Module 3

Wildlife can work for you: creating a conservation-based venture (CBV)

business indeed. then you may be sitting on the makings of a very good national park or other site that draws a lot of visitors a near lies community your if animals; wild of cause be- impossible or difficult is food growing or herding of trouble? instead income brings that business thriving a into – tors, although 2008 saw a sharp drop due to the after- the to due drop sharp a saw 2008 although tors, industry for longer; by 2007 it received two million visi- seeking outremotecampsand newexperiences. travellers experienced and safari first their on visitors proportion of international tourists. These include both major a attracts – districts neighbouring and Parks al manjaro, Ngorongoro, Tarangire, and Manyara Nation- spending US$1.5billion. country, the tour will million 2010a by that estimate Some U.S. dollars billion one over spending lectively ing for“new,” lesstravelledareas. look- again, and again back come they experience the on “hooked” so get Some it. on amount considerable a it’s the dream of a lifetime and they are willing to spend people many For Africa. of areas wildlife-rich to flock world the around from visitors of millions year Every The potential W f lt f idie om yu cmuiy ad if land; community your roams wildlife of lot a If NeighbouringKenyabeendevelopinghas tourismits The Northern Safari Circuit – which includes Mt. Kili- 2007,col- in Tanzania visited 700,000tourists Over thing that costs you money, time and heartache hat if you could transform a big problem – some- ... benefit? raigy atv eprecs wih ih include might which experiences, active creasingly, in- and, entertainment for look also Visitors lodges. and camps to limited not are CBVs Visitor-oriented Think beyond theu sual systems theyhaveusedforcenturies (Box1). management land the up keeping mean often which – sate communities directly for “environmental services” resources toinvestinimportantsocialservices. they can help it develop economically and also provide but rich, community your make not will (CBVs) tures ture-based” or “conservation-based” business ventures. “na- build to how out figuring are organizations and ensure that wildlife survives forever, many communities tion ratherthantherewards. destruc- and danger the get animals wild with home their sharing communities the part, most the for But, wildlife. from money of lot a making are trepreneurs en- and governments, companies, tour some Clearly H ing in KSh 65.4 billion (about US$ 840 million) in 2007. about 12 percent of the Gross Domestic Product, bring- momentum.recoveritsTourismto itaccounts pect for of the economy, at about 13 percent a year. Officials ex- Tourism, tourism had been the fastest growing segment of Kenya’sMinistry to According elections. the of math In addition, new models are springing up to compen- ven- conservation-based them, call you Whatever as well as goals development rural achieve help To ow can communitie

Introduction s 3 Module

1 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Introduction

Box 1. Payment for environmental services (PES)

Conservationists and policy makers increasingly believe Conservation Lease Programme, Kitengela, Kenya that rural communities should be paid for their “ecosys- South of Nairobi, the Nairobi National Park used to be tem” or “environmental” services. In other words, if rural surrounded by communally owned, pastoral land that people keep a watershed and rivers healthy, they should wildlife roamed during the wet season. Today the park is benefit. If they make an effort to keep a forest alive in- in danger of becoming an ecologically unsustainable is- stead of turning it into charcoal, they should benefit. If land – a large zoo – by subdivision of surrounding terrain they resist the urge to sell rangeland to farmers, they into private plots, farming and fencing, industrialization, should be paid for the lost economic opportunity. urbanization, mining, and land speculation. In East Africa, some organizations are now taking the Recognizing that both the ecosystem and the age-old initiative to pay communities simply for living with their livelihood of pastoralism were in danger, a broad partner- livestock and wildlife as they did in previous days – with- ship of government, NGO and private organizations de- out building up another business. veloped the Wildlife Conservation Lease Programme. The Lease Programme essentially rents land from local Maasai The Terrat Easement, Tanzania households for conservation – paying $4 an acre in return One such PES project is in Terrat village in Simanjiro Dis- for a commitment not to fence, farm, or sell the land. trict, Tanzania – a crucial wildlife area near Tarangire Na- Starting in 2000 with about 100 acres, the Conserva- tional Park. Headed by Dorobo Tours and the NGO Ujamaa tion Lease Programme today safeguards over 11,500 acres, Community Resource Trust, with other tourist operators contributing to the livelihoods of over 100 families. and the Tarangire Elephant Project, the Terrat “Easement” The programme earns households needed cash while provides financial benefits for Terrat to continue to pro- enabling them to retain their livestock. tect land they already protected as traditional dry season The lease payments also protect participants from pasture. crises. During the drought of 1999-2000, the Kitengela The partnership pays Terrat an annual fee of five million community lost more than half their collective livestock.

ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you: TZS. In exchange the village has agreed to prevent farming, During this period, income from the lease programme charcoal production, and wildlife poaching on the range. In amounted to nearly 80 percent of household income for addition, the village requested the operators to fund four participants – a critical support. village game scouts to enforce and monitor the arrange- Payments are presented in public ceremonies timed to ment. Signed in December 2005, the contract is overseen coincide with school fees, and usually directly to women. by a village-level management board of five villagers elect- The lease programme is funded and run by a broad con- ed by the Village Assembly for a five-year term. sortium of organizations led by The Wildlife Foundation The village has invested the 15 million TZS received and including the Kenya Wildlife Service, Global Environ- so far in building a primary school and a new secondary mental Fund, and African Wildlife Foundation, and Friends school. The total revenues are not large – about $4,500 of Nairobi National Park. It aims to protect 60,000 acres, – but is discretionary, so the community can use it for its enough to allow the seasonal migration of wildlife to and own priorities. from the national park.

anything from riding camels to herding with pasto- pharmaceutical or cosmetics company ... just about any ralists, learning traditional dances, practicing Maasai enterprise that depends on healthy natural resources, beadwork, staying in a traditional home or even volun- encourages good stewardship of natural resources, and teering in schools or construction projects. benefits the community is a candidate. CBVs do not have to be directly concerned with Most communities are likely to have numerous op- tourism. Crafts, honey, agroforestry, butterfly farm- portunities for CBVs. It helps if community members ing, more efficient livestock raising, “bioprospecting” are flexible enough to think beyond the tried and true – selling the right to explore for medicinal plants to a - and get some help to make a business happen.

2 nity: various business,andtheprocessofestablishingone. of con’s and pro’s the conservation, on ness-raising aware- and information provide they Together experts. other of variety a in draw also will broker The CBVs. livelihoods and conservation, plus some experience with businesslongastheyas havedeep– ainterest bothin authority,local(NGO),even consultant,tionprivate or ker,” whocanhelpthemthroughtheprocess. communities usually partner with a facilitator, or “bro- successfully.business a market and Therefore manage, create, select, to skills many and experience takes It need step 1:Gettheupportyou Cattle fatteninginafeedlot • • • • • commu- the help also experts other and broker The organiza- non-governmental a be could broker The management and monitoringplans; plans, statements, impact environmental plans, business benefit-sharing plans, land-use prepare contracts; negotiating and statements, impact vironmental including getting titles and permits, preparing en- requirements, legal with comply and understand help thecommunitybenefitforlongterm; would most that ofbusinesses types out figure build aprofitablebusiness; could community the which from resources name use planning; land- participatory conduct and land the survey

• • • •

in EastAfricainclude: nia. NGOs with experience in nature-based businesses Tanzania National Parks Authority (TANAPA) in Tanza- the does as Kenya, in ventures such in role active an The Kenya Wildlife Service Outreach Programme plays development inEastAfrica Organizations that f they arebeingfollowed. sure make to agreements and plans all monitor use oflandandotherresources; for community the paying – business the aging man- and developing for responsible primarily be vestor,” if appropriate. The business partner would find and negotiate with a business partner, or “in- manage conflicts; training forgamescouts; as well as training, tourism and business provide World WildlifeFoundation, • WildlifeConservationSociety, www.wcs.org, and • FrankfurtZoologicalSociety, • AfricanWildlifeFoundation,www.awf.org • AfricanConservationCentre, • www.worldwildlife.org www.zgf.de.German aid,GTZ,www.gtz.de/en www.conservationafrica.org

Steps forsuccess acilitate CBV 3 Module

1 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

step 2: Understand what you’re getting into Everyone in the community needs to know what to ex- pect from a business based on the community’s natural or cultural assets. The broker will help with awareness- raising. But ultimately it is the community who will be part of the business venture, receiving benefits but also making sacrifices. So everyone needs to be informed and aware of possible benefits, risks, and trade-offs. Here are some things you can expect and would do well to discuss at community meetings:

The process may be long and complicated You may need to complete a lengthy list of legal re- quirements. You may need to register your land, per- form participatory land-use planning (see Module Two), create a Wildlife Management Area (see Module Four), and resolve recent or long-standing conflicts (see Module Five). You will likely also need to find and negotiate with a partner (this Module). Undoubtedly these and other tasks will require many community meetings, plus meetings with local offi- Rock climbing tours cials, the broker, environmental and business experts, potential business partners, and others. Box 2. Keeping bees, saving forest Tourism is risky

ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you: Even if you develop the most beautiful eco-lodge in the world, with the best wildlife-viewing opportuni- “Bees are now livestock like goats and cows,” says a ties, visitor numbers can still drop suddenly. Things member of the Sangaiwe beekeeping group. happening thousands of miles away affect how many The Sangaiwe group is one of a number organized people travel: a war, a terrorism attack or fear of one, and trained by the Tanzanian Wildlife Research Insti- economic problems …. The overall trend for tourism is tute (TAWIRI). Collecting and marketing honey, wax, up – over four percent a year in Tanzania – but particu- and other bee products are one way for communities lar years can yield frustrating results. Are you prepared to benefit from keeping the environment healthy and to deal with large fluctuations in income? forests intact: The village had created both a forest reserve and a bee reserve. In turn, bees pollinate not Your community will gain important only wild plants but also crops. benefits, and some people will get jobs ... The group started in 2008 and is expecting its but no one will get rich first crop in 2009. Judging by similar groups’ expe- Shaping realistic expectations from the beginning can rience, individual members may make approximately avoid disappointment and conflict later. US$ 2.00-2.50 per litre. It’s easy to have expectations that are too high. The Challenges remain for the TAWIRI-trained groups, proceeds from, say, a thriving tourist lodge, can be especially marketing, since they often sell to middle- substantial – but even so, it will not make individual men who take most of the profit. families rich. In Kenya, Honey Care Africa has helped over 9,000 Let’s say a tourist lodge earns enough to share rural residents throughout the country create addi- US$ 30,000 with the community. That may be split tional income, providing equipment, training, links to among six villages, so each gets $5,000. loans, and a guaranteed fair price to its beekeepers. If that $5,000 were split among 1,000 households, each would receive $5.

