Collaboration in poverty alleviation is not just for NGOs. It is also for multinational corporations. The rural poor in India, Africa, and China represent a huge market, and it is possible to make money there and serve them -if companies are ready to collaborate horizontally with the poor. One of the most interesting examples I have come across of this form of collaboration is a program run by Hewlett-Packard. HP is not an NGO. HP began with a simple question: What do poor people need most that we could sell to them? You cannot design this stuff in Palo Alto; you have to cocreate with the user-customer beneficiary. In order to answer that question, HP created a public-private partnership with the national government in India and the local government in Andhra Pradesh. Then a group of HP technologists convened a series of dialogues in the farming village of Kuppam. It asked residents two things: What are your hopes for the next three to five years? and What changes would really make your lives better? To help the villagers (many of them illiterate) express themselves, HP used a concept called graphic facilitation, whereby when people voiced their dreams and aspirations, a visual artist whom HP brought over from the United States drew images of those aspirations on craft paper put up on the walls around the room.
“When people, particularly people who are illiterate, say something and it gets immediately represented on the wall, they feel really validated, and therefore they get more animated and more engaged,” said Maureen Conway, HP's vice president for emerging market solutions, who headed the project. “It raises self-esteem.” Once these poor farmers living in a remote village got loose, they really started aspiring. “One of them said, 'What we really need here is an airport,'” said Conway.
After the visioning sessions were complete, HP employees spent more time in the village just observing how people lived. One technological thing missing in their lives was photography. Conway explained: “We noticed that there was a big demand for having pictures taken for identification purposes, for licenses, for applications and government permits, and we said to ourselves, 'Maybe there is an entrepreneurial opportunity here if we can turn people into village photographers.' There was one photo studio in downtown Kuppam. Everyone around [is] farmers. We noticed that people would come back in from villages on a bus, spend two hours, get their pictures taken, come back a week later for the pictures, and find out that they were not done or done wrong. Time is as important for them as for us. So we said, 'Wait a minute, we make digital cameras and portable printers. So what is the problem?' Why doesn't HP sell them a bunch of digital cameras and printers? The villagers came back with a very short answer: 'Electricity.' They had no assured supply of electricity and little money to pay for it.
“So we said, 'We are technologists. Let's get a solar panel and put it on a backpack on wheels and see if there is a business for people here, and for HP, if we make a mobile photo studio.' That is the approach we took. The solar panel can charge both the camera and the printer. Then we went to a self-help women's group. We picked five women and said,
'We will train you how to use this equipment.' We gave them two weeks of training. And we said, 'We will provide you with the camera and supplies, and we will share revenue with you on every picture.'“ This was not charity. Even after buying all their supplies from HP and sharing some of the revenue with HP, the women in the photography group doubled their family incomes. ”And to be honest, what we found out was that less than 50 percent of the pictures they took were for identification pictures and the rest were people just wanting pictures of their kids, weddings, and themselves,“ said Conway. The poor like family photo albums as much as the rich and are ready to pay for them. The local government also made this women's group its official photographers for public works projects, which added to their income.
End of story? Not quite. As I said, HP is not an NGO. “After four months we said, 'Okay, the experiment is over, we're taking the camera back,'” said Conway. “And they said, 'You're crazy.'” So HP told the women that if they wanted to keep the camera, printer, and solar panel, they had to come up with a plan to pay for them. They eventually proposed renting them for $9 a month, and HP agreed. And now they are branching out into other villages. HP, meanwhile, has started working with an NGO to train multiple women's groups with the same mobile photography studio, and there is a potential here for HP to sell the studios to NGOs all over India, with all of them using HP ink and other supplies. And from India, who knows where?
“They are giving us feedback on the cameras and ease of use,” said Conway. “What it has done to change the confidence of the women is absolutely amazing.”
Too Frustrated