NOVEMBER 2009 CONTENTS
COVER
11. Real estate magnate reaps big
KABA WINNERS PROFILES
19. SME of the Year - InvesteQ
CAPITAL
22. Lifting the weights of excellence
- Muscles Health & Fitness Centre
11
24. KABA Winners pictorial Cover:
Daniel Ojijo - Real
26. Rising to the top through 'soft estate business
magnate reaps big
skills' training
34
28. Low cost healthcare concept
succeeds
30. Daring youth entrepreneurs - Decision-
Intrepid Data Systems making
demystified
OPINION
32. Corporate power and authority:
The dilemma of a company manager
CONSUMER INSIGHT
52
Image Matters:
40. Understanding ‘bottom of the Throw the
pyramid’ consumers perfect office
bash
BOB SAYS
44. A wake up call: Balancing work
and private life
MANAGERS' STYLE
58
East Africa's
50. End year goodies for your loyal holiday
clients destinations
NOVEMBER 09 MANAGEMENT 1

EDITORIAL
PUBLISHER
THE KENYA INSTITUTE OF MANAGEMENT,
Luther Plaza, 2nd and 3rd Floor,
Nyerere Road/University Way Roundabout
FOREWORD P. O. Box 43706, 00100 Nairobi, Kenya
Email: kim@kim.ac.ke • Website: www.kim.ac.ke
EDITORIAL COMMITTEE : David Muturi, Nicholas Letting,
Miriam Chege, Selina Makokha, David Mwaura and Leah
Munyao
EDITOR: Carole Kimutai
(ckimutai@kim.ac.ke)
REVISE EDITOR: Judy Munyinyi
DESIGN & PRODUCTION: Nelson Ngaara
(ngaara@kim.ac.ke)
CONTRIBUTING WRITERS: Moses Kemibaro, Diana
Kubebea, Jerry Okungu, Macharia Mwangi, Andrew Toboso,
Boniface Ng'ahu, Sammy Makokha, Patrick Gathara, Kinoti
Gituma, Eileen Lasker, Sammi Nderitu, Mwingirwa Kithure,
Eudiah Kamonjo, Tom Odhiambo, Kate Kibaara, Richard
SME today, multi-national Mukoma, Derek Bbanga, Allan Bukusi, Sharon Kisire, Carole
Kimutai, Charles Kimani and Bob Paterson
tomorrow COVER PHOTO: Teddy Mitchener
LAST MONTH, THE Kenya Institute of Management had the special privilege SALES: Anthony Githendu (agithendu@kim.ac.ke),
of honouring Small and Medium Enterprises (SMEs) during the KIM Cynthia Mumbi (ckaranja@kim.ac.ke)
Annual Business Awards (KABA) gala. This is the second year for KABA and Mary Ngumbi (mngumbi@kim.ac.ke)
Elizabeth Mbinya (embinya@kim.ac.ke)
the interest by SMEs to participate in the assessment exercise has been
overwhelming. It is encouraging to see entrepreneurs opening up their
companies to us and allowing us to extol them for a job well done and also KIM OFFICIALS
point out areas of improvement. These SMEs have potential to become major Dr. Arch. Reuben Mutiso - Chairman
multi-nationals and KIM is honoured to play an active role in ensuring that Alfred Lenana - Vice Chairman
the dreams of these daring entrepreneurs are actualised. Constantine Kandie - Chair, Membership
This month, MANAGEMENT brings you the inspiring stories of some of Development Committee
the KABA winners. We have candid interviews with entrepreneurs who tell us Dan Awendo - Treasurer/Chair, Finance and
Investment Committee
how they started out, how they are building their business empires and the
Charles Tanui - Chairman, Audit, Risk & Governance
dreams they have for their companies. If you are planning an exit from formal Committee
employment, grab a notebook and jot down some ideas. Eng. Kariuki Muchemi - Chair, Media Services Committee
Our cover story is dedicated to another entrepreneur who has Auma Kapere - Chair, KIM School of Management
transformed the real estate sector in Kenya. Daniel Ojijo started out with one Philip Kisia - Chair, Centre for Leadership,
company and today he owns a multi-billion property consortium. He saw Governance & Development
Committee
opportunities and grabbed them - literally.
Richard Konzoro Isiaho - Chair, Centre for
As always, we have put together informative content. We have published
Enterprise Development
an interesting report on understanding the bottom of the pyramid Committee
consumers. Many of us are guilty of ignoring those people defined as Salome Gitoho - Chair, Human Resource
‘living below a dollar a day’ but as the writer says, they could be the key to Development Committee
increasing your profit margins. If you are doing your 2010 business strategy, Mary C. Mwaniki - Council Secretary
this is an article worth reading and in the spirit of empowering managers, we David Muturi - Executive Director/CEO
David Mwaura - Director, Operations
have an executive coach handling the Managers Advice column.
Nicholas Letting - Director, Strategic Business Units
As we edge towards the end of the year, we are glad for the support and Leah Munyao - Director, KIM School of Management
immense feedback we receive from you. Enjoy reading the issue!
-7802
August 2009 ISSN 2074
Now available
• 3 • $5
• KShs.8,100 TShs. 6,000 • UShs.8,100
Bold Leadership
UShs. 300 •
• TShs. 6,000 • 3 • $5
KShs. 300 ISSN 2074-7802
Julius Kipng’etich: Getting ip
David Muturi holds a Bachelor of Education (Business Studies and Education), ershright
2009
Bold Leadit right as a CEO as a CEO
August
it s.8,100 •
3 • $5
0 • USh
: Getting TShs. 6,00
tich 300 •
a Master of Business Administration (Entrepreneurship option) and is currently
in East Africa
Julius Kipng’e
KShs.
pursuing a Doctorate in Business Administration. He is a Certified Public
Accountant of Kenya and the current CEO of the Kenya Institute of Management.
dmuturi@kim.ac.ke
COYA 2009:
Subscription form on page 60
The magic of winni
ng
companies 09:
COYA 20 of winning
The magic
SPECIALanies RE:
comp FEATU
Business diversificati >
on:
FEATURE: Yes:or s or No?
No? 6 16400
1 157003
SPECIAL ation Ye
2 NOVEMBER 09 MANAGEMENT Business
diversific 6 164001 15700
3 >
>
003
157
4 001
6 16

BRANCH NETWORK
• Naivasha • Eldoret • EastGate Head Office & Central Warehouse
• Ronald Ngala • Kubwa • Kitui P.O. Box 61600 – 00200,
Nairobi.
• Machakos • Embu • Kasarani
Tel: 020536305-9 / 020553045,
• Komarock • Narok • Hazina Fax: 020554131,
NOVEMBER 09 MANAGEMENT 3

LETTERS
Only focused leadership will
deliver Vision 2030 BUSINESS QUOTES
Thank you for the article titled: Vision 2030: Much more than brick and
mortar that was published in the October issue of MANAGEMENT. I have
Because Kenya has not conducted a
started warming up to the idea of Vision 2030 although I still believe survey in the last 20 years, the country
the government needs to do a better job in educating Kenyans and lacks adequate, timely and reliable
encouraging innovation by creating a platform for people to forward ideas data, which is key to policy formulation,
that can be used to actualise most of the Vision 2030 projects. But most planning, training and utilization of
important, the success of Vision 2030 lies in the hands of our leaders and I human resources.
highly doubt if the current leadership can take us to the ‘promised land'. If Mrs. Beatrice Kituyi, Permanent
for the last decade we are yet to decide on a new constitution, then Vision Secretary Ministry of Labour when
she announced a National Manpower
2030 might as well be wishful thinking.
Survey will be carried out next year, for
Joan O the first time in 20 years.
Nairobi
In the 1997/8 El Nino, Kenya lost Sh66
billion in transport damage, Sh52 billion
in power outages. Increased rainfall may
lead to an increase in diseases like Rift
Government too has good Valley Fever and Malaria.
managers
Prof. George Krhoda of the University of
Nairobi while presenting findings of a
study on the effects on climate change.
I congratulate the MANAGEMENT team for doing a marvellous job of
featuring managers from the private sector. It is encouraging to know This Bill has become necessary because
that we have good leadership in many of Kenya’s private companies. We attempts by the Government to use
are always pointing fingers at the government for managing this country market forces to lower prices and
poorly. I think you should extend this forum on good leadership and Government exhortations to traders
not to overcharge consumers have not
management practices to include the managers in government. There
borne fruit.
are very many managers who are making an impact in the public sector
Ephraim Maina (Mathira, Safina) who
by upholding excellence and integrity in the way they manage. As you
sponsored the Price Control (Essential
condemn what is bad, recognise and openly praise what is good and Goods) Bill, 2009 that gives the Minister
working. I am sure these stories will provide tips to other government for Finance power to fix the maximum
managers who may not be running this country effectively. retail and wholesale prices for maize,
maize flour, wheat and wheat flour, to
Moses K ensure consumers are not exploited.
Nairobi
Whereas banks and financial
institutions of yesteryears in Africa
would have previously yielded and
vanished in such turmoil, the banks of
today with stronger capital bases and
The views expressed in this journal are the authors' and do not necessarily reflect the stronger regulatory bodies have suffered
views of the Institute. severe challenges, but on the whole
The Editor welcomes articles from readers on subjects of interest to the Institute or to managed to withstand these external
Management practices. Reproduction without permission is prohibited. shocks.
LETTERS TO THE EDITOR Omar Ben Yedder, publisher of African
We welcome any feedback from readers. Please include your name, address and
Banker magazine.
telephone number. Letters may be edited for clarity or space. Mail: MANAGEMENT
Journal, The Kenya Institute of Management, 2nd and 3rd Floors, Luther Plaza, off
University Way Roundabout/Nyerere Road • P.O. Box 43706 - 00100 • Tel: 2445600,
2445555 • E-mail: management@kim.ac.ke
4 NOVEMBER 09 MANAGEMENT

NOVEMBER 09 MANAGEMENT 5

INDUSTRY NEWS
KDN Subscribers enjoy greater bandwidth
This announcement its bandwidth infrastructure to provide its
means clients previously enterprise customers and the common
receiving 1 Mega byte per public with enough capacity to meet
second (Mbps) now enjoy their varying personal and business
4 Mbps and only pay for needs. “The demand for increased
1Mbps; the other 3 Mbps bandwidth is being driven by our
are offered free of charge. customers who have started to embrace
“The increase in the broadband culture and butterfly
bandwidth is part of KDN’s lifestyle,” said Wulff.
commitment to support KDN’s focus on home broadband
our clients by providing users with Butterfly Home office
them with a world class connection and SME businesses through
Kai Wulff, CEO Kenya Data Networks infrastructure and adequate the broadband service has created
bandwidth capacity that will compelling alternatives for internet users
INTERNET USERS HAVE reason to smile
ensure an unmatched quality of service to choose from. The new broadband
after Kenya Data Networks quadrupled its capacity is targeted at the rapidly
and a world class Internet experience,”
bandwidth offering for all its existing and growing demand for international high-
said Kai Wulff, KDN’s CEO.
new clients. This offer went into effect on speed connectivity and is expected to
KDN has been very proactive in
October, 21 2009. upgrading its capacity and the quality of offer efficient and increased content.
Airline passengers to pay for their tickets via MPesa
A WEEK AFTER Safaricom launched
the M-Pesa International Money
Transfer (IMT) allowing the Kenyan
diaspora to send money home,
M-Pesa has now launched an
innovative service that allows
passengers to book, confirm and
pay for their air tickets through their
mobile phones.
This new service follows the
signing of a partnership between
Safaricom and three local airlines; East
African, Air Kenya and Aircraft Leasing
Services (ALS). The objective of the
new service is to make it easier for
travellers to book their airline tickets
from their mobile phones and pay
through the M-PESA money transfer
service.
“Customers incur huge costs The new service will allow passengers to book, confirm and pay for their tickets via MPesa
and the inefficiency associated with
having to commute and carry cash booking reference and instructions Safaricom also launched the M-Pesa
to pay for such services. With this new on how to pay through M-Pesa. Once IMT after partnering with selected
service, our subscribers can now book, they make payments, they will receive agents in the UK who provide the
make confirmations and pay for their a confirmation SMS with their booking cash-in location for senders to transact.
regional airline tickets from their data- details. Currently these agents are Western
enabled mobile phones, wherever they Pilots for the innovative service began Union, Provident Capital and KenTV.
are,” said, Michael Joseph Safaricom CEO. in July 2009 culminating in its launch. The maximum amount that can be sent
To use the service, subscribers will Safaricom has targeted to recruit over abroad at any one time via M-Pesa is KSh
be required to log on to the Safaricom one million data subscribers in the next 30,000. Additionally, senders in UK can
website www.safaricom.com from their three months through such innovative send a maximum of £1000 per month to
mobile phones, select their preferred services, as a key plank of its push to Kenya. Currently, the service allows one
flight, enter their names and mobile increase its penetration of Kenya’s data way transfer of funds from UK to Kenya.
number upon which they will get a market.
6 NOVEMBER 09 MANAGEMENT

INDUSTRY NEWS
KIM to boost Kenya’s blood banks
By Diana Kubebea
THE KENYA INSTITUTE of Management blood needed to meet transfusion
has launched a countrywide corporate needs in the country. Presently,
social responsibility programme that the number of blood units
is aimed at boosting the country’s collected has fallen drastically
blood banks. Last month, the Institute from 150,000 to 60,000 blood
conducted a special blood donation drive units in the entire country. The
in conjunction with Bloodlink that saw objective of the CSR activity
employees and students donate 70 pints is to ensure that the country’s
(approximately 39 litres) of blood. “Blood citizens continue to be vibrant
is very important. With the ongoing and healthy. “With the success of
countrywide shortage of blood, there is the initiative this year, we have David Muturi, Executive Director of KIM (left) leads the blood
donation drive
need to sustain the banks with a steady decided to launch a 2010 KIM
supply of safe and fresh blood,” said National Blood drive that will drives will be carried out strategically to
David Muturi, Executive Director of KIM. be carried out throughout the entire ensure that each blood bank or hospital
According to research, Kenya is facing country. Considering that KIM has 17 in all provinces in Kenya are sufficiently
a major shortfall in the availability of safe branches around the country, the blood catered for,” announced Muturi.
Ethiopian firm Holland Car Plc named Africa’s top SMME
ETHIOPIAN COMPANY, HOLLAND Car Plc has been declared the top small business in Africa. The
announcement was made during the third Africa SMME Awards event held in South Africa last
month.
“Judging by the entries received from all over the continent, the event certainly seemed
to have
captured the
imagination
Diaries &
of African
entrepreneurs,”
Tadesse Tessema Alemu, Holland Car PLC, said Prof
Ethiopia receive the award from Dr. May
Mkhizethe, the Premier's Wife in Kwazulu
Natal Province.
Nicholas
Biekpe, the
20 Calendars
10
president
of the
Africagrowth Institute in Cape Town. “With the current
global financial crisis strangling small businesses
worldwide, this sector needs all the encouragement
it can get from African governments and African
lending institutions,” he said.
Businesses that enter the awards are expected
to be well established, in good financial shape
and enjoy a reputation for quality, integrity and
service. Furthermore, they should operate in a
socially responsible manner, support community
development efforts, and create a work environment
in which their employees can learn and grow.
According to the judges, Holland Car Plc won
the overall 2009 Africa SMME Award because of the
company’s ability to create and sustain jobs in a
challenging environment. The business is built on
solid business principles and has established itself
as a world leader in manufacturing, assembling and
distribution of its products.
The Africa SMME Awards is an initiative of the
Africagrowth Institute and is set to become an annual
highlight on the African entrepreneurial development
calendar.
NOVEMBER 09 MANAGEMENT 7

