to ensure that the | 在盈利部门,投资者每年都要对我们负责,以确保 |
| 19 | benefits of the activities that we invested in throughout the year far outweigh the investments | 我们全年投资活动的收益远远超过投资收益 |
| 20 | in those activities. | 在那些活动中。 |
| 21 | This annual cadence of accountability required that everything that we did was striving toward | 一年一度的问责制要求我们所做的一切努力 |
| 22 | increased profitability. | 提高利润率。 |
| 23 | This annual cadence of accountability created such a high sense of urgency in everything | 一年一度的问责制,在一切方面都产生了如此强烈的紧迫感。 |
| 24 | that we did. | 我们做到了。 |
| 25 | And so we leveraged data analytics, evidence-based tools to ensure that we're able to hit these | 所以我们利用了数据分析 循证工具 以确保我们能击出这些 |
| 26 | goals fast. | 目标快速。 |
| 27 | In the development sort of space where I spend the bulk of my time these days, the culture | 在一个开发的空间,我花 我的大部分时间这些天,文化 |
| 28 | appears quite different. | 似乎很不一样。 |
| 29 | We don't seem to operate with the same sense of urgency. | 我们的行动似乎没有同样的紧迫感. |
| 30 | The work we are doing now is arguably more meaningful, right? | 我们现在的工作可能更有意义,对吧? |
| 31 | We are trying to solve problems such as increasing financial access to those who currently don't | 我们正在努力解决诸如增加那些目前没有获得资金的人获得资金的机会等问题。 |
| 32 | have it. | 拥有它。 |
| 33 | We're trying to solve problems that include education access, energy access, and in fact | 我们正在努力解决包括教育、能源、事实上 |
| 34 | increasingly we are trying to address, help people who are vulnerable build resilience | 我们越来越努力解决,帮助弱势群体建立复原力 |
| 35 | to climate change. | 气候变化。 |
| 36 | These challenges are quite significant and require that we do things differently. | 这些挑战相当严重,需要我们采取不同的做法。 |
| 37 | In Africa we have a proverb which states that if you want to go fast, go alone. | 在非洲,我们有一个谚语,其中指出,如果你想迅速行动,就单独行动。 |
| 38 | If you want to go far, go together. | 如果你想走远,就一起走. |
| 39 | But what happens when trying to solve a problem like increasing financial access requires | 但是,当试图解决一个问题,比如增加获得资金的机会时,会发生什么? |
| 40 | that you go both fast and far? | 你们既快又远? |
| 41 | I believe that we need to do development differently. | 我认为,我们需要以不同方式发展。 |
| 42 | We need to include the profit motive and for-profit approaches into the way that we do development. | 我们需要将利润动机和盈利办法纳入我们的发展方式。 |
| 43 | So let me walk you through an example of how we experimented with this in Nigeria. | 所以,让我给你们举个例子, 说明我们在尼日利亚是如何试验的。 |
| 44 | We're trying to expand financial access in Nigeria. | 我们试图扩大尼日利亚的金融准入. |
| 45 | For those who don't know, financial access is an individual's ability to get access to | 对不知道的人来说,获得资金是个人获得 |
| 46 | insurance or loans or build savings. | 保险或贷款或储蓄。 |
| 47 | A lot of research has shown in fact that a lot of these development activities that we | 许多研究表明,事实上,许多这些发展活动,我们 |
| 48 | have require financial access as a key enabler. | 作为关键促成因素,需要获得资金。 |
| 49 | However, when you look in Africa, we are lagging behind the rest of the world in terms of financial access. | 然而,当你在非洲时,我们在获得资金方面落后于世界其他地区。 |
| 50 | In fact, in sub-Saharan Africa, only about 55% of our adults have access to financial | 事实上,在撒哈拉以南非洲,只有大约55%的成年人能够获得资金。 |
| 51 | services. | 服务。 |
| 52 | A country like Nigeria, where I live, you have more adults in Nigeria that do not have | 像尼日利亚这样的国家,我住在那里, 你有更多的成年人 在尼日利亚没有 |
| 53 | access to financial services than the entire population of Canada. | 获得金融服务的机会比加拿大总人口多。 |
| 54 | Think about that. | 考虑一下 |
| 55 | More individuals in Nigeria do not have access to financial services than the entire population | 尼日利亚无法获得金融服务的人比总人口多 |
| 56 | of Canada. | 代表加拿大发言。 |
| 57 | Now, I mean, this is not for lack of trying. | 现在,我的意思是,这不是因为缺乏尝试。 |