2 on projectsthatbenefiteveryone. estry –dependingontheirland-useplan. agrofor- intensive or livestock bred specially in invest for school or college. It could even help the community bursaries to contribute and clinic, a stock classrooms, build school, a re-roof could It welfare. community to contribution substantial a make could sum story.That wrought-iron decorations and latrines for customers, the customers, for latrines and decorations wrought-iron windows, large its authority.With of symbol or necklace, their cultural context, whether as a herder’s belt, woman’s er’s name. Photo’s show how traditional pieces are used in mak- its with label a sports wall banda’s the on hanging crafts centre with space for organized displays. Each piece ity controlaswellbasicEnglishandbusinessskills. qual- and style, design, about group the teach to trainers avoided them. beadwork, but their setup was so chaotic that tour guides selling tried group The enough. not but helped, goats The English. in “fruitful” means which name, their up live to Group had tried just about everything they could think of Women’s Naisho the of women 20+ the 2001, in AWF see usandgaveTZS100,000 tobuygoats.” on theroadinsteadofgoingtoschool?’ leaders started asking us, ‘Why are your children standing tourists to come and pay to take pictures of us. The village Group ofElselalei. Women’sNaisha the of chairperson Ngayai, Noormegiroo for poor,”very were tobacco we says But fees. school for sell to snuff grind or milk was there if milk sell “We’d BOX 3.eadworkinEselalei:Fruitfulcollaboration withanNGO members. Forinstance: to straight go that income of sources other develop to able be may groups resources, your on Depending increasing householdincome Yet theremaybeotheropportunities for Therefore most communities opt to use the income the use to opt communities most Therefore another is $5,000 But $5. with lot a do can’t You In 2003, at the women’s request, AWF built a roadside a built AWF request, women’s the at 2003, In AWF looked at the potential for crafts selling and found with up linked they time the By 1999. in was That “The elders helped us form a group, and an MP came to for waiting roadside, the by stand to started we “Then Several organizations help commu- help organizations Several Bee-keeping. • nity groups produce honey and related products. related and honey produce groups nity

their competitors? of ahead stay and products fresh with up come group the help to of think you can ideas What situation. a such and thewomenworryaboutfallingsales. fierce, grown recently has Competition methods. display ments, many other groups now copy Naisho products and contribute tocommunitybuildingandwaterprojects. ucts inaweek. prod- of worth $1250 sold representative One IUCN. the of conference world the at Barcelona in Fair trepreneur Naisha was nominated to year participate in the Women’s En- This USA. southwestern in Project Birthday Earth the from bracelets 12,000 for order an received group the year, Last countries. other in items the market can says Ngayai. more,” any beg to have don’t We children. our for money visitor feeof$20avehicle. a as well as sales includes This high. is variation seasonal although average, on percent 1,000 about up shot group centre makesanappealingplacetoshop. Community beekeeping venture onr r ae, vr scesu eternu faces entrepreneur successful every later, or Sooner achieve- their of Because static. not is success But In addition to meeting family needs, the group can now that enterprises to connected are visitors the of Some “We used to have to beg our husbands and elders to get the for income monthly built, was banda the After products (seeBox2). bee other and wax honey, the market help could Or if a tourism business is developed, this business Steps forsuccess 3 Module

3 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

Box 4. Consider investing in food production or other economic activities

In addition to community projects for social welfare, consider community investments in other economic enterprises, particularly food production. Many agro- pastoral areas have little rain. And their fragile soils can be exhausted in as little as a year or two of con- ventional cultivation. But there are new farming systems, particularly “agro-forestry,” that grow a lot in a little space, while enriching the soil and retaining moisture at the same time. Agro-forestry can produce staple crops, nuts, fruit, fodder, fuel-wood, building materials and medi- cine in the same area, since the plants are arranged vertically – root vegetables to cabbages and maize to shrubs to branches to tree-tops. Careful choice of “fertilizer trees” even enriches the soil, while roots Traditional Maasai performance – a potential venture help retain moisture for the crops. A carefully planned agro-forest can be compact enough to be fenced. Through land-use planning ex- • Crafts. Many women’s groups have raised house- ercises, you should already know where not to plant hold income by marketing beadwork, baskets, (i.e. not in the middle of an elephant corridor). pots, or other handcrafts. The broker and/or busi- Contact www.worldagroforestry.org for more in- ness partner could help women improve their de- formation. For information on increasing water sup-

ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you: signs and marketing, so participants earn more for plies for farming and other uses, contact the Southern their efforts. They might sell the products directly, and Eastern Africa Rainwater Harvesting Network, or link producers with other prospective custom- http://www.searnet.org ers – say shops or hotels in the capital (Box 3). • Improved cattle sales. Pilot projects are now un- derway to help community members earn more from sales of cattle, by using improved breeds and • Who will manage the income? fattening cows in feedlots. • How will transparency be guaranteed? There are many more possibilities, depending on lo- • How will it be distributed? cal skills and natural resources (see Box 4). • Do you have a list of community priorities to which payments will go? (e.g. schools, clinics, What will you do with the money? scholarships for university, water sources, veteri- Developing a benefit-sharing plan nary health ...?) What will you do with the earnings from the nature- • How will you monitor the income to ensure that it based business? Few communities have made enough goes where you decided? money to pay households individually from the busi- ness. However, substantial sums – $40,000 or more STEP 3: Mark your boundaries is not unusual – go to community conservation busi- It’s important to hire professional surveyors so the exact nesses in Kenya and Tanzania. borders of ranches, villages, conservation areas, year- Even when divided among a number of villages, this round grazing, dry-season grazing, and settlement are- likely comes to many times more than the previous as, etc. are clear to all. Mark boundaries with beacons – community budgets. So the community will need to large containers filled with concrete – or other objects agree on a benefit-sharing plan, including the follow- that are hard to move. See Module 2 for more informa- ing: tion on land-use planning and land registration.

4 dom s wi f o s ord W business poibilitie and create a“dreamlist”of resource. Thinkbroadly STEP 4:Exploreyour he most important thing for the community community the for thing important most he T “ hese hese T have. you resources what know to is resources will guide what kind of enterprise you you enterprise of kind what guide will resources Y develop. ut then it it then ut B small. too is area your maybe but r flowering flowering r O birds. or plants special have may andscape is a resource resource a is andscape L bees. attract that plants too: maybe it’s dramatic, with mountain or or mountain with dramatic, it’s maybe too: roximity too can be of value: are are value: of be can too roximity P views. lake re you located near a a near located you re A transport? to close you national park, or on a circuit that tourists already already tourists that circuit a on or park, national make?” make?” ceeds. pro- the of share a claimed who and negotiate to whom with party third a was there Suddenly wrong. was everyone boundaries, the “knew” one every- although that out turned It in. called were surveyors the THEN announced. he land,” our on is lodge “Your arrived. community neighbouring charges. other plus fee) (“bednight” there stayed who ist tour- every for fees fee, lease annual an pay to investor built a beautiful tourist lodge and agreed the rights, safari photographic and land for turn re- In village. the with contract a signed investor surveyor wasnothired. licensed a so knowledge, common be to seemed ing, settlements, and water points. The boundaries graz- farming, for zones on agreed area, cession con- and village the mapped planning, land-use participatory did experts and members munity com- of team a Kenya, southern in village one In regret after Cautionary tale: Surveybeforeor l wn wl utl n dy oen fo a from someone day one until well went All an parties, all by work of amount huge a After our neighbours may have a lodge – – lodge a have may neighbours our Senior ProjectOfficer, AWF-TZ Thadeus Binamungu,

folktales. and a banda for performances of traditional dance and ing safaris in the buffer zone of the conservation area; walk- elder; an with herding go to chance a pground, cam- mobile a shop; its in crafts sell might that lodge a include: might efforts Tourism venture. mushroom a five enterprise options for tourism, plus beekeeping and certain activities(Table 2). some residents are knowledgeable or passionate about Perhaps skills. local of inventory an do also can You Human resources you mightlistatthisstage(Table 1). munity membersforfurtherideas. com- among skills inventory also They see. they what on based opportunities business of list long a create to terrain the around walks and drives team The ment. govern- and marketing, business, livestock, riculture, ag- projects, forest non-timber and forestry tourism, including: fields of variety a from experts with team broadly. point ofview. economic and environmental an both from – case any and lodges! An area can only handle so many lodges in The team might come up with an initial list of, say,of, list initial an with up come might team The ideas business related and resources some are Here a form members community stage”, “dream this At Encourage your community to think and dream more Nature-based ventures include far more than camps Or tellstories?arepassionateabouttrees? dance? and sing to love who People hospitality? catering, accounting, business, in trained are who People hunters? trackers, about What baskets)? cel at traditional crafts (beading, pottery, mats and or fevertrees? baobabs as such vegetation, Striking landscape? or Rivers lakes, wetlands? A bees? large variety of birds? Dramatic attract that plants Flowering plants? Medicinal wildlife? rare or wildlife? Endangered Large contain? community your does resources: Natural for a“scopingexercie” What have you got? B Human resources: Do you have people who ex-

Steps forsuccess ht id f aua assets natural of kind What ackground 3 Module

5 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

Table 1. Community resources and businesses that could be built on them

Resources Potential Business Options

Geography Hill or mountain; river or lake Setting for a tourist lodge Water bodies Kayaking, canoeing, tubing, other water sports A spring or streams with clear water Bottling of spring water Hot springs Health spa Cliffs, craggy mountains Rock climbing Shady places with alluvial soils Site for mushroom farming Well watered land Compact agroforestry for local consumption as well as to market fruits and vegetables to area restaurants (see Box 4 on agroforestry)

Plants Medicinal plants “Plant walks” for visitors “Bio-prospecting”: selling medicinal plants to a pharmaceutical company in return for a royalty Forest Non-timber forest products

Livestock Improving production Improved breeds, perhaps feedlots and abattoir For tourism Take visitors herding

Historical and cultural resources Rock art Tourism; trekking Historic, legendary sites Tourism Residential or cultural boma Performing arts; involve visitors in dance, music Handcrafts and visual arts Designing and selling beadwork and other crafts; offer classes to visitors in beadwork ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you:

Table 2. Inventory of skills

Knowledge or interest Job possibility in CBV

Business - Accounting - Hospitality - Cooking, catering

Skill with animals and plants - Herding - Tracking animals or hunting - Preparing and using medicinal plants - Gardening, raising specialty products like herbs

Handcrafts and visual arts - Beading - Leatherwork - Pottery, basketry or other crafts - Painting - Woodwork, furniture making

Performing arts - Dancing, singing - Story-telling - Drama for tourism or educational enterprise

6 sidered. con- be should pitfalls potential and benefits tential po- Both environment. and community the on effect likely their plus work, actually might they well how out figure to closely more prospects analyzing means diligence Due diligence.” “due as known is stage This STEP 5:Evaluate your options • • • • • • • • Evaluation focusesoninformationsuchas: schools, healthcentres,avehicle,andbursaries. than before. Income to the community has funded community the and company the both for money actively marketed the site and is earning far more he addition, In fee. bednight the to agreed vestor in- new the surprise, a was it claimed he though communities. other in experience and history, financial assets, his investor: the on diligence due enough with without consultingthecommunity. investor,another to camp the sold then bank The lodge. the of possession took bank the while cash the kept He collateral. as lodge the used and loan ing. com- stopped fees the soon But bednight. a $10 community the pay to commitment his honoured he first At camp. tented a build to which on acres 100 requested investor an Tanzania, northern In a Prospective Cautionary T with thistypeof venture?SeeBox5. had communities other have experiences What nor, orboth? management and investment – private sector, do- for party third a attract, and require, to likely it Is be to built, andwhowouldbuildit? need would infrastructure of kind What quire? re- it would resources technical of kinds What Water andsoils? How mightitaffectwildlifeandhabitat? children? and men women, affect project this might How prove? im- project given a might livelihoods many How Fortunately, the story has a happy ending. Al- ending. happy a has story the Fortunately, avoided been have might just situation This major a for applied had investor this seems It ale: Dueiligenceon artner

making explicitagivenbusiness: analysis, “SWOT” a feature also will It expected. are returns what and competition, its to compared nesses weak- and strengths its require, will business given a what about depth more into goes plan business A business plan step 6:Prepare initial tion, etc.,allofwhicharefeasible. and, considering your location, requirements, competi- options, all of which would be good for the community • By the end of this phase, you may want to have 5–7 Box 5.What abouthunting? o a b al t gnrt mr jb ad income through otherservices.(TNRF2008) and jobs more generate to able be may so tend to use more infrastructure: camps, lodges, roads, safaris photo addition, In area. one any in safaris ic photograph- on go can people more many But etc. photographic safaris, because of licenses, trophy fees, have developedsuccessfulCBVs. communities where areas in except declines wildlife (see Module 4). And wildlife is still declining in most areas. flux in still are policies but land, own their on hunting control could communities that expectation the in years few last the in created were Areas ment Manage- Wildlife earnings. the of fraction a reap ties to be leased by the central government, and communi- mals likerhinoaresurgingoncommunityland. ani- endangered previously of populations year.Even a million) 100,000120 US$ (TZS over earn servancies about US$ 2.5 million (TZS 3 billion) collectively a year. Some con- earn now which conservancies, formed have communities 50 decade, last the Over hunting. including wildlife, from income of communities percent 100 keep instance, for Namibia, In dramatic a comeback. make to wildlife enable and control poaching return in and safaris, hunting tourist legal from greatly benefit communities countries, some In road. more wildlife than any other area near have a particular may it instance, For competitors. to pared com- advantages and assets special Strengths: Hunters spend far more per person than those on those than person per more far spend Hunters Kenya, which prohibits hunting, is also seeing sharp In Tanzania, however, hunting concessions continue Steps forsuccess 3 Module

7 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

• Weaknesses: e.g. it might not have a steady source • Why should an investor consider this business as of water opposed to another opportunity s/he might find? • Opportunities: e.g. it’s close to an established • What are your special assets and resources – from tourist circuit; a resident already owns camels. If infrastructure to wildlife to cultural attributes – the enterprise adds a camel walk, that might in- that would help make a business profitable? duce visitors to stay an extra bednight ... The prospectus would be given to potential investors • Threats: In Tanzania, for instance, it might be in you may already know. It can also be widely distributed an active hunting block, which could conflict with through email or other channels to lists of businesses. a photographic safari venture. The business plan also reviews things such as com- b) Contact known investors. Approaching business petition, legal and tax environment, investment need- people who have already invested in similar ventures is ed, infrastructure needed, management and monitor- an obvious route to finding a compatible partner. ing challenges, marketing possibilities, staff needed from the community and from outside, time needed Beware of expectations: “If a partner has also to launch, income targets over a year and five years .... been a donor in the community – perhaps built a clinic – community members might have step 7: Attract potential expectations of more charity from them. These business partners expectations can be dangerous ... can lead people If a business would require a lot of investment and/or to think they’re in line for handouts. But to be special skills, a partnership might work out best. Again, sustainable, the business needs to be built on your facilitator will help find an appropriate business clear business principles, not charity.” partner, or “investor.” Ben Mwongela They should make sure that the investor has what it Manager, Enterprise Services AWF, Kenya takes to make the business work: the experience, fund- ing, ideas, commitment to the community, and concern for the environment. c) And/ or: Hold an “investor forum” and tour. At an

ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you: investor forum, representatives of experienced busi- Ways to find a business partner nesses meet with the NGO and community members. a) A business “prospectus” can help start the process. You present the business opportunity and take ques- An attractive and informative publication – probably tions from those interested. The investor forum would produced with the help of a partner – the business likely be followed by a tour of the property, individually prospectus answers basic questions that any investor or in a group. would ask: d) And/ or: Advertise a “tender.” Through a personal invitation or even a newspaper advertisement, com- panies are invited to “bid” – send proposals – on the business opportunity. Each interested company writes a proposal, detailing how they would build a commu- nity-friendly, environment-friendly business.