INDUSTRY NEWS
Diamond Trust goes to Diani
DIAMOND TRUST BANK (DTB) has opened a branch in Diani, Coast Province.
This increases the bank’s total branch network in Kenya to 23, following the
opening of other branches in several parts of the country this year.
“We are delighted to announce the opening of our new branch at Diani in
the South Coast to support all our customers and extending our exceptional
Mahmood Manji, Diamomd Trust Bank Chairman and Najib banking services to them, particularly those in the tourism sector who
Balala, Tourism Minister make an ATM transaction moments presently have to travel to Mombasa for their banking. The branch will also
after they opened the DTB branch in Diani, South Coast. service customers from all surrounding areas including Ukunda, Kwale, Ramisi,
This becomes the fifth branch in Coast province.
Msambweni and Shimba Hills,” said Mahmood Manji, DTB’s Chairman.
KQ pilot receives Finlay's closes tea extract
historic award factory, expands new one
LOCAL TEA EXTRACTS manufacturing firm, James Finlay (Kenya) Ltd has
commenced a phased closure of its 40 year old Mara Mara Tea Extracts
factory in Kericho in Rift Valley province. In the meantime, the firm has
outlined plans to expand its state of the art Saosa Tea Extracts factory, also
in Kericho, as part of a strategy to maintain market competitiveness in the
global tea extracts market.
James Finlay’s sales volumes have in recent times been hit badly by the
economic downturn and increasing competition from lower cost production
centres. Meanwhile, costs in Kericho have been rising rapidly due to
inflation and Mara Mara is no longer able to compete on the global stage.
Finlay’s General Manager in charge of Tea Extracts, Isaiah Cheruiyot, said the
decision to close Mara Mara had only been made after full consideration of
all available options. “We have tried to keep the operation going for as long
as we can by reducing capacity to one line in the hope that sales volumes
might pick up but this hasn’t happened. We now have no choice but to
consolidate at Saosa if we want to remain globally competitive. Otherwise
CAPTAIN IRENE MUTUNGI, (pictured) a Kenya our tea extracts business will not be viable and we risk losing more jobs if we
Airways pilot has received the prestigious don’t act now.”
Africa Travel Awards 2009 as the first female Consequently, the company plans to transfer some of its production
African Airline Captain. An airline captain is equipment from Mara Mara factory to the modern Saosa Complex and
invest in a new line there as part of the consolidation into a single, more cost
the ultimate position for a professional pilot
efficient factory. The closure, Cheruiyot assured, will be phased over one year
which begins as a first officer or co-pilot.
to ensure a smooth transition of manufacturing operations to Saosa and
Captain Mutungi received the “Africa make it easier for staff to be redeployed to other parts of the company.
Legend of Travel” Award during the 5th The consolidation is expected to result in a reduction of approximately
AKWAABA: Africa Travel Market gala held in 430 people, out of a total number of 720 Tea Extract employees in Kericho.
Lagos, Nigeria. The award was presented by It is anticipated that through a combination of redeployment and voluntary
early retirement (VER) any redundancies will be minimised. The company,
His Excellency Sir Dawda Jawara, the former
Cheruiyot added, will also provide generous severance terms and do its best
President of the Republic of The Gambia.
to find alternative employment for staff affected. “Every effort will be made
“Her pioneering role as the first female to avoid forced redundancies and priority will be given to staff who lose their
African Airline Captain has opened up jobs when other vacancies arise in other parts of Finlay’s in Kericho”.
numerous opportunities for other ladies Finlay’s has been growing tea for over 90 years in Kericho and is one of
in Africa, extending the available pool of Kenya’s largest tea growers. It recently expanded its horticultural business
in Kenya with the acquisition in 2007 of Flamingo Ltd. which has extensive
skilled manpower in the continent,” said Titus
flower farms and fresh produce farms around Lake Naivasha and Mt Kenya.
Naikuni, KQ Group Managing Director and
Finlay’s now employs over 22,700 people in Kenya making it one of the
CEO. KQ has over 340 pilots four of whom are largest employers and investors in Kenya’s agri-business sector. Finlay’s is the
female captains and 22 female co-pilots who world’s largest supplier of quality tea extracts, dealing with all of the world’s
are in charge of over 130 daily flights. top beverage companies.
8 NOVEMBER 09 MANAGEMENT

INDUSTRY NEWS
Equity named micro finance bank of the year in Africa
EQUITY BANK HAS, for the second year The African
running, been named the Micro Finance Banker Awards
Bank of the Year in Africa during the 2009 recognize the
annual African Bankers Awards ceremony continent’s successes
held in Istanbul, Turkey. Equity Bank won in banking and
the award in a category contested by reward among other
Accion, Nigeria, Blue Financial Services of things, achievements,
South Africa and UBA Nigeria. record earnings,
Equity Bank was named the Micro innovative practices,
Finance Bank of the Year in Africa and commitment
“for assisting local communities and to corporate social
aspiring entrepreneurs to raise finance, responsibility and
ultimately contributing to their growth gender equality over
and development.” The awards ceremony the last one year.
coincided with the World Bank’s critical Omar Ben Gerald Warui, Equity Bank's Operations Director is congratulated by the CBK
global discussions on the state of the Yedder, publisher Governor on receiving the award.
world’s financial systems which was also of African Banker
held in Turkey. magazine, said
capital bases and stronger regulatory
While receiving the award, Equity African banking and financial institutions
bodies, have suffered severe challenges,
Bank’s director for Operations and had not remained unscathed by the
but on the whole managed to withstand
customer service, Gerald Warui said the global financial and economic crisis.
“Whereas banks and financial institutions these external shocks,” Yedder said.
award demonstrates the resilience of the
microfinance sector in Africa in reducing of yesteryears in Africa would have This year’s event was organised by
poverty and accelerate the attainment of previously yielded and vanished in such African Banker magazine and supported
the Millennium Development Goals. turmoil, the banks of today, with stronger by the African Development Bank.
Cash price for local
content developers
MOBILE PHONE MANUFACTURER Nokia is offering a KSh
10 million cash prize for developers and innovators of local
content. The Nokia “Calling All Innovators” competition for
local Kenyan content is open to anyone with bold ideas
and tremendous talent. Whether it is someone new to
mobile phones or an experienced coder, Nokia is offering
new opportunities for local developers to grow their
business.
The competition challenges mobile and web
application developers to submit entries for content in any
category within the Ovi Store (Applications and Widgets,
Video, Personalization, Games, Audio, Flash & Active idle
widgets) with a focus on Internet Innovation, Flash, Mobile
Games and Social location.
“The designers of the best ideas for applications will be
entered into a second stage where finalists will gain access
to the beta environment and the tools to develop their
ideas. This part of the competition allows developers to be
creative and to use their personal experience from using
navigation tools to develop applications that will really
add value to the user,” said Agatha Gikunda, Nokia Head of
Messaging for East and Southern Africa.
The deadline for the competition is 15th of November
2009. The winner will be announced on December 10,
2009. All competition entries should be submitted at
http://callingallinnovators.com/africa/.
NOVEMBER 09 MANAGEMENT 9

Daniel Ojijo, the Executive Chairman of Mentor Holdings
10 NOVEMBER 09 MANAGEMENT

COVER STORY
Real estate
magnate
reaps big
By Carole Kimutai
F DANIEL OJIJO was
president, he would bring down all the
bungalows in Nairobi and swap them with
sky scrapers. That’s how radical Ojijo, the
Executive Chairman of Mentor Holdings can
get – and he has no apologies for it.
NOVEMBER 09 MANAGEMENT 11

COVER STORY
It is a Friday and I am seated at the and organises the Kenya Homes Expo, started working for the government,” he
boardroom of Mentor Holdings which brings together players and reminisces.
located on sixth floor of New Rehema stakeholders in Kenya’s property sector. His entry into the real estate business
house. The building stands towering happened after his friends convinced
over three storey residential flats and Thirst for success him to join the marketing department
from the boardroom window, I get Ojijo’s story is one fuelled by a craving of Imperial Shelter. “I started as a real
an excellent panoramic view of the for success and determination. He credits estate agent and worked my way up
Westlands neighbourhood that is his formative years at Mawego Technical to the position of Property Director.”
gradually becoming more commercial Secondary School for influencing his However, Ojijo still held on to his dream
than residential. Below, I can see several choice of career. “I did carpentry and of becoming a business man and after six
residential lawns and in the distance I majored in masonry,” he says. Back years, Ojijo decided it was time to go it
notice a building under construction that in the 1980s, technical schools were alone and the rest, as they say, is history.
looks like a modern multi-storeyed office equivalent to today’s national schools. “I bought Villa Care, a real estate
building. After Mawego, Ojijo proceeded to Nairobi company that was going down in 2000.
Ojijo is certainly in the right School for his ‘A’ levels and later joined Back then companies were waiting for
business at a right time. This is when Egerton University where he graduated clients to call them but when I acquired
Kenya is rapidly urbanising with an with a Bachelor of Science degree in the company, I had a mindset to first of
average annual growth rate of 3.9%. Chemistry and Mathematics. all turn its fortunes around and secondly,
Ojijo is the proprietor and force behind After university, Ojijo’s first employer be a leader in the sector. I went out
Mentor Holdings, a real estate/property was the government of Kenya where into the market aggressively looking
consortium that deals with anything and he worked for the Ministry of Science for clients,” he says. Ojijo adds that to
everything in real estate development. and Technology, in the Department of succeed in the real estate business one
This ranges from property management, Patents and Trade Marks. After a two requires persuasion and marketing skills.
valuation, consultancy and development year stint, Ojijo joined Imperial Shelter As Ojijo went out looking for
and interior decor. The business has Limited, a real estate managing company. clients, he was able to spot other
also diversified into media and events; “It was my dream to be a business man. opportunities in the market and like
the company publishes Homes Kenya, a I was inspired by a real estate agent a shrewd businessman, saw a chance
bi-monthly publication on properties, who showed my first house when I to expand his business. “We would get
12 NOVEMBER 09 MANAGEMENT

COVER STORY
A model of flats being constructed by Sigimo Enterprises.
clients asking us if we could manage to spend millions of shillings and after looking for a steady income from the rent
their properties, others wanted to know convincing them that their money is in of his houses, we ensure the money is
if we could recommend any contractors wired to their bank accounts at an agreed
or consultants who could manage their “Developers must date. We also keep them informed and
development projects and others wanted updated on developments in real estate.”
advice on whether to buy or build.” abide by the rules The fact that he has several
The opportunities presenting led - make sure you companies dealing with different aspects
Ojijo to register various companies of property development has proved
dealing with construction, property
get the designs to be an added advantage as his clients
development and valuation. Among approved and are able to get most solutions under
these companies are; Mentor Group - a
when a project one roof. To keep his customers happy,
real estate, project management and Ojijo has also had to invest in training
consultancy company, Nairobi’s Best starts, quality his employees and use the internet as
Homes - a company dealing with high- checks should a marketing tool. “The Kenyan diaspora
end properties, International Valuers, is looking to invest at home and, to tap
Kenya Interiors, Home Fix and Sigimo be done at every into that market, we have put a lot of
Enterprises - a private residential stage to ensure information on property on our website.
developer that builds houses for sale and The site has also attracted many people
rental. “Our housing projects are located
that the right locally and this strategy has proved very
in some of Nairobi’s most desirable standards are successful.”
locations like State House, Riverside,
met.” Ojijo admits that the property
Kilimani and Kileleshwa,” he says. industry has been infiltrated by many
unscrupulous players. “I blame both the
Keeping customers happy safe hands, the herculean task is keeping government and the players!” he says
In the multi-billion property business, them happy.” Ojijo has maintained his citing an example of Namibia which has
Ojijo deals with clients with very high high clientele by providing solutions a vibrant real estate association that
expectations. “These are people willing based on their needs. “If it is someone regulates the players. “Agents need to
NOVEMBER 09 MANAGEMENT 13

COVER STORY
SECRETS
OF MY
SUCCESS
BUILDING BLOCKS OF MY
BUSINESS
“Be aggressive, innovative
and be willing to take risks. Fear
prevents people from doing a lot
of things. You cannot know the
potential of any investment unless
you take a risk.”
WILLING TO LEARN
“As an entrepreneur you start
a business thinking you know
everything but along the way you
realise you don’t. Don’t be shy to
consult with your staff and even go
back to school. I am currently back
in class doing my Masters in Project
Management. By the time I am 50
years old I want to have several
degrees.”
GETTING MONEY FROM
THE BANK
“Show a bank a very good business
proposal. Don’t give up when they
turn you down, go and knock other
doors. Success belongs to people
who go out to make things happen.
There are many people who get
discouraged very fast and don’t
believe in themselves.”
AN ENTREPRENEUR’S have a body where they can regulate that the right standards are met.” A report
HEART themselves and come up with codes of by the Architectural Association of Kenya
“As an entrepreneur you must practice.” revealed that 65% of urban buildings are
appreciate that many things can Speaking just days after the sub-standard and unapproved.
affect your business. Some things collapse of a building in Kiambu that Of major concern for Ojijo is the issue
you have very little control over and killed 16 people, Ojijo points a finger of human capacity. “There seems to be
you have to have a strong heart and at developers who take short-cuts. an acute shortage of engineers who
think rationally at all times. When
“Developers must abide by the rules - cannot cope with the current growth. A
there is a crisis, remain calm, stay
make sure you get the designs approved few years ago, the City Council was aware
sober, get a solution and move on.”
and when a project starts, quality checks of any construction happening and their
should be done at every stage to ensure inspectors were assigned to projects.” For
14 NOVEMBER 09 MANAGEMENT

COVER STORY
entrepreneurs venturing
into the property business
Ojijo advises them to be
ready to abide by the rules
and spend money. “There
are no short-cuts in real
estate because you cannot
afford to compromise on
quality,” he advises.
Ojijo wants to see
sanity restored to the
real estate industry.
However, bringing
developers together has
been a challenge and
has been one of his one
of his greatest desires.
Through the Homes Kenya
Expo and the Homes
Kenya magazine, Ojijo storey building with 20 flats, developers this can be done through the private
has provided a forum for players and should be allowed to increase floors sector but only if the government
stakeholders to the industry to meet. The and accommodate more people on the supports the sector.” Support from the
Kenya Homes Expo is the only exhibition same piece of land. This would ease the government according to Ojijo, includes
in Kenya that is held two times in a year cost of housing in Nairobi and we would providing incentives like finance, land,
and brings together contractors, banks, have more people afford to live in better providing infrastructure like roads, water,
consultants and interior decor suppliers dwellings.” sewerage and electricity. “This sector
as exhibitors. employs many people and it could
“The government employ even more if the government
Lucrative business came and offered to partner with us. If
Ojijo openly admits that there is money always talks it provided the infrastructure and zero
in the real estate business. Kenya’s about providing rated tax on building materials then the
population in 2007 was estimated at
37.2 million and is projected to increase
affordable cost of construction would be much
lower.”
to 42.2 million in 2012. “There are about housing for its There is a huge demand for new
4.3 million houses required up to 2030,”
notes Ojijo. Considering that more than
citizens and housing units in urban areas. The
demand stands at 150,000 units annually
60% of the Kenyan population is younger this can be done but only 23% of this demand is being
than 25 years, it is clear that the demand
through the met. Due to the cost element, more than
for adequate housing will rise steadily 80% of the new houses are constructed
as those aged 20 and below reach private sector for high and middle-income earners,
adulthood and start family life.” but only if the leaving out the low-income earners
According to Ojijo, the government
holds the key to opening up the
government whose present demand is about 48% of
the total new houses required in Kenya.
country’s real estate sector and should supports the “This is one of the areas the government
encourage more players to come in. Ojijo
says the government should revise the
sector." can partner with the private sector to
provide affordable housing.”
outdated building plans and adopt a Ojijo is looking at a bright future
modern city plan to accommodate the However, due to the huge capital as far as his business is concerned. As a
growing population. “Some buildings outlay required, a lot of entrepreneurs parting shot he says he has succeeded in
should be knocked down and replaced have shied away from the sector. “The business because of taking risks which,
with sky scrapers. For example in government always talks about providing he confirms, have paid off handsomely.
Eastlands, instead of building a four affordable housing for its citizens and
NOVEMBER 09 MANAGEMENT 15

Photo/Sammy Makokha.
BUSINESS PICTORIAL
Francis Ngambi, Co-operative Bank Brand Manager (left) receives a trophy from
Higher Education Loans Board (HELB) Chief Executive Benjamin Cheboi hands
President Mwai Kibaki after the bank won the Best Financial Institution Stand
over a partnership pact to Zain Corporate Communications Director Michael Okwiri
Award at the Nairobi ASK International Trade Fair. Co-op Bank is one of the biggest
during the launch of the Helb/Zap Loan repayment facility. The Zap system is
lenders to agriculture in Kenya and has lent billions more through the Co-operative
aimed at making easy and convenient tranfer of funds by HELB members students
Movement. Looking on is William Ruto, Agriculture Minister (second right).
and enhance positive listing with credit reference bureaus of all loanees who have
completed their loan repayment.
Photo/Sammy Makokha.
Najib Balala, Tourism Minister (centre) and Cecily Mbarire, Tourism Assistant Catherine Ochieng (left), Judge, Kisumu Premier Expo-2009 presents a trophy to
Minister, (right) unveil Kenyatta International Conference Centre's Second Housing Finance team, Lucy Njogu and Charles Muthee (centre) for emerging the
Strategic Plan that aims to implement measures to rehabilitate and modernise winner in the Banking, Finance and Mortgage category during the Homes Expo
KICC. Looking on is KICC Board of directors' Chairperson Amina Ahmed (2nd left) held in Kisumu. Looking on is Lydia Limbe of Next Level Public Relations.
and Jennifer Opondo, KICC Managing Director (left).
Dr. Gitahi Githinji former General Manager Marketing and Circulation, Nation George Mwangi, East African Cables Group Managing Director (left) and
Media Group (left) and Helen Brand - Global CEO of Association of Chartered Joseph Kinyua, Group Finance Manager admire the firm’s FiRe 2009 first
Certified Accountants (ACCA). After signing a Memorandum of Understanding runners up award trophy. EAC was awarded the trophy in the Industrial,
where NMG will produce a quarterly publication entitled Finance for Business. Commercial and Services category in recognition of its superior financial
reporting standards by the Institute of Certified Public Accountants of Kenya.
16 NOVEMBER 09 MANAGEMENT