| 58 | We have been working on this issue for a while. | 我们在这个问题上已经工作了一段时间。 |
| 59 | And I think one of the reasons the issue persists is because we are trying to solve the problem | 我认为问题存在的原因之一 是因为我们正在努力解决问题 |
| 60 | in the same way we have tried to do it in developed markets, trying to build bank branches | 以同样的方式,我们试图在发达市场这样做,试图建立银行分行 |
| 61 | and ATMs everywhere. | 到处都有自动取款机 |
| 62 | But this is so expensive and capital-intensive and time-intensive, which we cannot afford. | 但是,这是非常昂贵和资本密集和时间密集的,我们负担不起。 |
| 63 | But there is a cheaper, scalable option, agent banking. | 但还有更便宜、更可扩展的选择 代理银行业务 |
| 64 | With agent banking, a financial institution can hire an individual or a retailer to provide | 通过代理银行业务,金融机构可以雇用个人或零售商提供 |
| 65 | financial services to the community on their behalf. | 为他们向社区提供金融服务。 |
| 66 | So you have a grocery retailer, right? | 所以,你有一个杂货零售商,对不对? |
| 67 | She gets cash from selling her foodstuff to her customers, and she can play the role of | 她从向顾客出售食物得到现金 她可以扮演一个角色 |
| 68 | human ATM, if you will, connecting to the branch online and able to dispense cash to | 人机自动取款机,如果你愿意的话,可以上网连接分机,并能向 |
| 69 | her customers and other financial services. | 她的客户和其他金融服务。 |
| 70 | And unlike bank branches and ATMs, you can deploy an agent within about a day. | 与银行分行和自动取款机不同,您可以在一天之内部署代理. |
| 71 | So you can literally start the day when the community without financial access and at | 这样你就可以从没有经济来源的社区开始 |
| 72 | the end of the day with an agent provide financial access to that community. | 一天的结束与代理提供 经济进入该社区。 |
| 73 | We know agent banking works. | 我们知道代理银行的工作。 |
| 74 | And in fact, in Nigeria, we estimate that over this past three years, we've deployed | 事实上,在尼日利亚,我们估计 在过去三年里,我们已经部署 |
| 75 | about 850,000 of these agents. | 大约85万个特工 |
| 76 | But the problem persists. | 但问题依然存在。 |
| 77 | After all of this work, the problem persists. | 经过所有这些工作,问题依然存在。 |
| 78 | In Nigeria, we still estimate that only about, I mean, less than 50%, in fact, of adults | 在尼日利亚,我们仍然估计 只有大约,我的意思是, 不到50%,事实上, |
| 79 | still have access despite all of this work, and this has persisted for over a decade. | 尽管开展了所有这些工作,但仍可以进入,这种情况持续了十多年。 |
| 80 | So a few colleagues and I decided to investigate this to try to understand why is it that after | 我和几位同事决定调查此事 试图了解为什么 |
| 81 | all this work, we're still struggling with this. | 所有这些工作, 我们还在挣扎着。 |
| 82 | And so we teamed up with nonprofit organizations and for-profit organizations to understand | 于是我们与非营利组织和营利组织合作 以了解 |
| 83 | after hundreds of thousands of agents, why does this problem persist? | 在数十万特工之后,为什么这个问题继续存在? |
| 84 | And we discovered two important problems. | 我们发现了两个重要问题。 |
| 85 | One is we in fact are not deploying these agents into the right places. | 第一,我们实际上没有把这些特工部署到合适的地方。 |
| 86 | The rural parts and northern parts of Nigeria most desperately needed these agents, but | 尼日利亚农村地区和北部地区最迫切需要这些代理人,但是, |
| 87 | the deployment tended to be in the urban south. | 部署往往在城市南部。 |
| 88 | And when we deploy them, we tended to also deploy overlapping agents. | 当我们部署他们的时候,我们也倾向于部署重叠的特工。 |
| 89 | What does that mean? | 这是什么意思? |
| 90 | Think of this as you are trying to, you know, you deploy 50 ATMs in a New York City block. | 想想看,你试图,你知道, 你部署50自动取款机 在纽约市的一个街区。 |
| 91 | What's the point of that? | 这有什么意义? |
| 92 | In fact, if you had used data analytics, perhaps we would have done this properly. | 事实上,如果你使用了数据分析, 我们也许应该做正确。 |
| 93 | The second problem we observed was that agents in fact were not staying around for the long haul. | 我们观察到的第二个问题是,特工们实际上并没有长时间逗留。 |
| 94 | So you place this agent, but the average agent only remained operational for about three months. | 所以你安排了这个特工 但一般特工只运作了三个月左右 |