You might ask for bids to include: • How much the company would be willing to pay for leasing, bed-nights, community trust fund, conservation and other fees • Commitments to local employment and training • Infrastructure they are willing to build, and who would own it • Types and scale of marketing efforts promised to Community mushroom growing enterprise ensure good returns • The length of lease desired

8 Box 6.What’s a“good”deal? side feelsexploited,theagreement islikelytofallapart. either if that emphasize experts Negotiation one. “good” feel that they may not be getting the “perfect” deal, but a tor must find a “win-win” solution. Each partner needs to tributes lesstobed-nights,andsoon .... con- so fund, trust a to contributes investor another,the in fees; viewing than priority higher a be might sources lower be moment the for might rates other or lease so buildings, add must investor the place, another in higher; be may lease-rates they arewillingtomake. trade-off’sthe and partners negotiating the of needs and attitudes skills, resources, specific the framework, legal the on depend will contract particular Any different. is giving conservationfees!” contributing to the Community Trust Fund but ours is only a bednight and we’re only getting $10!” Or, “Company Y is You might hear, “Company X is giving the community $50 ner. reviews and compares stakeholders the bids and agrees on the win- other and government, the the facilitator, community, the from team a Now possibilities. good several up turned have will efforts your Ideally, step 8:Chooeapartner fees may be set by government regulation, but even but regulation, government by set be may fees does what?SeeBox6. Who what? gets Who what? gives Who of: details the down nail will negotiation But proposal. a have You step 9:Negotiate adeal The only thing that’s sure is this: Community and inves- so built, been have already might lodge a place, one In Just as every site and community is different, each deal • • ee r sm ies omny eoitd Some negotiated. commonly items some are Here instance buymatsorthatchforalodge. for enterprise, own their for them buy to willing be they Would markets? other with artisans link or crafts, or honey local market to willing be they would E.g. community: the with ventures Other tion ... conserva- water plans, recycling energy, solar as Measures to ensure care of the environment, such .... In one community, jobs and water and jobs community, one In .... are somequestionstoconsiderbeforeyousign: likely that you will not get everything you want. But here well begoodenough.Thenstickwithit! mum. mini- specified a above negotiation to open are those Does • Is • Does • Is • Will • It’s easy for expectations to become unrealistic. And it’s Perhaps it’s not the best deal you wished for, but it may Ownership • Exclusive • Conservation • Ownership • positive differencetoyourcommunity? would begettingwithoutit? structure orservicesforthecommunity? when orwheregrazingagricultureisdone? community to adhere to zoning agreements, i.e. limit for themtoremaincommitted! in higherpayments. results typically also It idea. good a usually is This investor? the to area conservation its of use” sive authorities? other or scouts game through zones, the of ment drought; wildlife only? Would you accept enforce- larly those for settlement; grazing; grazing during particu- zones, management its honour to willing they canremoveattheendofcontract. niture, kitchen equipment, decorations, etc., which company may wish to own “moveable” assets: fur- nity would own a lodge or boating dock, while the commu- the instance, For finished. is agreement the when assets “immoveable” all owns munity at aspecifieddateinthefuture? do to option an have it will Or business? the own the it enough the the the arrangement deal other Is the community granting “exclu- granting community the Is Use: agreement of of to Steps forsuccess provide s h community the Is management: ts etr f h com- the if better It’s structures: il h cmuiy co- community the Will venture: fund side good seem significant, make considerably enough happy? it worthwhile long to

This make more desired is

a important than real for infra- and you the 3 Module

9 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

• Payments to community: In return for access to Box 7. How “Eco“ is your Tourism? agreed-on areas of community land, investors commonly pay: - Annual lease fee “Eco-tourism” is more than a buzzword. It’s state-of- - Bed-night fee (payment per visitor per night) the-art, responsible tourism. - Conservation fee Governments generally require any CBV to prepare - Community trust-fund fee an “Environmental Impact Assessment” to help avoid - Performance fees, if community wishes to in- unintended environmental damage. But eco-business- clude performing arts or other cultural offer- es go beyond minimum requirements and can charge ings. premium prices, since environmental responsibility is Again, there could be more or fewer – the mix and valued by many customers. amounts are all negotiable. To claim eco-tourism status, a business should be • Employment: environmentally friendly behind the scenes as well in - Numbers: If local employment is important to ways that show. For an “eco-lodge,” for instance, that your community, negotiate that a percentage means responsibly handling: (at least 60 percent) of staff come from among Energy: Many sustainable tourism enterprises are local residents. They can be construction work- using “renewable” energy: energy sources that can- ers, guides, guards, waiting staff, entertainers…. not be used up. Increasingly, operators are erecting A training package and skills upgrading pro- solar panels for electricity; tanks for solar water heat- gramme might be needed as well. ing; wind turbines for electricity. Instead of firewood - Recruitment: How will community members be or charcoal for cooking, some ventures use fuel bri- recruited? Community involvement may help quettes made from waste. Around Maasai Mara, at make sure local candidates are considered and least one NGO (the Millennium Fuel Project) is helping offers made fairly. women’s groups make briquettes for home use and for - Wages: How much would the company offer? Is sale to safari camps. this in line with other local, paid employment? Waste management: Some lodges compost “green

ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you: Is it better than returns community members waste,” mostly food waste, and use it to enrich their might expect from raising livestock or other own vegetable gardens. Non-degradable waste (tin, traditional activities? glass, paper, batteries) can be trucked to appropri- • Environmental management: “Eco-tourism” implies ate locations to be recycled by manufacturers. “Con- conducting business in a way that sustains the en- structed wetlands” treat sewage and other liquid tire living community – the “ecology” of the land waste in a series of interlocking ponds. Special types and people. For the good of your community and of plants remove toxins and bacteria from the water, the world at large, you can request that the com- purifying it for reuse. pany employ current best practices in eco-tourism Water conservation: Scarce water sources are a and clarify their plans for their Environmental growing source of human-wildlife conflict. Lodge op- Management System (EMS). See Box 7 for ideas. erators can conserve water by asking guests to reuse • Duration of partnership: If the partner is invest- towels and use less water. The can install “low-flow” ing substantial funds, they might ask for a longer showers and toilets. They can capture rainwater. They period (10-20 years with the option to renew) to can help the community grow trees for fuel as well as make back investment and add profit. to protect water catchments. • Escape clause: But what if the business is not do- For more ideas, see www.ecotourismkenya.org. ing well? Particularly if the company has little ex- perience in tourism, consider an “escape clause” to let the community terminate the contract in case business drops below a certain point for a • Regular reviews: You might plan for a review every certain period of time. Understand, though, that quarter or so, to see what’s going well and what’s visitor volume can plunge temporarily because of not, how the agreements are being kept, and how national or international events beyond the con- the community and business partner together trol of any company. might manage any problems.

10 staff comefromthecommunity. all that so enough straightforward are provided services and facility physical the that fact the and structure rate well atLoisaba. derness, modelled after a similar facility that was working wil- the in treehouses sophisticated essentially are beds Star- Koija The land. community on facility lodge simple (the Koija Conservation Trust, partnership KCT) to open a luxurious a but very formed community the and dation, upscale tourismoperation. successful a Ranch, Loisaba to next and areas protected outside country the of ecosystems wildlife-rich most the of one in located is it addition, In supplementary strategies. livelihood from benefit clearly could pastoral community the rise, the on appears drought Since stock. live- their of percent 70 lost Kenya, northern Laikipia, in During the drought of 1997-2000, the Koija Group Ranch K example ofcbv: the agreement step 10: Formalize oija Starbeds, Laikipia,Kenya What distinguishes the Koija enterprise are its corpo- its are enterprise Koija the distinguishes What Foun- Wildlife African Loisaba, of owners 2001,the In • • • •

necessary. if modification possible and view, of point side’s each from going is business the how of reviews regular for allowsagreement the that sure Make agreed to,andsigned. NEVER start building until everything is understood, writing. Make sure that everything you have agreed to is in commit todoingornotdoing. agreement means: what you get, the but also whatwhat you understands everyone that sure Make - - - As younegotiate: (see Box7). society eco-tourism arecognized by certified becoming consider to partner your Encourage munity implement? com- the help to willing be they might Which planning orwillingtoimplement? partner your is improvements these of Which

making adeeperimpactonlivelihoods. and growing keep to business the expects KCT positive. more become also have wildlife toward attitudes that show interviews community benefits, the to Thanks ing. a spin-offenterprise. from performances and handcrafts at the cultural village, living a earn women 45 and people young 30 some while members attheannualgeneralmeeting. ranch group by determined are Allocations project. tion” Educa- for “Conservation the in bursaries school cluding in- projects, development community to went which of 2007, the community had received over US$ 77,000, most By one. year from profit a made Starbeds Koija the saba, two fromLoisaba,andoneAWF. Ranch, Group Koija from come whom of two trustees, of board a by governed is community.KCT the and Limited, vation Trust – a partnership of AWF, Loisaba, through Oryx on suchquestionsas: parties all update will they meetings, general at place scheduled Taking beginning. the at often be more even or quarterly might above mentioned reviews The reviewing andamending step 11: Monitoring, Land appears to be regenerating with wildlife increas- wildlife with regenerating be to appears Land employed, are members community 25 addition, In Loi- at business established the to part large in Thanks Conser- Koija by overseen and owned is enterprise The Communityincome: • Businesstargets: • Agreements: • not, whatcanbe done? If target? on it is built, being is infrastructure If Does thatmatchwithagreements andplans? What isthecommunitydoing withit? compared towhatitexpected? received, community the has funding much How things gomoreaccordingtoplan? that so done be can what And not? why not, If bers ofvisitors,onschedule? num- as such targets, other and construction Are conflicts notedinthepreviousreview? any managing on been there has progress What solve them? If there are trouble-spots, how will the parties re- How wellareallagreementsbeingkept? Steps forsuccess 3 Module