BUSINESS PICTORIAL
Photo/Sammy Makokha.
George Kivindyo, East African Safari Air General Manager Commercial (right),
Michael Joseph, Safaricom Limited Chief Executive Officer and Capt Dino Bino
Bisletti, Air Kenya Express General Manger during the launch of a new Safaricom
service dubbed Easy Travel Service. The service will enable Safaricom for East Mutua Kilaka, Ministry of Finance Economic Secretary (left) flanked by Michael
African, Air Kenya and Aircraft Leasing Services (ALS) book airline tickets from Waweru, Kenya Revenue Authority Commissioner General, cuts a tape during the
their mobile phones and pay through the M-PESA money transfer service. official opening of National Taxpayers week. The launch is aimed at reviewing the
performance at KRA and challenges facing.
Onyango Obiero (left), Gulf African Bank Head of SME Banking, explains the Hon. Amos Kimunya presents Jerry Njuguna with a gift for a being winner in the
features of the SME Credit Facility to Dahil Hassan (center) and Medina Chirchir men's category during the KIM Managers Golf Tournament 2009 held in October.
(right) of Comutell Ltd. during the launch of the SME products. The offering is
tailor-made to suit various sectors.
Photo/Sammy Makokha.
Eng. Joseph Njoroge, Kenya Power and Lighting Company Managing Director
during this years' financial results at a Nairobi hotel that saw an increase in Non-
Michael Joseph, Safaricom Limited Chief Executive Officer giving a talk on Fuel power purchase cost of 57% due an increase in bulk tariff.
innovation during the KIM monthly public lecture that was held in October. Joseph
gave a case study of Safaricom and how it has used innovation to stay ahead of
competition.
NOVEMBER 09 MANAGEMENT 17

KABA
Sustainability: Driver of innovation
here at home like drought, power black investments - Smart companies start
outs amongst others, all of which are small, learn fast and scale rapidly.
impacting negatively on the cost of These companies benchmark, but
doing business in Kenya, and the returns the goal is to develop next practices
for our businesses. These are times that - not merely mimic best practices
call for a focused management style, • Stay wedded to the goal while
planning and leadership from those who constantly adjusting tactics
are expected to steer their organisations • Build collaborative capacity - Form
to greater heights in these turbulent alliances with other businesses and
times. governments
The key to progress, particularly in times • Use global presence to experiment
of economic crisis, is innovation. The In the future, only companies that
essence of business innovation lies in make sustainability a goal will
frequently challenging the status quo; achieve competitive advantage.
whether the intention is to merely This means rethinking business
Vimal Shah, CEO BIDCO Oil Refineries was the sustain existing products or services models as well as products,
Chief Guest during the KABA gala through piecemeal improvements, or to technologies, and processes.
completely disrupt the existing market In conclusion to those who will receive
The KABA award is or business system through radical various awards and recognitions,
undoubtedly a key milestone inventions. Sustainability is now the CONGRATULATIONS for your hard
for this country towards the key driver of innovation. We all need work and efforts; don’t dim the lights.
achievement of Vision 2030. to realise that there is no alternative Ultimately, you are all winners even
The awards seek to identify and publicly to sustainable development. It is only for those will not receive any award.
recognize Small and Medium Enterprises the sustainable corporations that will This should be an encouragement
(SMEs) that demonstrate excellence emerge from today’s economic crises to for you to keeping working. Continue
and integrity in their management and upset the status quo. benchmarking with the best practices
leadership practices. This is the reason Finally, to become sustainable; so that you not only increase your
why we are all assembled, to support and • Don’t start from the present, start company’s revenues, but turn
encourage the development and growth from the future - Ask yourselves into a word class organization
of our SMEs. what the millstones on the path to ready to mentor other
Today though, we are faced with so the desired future are? upcoming SMEs.
many challenges, from the global • Ensure that learning precedes
financial crisis, to our own problems
2009 KABA Winners
CATEGORY WINNER
2009 SME of the Year InvesteQ Capital Ltd
Strategy & Management Practices InvesteQ Capital Ltd
Market Presence Raiser Resource Group
Procurement & Logistics Winnie’s Pure Health
Human Resources Management Winnie’s Pure Health
Information Communication Technology Metropolitan Hospital Ltd
Business & Financial Results InvesteQ Capital Ltd
Quality & Productivity Melchezidek Hospital
Environment, Health & Safety Uzuri Manufacturer’s
Corporate Social Responsibility Taifa Sacco
SPECIAL AWARDS
Judges Award Muscle Health & Fitness Centre
Woman Entrepreneur of the Year Winnie Nyaga – Winnie’s Pure Health
Youth Entrepreneur of the Year Philip Nyamwaya & Stephen Ogolla - Intrepid Data Systems
18 NOVEMBER 09 MANAGEMENT

KABA
Dan Awendo, CEO, InvesteQ Capital Ltd and his team receive the SME of the Year Award
Banking on the unbankable
By Macharia Mwangi
C
ONVENTIONAL BANKING A trained accountant, Awendo financial solutions to its SME clients.
SYSTEMS applied in emerging worked with Loita Capital Partners ‘Big banks’ have in the past
markets the world over been International for 10 years where he was considered lending to SMEs an
shy in lending to Small and pivotal in setting up accounting and unattractive venture due to a range of
Medium Enterprises (SMEs). Most financial standards for the company. factors among them high transaction
financial institutions have hitherto He ascended the corporate ladder costs and collateral requirements, hence
structured their operations in favour of to the position of Group Financial the credit rationing that has impeded
large enterprises and have more often Controller but later moved to Loita Asset growth in the SME sectors in most
than not applied conservative policies Management, a flagship brand of the developing countries. For many SMEs,
when serving SMEs. But InvesteQ Capital Loita Group as General Manager. At the management of costs amid pressures
Limited has turned around the lifelines of time, the company was not handling on revenue is a priority. Ensuring sound
many small business owners by providing clients with less than US$ 1m in revenue. cash flow management is critical in these
them with innovative and appropriate In 2002, at 32 and armed with hope and tough economic times, when the effects
business and financial solutions that seeing an opportunity to serve small of the global financial crisis and home
promote the stability and growth of their start-ups, InvesteQ was born. grown business pressures have pushed
enterprises whilst providing an attractive businesses between the devil and the
value proposition for its stakeholders. Different from others deep blue sea.
MANAGEMENT caught up with Dan While most commercial banks and micro Awendo says InvesteQ was born out
Awendo, the Chief Executive Officer of finance institutions (MFIs) still have their of the boredom and unexciting nature
InvesteQ CAPITAL Limited. The company concentration on retail and corporate of the accounting job and a burning
took home the 2009 SME of the year clients and micro businesses respectively, desire to venture into business. “I saw an
Award. InvesteQ also bagged the InvesteQ has managed to differentiate opportunity to lend and provide advisory
Strategy and Management Practices and itself from the rest of the financial services to SMEs,” says Awendo. “We
Business and Financial Results Awards solutions providers in the market by started with no capital and no money
respectively. offering short, medium and long term set aside for anything. All we had was
NOVEMBER 09 MANAGEMENT 19

KABA
a conviction to set new benchmarks in the products introduced into the market challenges. Some of these include limited
the industry by focusing on excellence, were largely on trial. InvesteQ CAPITAL capacity in market availability, as well
service delivery beyond client has, as a result, been able to create as entrepreneurs’ lack of knowledge of
expectations and integrity,” he says. confidence in the market for both its SME how to run a successful business while
Awendo started off with a laptop clients and its partner banks. InvesteQ maintaining low operational costs. Most
and three employees, him included, CAPITAL has secured the support of three businesses are still one-man shows and
for one and a half years. “The financial local banks for its credit business giving lack the necessary support functions
obligations were strenuous but we had the company a unique opportunity that provide businesses with the
the determination and favour of God to continue supporting the financial operational depth to grow. Some of these
on our side,” says Awendo, a staunch requirements of SMEs as they seek to support functions include accounting,
Christian. Initially registered as TradeCo grow their businesses. legal affairs, marketing and IT. Other
CAPITAL, InvesteQ was predominantly challenges faced by SMEs include lack
engaged in the business of arranging "InvesteQ CAPITAL of a clear government policy or legal
Trade and Asset Finance for Small &
Medium Sized Enterprises. In 2004
finds itself framework on the SME sector.
This, Awendo advises, can be
TradeCo CAPITAL evolved into a public competing with reduced by the government acting as
company with an institutional framework
to position it for growth and expansion. commercial catalyst for growth of SMEs’ venture
capital institutions in the country. The
The company’s name was changed to banks in certain government should also actively play its
InvesteQ CAPITAL to underscore the fund-of-funds role to the venture capital
changed nature of its mission to include product institutions specifically supporting SMEs.
Venture Capital. It also increased its
capital base to reflect the seriousness
offerings despite In a sector that employs most of the
9.4 million working people in Kenya,
with which it intended to engage in its its status as a there is a need to introduce more
target market. InvesteQ seeks to deepen
the financial services industry in Africa
non-deposit entrepreneurship courses and training
for upcoming businessmen despite
by creating a fully fledged Private Equity taking financial the attendant costs. Most banks do not
and Venture Capital Fund in addition to
creating innovative financial products institution." provide their clients with the necessary
entrepreneurial training, mentorship
and services for distribution to both users
and support services to convert
and suppliers of capital. The company has to date grown by
business-minded people into successful
providing structured working capital
entrepreneurs.
Secret for growth facilities to businesses, personal loans
InvesteQ CAPITAL finds itself
What is their secret for growth? to employees of those businesses, as
competing with commercial banks in
“Our business is based on the Kingdom well as financial services such as fund
certain product offerings despite its
principles and sound Christian values management and capital raising services,
status as a non-deposit taking financial
for success since you will always find corporate and financial advisory, asset
institution. The company depends
favour with God and favour disqualifies finance and financial services training.
primarily on its shareholder capital and
qualification,” says the self-made The company operates under the fund
credit lines from partner banks to fund its
entrepreneur. “The institutionalization management license issued by the CMA.
portfolio of SME clients in the market.
of the business from a one-man family Awendo notes that their strategy
Some commercial banks in Kenya
business into multi-ownership company of helping SMEs has seen some of
embracing corporate management also these businesses become credible and have embraced universal banking by
helped in idea mobilization by pooling therefore more attractive to banks that incorporating stock broking, investment
ideas, capacity and experiences together,” may have previously locked them out banking and even insurance services
adds Awendo. due to heavy collateral requirements. in their stable of product and service
InvesteQ CAPITAL also won the hearts “Some have even outgrown us. This is a offering. Most of the MFI’s in Kenya have
of their financial partners and has been big plus to a sector which remains the also made a move towards deposit taking
able to do substantial business due to driver of the country’s economy,” he adds. and are looking to offer a wider range of
the loyalty with banks. “The input of According to the Economic Survey 2008, services and products to their clients.
our staff cannot be gainsaid. We have a the private sector created 72,000 new InvesteQ CAPITAL is determined to
qualified, experienced and empowered jobs in 2007, and accounted for 67% of continue differentiating itself as a niche
team that we always encourage to do the total employment in the same year. SME financial services solutions provider.
best for our clients,” reveals Awendo. “Our vision hinges on being the financial
A licensed manager by the Capital Sector challenges partner of choice to SMEs in Africa,”
Markets Authority (CMA), InvesteQ Despite efforts by various financial Awendo says, explaining that InvesteQ is
CAPITAL has performed successfully institutions to bridge financial gaps will work to provide end-to-end financial
over the last three years even though among SMEs, the sector is still faced with solutions to its SME target market.
20 NOVEMBER 09 MANAGEMENT

Empowering SMEs
for Growth
SME Finance
Asset Finance
Investment Management
Structured Trade Finance
Talk to us!
Ambassador Court, Suite No.A4, Milimani Rd, opp. Heron Hotel • P O. Box 56977-00200 Nairobi, KENYA
.
Tel: +254-20-2730980/1 • Cell: +254-722-403311 • Fax: +254-20-2727783
NOVEMBER 09 MANAGEMENT 21
Email: info@investeqcapital.com • www.investeqcapital.com

KABA
Lifting the weights of
excellence
Passion for fitness and health bears fruits for entrepreneur who
bags the KABA 2009 Judges Award.
By Sammi Nderitu
T
HE AMBIENCE OF Muscle Health
and Fitness Centre (MH&FC)
reception is alluring. A visitor is
welcomed by glass doors and
walls engraved with images of people
Photo/KIM Library
exercising. The door opens after swiping
a card through an electronic reader.
“Come in, let me show you around,” says
Philip Lime, a fitness instructor at the
gym. As we walk in, I am awed at the
magnificent view of the Nairobi National
Park.
“Each piece of equipment here has its
own specific purpose,” explains Lime as
he mounts one of the machines. “This is a
cardiovascular machine. You can regulate
the speed at which you want it to move,”
he explains. We are then invited to a tour Maurice Wambua, Director (left) and Peter Mutavi after receiving the Judges' Award
of the fitness centre and we start with
the steam and sauna and aerobics rooms, corporate company as a human resource among other companies. Through the
changing room, boxing, beauty and the officer. I felt I needed to engage staff partnership, staff from these companies
resting rooms. “Exercise is a lot of work. in health activities so I sought ways to were able to access various facilities at
Some clients opt to take a nap here to this and that’s how I ended up owning a the fitness centre and his clientele grew
relax their bodies before heading home,” fitness centre,” explains Wambua. rapidly. A holder of a Masters Degree in
says Lime as I stare at the neat beds in Wambua’s other motivation was to Business Administration, Wambua says
the resting room. create an affordable environment where he runs MH&FC as a corporate company.
people would keep fit and stay healthy. He also says that among the reasons why
Household name He notes that established membership he decided to do an MBA was his passion
“We pride ourselves with state of the art clubs are expensive and out of reach to use knowledge to create employment
equipment, qualified and experienced for many people and he desired to opportunities.
instructors. We are a household name open a modern facility that would offer
offering all services associated with body quality fitness services and also compete Excellent customer service
fitness, complete with steam and sauna with the other clubs. At the beginning, MH&FC is proud to have taken home
facilities,” says Maurice Wambua, MH&FC’s MH&FC principles were to offer the best the KABA (KIM Annual Business Award)
Director. service driven by quality customer care, Judges Award. Wambua credits the win
“We started operation between late affordability and quality. “Due to this we to centre’s excellent customer service.
2003 and early 2004. Our beginning was have become the best training facility in “This was our first time in KABA and
small. I was alone at the time. Now this Kenya,” he says. being declared winners of the Judges
facility has employed 25 people and the After leaving his human resource Award surprised us. It was a great
asset value here is worth KSh 40 million!” job to venture into business, Wambua’s moment for us.”
An inspiring story and I find out instinct took him back to the corporate As people continue to increasingly
what motivated him to open the centre world where he went hunting for clients. become aware of their need to exercise,
considering the kind of investment His hunt was successful as he signed many fitness centres are coming up and
required. “My motivation to have a fitness contracts with leading companies like competition increasing as well. Is MH&FC
centre was born while I was working for a Zain, Kenya Airways, General Motors feeling the heat?
22 NOVEMBER 09 MANAGEMENT

KABA
“Competition is there. However, Lime says that the gym has tailor to.” Despite of this challenge, MH&FC
through proper research, offering top made products to fit every client and has is working harder to market itself and
notch services and making our prices mechanisms to review clients’ progress increase business. “We are marketing
affordable, we remain ahead of the after every two months. “Fitness review ourselves through newspaper and
game.” is necessary as it helps clients to monitor magazine advertisements, distributing
The fitness centre targets individual their progress and also help them not fliers, and creating partnerships with
clients − who make up a bulk of the to compromise their body formation.” other companies. Recently we gave
centres membership − and corporate The gym also invites body experts to huge discounts to Nakumatt shoppers
clients. MH&FC plans to venture into give professional talks to its clients for who regularly use their smartcards. We
managing in-house gyms for corporate educational purposes. are also approaching other companies
organisations and also targeting local
so that we can have mutual beneficial
and international sports teams. Business challenges relationships.”
“When a client registers at the gym, All has not been rosy as running MH&FC
On individuals or companies Wambua
the first thing that we do is create a file has come with its own unique challenges.
draws motivation from, he answers
then include measure and record body “When we started, we were confronted
without hesitation: “Martin Oduor-
mass index, weight, height and other by lack of capital as the initial cost
Otieno of Kenya Commercial Bank, Titus
body measurements. Thereafter we of equipment was too high. Getting
Naikuni of Kenya Airways and Vimal
discuss with the client to determine his/ qualified instructors and penetrating the
her objective,” explains Lime. Shah of Bidco.” Wambua advises SMEs
market were also issues that did not work
According to Lime, many people have to recognise their customers needs and
out easily,” says Wambua.
wrong objectives when they go to the offer products and services that are of
For now, the business seems to have
gym. He says there are instances where high quality and affordable. His future
overcome the challenge and now has to
people go to the gym desiring to lose plans include having a gym at the city
deal with the increasing cost of power.
weight yet when an assessment is done, centre and in Mombasa. “I have all the
“For the last four months the cost of
they are found to be underweight hence equipment ready. I want to manage more
running the business has gone up due
losing weight will affect their health. Such corporate clients as well as partner with
to power rationing and increase in its
clients are counselled and helped to have professional organisations to develop
costs. We are paying more than we used
the right objectives. products that will fit into their style.”
Photo/ Charles Kimani
Look good feel great!
Muscle Health & Fitness (K) Ltd, the only 5star health and fitness institution welcomes
you to a new revolution in health & fitness. Priding ourselves with the state-of-the-art
equipment, qualified and experienced instructors, ample and secure parking, with a
serene view of Nairobi central business district and the Nairobi National Park, we are a
household name offering all services associated with health and fitness, complete with
massage, steam and sauna facilities.
Today we are the leaders in the health and fitness industry with over 5 years of experience
and market dominance. Most people know us best as the providers of:
• Gymnasium
• Corporate Team Building
• Aerobics
• Aero Biking
• Salon & Beauty Products
• Sauna and Steam Services
• Massage Services
Join us today and experience the revolution.
Vision Plaza, 4th floor, Mombasa road,
P. O. Box 26349-00504 Nairobi,Tel: (020) 828434, 2503967 NOVEMBER 09 MANAGEMENT 23
Email: info@musclehealth.co.ke