| 95 | Between the startup costs and the recurring costs required to sustain the business, they | 在开办费用与维持业务所需的经常性费用之间, |
| 96 | needed a high volume of transactions of business to be able to remain profitable and remain | * 需要大量业务交易才能保持盈利并保持 |
| 97 | in business, but they didn't really know how to do that. | 在商业上,但他们真的不知道 如何做到这一点。 |
| 98 | So we're working hard, but we're not placing them correctly and they're not profitable, | 所以,我们正在努力工作, 但我们没有正确放置 他们没有盈利, |
| 99 | so we're not moving the needle at all. | 所以我们完全不移动针头。 |
| 100 | So with this understanding of the problem, we wanted to design profitable or viable agent | 因此,基于对问题的这种理解,我们想设计有利可图或可行的代理 |
| 101 | banking business. | 银行业务。 |
| 102 | And to do this, we did a compare and contrast between agents that remained around for the | 为了做到这一点, 我们做了一个比较和对比 特工们留在周围的 |
| 103 | long haul versus those that only left after a short period to understand the differences | 与短时间后才离开的人相比 |
| 104 | between them. | 他们之间。 |
| 105 | We also literally went across the country to understand the differences of our agents | 我们也走遍全国 了解我们特工的分歧 |
| 106 | worked across the country and understand how money moved in the respective communities. | 在全国各地开展工作,并了解资金如何在各社区转移。 |
| 107 | And with this understanding, we built our profitable agent banking model. | 基于这种理解,我们建立了我们的盈利代理银行模式。 |
| 108 | So what are those things, what are the key elements to ensure that an agent is viable | 那么这些是什么,什么是关键因素 确保一个代理是可行的 |
| 109 | and remains around for the long haul? | 并且长期逗留吗? |
| 110 | One is you need to make sure that you have about 500 adults. | 第一,你需要确保 你有大约500个成年人。 |
| 111 | You need about 500 adults in the community to support one of these agents. | 你需要大约500个成年人 在社区里支持其中一名特工。 |
| 112 | So when you are deploying overlapping agents, that can be counterproductive. | 所以当你部署重叠的特工时 这可能会适得其反 |
| 113 | Another thing is even though these agents in fact are leveraging the internet, connecting | 另一件事是,尽管这些特工 实际上是在利用互联网,连接 |
| 114 | to the financial institutions online, they still needed access to cash for the community. | 他们仍然需要社区获得现金。 |
| 115 | Cash was still very important. | 现金仍然非常重要。 |
| 116 | And then agent banking is not a full-time business, it's a side hustle. | 然后代理银行业务不是全职业务,而是一种副业。 |
| 117 | So you can be a bartender, you can be a grocery retailer, you could be a hairdresser, anything | 这样你就能当酒保 做杂货零售商 做理发师 什么都行 |
| 118 | really, and offer agent banking as an add-on to make that viable. | 并且提供代理银行业务 作为附加,使这个可行。 |
| 119 | So we felt good that we understood how to design it. | 所以我们觉得很好,我们知道如何设计它。 |
| 120 | So now we wanted to estimate how many of these agents can we put across the country to ensure | 所以现在我们想估计一下 这些特工中有多少人能到全国各地 确保 |
| 121 | that every Nigeria has access to financial services, universal access. | 每一个尼日利亚都有机会获得金融服务和普及服务。 |
| 122 | To do this, it's not a simple task, it involves a lot of data, so we built an analytic engine | 要做到这一点,这不是一个简单的任务,它涉及很多数据,所以我们造了一个分析引擎 |
| 123 | 叫GeoFin来做这个 | |
| 124 | With GeoFin, you can look across Nigeria, any part of the country, and zoom in to understand | 有了GeoFin,你可以看看尼日利亚的任何地方, 并放大到了解 |
| 125 | the current level of financial access, as well as how many of these agents that we talk | 以及我们谈论的这些代理人中有多少人 |
| 126 | about you need to deploy to get to universal coverage. | 关于你需要部署 到全民覆盖。 |
| 127 | So if you look down south in Nigeria in a place called Bayelsa, in Bayelsa, we have | 所以如果你在尼日利亚南下 一个叫巴耶尔萨的地方 在巴耶尔萨 |
| 128 | high level of financial access. | 高水平的金融服务。 |
| 129 | About 85% of adults in Bayelsa have access to financial services, and so you would only | 巴耶尔萨约85%的成年人能够获得金融服务,因此,你只能 |