11 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Steps for success

• Effects on the community: • Effects on the environment and wildlife: What changes have been experienced or observed What effects or changes have been observed on in livelihoods, whether positive or negative? pasture, soils, water sources, or wildlife that could What changes, if any, have been observed in gen- be related to the CBV or to visitors? der relations due to changes in the community If positive, how are they likely to affect the com- economy or workload? munity and the CBV? If negative, how might they be countered? ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you:

12 terms ofthecontract. the and business the to commits and understands nity commu- entire the and transparent be transactions all that vital It’s facilitators. its and community the of the type of business and partly on the negotiating skills nature-based business. a develop help to organization other or NGO an with partner to help may It alone. Africa East in income an thousands earns Beekeeping market. tourism the in valuable be may face rock a even or landscape matic dra- instance, For natural. and human both sources, 2 1 munity incomes vary widely, depending partly on partly depending widely, vary incomes munity When communities partner with an investor, com- re- more and think, might they than portunities op- business more have often communities Rural

pastoralism orothersustainableusesoftheland. continue as such do, to wish already individuals what ments to households. It pay- is vital that the subdivided, income support already is land where and, system; lage to help support their traditional land management orother honey products throughalargerCBV. or craft for their a market find also might individuals But household. per up it divide than rather projects, community other and facilities health and education in it invest to sense more make may it considerable, is income Unless flowing. starts come 4 3 K live with wildlife. These include payments to a vil- a to payments include These wildlife. with live New forms of benefits are emerging for those who in- the before transparent accounts the keep and benefits share to how consider to important It’s ey points toremember 3 Module

1 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Key points to remember ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you:

2 2008. Translinks Case Study: Developing Alternative Alternative Developing Study: Case Translinks 2008. F. Nelson, Namibian Association of CBNRM Support Organisations (NACSO). Tourism. and Resources Natural of Ministry National The 1998. Tourism. and Resources Natural of Ministry Wildlife The 1998. Tourism. and Resources Natural of Ministry Wildlife The 2002. Tourism. and Resources Natural of Ministry Wildlife The 2007. Tourism. and Resources Natural of Ministry Based Community with 2001.Experiences Siege. L. and R.D. Baldus, based Community 2004. P.M. Ngoti, and D.T. Kaggi, R.D., Baldus, Bibliography Report prepared for Wildlife Conservation Society.Conservation Wildlife for prepared Report Plains. Simanjiro Tanzania’s in (PES) Services Environmental for Frameworks for Community-based Conservation: Piloting Payments NACSO.Windhoek: 2006. 2007.in Progress of Review A Namibia’sConservancies: Communal Printer. Government Salaam: es TouristDar for Hunting. Plan Management Printer.Government Policy.Salaam: Forest es Dar Printer.Government Salaam: es Dar Tanzania.Policy of Printer.Government Salaam: es Dar Regulations. Areas) Management (Wildlife Conservation Printer. Policy of Tanzania, Revised March 2007. Dar es Salaam: Government (GTZ). Zusammenarbeit Technische für Gesellschaft and Division Wildlife Salaam: es Dar 29. PaperNo. Discussion Wildlife Tanzania Tanzania. in Conservation Wildlife going? we 3,7,10.27: Miombo are Where now? we are Where (CBC): conservation 95 Plc and Policy 1995. 1995. A Review of the Wildlife the of Review A 1995. Force. Task Review Sector Wildlife 1974. Act, Conservation Wildlife The Tanzania. of Republic United (TNRF). Forum Resource Natural Tanzania Warinwa,F.,D., Sumba, P.,Lenaiyasa, P. Muruthi, and 2007. the in livelihoods and rights land Conservation, 2006. H. Sachedina, Community-based of Impacts and Evolution The 2004. F. Nelson, F. Nelson, etr n azna Vlm 2 Psil Ftr Otos Dr es Dar Environment. and Resources Natural Tourism, Options. of Ministry Salaam: Future Possible 2: Volume Tanzania. in Sector Printer.Government Salaam: es Dar www.tnrf.orgat Also recommendations. policy and pack information An benefits. the widening and resource the nurturing loss, the Stopping Tanzanians: all for Wildlife Maliasili), Papers.WorkingAWF Foundation: Wildlife African Kenya. in Enterprise Conservation a of Study Case A Ecolodge: Starbeds Nairobi. Conference, PolicyResearch A Africa: East in Reduction Poverty and Pastoralism to: presented Paper policy. conservation through change use land compatible conservation non- for incentives Increasing Tanzania: of Ecosystem Tarangire (IIED). Development and Environment for Institute International London: 131. No. Paper Issue Drylands Tanzania. Northern in Ecotourism (IIED). Development and Environment for Institute International London: 146. No. Paper Issue Drylands Tanzania. in Management 2007. Emergent or Illusory? Community Wildlife Wildlife Community Illusory? or Emergent 2007.

Appendices

2008. (Jumiko la la (Jumiko 2008. Koija 3 Module

1 Wildlife can work for you: creating a conservation-based venture (CBV) Module 3 Appendices ildlife can work for you: creating a conservation-based venture ( C B V ) venture a conservation-based creating W ildlife can work for you:

2