KABA WINNERS GALLERY
InvesteQ Capital Ltd CEO, Dan
Awendo is all smiles after his
company won three awards, SME
of the Year Award, Strategy and
Management Practices Award and
Business and the Financial Results
Award.
All cheers for Winnie’s Pure Health, winner of the Procurement
and Logistics Award, Human Resource Management Awards and
Woman Entrepreneur of the Year Award. A victory dance from Metropolitan Hospital after being announced
winners of the Information Communication Technology Award.
Taifa Sacco all the way
from Nyeri came and
conquered. They won
the Corporate Social
Responsibility Award.
24 NOVEMBER 09 MANAGEMENT

KABA WINNERS GALLERY
Bernadette Mungai, Chief Manager, KIM Centre for
Proud winners, Uzuri Manufacturers Ltd, celebrate the winning of the Enterprise Development giving her speech during the
Environment Health & Safety Award. KABA gala.
All smiles from Melchizedek Hospital staff who won Quality and
Ian Ng'ethe leads Raiser Resource Group in accepting the Market Productivity Award
Presence Award.
Muscle Health and Fitness (K) Ltd pose for a photo
after receiving the Judges’ Award Philip Nyamwaya (right) and Stephen Ogolla (2nd right) of Intrepid
Data Systems receiving the Youth Entrepreneur of the Year Award.
NOVEMBER 09 MANAGEMENT 25

KABA
Rising to the top
through 'soft skills'
training
Avoid the trap of thinking small,
advises Ian Ng’ethe, CEO of Raiser
Photo/courtesy
Resource and second time winner of
the KABA Market Presence Award.
By Sammi Nderitu
RESEARCH HAS SHOWN that most raising the standards, Ian Ng’ethe, CEO of Raiser Resource Group
organisations do a good job of training performance
people in the technical areas of their and capacity of believes these factors contributed to
specialisation for example accounting, organisations’ human resource and in six Raiser standing out from other KABA
engineering, marketing etc but few years Raiser has trained 250 companies entrants. “We have a customer service
spend money and time to upgrade and 7000 participants. charter that we religiously follow. We
the ‘people’ skills of their employees in Ng’ethe acknowledges that even institute service level agreements with
areas like motivating others, change though the company has come this far, our customers and this allows us to
management, coaching and mentoring, there were challenges along the way. “We provide consistent service across each
communication, negotiations, stress and lacked everything except hope. We had account.” He says the company took the
planning, and goal setting, yet these inadequate capital, shortage of skilled big gamble of having four representative
skills directly impact organisational people, lacked customer and suppliers’ offices in East Africa and training in eight
performance. goodwill. I also faced the challenge that African countries despite being a fairly
There is usually a missing link most new entrepreneurs face which is young SME.
between the training and the confidence in whether I was headed in “The KABA process has had a great
development of human capital and that the right direction or not and whether impact on our business for a number
is the gap Raiser Resource Group - a this was going to translate into the initial of reasons,” explains Ng’ethe. “First,
human resource solutions company - is dream that I had. Most of the challenges the Award has come with positive
filling. The company’s core objective is to have been surmounted over time, but we publicity which augurs well for business
equip executives with the people skills still face some.” The company started with development. Secondly, the audit
that they need to strongly complement a staff of four and currently has more process undertaken before the survey,
their technical expertise, making them all than 30 permanent staff with another 20 and the subsequent report we get, form
round performers. consultants working closely with it across the basis of introspection and further
the region. Ng’ethe says that Raiser takes improvement.”
Family business up to 60% of its consultants’ time. Ng’ethe cites an instance after the
“Raiser is a family owned business of Ng’ethe is excited about winning the first KABA audit where Raiser discovered
which I am the founder. It was set up Market Presence Award during the 2009 that it needed to improve the way it
six years ago and has experience in KIM Annual Business Awards (KABA). “We communicated its vision and values to its
providing training services to a diverse are very excited that the Kenya Institute staff. “Initially, we relied on the website
client base. Our approach allows us to of Management recognised our efforts in but now we talk more internally on this
offer tailor made and turn-key solutions focusing on customers.” issue to help us get more alignment on
to organisations,” says Ian Ng’ethe, the KABAs seek to identify and publicly these core values. We also display these
Chief Executive Officer of Raiser Resource. recognize SMEs that demonstrate to our customers.”
Raiser is affiliated to Insight Global excellence and integrity in their Has the global recession had an
and Crestcom International, one of management and leadership practices. impact on Raiser’s business? Ng’ethe
the leading providers of management has a radical answer; “This talk about
training in the world. Formerly known Customer service the global recession in Kenya is too
as Pinnacle Training Center, it was The CEO is passionate about customer exaggerated. I believe the Kenyan
re-branded to Raiser Resource Group service, takes risks and does not mind economy is a very resilient one and
two years ago. Raiser believes strongly in treading unknown grounds. Ng’ethe our client’s uptake of our services has
26 NOVEMBER 09 MANAGEMENT

KABA
not reduced. Regardless of the global
recession, the Kenyan market would
“Understand staff and “up-skilling” them to be leaders
in the departments they are involved
have been plagued by drought, bad that the business in. “Contagious leaders are mentors of
politics, and other negative effects of
the post election violence.” He reveals
is bigger than people, they delegate and have a goal
of making themselves increasingly
that the Raiser business in Kenya and the owner and irrelevant in their positions as they
Uganda has not been affected but its that being an groom successors.”
With the landing of the fibre optic
Rwanda business has suffered slightly as
the country depends largely on donor owner does not cable in Kenya, Raiser believes there will
funding. mean that you are be endless opportunities for business
Raiser’s marketing plan includes use as cheaper access to bandwidth and
of an integrated marketing campaign. the repository faster delivery will make trading more
It does direct marketing, advertising in of all wisdom. successful. Raiser’s future plans include
mainstream media and uses its website becoming a regional leader in training
as a marketing tool as well as retaining This means there and offering human resource solutions. It
a public relations agency. However, should be respect is working at becoming the first and final
Raiser’s marketing challenge has been: stop of key corporates that are looking
“organisations that cannot make
for all staff for world class soft skills training and
decisions and that do not understand contribution.” human resource solutions.
the usefulness of soft skills training, so
they do not budget for it or give us a
listening ear.”
Issue of capital
Access to capital is mainly attributed
as the greatest challenge facing most
SMEs a fact Ng’ethe does not entirely
believe. “I learnt that if you want to
start an SME, the best way is to initially
finance your business with your savings
and even better to sustain it through
the business’ self generated income.”
He says that as an SME, when you
use your own money, you are more
careful, keener, and tend to work
harder to ensure that your business
succeeds. “Once you have a sense of
where your business is headed to, then
you are in a good position to know
whether you need to borrow money
or not.”
The CEO advises SMEs’
management teams or owners
to be open minded and run their
company businesses on the first day
as professionally as the multinationals
they want to be 20 years later. He
says SMEs should avoid the “trap” of
thinking small and wanting to operate
at the most basic survival level and
should benchmark themselves with
the best in the world. “Understand that
the business is bigger than the owner
and that being an owner does not
mean that you are the repository of all
wisdom. This means there should be
respect for all staff contribution.”
Ng’ethe, who describes himself as a
contagious manager, insists that SMEs
need to spend money training their
NOVEMBER 09 MANAGEMENT 27

KABA
Low cost healthcare concept
succeeds
Dedication to quality healthcare bags hospital Quality
and Productivity Award.
By Sammi Nderitu
MELCHIZEDEK HOSPITAL HAS its sights of its service delivery
set on becoming the Virgin Atlantic systems. “Quality is free,
of Africa by providing the best quality but the lack of it in any
(health) service at a low cost. “We are a organisation is very
much smaller organisation than Virgin expensive. When we
Atlantic Airlines. However, we benchmark committed ourselves to
and draw our inspiration from Virgin improving on quality,
Atlantic. This aviation company has a we were determined
high level of commitment to service to achieve our goals.
quality and creativity; virtues that we Our motivating factor
also believe in,” says Simon Ngecu, was to do it right the
Chief Executive Officer of Melchizedek first time and stick to it
Hospital. always,” says Mr. Ngecu.
Such is Melchizedek’s dedication to
improving quality and productivity that Three ‘vaccines’
it took home the KABA 2009 Quality and Doing it right meant
Productivity Award. “Winning the award documenting the
excited all of us here at the hospital. The procedure, creating
award validates our claim on quality the guiding policy
and service productivity and also speaks and building systems
about our achievement. We are very and procedures to
proud!” says Ngecu. effectively implement Simon Ngecu, Chief Executive Officer of Melchizedek Hospital.
Ngecu believes in continuous the objective.
improvement both internally and At Melchizedek, with.” Through the questionnaire, the
externally. “We make sure that our staff prevention is a means of quality hospital is able to identify members of
are well trained in their areas of expertise therefore it has created three ‘vaccines’ staff who are the exemplary performers
and encourage our clients to give us to prevent lack of quality. These and then award them during the
feedback through filling questionnaires vaccines are; determination, education customer care monthly meeting.
every time they visit the hospital,” he and implementation of the agreed Ngecu is a strong believer of
says. The CEO believes Melchizedek mechanisms. “Our management team is staff development. He has various
stood out in the Quality and Productivity divided into five groups that look into staff development programmes that
category because of the hospital’s quality improvement. Each group gives are available online. “Information
determination to set a high standard in a report on progress made every month. Technology (IT) contributes significantly
the provision of health care services in If you cannot measure it, you cannot to staff training and growth. When we
Kenya. attain it. Our aim is to meet and exceed introduced IT as part of our work, some
Established in 2000, Melchizedek customer expectations,” explains Ngecu. staff liked the idea while others objected
Hospital, which is located around The hospital has created a customer to it. Those who refused to embrace IT
Nairobi’s Dagoretti Corner area, has care department mandated to promote opted to leave the hospital.”
strived to offer the best medical services. good relationship with clients. The Melchizedek is focused on getting
Four years after beginning operations, department encourages clients to fill a the right staff and this has made its
it made a commitment to embrace questionnaire seeking feedback on the recruitment more intense. Its strategy
quality in health care service provision, hospitals services, staff response, quality is to have staff that are properly
customer care and technology and the and delivery of service. “Every Friday we trained and who will attend to clients
National Hospital Insurance Fund (NHIF) look at the feedback received and use it professionally. “We focus on getting
has recognized Melchizedek’s efforts on to improve on our standards. We have the best talent. If you don’t have the
quality health care provision. Last year encouraged all our staff to wear visible right people, you will not make it. Each
NHIF awarded the hospital a certificate name tags. I also wear one as you can Head of Department (HoD) is expected
to appreciate its consistency in seeking see; hence the client easily knows the to mentor somebody and I encourage
to offer quality health care in all aspects name of the staff that s/he is dealing HoDs to mentor people, even the ones
28 NOVEMBER 09 MANAGEMENT

KABA AWARDS
they may feel are better qualified than community meetings as well as hosting understanding of their businesses’ vision,
them, without feeling afraid that their free medical camps in slum areas. The mission and be creative with ideas on
jobs will be taken by the person they are third area of focus involves reaching out business approach.
mentoring. Performance is not based on to corporate companies and working
knowledge alone but also on leadership with insurance firms. “At the moment Transformational management
skills developed.” we are tapping into IT which will enable style
us share medical knowledge with our As an executive who espouses a
Personalised services current and potential clients. We have transformational management style,
Among the major services offered at not tapped much into advertising but we Ngecu says employers should not seek to
the hospital are imaging, radiology, are working on it now and this is set to control their staff but give them room to
pharmacy, counselling, laboratory change,” he says. make use of their own creative ideas. “Do
services and in-patient and out-patient Ngecu is full of advice to aspiring not fear that your staff will make an error.
services. On what inspires the hospital to and upcoming SMEs. “Have passion from If they do, correct the error professionally
keep going on, Ngecu says; “We are here deep down your heart. Begin by doing it and use it to identify the areas in which
today because we are healthy. Healthy your staff need to be developed more.
right the first time and stick to it always.
people make a healthy nation. We offer You cannot improve if you don’t know
Do not set up your business and do
personalised services to our clients and what or where you need to improve.”
things haphazardly,” he says.
when they leave here healthy, we love it Melchizedek Hospital’s future plan
He encourages SMEs to ensure the
and that inspires us.” is to have a 10-storey building that will
quality of their products or services as
The hospital’s marketing plan focuses enable it expand its services to reach
lack of it will tremendously affect their
on three main areas; customer service many Kenyans. “We don’t want to expand
businesses. “The cost of low quality
which encourages employees to offer quickly in terms of opening many
products and services is too high. Not
the best to the customer to keep them branches as several organisations have
loyal to the hospital. The second is being present to effectively handle your
done. We are cautiously making a very
conducting awareness campaigns which customers is costly as well. Take action
strategic expansion with time. As we
include visiting homesteads, giving free to prevent negative effects on your
expand, we aim to give service to many
HIV antiretroviral drugs and treating business. Keep in mind that prevention Kenyans more efficiently, effectively and
Tuberculosis free of charge. Other is better than cure.” In addition, through use of technology. We aim to do
services include conducting educational he encourages SMEs to have clear all this at our highest quality!”
is
stri
p e s we
ar
MELCHIZEDEK HOSPITAL
H
eh
An d by
Your family... Our Priority
ealed
Es 0
MISSION: • Pharmacy
t. 200
To be the best hospital in Kenya that • Specialist clinics- Pediatrics,
provides quality health care, with a Gynecology, Psychiatric,
MELCHIZEDEK special emphasis on the customer
and Christian principles while always •
Comprehensive Care Unit, PMTCT
Counseling
HOSPITAL keeping pace with technology for the
benefit of all stake holders.
• VCT (Voluntary Counseling and
Testing)
• Physiotherapy
The Hospital has full-time doctors,
• Ambulance Service
Dagoretti Corner, Naivasha Road, nurses and paramedical staff on duty
• Free anti-retroviral and T.B drugs.
24 Hrs a day. We also have a backup of
P.O. Box 20085-00200 Nairobi specialists. The environment is quiet,
UPCOMING SERVICES:
Tel: 020 2021128, 3591174, 4762013 friendly and homely. Patient care is
• Intensive Care Unit (ICU)
delivered with personalized attention.
Mobile: 0720-768892, 0733-241238 • High Dependency Unit (HDU)
We are constantly striving to provide
Email: chief.executive@melchizedekhospital.org • Operation Theater
innovative and excellent service to our
Website: www.melchizedekhospital.org clients.
CLIENTS:
SERVICES: Our clients include private clients as
We offer the following services and are well as all major insurance companies.
open 24 hours a day: All major medical schemes are
• Inpatient Services accepted. We also offer Group Care
AWARDS Winners of: • Out patient services Accounts for companies where
NHIF Quality in Health Care Award • Bishop T.D. Jakes Maternity wing in-house arrangements to directly
2008 • Imaging – Radiology and Ultra take care of small and medium sized
sound services company clients is made. Contact us
• Laboratory services for details.
Kim Annual Business Awards - 2009
Quality and Producitivity Award Contacts:
Dagoretti Corner, off Naivasha Road • P.O. Box 20085-00200
Tel:020-2021128/3591174 • Mobile: 0720-768892/0733-241238
NOVEMBER 09 MANAGEMENT 29
Website: www.melchizedekhospital.org • Email: info@melchizedekhospital.org