| 130 | need to deploy about 2,000 more agents to get to universal coverage. | 需要再部署大约2 000名特工人员,才能实现全民覆盖。 |
| 131 | Up north in Yobe though, in the northeast of Nigeria, you find that about 25%, only | 不过,在尼日利亚东北部的约贝北部, 你发现这大约25%, |
| 132 | about 25% of adults actually have access to financial services. | 大约25%的成年人实际上能够获得金融服务。 |
| 133 | And so there you need upwards of 8,000 agents to get to universal coverage. | 在那里,你需要8000名特工 才能普及保险。 |
| 134 | Quite a beautiful tool that allows us to sort of understand and try to solve the problem | 相当漂亮的工具 能让我们理解 并试图解决问题 |
| 135 | in a very nuanced way. | 以非常细微的方式。 |
| 136 | So all of this was research and analytics. | 所有这一切都是研究和分析。 |
| 137 | What did we find? | 我们发现了什么? |
| 138 | What was the real impact of all of this? | 这一切的真正影响是什么? |
| 139 | So you remember I had said in Nigeria so far we've deployed about 850,000 agents? | 你还记得我在尼日利亚说过 我们部署了85万探员吗? |
| 140 | Well with this approach, we discovered that we only really need about 275,000 more agents | 这样一来,我们发现 我们只需要275,000名特工 |
| 141 | to get to universal coverage. | 实现全民覆盖。 |
| 142 | Now the bulk of these agents will not be profitable. | 现在这些特工中的大部分不会盈利. |
| 143 | In fact, about 90% of them are not profitable, but that's okay. | 事实上,大约90%的人没有利润,但没关系。 |
| 144 | The work they are doing is still quite important. | 他们正在开展的工作仍然非常重要。 |
| 145 | And so we need to support them with subsidies and grants to ensure that they can stay around | 因此,我们需要通过补贴和赠款支持他们,以确保他们能留在身边 |
| 146 | and support their community. | 支持他们的社区。 |
| 147 | However, about 27,000 of these agents will be profitable. | 然而,这些代理人中约有27 000人将获利。 |
| 148 | We think of them as the high-impact agent. | 我们认为他们是高影响力的特工 |
| 149 | And what do they do? | 他们做什么的? |
| 150 | These agents will move the needle significantly. | 这些毒剂会显著移动针头. |
| 151 | So in Nigeria today, we estimate that only about 45% of adults have access to financial services. | 因此,在今天的尼日利亚,我们估计只有大约45%的成年人能够获得金融服务。 |
| 152 | These 27,000 roughly agents will move the needle from about 45% today to 80%. | 这27,000个大致的毒剂会把针头从今天的45%移动到80%。 |
| 153 | And given how fast you can deploy them, we estimate that this will occur within 24 months or less. | 鉴于你部署得有多快 我们估计24个月或更短的时间内就会出现这种情况 |
| 154 | This is the power of including the profit motive in development work. | 这就是将利润动机纳入发展工作的力量。 |
| 155 | That we can move the needle so fast for a problem that has remained intractable for so long. | 我们可以快速移动针头 对于一个一直难以解决的问题 这么长时间。 |
| 156 | Now, financial access is not the only challenge we have. | 现在,获得资金不是我们唯一的挑战。 |
| 157 | What if we took the same mindset to energy access where instead of just deploying solar and rural areas alone, | 如果我们在获得能源方面采取同样的思维, 而不是仅仅利用太阳能和农村地区, |
| 158 | we could think about helping entrepreneurs to build viable urban solar businesses. | 我们可以考虑帮助企业家 建立可行的城市太阳能企业。 |
| 159 | Or we can also deploy this approach to educational access where instead of just deploying schools widely, | 或者,我们也可以在受教育机会方面采用这种方法,而不只是广泛地部署学校, |
| 160 | we'll work with local community entrepreneurs to build community schools that are profitable and viable for a long period of time. | 我们将与当地社区企业家合作,建设长期盈利和可行的社区学校。 |
| 161 | I believe that when we combine this non-profit and for-profit approaches, | 我相信,当我们把这种非营利和营利相结合时, |
| 162 | when we include the profit motive in the development work that we do, | 当我们将盈利动机 纳入我们的发展工作, |
| 163 | we can go fast and far together to address these development challenges and change the world for the better. | 我们可以一起迅速而广泛地应对这些发展挑战,使世界变得更好。 |
| 164 | Thank you. | 谢谢 |
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