KABA AWARDS
Intrepid Data Systems' Philip Nyamwaya and Stephen Ogolla receiving the Youth Entrepreneur of the Year Award.
Growth through courage
For many, finding employment after university is a priority. Not so for
daring duo Philip Nyamwaya and Stephen Ogolla, the KABA 2009 Youth
Entrepreneurs of the Year.
By Sammi Nderitu
THE OXFORD DICTIONARY defines 30,000 and 40,000. A sizeable amount Lucrative job
Intrepid as; “very brave; not afraid of went into renting office space and even Nyamwaya set up Intrepid soon after
danger or difficulties.” It is upon this though we could not pay the deposit graduating with a Bachelor of Computer
definition that Intrepid Data Systems, required, we were allowed to settle in Science first class honours degree. He
an Information Technology firm, was while we struggled to look for business,” had to fight off criticism from family
founded in 2004. remembers Nyamwaya. His partner adds; and friends who wanted him to look
“We have been friends for a very long “We did not have much capital but we for a lucrative job as self-employment
time. Intrepid began as an idea which we were optimistic that we would succeed.” would not give him much money. “I lost
thought we should actualise. We looked Financial challenges aside, Intrepid’s
credibility with some family members
for a small office space, brought our baby steps were dogged by lack of
and friends. Some of my mentors
home computers and desk and started reputation. They say it was difficult to
warned (that) I was making a wrong
operations,” explains Philip Nyamwaya secure business deals while potential
move. I was advised to look for a well
and Stephen Ogolla, the founding clients wondered loudly if the young
paying job just like my friends had done
partners of Intrepid Data Systems. company had enough experience and if
after graduating. They wanted me to
Taking a plunge into an industry they could actually deliver. Nyamwaya
re-consider my decision. I opted to follow
that boasts big names, Intrepid had and Ogolla had to rely on the computer
science and system administration my heart.”
to navigate through the myriad of
experience gained while studying at Intrepid was registered as a
challenges that commonly bedevil
many Small and Medium Enterprises Jomo Kenyatta University of Agriculture partnership in 2004 and has grown to
(SMEs). “Our capital was between KSh and Technology to convince clients to accommodate 13 employees. It is an
give them business. innovative IT company that offers an
30 NOVEMBER 09 MANAGEMENT

KABA
expansive range of services which are also referred to other companies. Happy and also through setting up systems
categorised into four key areas: Area and structures that help us to grow.” In
one, the enterprise productivity addition, they attribute their success
solutions that includes; corporate to the fundamental philosophies that
intranets, extranets, disaster recovery Intrepid believe in. These are; integrity,
systems and strategies, IT consultancy excellent customer service, and staff
and feasibility studies. The second training which ensures professionalism.
area includes on-line branding, Intrepid markets its products
e-mail management, website design/ and services through existing clients,
redesign, website hosting, internet referrals and client retentions. Its
search engines and positioning. Area creative marketing ideas consist of
three includes knowledge/business making use of various on-line platforms,
process outsourcing solutions, SMS marketing campaigns and
development of software and social Philip Nyamwaya and Stephen Ogolla receiving the sending out periodic newsletters. “We
networking platforms, provision of KABA participation certificate. also network with other companies
web-marketing strategies and rich through social events and being
internet applications (RIA) solutions and clients are our No. 1 sales ambassadors,” members of various professional bodies,”
the fourth area covers services such as says Ogolla. says Ogolla.
on-line advertising, development of
interactive software and CD solutions as Winning KABA Management style
well as publications of newsletters for On the recent 2009 Youth Entrepreneur
Nyamwaya and Ogolla believe in the
information and marketing purposes.
power of delegation. “I delegate and
How has Intrepid grown over the “I was advised to develop others as these help to build
years? “Business has a general promise
of quick return. But that is never the
look for a well responsibility,” says Nyamwaya. “I can’t
case in many instances. Our growth has paying job just spread myself too thin. It’s important
to build others up and make them
been gradual. For two years we worked
without salaries as there were many
like my friends better,” Ogolla adds. Beyond the need
overheads to take care of. All the money had done after to make money, Intrepid is inspired by
we made we had to plough back into the a great desire to create employment
business,” explains Nyamwaya. graduating. They opportunities and consequently meet
The duo admits to being offered wanted me to employees’ and their dependants’
lucrative job offers while they struggled financial needs.
to get a stable foot hold in the market. re-consider my
“Getting lucrative job offers while we decision. I opted Advice to budding SMEs
struggled financially made us to rethink Know your product very well. Do research
about our business. We asked ourselves to follow my by starting with family and friends then
whether we should close shop or
heart.” go with your gut feeling.” The duo advises
continue with it. We chose to hang on. job seekers to; “Stop hustling. Start
We embraced the literal meaning of the
something with the little money you
word ‘intrepid’ and made a firm a decision Award, the duo says; “We feel honoured
have and be disciplined with the money
to ignore the job offers and concentrate and also a little scared. We have raised
that you make out of your business.”
on building our business.” the bar and the level of expectations of
The two draw their motivation from
Intrepid Data System’s vision is to both our existing and potential clients,”
Cellulant, a ring tone selling company
be the most responsible IT company, says Nyamwaya. They learnt about KABA
and from Gerald Wamalwa, the CEO of
adopting personalised and high tech through a website and upon further
solutions to meet the business needs of enquiry, decided to participate in the Mallech Engineering and Construction
each one of its clients. Its mission is to be competition because of the “benefits we Company. They are determined to see
dedicated to the provision of tried and knew a KABA award would bring to us as Intrepid not just listed at the Nairobi
tested, cost effective solutions that are a growing company.” Stock Exchange, but in every country
targeted at solving the challenges faced The duo believe they won the in Africa. “Life is a gold mine, you just
by progressive institutions, organisations Youth of the Year Award because of “our have to dig it,” says Ogolla. Nyamwaya
and governments. “We have grown our professionalism in how we deal with sums up on an advisory note; “take your
client base due to our professionalism. our customers, the solid advice that we opportunities by the horns, nothing
We started small and giving out the best get from our mentors, the best business comes on a silver platter. Reach out and
services gave us repeat orders. We were practice and compliance to the law get what your heart desires!”
NOVEMBER 09 MANAGEMENT 31

OPINION
Corporate power and authority
JERRY OKUNGU explores the dilemma of a company manager or a public officer in terms of
climate change in Kenya today.
SCIENTISTS AND CLIMATE experts keep tsunamis and violent hurricanes such as As a typical example, Amos Wako’s
on telling us that as we continue to New Orleans and Thailand suffered a few stature as Attorney General faces the
emit carbon into the atmosphere, our years ago. same threats that the Himalayas and Mt.
earth will continue to warm up with What have these weather patterns Kenya face. Over the years, as the civil
dire consequences for our survival. got to do with Amos Wako as Attorney society and political activists clamoured
Weather patterns will change, rainy General of Kenya? What have they to for more democratic space, as they
seasons will be irregular and droughts do with a cabinet minister such as Sam made noise and demanded a return
will be unpredictable as the Himalayas, Ongeri, Anyang’ Nyong’ o or even Prime to multiparty system, the executive,
Mt. Kenya and Kilimanjaro lose their Minister Raila Odinga or President parliament and even the judiciary
snowcapped peaks with devastating Mwai Kibaki? Down the line, what have watched as their powers and authority
consequences for surrounding human they to do with a village chief, a police disappeared.
settlements. inspector, a District Officer (DO), a District
Up in the North Pole, glaciers will Commissioner (DC) or a Provincial Kibaki’s power
continue to melt causing ocean levels to Commissioner (PC)? Better still, how Today, President Kibaki cannot exercise
rise with possible floods on lands closer do they relate to the waning powers the kind of power and authority that
to their coastlines. Countries with shore of a corporate chief executive, a senior Jomo Kenyatta and Daniel arap Moi
lines at or below sea level will definitely manager or a Governor of the Central wielded. Days are gone when Jaramogi
experience the most impact during Bank? Odinga could wake up one morning,
32 NOVEMBER 09 MANAGEMENT

OPINION
declare some foreigner persona with the chief was the most desirable the Chief Justice, the Deputy Public
non grata and, within hours, see the thing if one was to be sure of not Prosecutor and the Speaker of Parliament
individual bundled onto an outbound spending a night at the Chief’s camp or and his deputy.
plane. Kalonzo Musyoka, Moody Awori losing his chickens and goats. Today, we can scratch our heads to
and even Kijana Wamalwa never lived to I remember three decades ago when find out who heads Unilever, Barclay
enjoy those special powers. the first two female District Officers were Bank, Nation Media Group, ICDC,
Amos Wako has had to contend with posted in Kisumu town. These young Eveready Batteries or General Motors.
wild and daring members of parliament girls in their 20s were the talk of the town Those were the days when an
who have more often than not rendered for many years. Village elders could not appointment as a senior manager or a
him powerless inside the august house. understand how a woman could become government officer was a big deal. As
Many of the bills he has drafted have a DO and what was more, be saluted by a company executive, one found a well
never seen the light of day. Just the male askaris and their Chief! furnished office, two telephone lines,
other day, they slashed his departmental a secretary, a messenger and a driver,
budget by KSh one million on grounds complete with an official car.
that his performance as the chief “Today, President In those days of manual everything,
prosecutor had been wanting. Kibaki cannot the power of the manager was on full
In Charles Njonjo’s time, such display when drafting an official letter or
degrading debates would not have exercise the kind a memo. Whereas a top level manager
taken place in the first instance. The of power and would summon his secretary to the office
special branch boys would have plucked for dictation as he paced up and down
from the precincts of parliament such authority that in his office, other lower cadre would
hot-heads and hauled them into the Jomo Kenyatta manually draft such letters to be typed
by their copy typists. In other words a top
basement of Nyayo House for further
discussions. and Daniel arap manager or CEO was qualified to hire a
stenographer, that magic hand that could
If Njonjo, the best known AG before Moi wielded.” reduce every word into a single symbol
Wako, was known to efficiency and swift
application of the law, Wako has excelled and type out word for word what the
CEO dictated as he paced up and down.
in lethargy and ineffectiveness. In Wako’s Global warming
Three developments have reduced
time the common man has missed out on Today if Amos Wako and Mutula Kilonzo
the power of a manager as we knew it
justice. Instead of prosecuting criminals cannot be regarded with esteem as Tom
a few years ago. Political assertiveness
and fraudsters, he has sought with zeal Mboya and Charles Njonjo were when
has permeated the public service as
popularity with the political and powerful the latter held the same offices, it is
much as it infected the corporate world.
class. because circumstances have changed.
Today every person in authority faces a
As society has become more and The same way global warming has
challenge of one sort of the other. The era
more enlightened, perception and myths interfered with our weather patterns has
of the authoritative manager has been
about certain offices have dissipated with political activism eroded our relations
replaced with that of a dialogue leader.
time. The school teacher is no longer with public offices. We have unmasked
The computer and the internet have
that all knowing, all clever and wise man their godly gowns and reduced them to
also empowered the manager to be self
of the village. Thugs and village elders mere mortals.
reliant in her daily communication. He no
no longer feel threatened by his book Hardly two decades ago every
longer relies on his secretary to get his
knowledge. More often, his authority Kenyan of age could tell you the full
memos and other communications out.
on the children he teaches has been names of every cabinet minister and The struggle for the second liberation
adversely eroded. permanent secretary and where they has equally eroded the powers of every
The Chief is no longer that powerful came from. Office holders like DCs and public official. Today, a DC or even a
eye of the government with sweeping PCs were national figures. Parastatal and PC cannot go to the village and dictate
powers to invade anybody’s home and Corporate chief executives were national things and get away with it. These are the
arrest occupants without either a court leaders of high repute. They wielded real reasons Mayor Majiwa and Town Clerk
order or a search warrant. In the past, all a power, authority and influence. They got Kisia are finding it rough dealing with
chief needed was the Chief’s Act to carry things done. Nairobi councilors. It is a new era in the
out his duties. A police Commissioner, the GSU management of our institutions.
Those were the days when the name Commander, Governor of Central Bank
of a chief invoked terror among tax or even the Auditor General were big fish Jerry Okungu is a publisher, Africa News
evaders, chicken thieves and chang’aa indeed. Not to be left behind was the Vice Online.
brewers. Therefore being in good books Chancellor, Professor, a prominent lawyer, jerryokungu@gmail.com
NOVEMBER 09 MANAGEMENT 33

MANAGERS PROFILE
Decision-making demystified
British Oxygen Company Uganda Country Manager WALI ZULFIQAR talks about a
manager’s toughest job; decision-making.
MANAGEMENT: What does your job How do you usually
entail? solve problems?
After getting all the
Wali: I handle the overall operation facts right! But timing is
of BOC Uganda’s subsidiary. I oversee very important. I believe
sales management, HR, Finance, safety, in prompt solving of
inventory and logistical issues. challenges to avoid a back
log since we work in a very
How can you describe your dynamic environment that
management style? is prone to new challenges.
Photo/Charles Kimani
I blend laissez faire and democratic
management styles which encourage How do you handle
full participation of my team in decision failures?
making and problem solving matters I believe I can learn a
great deal from failings
How can you define an effective so I ensure that I focus on
manager? their root and ensure that
An effective manager is one who can I turn them to successes in
efficiently deliver desired company future.
results through motivated team
members. How can one
intertwine creativity
What systems of monitoring and innovation in
targets have you developed decision making?
and how well are they working? By thinking outside the
I believe in full employee empowerment box, consulting widely,
and promote it by proper role benchmarking with the
clarification, identification of mutually best in the industry,
acceptable and realistic targets and researching on the
effective delegation. This enables my subject matter and having
foresight on long term Wali Zulfiqar
monitoring exercise via weekly staff
meetings on employee progress very implications of how the
guidelines while Kenyan employees
manageable. decision impacts an organisation.
prefer less supervision. A great deal of
understanding, appreciation, respect and
Explain a situation when you What motivation strategies
patience is needed when working with
made a bad decision, what have you devised for your team
people from different cultures.
happened and how did you and how well are they working?
resolve the situation? I believe in immediate appreciation
What differentiates a successful
I reprimanded my employee on a for good work done, and immediate
reprimand for errors, as a way of keeping organisation?
delayed product delivery to a customer
employees abreast of their output. An It’s people! It is not just important to
without clarifying the facts around the
occasional quarterly staff lunch with my focus on one’s employees but to get the
same. I later realised after cross-checking
family and colleagues also works well to right calibre for the right task, even if
the facts that it was the customer who
actually delayed my employee at his celebrate achievements. you have to pay slightly higher than the
premises by not prioritising receipt of market rates. This will ensure the smooth
goods. I had to apologise and promised Having worked in Kenya and flow of all other company operations and
to always investigate a matter fully before now Uganda, what is your generate desired results.
making a conclusion. experience in managing people
from different cultures? How can one make his/her
As a leader, is there a best way Though we are all East Africans, our organisation customer-centric?
to make any decision? cultural differences and work attitudes By understanding the needs of the
I think there is no best way of making a are very different. For example a Kenyan customer first and then moulding the
decision. It is purely circumstantial and can work over lunch time but in Uganda, organisation strategy around that need in
factual. lunch time must be respected. From order to ensure full customer satisfaction,
experience, I find Ugandan employees customer loyalty and hence increased
very good at following instructions and revenues.
34 NOVEMBER 09 MANAGEMENT

NOVEMBER 09 MANAGEMENT 35

BRANDING
Evolve your consumers and
take them over
By Richard Mukoma
CONSUMERS, IF LEFT alone, tend to move. It is this type of competitor who what a money transfer service should
be conservative. They will continue sees the consumers as conservative, offer by challenging some previously
purchasing the available products and while in actual fact they simply have not accepted premises. For example, it was
services in the same format for years been exposed to new thinking. This copy assumed that money transfers could
on end without complaining or asking cat mentality is extremely popular in only be done from a fixed location;
for improvement. It can be said that Kenya, which is unfortunate because new a building. It was also assumed that
consumers do not know what they want ideas have far more financial potential transactions could only be carried out
until you show it to them. A few years than existing ideas. during working hours, and banking hours
ago if you had stopped a person at As opposed to producing a ‘me-too’ in particular. A similar case was Bidco’s
random on the street and asked them product and expecting consumers introduction of plastic packaging for
what an Initial Public Offering (IPO) is, to shift, one should try to evolve the cooking fat in the early 1990’s. Prior to
they would have given you a blank look. consumers’ mindset, thereby changing that, consumers knew that cooking fat
Today the same experiment would not their expectations. When Apple came in tin containers. This move evolved
only receive a response, but might lead introduced the iPod they changed the consumer mindset about cooking
to a discussion on the pros and cons of consumers’ expectations of what a fat significantly and was central to the
investing in an IPO. One would think that portable music device was supposed overall strategy that saw Bidco take over
your average Kenyan has been trading in to be. The Sony Walkman and Discman, as the market leader in the cooking fat
securities for decades. though immensely popular in their category.
Herein lies a strategy to take over days, suddenly looked outdated. The In all these cases consumers had
market leadership in categories where a consumer had evolved overnight. In a bid been satisfied and had no real reason to
strong market leader has dominated for to recover their lost glory Sony recently change their preferred brand. However
years. Consumers in such a market tend announced that they are soon to release their criteria of selection then altered
to be content with what they have, as it a new generation Walkman. radically, leaving them no choice but to
has never failed them and is delivering move.
the satisfaction they require. Competitors Consumers’ expectations From the day Kenya acquired its
who try to take on the market leader The concept of money transfer changed independence the most valuable
by introducing a similar offering find it radically in Kenya when MPesa was investment was seen to be land. It was a
difficult to convince consumers, because launched. Safaricom succeeded in no-brainer; buy or acquire land, hold on
the consumers have no real need to evolving consumers’ expectations of to it for a few years and it was bound to
36 NOVEMBER 09 MANAGEMENT

BRANDING
appreciate in value. Today the ordinary 8800; but who remembers? They were Leaving it to the experts on their own
mwananchi is very much aware of the relegated to oblivion when Microsoft is not going to generate new ideas.
existence of the capital markets as an shifted consumers’ perception. Expertise is built by experts working
alternative form of investment, and Evolving the consumers’ mindset is with their own kind, while innovation
even views it as a faster and safer way to also correlated to the state of a country’s and creativity is built buy multidiscipline
make money. To this respect IPOs have economy. A booming economy sets the teams. In fact, in maximising the
evolved the consumers’ mind set and arena for entrepreneurs to take risks, differences in backgrounds, cultures, and
expectations regarding investments, and for consumers to be more accepting ages, we increase the likelihood that the
and this in the span of a few short years. of new ideas. It also attracts new results will not be what we imagined.
Who would have thought that Kenyans competitors in the form of international Many engineering deadlocks have
could be fixated on any investment other investors who come in with new ideas been broken by people who are not
than land? One then wonders how many that challenge consumers’ mindsets. engineers. This is because perspective is
other areas lie untapped simply because
more important than IQ. A long standing
we view them as saturated with major “The pursuit example of this is the case where a group
players, or that the offering is at its apex,
or that consumers are satisfied.
of great ideas of engineers struggled for months to find
a way to install an additional elevator in
Evolving consumers not only requires should be an already existing building. Finally they
creating something new, it also requires
boldness in approach. Consumers who
entrenched in gave up and informed the owner that
there was no space available. The janitor
are comfortable with their current the business of the building who had been wondering
brand will at first be sceptical of the new
offering. A well coordinated and financed
plan of every what they were up to mentioned to
marketing campaign is a must for such organisation the building owner, in passing, that
they should put the new elevator on
a venture to firmly settle into consumers
minds at launch phase. Dislodging a big that is the outside of the building. The idea
player from the top spot is not an easy determined worked; the solution had come from an
unexpected source.
task. They tend to have deeper pockets
and more experience than you have to attain and Furthermore, it has been found that
in handling an offensive. One of your maintain market the ability to make big leaps of thought
is a common denominator among
biggest dangers is the market leader
hijacking your idea by doing exactly what leadership.” the originators of breakthrough ideas.
you are trying to do but doing it better Usually this ability lies in people with
than you, hence swamping your efforts very wide backgrounds, multidisciplinary
To enhance your company’s ability to minds and a broad spectrum of
and confusing consumers as to whose
innovation it is. evolve consumers’ mind set you should experiences.
develop an internal culture of generating
The biggest challenge in stimulating
Youth market ideas. The pursuit of great ideas should
a creative culture is finding ways to
Most of the world’s new-age leading be entrenched in the business plan of
encourage these multiple points of
brands achieved their status by every organisation that is determined to
view. Multidisciplinary teams are able
challenging and evolving consumers’ attain and maintain market leadership.
to disassemble erroneous concepts or
expectations. A lot of these brands also Sufficient resources should also be
processes, and create new ones easier
focused on the youth market because deployed to develop skills and systems
than uni-disciplinary teams are. They are
it contains a higher percentage of for identifying, nurturing and rolling out
also more likely to come up with risky,
early adopters than the adult market. great ideas.
previously unthought-of of ideas.
Computers were originally invented for According to the founder of MIT’s
Do not stigmatise those who have
scientific and office use. Microsoft shifted Media Lab, celebrating wrong answers
consumers’ perception by positioning tried and been unsuccessful. In fact many
and listening to the youth develops a
the computer as a cool thing to have at culture for nurturing ideas. You should venture capitalists in the western world
home. The majority of the early adopters be willing to listen to the young people are more, not less, likely to invest in
were teens who pressured their parents in the organisation. Unfortunately, in someone who has failed with an earlier
to get a personal computer for home Kenya, as in many other countries, age start up, than with someone who is
use. With such a phenomenal evolution carries too much weight and experience launching his or her first company.
of consumer thinking it’s no wonder is rewarded over imagination.
that Microsoft came out of nowhere and Common and deep seated beliefs, Richard Mukoma is the Chief Executive
seized the market leadership position. wide spread norms and accepted Officer of Interbrand Sampson East Africa.
The world’s first PC was the MITS Altair behaviour are enemies of new ideas. rmukoma@ibsea.co.ke
NOVEMBER 09 MANAGEMENT 37

FOCUS ON VISION 2030
Kenya to develop Resort Cities
ANDREW TOBOSO discusses what Vision 2030 has in
store for our country's tourism sector
RECENTLY I HAD the opportunity to visit At the heart of the strategy is a series The move is part of an all-
one of the finest countries on earth – of five year plans which should make encompassing national development
Singapore, and specifically one of the Kenya among the top ten long-haul plan and has the capacity to transform
most integrated resort cities, the Marina destinations by 2030. The first five year each of the three towns into a well
Bay. The concept of resort cities has plan (2008-2012) seeks to quadruple planned, well serviced and ecologically
been alien in Kenya until the crafting of tourism revenue to above KSh200 billion. sustainable metropolis, which will
Kenya Vision 2030 as Kenya’s economic It targets three million international help Kenya optimize her rich tourism
blue print. Under the economic pillar, tourist arrivals by 2012, increasing the potential, increase tourism revenue,
the tourism sector was identified as a average tourist expenditure in the generate employment, promote the
key driver of economic growth, with the country to Sh70,000 from Sh40,000 and general welfare of the people and
potential to contribute towards the 10% increasing hotel bed-nights from 40,000 guarantee sustainable development
of Kenya’s GDP. to 65,000. for the entire North Eastern and Coast
The Vision is to make Kenya one of Provinces.
the top ten long-haul tourist destinations Top tourist destination The vision behind the resort cities is
in the world, offering a high-value, The most important strategy, however, to have safe, sustainable and prosperous
diverse and distinctive visitor experience. is the government’s plan to develop cities. The mission is to establish resort
Due to tourism’s many linkages to other three resort cities in the next five years,
cities with the capacity to reduce poverty,
sectors (agriculture, manufacturing, in a project aimed at making Kenya
generate employment, promote the
banking and finance, wildlife, among the top tourist destinations in
general welfare of the people, increase
entertainment and handicrafts), it has the world. Resort-based tourism is the
Gross National Production and guarantee
great potential to generate employment most common form of modern holiday
sustainable development.
and wealth. tourism. Under Vision 2030 Kilifi, Diani
The overall goal is to envision the
The strategy Vision 2030 is adopting and Isiolo were identified as potential
resort cities up to the year 2030. This
for the development of the tourism areas for the development of resort cities
sector includes repositioning the coast as a key tourism product diversification implies development within the cities
tourism circuit, opening underutilized strategy, and already the master plan that ensures basic environmental,
parks and providing niche products. for the Killifish Resort City is near social and economic services without
completion. threatening the viability of the ecological
38 NOVEMBER 09 MANAGEMENT

FOCUS ON VISION 2030
and community systems. The three towns time vacation favourite, and offers a great Educational Centres, Conference Centres
have been identified for that purpose variety and sophistication in its leisure and Function Areas
with the construction of international and business activities. China’s Lanzhou
hotel chains, investment in conference City is one of the ten best summer resort Isiolo resort city
facilities; entertainment options, cities in China. Vision 2030 envisages Isiolo transformed
(amusement parks, clubs, casinos, Early resort cities are still major tourist into a 21st Century resort city. Via Isiolo,
theatres and specialty restaurants), destinations and continue to inform a new modern standard gauge railway
construction of a golf city in Nairobi, the development of new resort cities. line will link Nairobi to Addis Ababa,
construction of a lake view resort in and another line will link Lamu to Juba
Kisumu, and development of water sport.
The proposed resort cities therefore “Under Vision in Sudan. The same line will branch off
at Garissa to link the new port of Lamu
have a major role to play in the
realisation of Vision 2030 through tourism 2030 Kilifi, Diani with Nairobi. Isiolo will be effectively
positioned as a future junction city of
diversification, enhancement of Kenya’s
tourism competitiveness to attract
and Isiolo the proposed regional railway network,
coupled with the development of Lamu
potential investors, creation of significant
employment and boosting economic
were identified as Kenya’s second seaport to complement
Mombasa. Isiolo Resort City will depend
development through linkages.
A tourist resort is a destination area
as potential on the Second Transport Corridor (STC),
to complement the Mombasa, Nairobi,
that is relatively self-contained and areas for the Kitale, Lodwar, Lokichokio route, namely
typically provides a wide range of tourist
the Northern Transport Corridor (NTC).
facilities and services including those development of The STC will begin in Lamu, through
designed for recreation and relaxation.
Isiolo, branch off there into two forks,
A resort city is an amalgamation of resort cities as one to the north east, through Moyale
resorts in a given city or town in which
the predominant economic activity is a key tourism to Addis, and the other, to the north
west, through Maralal, joining the NTC
tourism and hospitality related. There are
three principle types of tourist resorts: product.” in Turkana at Lokichar, then on through
Integrated Resorts which are planned Lodwar , Lokichokio, and finally to Juba in
developments for virtually exclusive use Southern Sudan.
Basic components that are key to the Since Mombasa is the central hub,
by tourists, Town Resorts which combine
development of resort cities include: Diani and Kilifi will be satellite expansions
usual land uses and activities of a town,
but are economically focused on resort Tourist attractions and activities. These of the Indian Ocean waterfront by
activities, and finally Retreat Resorts could be natural or manmade attractions. expanding and providing more tourism
which are a form of integrated resorts, Accommodation is also important. facilities to give basic vocational
usually small scale in nature, but often This includes hotels and other types of products.
high quality and planned in remote areas facilities and their related services where The economic value of resort cities
such as on small islands or mountains. tourists stay overnight. Other tourist to the Kenyan economy would be
facilities and services include receptive enormous. As economic hubs, the cities
Enough attractions services, restaurants, retail outlets, will recreate new lifestyles and enable the
Seaside resorts became fashionable financial services, tourist information country to tap into modern tourism that
among the affluent in the 18th century offices, medical services, police services, is non nature-based. Leisure, shopping
and popular with large numbers of transport facilities and services like and entertainment today remain growth
people in the 19th century. Early access to the resort cities, and internal frontiers for global tourism. The threats
resort cities include Brighton (UK), transportation systems linking attractions of global warming, urbanization and
Nice and Cannes (France), Las Vegas to one another. population explosion resulting to human-
(USA). Modern ones include Sun City Institutional elements like manpower wildlife conflicts will adversely affect the
(South Africa), renowned as Africa’s planning, marketing strategies and sustainability of our current tourism base
premier holiday resort, and offering a promotional programmes, public and i.e. national parks and reserves and sandy
myriad of entertainment and relaxation private sector tourism organisational beaches. There is, inevitably the need to
opportunities, as well as enough structures, tourism-related legislation diversify Kenya’s tourism product in order
attractions and activities to keep and regulation, public and private to remain globally competitive.
everyone busy. sector investment policies are also very
Dubai Festival City is a premier important in the realisation of this dream. Andrew Toboso is the Director of Strategy,
waterfront urban community. It offers a A luxury resort can offer a wide array Kenya Vision 2030 Delivery Board.
rich and vibrant living experience that of features: 18 hole Championship Golf Email toboso@vision 2030.go.ke
encompasses the finest, and most easily Course, Mega Yacht Marina, Beach Clubs Starting November and every month,
accessible shopping, dining, residential, and Hotels, Family Restaurants and Fine MANAGEMENT will have a special column
educational, work and leisure activities in Dining, Adult Pools and Lounges, Kids’ focusing on Vision 2030. Do you have any
one place. Club houses and Theme Parks, Sport comments, suggestions and inquiries on
Fort Lauderdale (Florida, USA) is a Facilities and Fitness Centres, Spas, Vision 2030?
lively, modern city with all the comforts Health and Wellness Clinics, Casinos Email: Management@kim.ac.ke
of a first class resort town. It is a long-
and Theatres, Retail shops, Cultural and
NOVEMBER 09 MANAGEMENT 39

CONSUMER INSIGHT
Wealthy
Lower and Middle Income
earners
Bottom of the pyramid (BOP)
4 billion people, earn less than 2$ a day
Understanding “Bottom of the
Pyramid” consumers
By Boniface Ngahu
THE MENTION OF the word ‘pyramid’ (Prahalad, 2006). Vijay Mahajan, Author of who earn less than $2 a day.
does not go down well with many Africa Rising refers to this market segment To convert the poor into a viable
Kenyans who lost their money in the as Africa three, representing about half consumer market then, we have to help
notorious Ponzi-type pyramid schemes. or more of the consumers (500 million). them create the capacity to consume.
In the pyramid schemes, investors were This is what is globally referred to as the, Traditional consumption capacity
promised very high monthly interest “Bottom of the pyramid” (BOP). In Kenya creation by offering goods and services
rates − in the double digit percentage about 20million consumers would fall in for free may feel philanthropic, but this
range per month. The investors lost this category. rarely solves the problem in a scalable
billions of shillings when most of the These BOP consumers hold the key and sustainable fashion.
schemes collapsed due to lack of to spurring much needed economic Cash-poor and with a low level of
sustainability. and business growth. However, most income, experts agree that the BOP
Now into a different kind of a organisations focus on ready markets consumer has to be accessed differently.
pyramid: the distribution of wealth and in the top and middle segments on The emerging approach to encourage
the capacity to generate incomes in the the assumption that the poor have no consumption and choice at the BOP is to
world can be captured in the form of purchasing power and therefore do not make unit packages that are small and
an economic pyramid. At the top of the represent a viable market. therefore affordable.
pyramid are the wealthy, with numerous But the power is in their numbers, A single serve revolution is sweeping
opportunities for generating high with Africa as a continent alone through this market, ranging from
incomes while more than 4 billion people presenting about $1 billion a day in cooking oil to coffee while in banks
in the world live at the Bottom of the latent purchasing power which must be fees are charged per transaction. In
Pyramid (BOP) on less than $2 per day unlocked from the 500 million people Kenya it is commonly referred to as the
40 NOVEMBER 09 MANAGEMENT

CONSUMER INSIGHT
Kadogo (small) economy. Consumption pay-tv bills, could be paid telephonically. from what is referred to as a ‘poverty
capacity creation is based on three basic They also created a major pull effect penalty’. This penalty comes up as
principles: affordability, ease of access resulting in the ‘members’ revolution result of local monopolies, inadequate
and availability. which is the basis of the current access, inadequate distribution and
This market does not lend itself campaign by Equity Bank. strong traditional intermediaries, and
to a single distribution solution with, can cost the poor as much as 25 times
urban and rural markets representing "The dominant the normal price of goods. There is need
different challenges. The segment also for businesses to unlock the ‘poverty
needs unique distribution methods for assumption penalty’ which represents a huge profit
goods and services. In Kenya there is a is that the opportunity. This also represents a
huge demand for distribution by use window for price performance which
of bicycles and mobile banking. Other
poor have no involves reducing prices by multiples
products like East Africa Breweries’ purchasing and not percentages. The cell phone
Senator (Keg beer) can be seen being market is the best example: in Kenya
moved with hand carts and all these
power and the unit cost for a handset was about
lend to innovative adaptation that is therefore do Ksh100,000 in 1999 and the mobile
cost efficient, allowing the companies to
provide the product at a lower cost and
not represent a subscribers were 15,000. Five years later
the price had gone down about 20 times
‘no frills’. viable market." and subscribers stood at 4.6million (306
Business executives should also not times) last year. (CCK, 2008).
be misled by the myth that this market When the low end of the market is Large firms and BOP consumers have
is not brand–conscious. On the contrary converted into consumers, they acquire traditionally not trusted each other. The
they are not only brand conscious but the dignity of attention and choices from mistrust runs deep and recent research
also extremely value-conscious by the private sector that were previously suggests that the mistrust for large
necessity. These consumers are driven by reserved for the middle-class and rich. organisations is still growing. Therefore
aspirational motivations such that they For example in a single serve situation, firms approaching this market must focus
are considered value buyers who expect the ‘switching’ and trial costs to a on building trust between themselves
great quality at affordable prices. To consumer are negligible because she can and the consumers. Companies that
meet their expectations we have to make buy a sachet of cooking oil today and if spend their CSR money in this segment
aspirational products affordable. not satisfied switch brands the next day. cleverly, normally harvest quite quickly.
BOP consumers are also getting This calls for continuous innovation and It is clear thus that the new regime
connected and networked. They are product upgrades to keep consumers is at the bottom of the pyramid. But for
rapidly exploiting the benefits of ICT. The interested in their brands. A good managers to reach there, several myths
growth of cell phone usage among them example is the joy in a rural home after must be dispensed with. Traditional
is proof of existence of a market. The being connected to electricity through thinking must be disrupted and the
increased connectedness means that the the Kenya Power Lighting Company low-end market embraced with open
spread of good bargains, as well as bad (KPLC) group based, Umeme Pamoja. arms. Remember the economic pyramid
news, is very rapid. This group based approach also shows is a measure of income inequalities. If
This market also accepts advanced that you can effectively target this market these inequalities are changing, then the
technology readily: through groups or by supporting group pyramid must morph into a diamond. A
Given their limitation of money formation or targeting existing groups. diamond assumes that the bulk of the
and time, they have developed high Second-hand items or Mitumba as population is middle class. You need to
confidence in advanced technology, they are popularly known have become be there to benefit as this unfolds.
accepting it readily as they believe it can acceptable in the society in terms of
help solve their issues. From complicated growing access to clothes, vehicles etc. The writer is the Marketing Director of SBO
biogas installations for clean, cheap The youth in particular find mitumba Research.
energy to checking commodity prices on clothes attractive because of their unique He won the ESOMAR World Research Best
phone from their farms, these customers designs, and this delivers on their pursuit Presentation Award during this year's
have quickly accepted new technology. for dignity. Marketing and Social Research Association
The segment has become a trend It is also important to note that (MSRA) Annual Convention on; Unmasking
setter: they were the early adopters of
the poor in developing countries tend The African Consumer for his paper on
technologies like mobile money transfer
to pay a premium for everything from which this article is based.
like M-Pesa and within no time most
rice to credit and are liable to suffer E-mail: bngahu@sboresearch.com
household bills, including electricity and
NOVEMBER 09 MANAGEMENT 41

TECHNOLOGY
Managing your brand in
a digital environment
Kinoti Gituma
BEHAVIOURAL CHANGE, ALTHOUGH What is in a brand? will understand your message. A
silent, is necessary and evident in an A brand is collectively what people say, television broadcast is a good example of
environment that is rapidly incorporating feel and think about your product, service push marketing. Pull marketing has more
digital technology in all aspects. With or organisation. to do with inbound marketing where
the deployment of mobile and internet For instance, Usain Bolt of Jamaica is you are pulling your audience to come to
communication, how information is an individual brand that has propelled your repository of information. A case in
disseminated has changed drastically his own value and that of his country. point is sending out e-mail messages that
in terms of reach and speed. A Jamaica is no longer famous for its fiery encourages your audience to visit your
revolution occurs when society adopts jerk chicken but also for its exceptional website to get more information about
new behaviours and it is imperative sprinters. Similarly, the brand ‘Kenya’ is your products and services.
that organizations come up with synonymous with long distance running, The core characteristic of any digital
strategies in line with the new modes of as was confirmed in the just concluded environment is that it is electronic and
communication for their brands. If not, world athletic championship. therefore dynamic. Subsequently, this is
they will be caught flat footed using In this new era of digital media probably the most exciting time to be
outdated media and consequently, their communication therefore, your brand will marketing and selling your products.
brand message will not resonate with increasingly be about what is searched The shift from push to pull marketing is
their audience. for digitally. creating both challenges for marketers
The launching of internet broadband and opportunities to engage consumers
comes with the expectation that access Digital environment in new ways that start lasting, profitable
will be faster, more reliable and more Media communication is now moving relationships.
affordable for the Kenyan community at away from push marketing to pull
large. Anyone who is managing a brand marketing. Push marketing refers Battle of the three screens
therefore needs to anticipate and react to to messaging that is disseminated This battle in the digital arena has
this tectonic shift in the digital arena. outwardly in the hope that the audience been taken to the three screens in
42 NOVEMBER 09 MANAGEMENT

TECHNOLOGY
of being a static monologue.
It is static in the sense that
you cannot change the write
up or recall the article in case
of errors. Instead you will
have to correct the errors in
the following publication.
However, the same article
published online can be
corrected quickly since it is
in digital format. The article
on the internet also has a
forum that creates a dialogue
in that people can give their
feedback and comments
directly to the editors, and
developed countries. The three screens on the caption and he is taken to a
those reading the article can see the
are television, computer and mobile wonderful web page where he is given
various feedback and comments. If they
phone. The television is a vestige of old more information on fishing for marlin
like the article so much they can even
media whereby communication is in in Kenya. This process of ensuring your
forward the article to their friends using
monologue. A message is set up and information is relevant when people
various forms of digital media. They can
broadcast to the masses without an search for information related to your
e-mail it, publish it on their Facebook
interactive process. core business is helpful in terms of sales
profile, or even use twitter to disseminate
The dawn of a new era comes and branding. If more companies and
the information. From that one article, a
with new media communication that institutions in Kenya embraced new
dialogue is created where the reader of
is in the form of a dialogue with the media to disseminate their information
the article can give immediate feedback
intended audience, thereby eliciting about their core business, they would
to the article, share it with friends and
direct feedback. In the context of Kenya, gain by improving their sales and
discuss the article with their peers,
new media is led by cell phone usage. branding. thus creating a viral component of
Broadband technology will hopefully communication. This example shows that
expose more people to computers and
laptops, thereby encouraging a more
“If more new media has various touch points and
is fluid and dynamic in engagement.
interactive process. companies and That begs the question: if you had
In terms of old media, think of a bill an advertisement or message in this day
board advertising Watamu in Kenya as a
institutions in and age, wouldn’t it be better to craft a
tourist destination for Marlin fishing. This Kenya embraced message and leverage the reach of digital
billboard is placed in the middle of New media? Think of old media as using the
York’s Time Square, the busiest street in new media to shotgun approach where you shoot out
the world. This is all very well and good disseminate their the message and hope it reaches as many
as there will be traffic that will pass by, people as you want without knowing the
and, depending on their level of interest, information, exact metrics of your target audience.
New media is more like a rifle gun where
people will read and act on the message they would gain you pick out your target and are able
and perhaps book a trip sometime in the
future. The characteristic of the billboard by improving to aim your message to your intended
audience.
message is that it is static. The message
their sales and
will not change during the time the bill Kinoti Gituma is the Managing Director
board is out there. The messaging is not branding." at KinConsult a new-age digital media
targeted and will only be broadcast to company in the US. He has extensive
whoever passes by the billboard. experience in managing large e-Commerce
Conversely, with new digital media, Evolution of media projects for Fortune 500 Companies in the
think of John Smith, an American in To examine the evolution of media, let Silicon Valley. He has sold everything online
Ohio who is on his computer and is us look at a Daily Nation article that is from rugby jerseys on eBay to servers,
doing a search on “Marlin Fishing” on published both in print and on their computers and software on Google and
Google. Let us suppose an ad-copy on website. The article in print will represent Yahoo.
the Search Engine Results Page (SERP) old media whereas the web article will kinoti@kinconsult.com or on twitter @
pops up showing Watamu in Kenya as a represent new media. The article on the kinconsult for any feedback or comments.
destination for Marlin fishing. He clicks nation print media has the characteristic
NOVEMBER 09 MANAGEMENT 43

BOB SAYS
A wake up call
By Bob Paterson
LAST MONTH, I received a call from one of my
brothers-in-law (my wife’s brother) in Canada.
It was a Sunday morning around 1:30 a.m. and
the call was about the sudden death of one
of my other brothers-in-law (my wife’s sister’s
husband) who had just died that afternoon
of an apparent heart attack. David was a farm
boy who had just retired from dairy farming
and was only 55 years old. He was a big fellow
with a barrel chest and appeared to be in
great physical condition.
44 NOVEMBER 09 MANAGEMENT

BOB SAYS
David’s tragic death reminded me of A number of years ago I attended choosing to weigh my personal needs
three important but diverse lessons: an Executive Management course and ahead of the company’s needs.
The first has to do with being an one of the professors who lectured us
Right balance
expatriate. After we got the phone asked us a simple question: “If your eight
Having the right balance of personal
call, my wife started to fuss about year old daughter’s birthday party was
versus business priorities is a tough
whether or not she should return to happening on a Monday afternoon and
one. Most ambitious people too often
Canada to be with her sister. My strong that morning you were invited by your
pick business over their personal lives.
recommendation to her was to go right Managing Director to a very important
But if you do that you will let a lot of
away. Clearly her sister had just suffered meeting that afternoon, which would you
wonderful opportunities in your personal
a great trauma and what she probably attend?” Like all Type A high achievers,
life slip by and I wager that it really won’t
needed most at this time was someone we unanimously agreed that we would
make a difference in terms of your work
to lean on. Since she is very close to this attend the meeting and apologise and
performance.
sister and since she can afford the time to make up to our daughter for missing her
I should also note that my supervisor
spend with her (all of her other siblings party. His comments (and remember he
was aware of these choices and in my
have full time jobs) it was important for was being paid by my company) were
appraisal discussion that year, he actually
her to go. In addition, her sister would very direct. He said: “Your daughter will
praised me on doing a better job of
need someone to help make the funeral
managing the demands of my personal
arrangements and to get the process of “Most ambitious and business lives.
getting her life organised again going.
My wife is good at that and so would be a people too often The last lesson/wake up call has to
do with planning your financial future.
great assistance to her sister. pick business over I don’t know how well organised my
When I first convinced my wife to be
and to remain an expatriate, her biggest their personal brother and sister-in-law were in terms
of their finances but I suspect, from
fear was not being able to get back to her lives. But if you do casual conversations, that they had a
family if there was a problem. I promised
her then (19 years ago) that we were that you will let a good retirement plan. As such, while
nothing can make up for the tragedy
no more than 24 hours from her family
lot of wonderful of losing a spouse, at least if you have
no matter where in the world we lived
and that if it was necessary she could opportunities in a strong financial base from which to
work, it is one less item (and a critical
simply pick up and get on a plane back
your personal life one) to deal with.
to Canada. I meant that promise and
since this was the first real test of that slip by.” So while some folks think that I
emphasise the issue of prudent financial
agreement I had even more reason to
planning too much, it is at times like
recommend that she go back.
this that a clear plan will make all of
never have another 8th birthday party. If
the difference. My sister-in-law won’t
Priorities you miss it then you have missed a great
have to worry about how to pay the
I have mentioned previously that the opportunity. As for the meeting with the
mortgage on the house or where she will
critical element as a manager living away MD, if you missed it would it really be
get the money to send her two boys to
from your birth country is to ensure that that important?”
university.
your spouse is happy. One of the ways He clearly thought we were all wrong
It is unfortunate that in life, it
you can do that is to ensure that they feel and that we were prepared to sacrifice
sometimes takes tragedies to wake us up
that they can return to family any time something very deep and personal for
– to wake us up to the promises we have
they want. the sake of a meeting.
made, to wake us up to the priorities
The second lesson has to do with That story stuck with me and while I
we have chosen and to wake us up to
the priorities and choices we make. won’t say that I made the personal versus
the planning that we may have been
Dying at 55 years old is very unusual in the business call on all of these conflicts,
postponing. So this was a wake up call
developed countries. But since none of I did make a number of them and they
to me and I am going to revisit each of
us know when our time is up, we have to increased with time. The reason is when
those lessons and do something – today.
make sure we take advantage of all the I made that first call (in this case it was a
What about you?
opportunities that come our way and not celebration for my wife) to place personal
put them off in the belief that we can do needs over business needs, I found that Bob Paterson is the former Managing
it another day. Unfortunately ‘another missing the business meeting had very Director of Mobil Oil Kenya.
day’ may not come. little impact and I felt very good about paterson@africaonline.co.ke
NOVEMBER 09 MANAGEMENT 45

PERSONAL FINANCE
Debt and budgeting
Get set for 2010
By Allan Bukusi
WITH 2010 FAST approaching, many people’s very existence, decided not to rid of it because it has become part of
people are gearing to make personal take any more loans and concentrate our identity. We will not get rid of debt
resolutions, which they are likely to on moving from excelling at debt because it will affect our lifestyle.
abandon speedily in the New Year. management to becoming a credit
It really does not matter what your manager. He was tired of having his Getting out of debt
New Year’s resolutions are. It will not money deducted at source by a clever The only way I know to get out of debt
stop the year from moving on. So why arrangement with a card company. He is to pay up (or obtain forgiveness). And
bother with resolutions at all? Because complained to me that all they ever the only way to pay up is to develop the
resolutions remind you to get rid of poor did for him was make sure he was discipline of a budget. A budget with
habits and help you commit to deal perpetually broke. When I pointed out prudently allocated funds can show
with the priorities in your life. Debt is that it was him who sat on the hire- you the way out of debt, but it is the
a poor habit you can do without, while purchase chairs in his rented house, discipline of follow through that will see
budgeting is a discipline of all successful enjoyed cable TV as well as maintained succeed at eradicating your debt. Many
people. Successful people budget their a post paid account on his cell phone so have a plan on paper but lack the moral
time and money very carefully in order to that he did not have to keep scratching fibre to follow it through.
achieve their goals in life. cards, all he could say was, “I can’t do When Mary discovered the power
Recently I was pleasantly surprised without those things!” of a budget, she realised that if she
by my long time friend Mark who, after Many of us are like Mark. We maintain organised her finances she could take
reading about how debt threatens debt like a pet. We can’t or won’t get up the graduate programme on offer
46 NOVEMBER 09 MANAGEMENT

PERSONAL FINANCE
at the local university. She goals. She resolved to take
promptly arranged to make part of her earnings and
payments to the school and save for the future. She
completed the programme determined to put away
in less than two years. Now KSh 5,000 monthly and, at
would you say it was the the end of one year, use
budget that did it? I have the KSh 60,000 to leverage
no doubt that she was her contributions in her
motivated by her goal to get co-operative society to
a degree. The budget just make a down payment on
helped her bridge the gap a plot she has been eyeing.
between her and her goals. She has learned the secret
A budget is not an of working a budget. Mary
event, it is a process. The knows that budgets work
fact that you have drawn wonders. All you have to
you to control (discipline) various aspects
up an expense list in the do is decide what you want
of your lifestyle in an effort to successfully
name of budgeting may give you some to do, draw up a budget to get you there
achieve your goals.
satisfaction but that, in fact, is not a and then stick to the plan.
Once you have drawn up the
budget. A budget is an active document
document that outlines the path to your
that checks and monitors your use of Bail-out plan
goals, live by it. Collect and file receipts
funds and resources in the light of your Mark’s story has a pleasant ending. He
goals. You must therefore have a goal finally realized that debt would not
(such as wanting to buy a house) to “If the price of help him prosper. He made amends by
enable you to save money for the future. making a bail-out plan with a budget
Only then does a budget become a fuel goes up, do that enabled him to consolidate his debt
useful document. The budget your draw
a little more and pay it with one cheque through the
up will aim to manage your income and bank over six months. He realized he had
control your expenses in line with your walking or if to get his net worth from negative to
goal to purchase a house. zero before he could make meaningful
If you earn KSh 10,000 monthly and
the price of progress in his finances.
your goal is to save KSh 10,000 by the food goes up, A budget is about you managing you.
end of the year, your budget will reflect It is about living within your means. Debt
expenditure of about KSh 1,000 monthly opt for a packed is about you being unwilling to save and
on savings. If you follow your budget
through the year you will very likely
lunch instead develop financial discipline. Debt is about
having things you do not need. Debt
end up with a savings of KSh 12,000. If of spending KSh is about you paying the price for your
you abandon your budget at some time desires and possible greed.
during the year, you will not achieve your 250 a day on We have two months to go before
goals, but it is not the budget that has a lunches.” 2010 and maybe you do not have a
problem; it is you who lacks the discipline plan to manage your success. The year
to follow through with your goals. 2009 has been tough for many people,
for every expense and discipline yourself
companies and even countries, but I can
to track both income and expenditure
Managing expenses assure you 2010 will be tougher without
each month. Review your performance
Four elements should be regulated by a budget. Bring yourself under control
every quarter and make the necessary
your budget: Living expenses, savings, in 2010 and join the band of successful
adjustments and sacrifices to keep you
investments and giving. I also suggest people who budget for success in their
on track. If the price of fuel goes up, do a
that if you have debts you should include lives.
little more walking or if the price of food
the amounts as a line item with a view
goes up, opt for packed lunch instead of
of eliminating debt altogether. Some Allan Bukusi is a Human Resource trainer,
spending KSh 250 a day on lunches. If the
people argue that it is important to motivational speaker and publisher. He is
price of an item you planned for is below
budget for entertainment as a routine the author of several books: How to prosper
the money you allocated for it, save the
expense. However if you have specific in employment, Thinking leadership in
extra money. This is called working your
goals you want to achieve in 2010, I will Africa, Managing Money, Effective Teams
budget to get to your goals.
let you decide the amount of money you etc. He is the Chief Executive of MDI, a
While Mark was still wandering
wish to spend on an unprofitable activity. corporate training firm.
around in debt, Mary moved on to new
The reason for block allocations helps info@allanbukusi.com
NOVEMBER 09 MANAGEMENT 47

MANAGERS' ADVICE
Help! I am demoralised
Q
I AM A COMMUNICATIONS
professional and currently
working in a blue chip
corporate as a Communication
Manager where I set up
the Communication Department.
This is my third year at the firm
and I feel like quitting my job. I
have initiated projects that have
enhanced communication in the
organisation and even launched
various communication forums that have become very popular with the staff and our
stakeholders. But three years on, the department remains understaffed (we are only
two people) and my supervisor is reluctant to increase staff despite seeing the need
of additional people. Secondly, I don’t see any indication of being promoted beyond
my current job. It has become routine and unchallenging because my supervisor
micro-manages everything and that really frustrates me and kills my creativity. At the
beginning, I didn’t mind because I was learning from the supervisor but with time I
realised he is more of a bully who just wants things done his way. I have been reduced
to a robot and just go to work for the sake of getting a pay slip at the end of the
month. I really enjoy what I do but at the moment I am very demoralised.
Anne W.
Nairobi
A
Four main issues can make your career more fulfilling both in
be identified from your the short-term and long-term.
submission namely The quality of boss-employee
a poor working relationships is the number one reason
relationship with your that people will enjoy their jobs or feel
supervisor (you feel the need to change them. Since wherever
micromanaged and your you get employed (even if you changed
boss wants all things done in his own the employer today) you will still find
way), lack of internal career growth another boss, there is an advantage in
opportunities, job burn-out, and learning some truths about working with
understaffing. It will be good to note that bosses. EILEEN LASKER
none of these problems is unique to you. A boss who micromanages his/her
Executive Career Coach & Personal
We will attempt to look at each of them subordinate is either a control-freak Branding Strategist. Eileen is the
and provide practical suggestions on and /or insecure. This boss will seem to Founder, Centre for Business &
how you can improve your situation and be constantly on your back, and giving Executive Coaching - EA (CBEC-EA).
48 NOVEMBER 09 MANAGEMENT

MANAGERS' ADVICE
very little room for you to go on with way of thinking and doing things and challenging and with seemingly no
work uninterrupted. This can be outright possibly adjust but it is not always the growth potential. From your submission,
annoying and irritating, and may also case, more so when they are managing you have previously experienced
make you feel mistrusted. A brilliant more than one subordinate. If this was to challenging moments as you set up the
mental shift to make if you have such happen, it would mean him/her having communications department. Now that
a boss is to stop being annoyed and no stand and becoming a pushover. It is nothing seems exciting, it is up to you to
understand that s/he needs all the fine therefore up to you to go out of your way make a deeper analysis of your company
to learn and adapt to your supervisor’s seeking to understand the shape
details on the progress of a project in
and direction of the overall strategy
order to feel secure. For you to take
and what it means for your role as a
control of this behaviour as a subordinate "It is always communications specialist. The results
try adopting the following alternative
approaches:-
very tempting will either be new opportunities (which
you can seize and re-engineer yourself to
Keep a detailed checklist of all your to assume that make your role exciting) or a realisation
activities and timelines so that the boss that there are no new opportunities and
can see that you are in control. Break your boss should that you have run out of real estate, in
each goal into constituent activities and
sub-activities so that you can give a quick
understand your which case you start planning your exit
strategy. If you take the latter option,
progress report on all the goals that you way of thinking be aware that the grass will always look
are pursuing and the milestones covered greener on the other side of the fence
When pursuing multiple goals and and doing things and as such, you will need to take time
projects, ask your boss to designate high,
medium and low priorities to ensure
and possibly to define your non-negotiable aspects
for the next job so that you do not find
that you are pulling towards the same adjust but it is yourself worse off. Besides, make your
direction. This is better put in writing and relationship with your current boss a
shared with the boss not always the learning case so that you know what
Jointly agree on the frequency and not to do as a subordinate and also how
form of updates that the boss may need,
case." to handle your subordinates when you
without seeming to complain become a boss.
Strive to adopt your supervisor’s way of working. You as a subordinate The concern about understaffing
communication style through active have only one boss and you can easily can only be justified against the
observation or directly asking for his/ invest in adapting yourself to your organisation’s/department’s budget and
her preferred style. If for example s/ supervisor’s way of doing things. While also the department’s strategy. Seek
he is visual, give reports with diagrams, your style and approach may be more to get more information on these two
graphs, figures etc. If s/he prefers efficient, it is your boss who will always parameters through an open discussion
auditory communication, submit regular call the shots. Some of the practical steps with your boss and it will become clear
synoptic verbal updates over and above that you can take to adapt includes:- to you whether indeed there is need
the written reports. Of course the shape No surprises - Avoid giving surprises for more staff or you are just looking for
would depend on the operational context lest you earn an unpleasant surprise. someone to take over the routine aspects
of your organisation Learn to share your intentions before of your job.
Each of these four options can implementing them and seek his/her Overall, it is absolutely worth it to
be used alone or as a combination approval. This will make your boss feel invest in adapting to your boss’s way of
depending on the nature and context of recognised doing things because your boss can make
your work. Avoid any competitive approaches or break your reputation, and your career
at all costs (because the boss will growth. S/he conducts the appraisals
Boss is always boss win anyway); instead pursue either and besides s/he is a constant conduit of
The second phenomenon of the collaborative or compromising broadcasting your talent and value to the
boss wanting things done in his own approaches organisation. Your boss interacts with the
way is even more common than Be as knowledgeable as possible significant others in the organisation and
micromanaging. If you find your boss regarding your career domain and in places that you are not. A professional
having a preferred way and approach of seek for cases to provide evidence that working relationship therefore ensures
doing things that is different from the your approach can work. Even with this that s/he talks positively about you
way you think or have done things in the evidence, pitch your ideas with humility wherever and whenever possible. S/he
past, it is up to you to adjust to the way and due recognition that your boss will decides your grading, salary increments
your boss likes things done or else you always be the boss and promotion regardless of whom you
will end up in a tensed, confused working know at the top.
relationship. New challenges
It is always very tempting to assume Job burn-out occurs when you start Send your questions and queries to
that your boss should understand your finding your role routine and not management@kim.ac.ke
NOVEMBER 09 MANAGEMENT 49

MANAGERS' STYLE
End year goodies for
loyal clients
Corporate gifts are not only a great way to show appreciation and strengthen relationships
between you and your clients, they also provide an opportunity for brand exposure believes
EUDIAH KAMONJO.
NO MATTER HOW bad the economic situation, you cannot afford to miss out on rewarding your most loyal clients at the end of this
year. Anyone who has done this before knows that choosing the right gift is usually the most difficult aspect of the process. If you
haven’t already, prepare now with this variety of ideas…
Executive
Items suitable for use in an office setting will definitely find
a place in your clients’ place of work. Of course this means
desk
that your brand (imprinted name and logo) is exposed
and noticeable to all and sundry. The more attractive and
classy, the better for your client and your brand. Desk
accessories
accessories such as penholders, desk clocks, business card
holders and paper weights (Surprised? Don’t be! In fact,
the more antique or theme related, the better), mobile
phone holders, letter openers, photo frames and leather
coasters will get your brand recognised and remembered.
You probably know some of your clients who
Books
are passionate about books. So why not buy them a
book that has valuable information on how to grow
a business, improve employee productivity or one
that has taught you great lessons in investments?
Inspirational/motivational books are best. Have
you read Success Built to Last by Jerry Porras,
Stewart Emery and Mark Thompson, or Designed
for Success by Dondi Scumaci? If I got such a gift
from you, I’d think ‘How thoughtful!’
Golf related items
Assuming you practice the ‘Know your client’ business strategy, you must already
know what kind of loyal clients you have, and their hobbies and interests among
other things. Most high net worth clients either love to play golf or constantly host
golf tournaments. Let them remember your brand in and out of the golf course by
branding and gifting them with golf items like golf balls, face towels, golf pouches,
tees, umbrellas and golf gear like polo shirts and caps or basket hats (for women) −
even a golf themed paper weight or clock will do just fine. This will make them see
how much you care about their interests and how ‘well’ you know them. There’s no
client who doesn’t want to feel like she is known and understood.
50 NOVEMBER 09 MANAGEMENT

MANAGERS' STYLE
Genuine
For the executive client you are trying to retain
leather
or gain, you can’t afford to pick a low quality
item. You need to show him how valuable he
is to your business and so you must choose
gifts
something classy so that your brand remains in
a positive light. Genuine leather is expensive,
but the return on investment is well worth it
owing to your clients’ continued loyalty.
Leather folders, laptop bags, wine cases,
briefcases and even mini jewelry cases are
some of the leather gifts that will prove
valuable to your client and your own brand
visibility.
Whether as stand alone or as a set, a simple
wine or spirits package is guaranteed to wow
Wine/
your client and draw him into a celebratory
mood necessary for this time of the year. Let
him see that there is a brand out there that
spirits gift packs
cares about his happiness. If you know what
your clients’ tastes are when it comes to alcohol,
it will be much easier to choose the right wine
or spirit. It has to be a classy or rare one though.
Gift sets
A gift set has three or more different products packaged together. The choice and combination of gifts depend entirely on you,
the nature of your business, type of client and your budget. A gift set could have (a) An executive pen (b) An executive key
holder (c) a branded diary. Or (a) A desk accessory such as a business card holder;
(b) A wine gift pack (c) A calendar;
It all really depends on how you’d like to mix up the items yourself. You can choose to either brand each and every gift
item or choose to brand the packaging itself. A gift set is best accompanied by a card, note or a tag with your company logo,
name or brand colours so that the client remembers where the gift came form. Other items that can be included in gift sets are
branded notebooks, day planners, guest books, edibles like chocolates or cheese and/or any other gifts.
Points to note
• It is cheaper to buy the items yourself (or order in advance if not locally available), then send them out for branding and
packaging at a design house (in this case, we got some of these gifting ideas from Capital Colours Creative Design) or
directly to a printing press.
• Counter-check personalized gifts to avoid mix-ups of items, names or spellings.
• It is best to give different gifts each year so you don’t seem predictable or boring.
NOVEMBER 09 MANAGEMENT 51

IMAGE MATTERS
How to throw the perfect
company bash
Image consultant DEREK BBANGA, gives you the official
end of year office party guide
IT IS THAT time of the year again. It for networking, cementing existing always question how they got where
has been eleven months of cutbacks, relationships and forging new ones. they did, and wonder where their weak
retrenchment and no bonuses and If guests have been invited, it is a point is.
nothing is as eagerly anticipated as the good idea to make certain that the staff Ever been to a party and there was
end of year office party. This is the one have been given information on the not enough food or, god forbid, you
time you will want to go all out to thank people coming so that they can open got food poisoning afterwards? Quality
your employees for a job well done, conversations and introduce them to and quantity are the two golden rules
so the event should provide real value other guests. There is nothing more regarding food. No matter how great the
for money as well as a good time for cringe worthy than an MD being asked, party is, if the food is either terrible or
all concerned. In fact, the end of year “So what department do you work in?” not plentiful enough, the event will not
office bash is also a very good way of Just a quick word on greeting guests; be a success. And in this cosmopolitan
saying thank you to customers, clients a firm handshake is vital. I certainly find world we live in, you should always have
and suppliers, but it is surprising how it makes a strong impression on me. If vegetarian food on hand.
many businesses don’t make the most someone in a powerful position offers Regarding hors d’oeuvres, or in
of what should be a good opportunity me the limp lettuce or a dead fish, I Kenyan speak ‘bitings’, make sure they
52 NOVEMBER 09 MANAGEMENT

IMAGE MATTERS
are bite sized i.e. can be popped into Dress code is also a good thought to rehearse what
the mouth and eaten easily so that There may very well be a dress code but you are going to say. Wait for everyone
people can focus on conversation and in the end it is up to each individual to to become quiet, take your time and look
networking − your guests should not decide what sort of an impression they around the room – smile. Then address
be wandering around holding massive want to make and what sort of company everyone politely, introducing yourself if
image they wish to project. But it is as no introduction has been made. If you’re
chicken wings or humongous slices of
well to remember that notwithstanding going to be giving a toast, hold your
pizza!
wine glass or champagne flute by the
Networking “Quality and stem not the bowl. Incidentally, no wine
glass should be filled more than two
If guests are invited it is vital that
quantity are the thirds full, as it swamps the bouquet. And
employees don’t just huddle together in remember it’s a toast, not a speech to the
a corner or only talk to the clients they two golden rules UN General Assembly, so keep it short!
know well. Even the end of year bash is The image you create in the work
a business party first, and a social event
regarding food. place should stay with you in certain
second, and the whole point is to get No matter how circumstances; if you are ‘the boss’ then
to know new people, so they should you cannot afford to be the life and soul
all circulate. However it is a party so great the party of the office party. In a small business
where everyone works together and
they shouldn’t just talk shop, although is, if the food is there is no real hierarchy ‘the boss’ will
talking about sex or money is generally
considered crass. Politics should also be either terrible usually mingle easily with everybody.
If, on the other hand the organisation
avoided because of the impassioned
opinions it usually brings forth, even
or not plentiful is large and most of the directors don’t
have day to day dealings with their staff,
if avoiding this may be difficult in our enough, the it can be quite inhibiting if the CEO
current climate! Regardless, everyone comes to the party as people might feel
should make a point of meeting three
event will not be they should be on their best behaviour.
new people even if they are from your a success.” In that case the CEO and other board
own organisation. members should put in an appearance
No matter how much fun you want to at the beginning of the evening but
the free flowing alcohol it is a company
have, as the host you cannot afford to let not linger too long so that the other
event. If Black Tie is not specified then
your hair down completely. If you wish employees can enjoy themselves.
a suit with a tie for men and a smart,
You may permit members of staff to
to get a little amorous with a co-worker elegant outfit for ladies should suffice.
bring their partners to the party though
remember you are on show to everyone This is the time you can dress up and this can be tough on some partners as
at the party and you don’t want to do put on the glitz if you feel like it, but they can feel left out if the conversation
anything you’ll regret later on. Keep again, it is best not to go over the top. is continually about office politics. If
your hands to yourself and stick to being In fact ladies, comfort might become they are invited, it is up to their partners
friendly and professional on the night. paramount because however gorgeous who work there to look after them and
An eye should be kept out for those you look, if that pair of four inch heels is introduce them to other members of
left on their own and especially those going to cripple you half way through staff. As the working partner, make sure
who might be taking on board just a little the evening, it is best left at home. The your guest is given a drink or something
rule of thumb for the ladies is not to flash to eat and that they are not left alone for
too much alcohol. Whilst it is essential
too much flesh, but this goes for the too long while you are chatting to your
to provide plenty of food and drink, too
gentlemen as well, so no more than two colleagues. And it goes without saying
much drink can cause problems. In the
buttons should be undone on a shirt if that if there is dancing, they should be
words of one expert, “Alcohol should
one is minus tie. Nor should we ever see the first people you dance with. Ever seen
supplement the party, complement your
that hairy gap between one’s socks and that episode of “The Office” where David
party, but never dominate your party.” trousers when sitting down – make sure Brent does his boogie? By all means cut
In fact it is a good idea to alternate that any socks worn are long enough! loose on the dance floor but don’t create
alcoholic drinks with glasses of water and Again, make sure all guests know a spectacle!
pace yourself at a drink an hour. Vodka the dress code as no one likes to feel
tonics, discreetly sans the vodka, are one uncomfortable by turning up and looking Derek Bbanga is a trainer at Consultant
way to remain alert but without coming out of place. Public Image, a training company with
across as a crushing bore. You can always If you have to give a speech it is expertise in Business Etiquette, Protocol,
hit your local afterwards for a stronger important not to speak too fast. Nerves Communication, Personal Branding
nightcap. And whatever you do as the often cause us to speed up or use the and Image Enhancement. Email: derek.
host, don’t ever encourage people to get voice’s higher register, so start speaking bbanga@publicimageafrica.com
drunk! slightly slower and lower than normal. It
NOVEMBER 09 MANAGEMENT 53

BOOK REVIEW
What is the cost of
industry?
WHAT IS THE cost of industry? Have you market. And markets can be vicious
ever pondered what it means to work so to humans. Modern markets demand
hard, to be so industrious, to deliver so multiple skills, immense knowledge and
much for your employer and then end up the ‘worker’ or ‘employee’s’ adaptability
with nothing to show for all the effort in to ever-changing realities that determine
old age? Have you ever wondered what production, supply and demand of goods
‘retirement’ and living on ‘pension’ feels and services.
like? Has it ever bothered you why most The unpredictability of the market
retirees look so miserable on retirement situation and the vulnerability of the
yet they had always claimed that their worker are at the heart of Death of a
jobs were ‘miserable?’ In other words, why Salesman. This is the story of Willy Loman,
do people expend so much energy in a salesman. Mr. Loman (or Willy as he is
widely known) works for a firm selling
work during their most productive years
its products to clients spread across the
only to end up defeated in retirement?
cities and towns of America. He spends
These questions are posed by Arthur
long periods of time on the road away
Miller in his play Death of a Salesman:
from his wife and two sons. Willy’s wife
Certain Private Conversations in Two Acts
Linda is a loving mother to her two
and a Requiem.
sons Biff and Happy and an adoring
The questions that Miller asks are,
Title: Death of a Salesman: wife to the husband. Willy works hard at
in some sense, universal. These are
making a decent life, paying mortgage,
Certain Private Conversations in questions that bother people universally.
buying household items that make
Two Acts and a Requiem But they have become even more urgent modern life comfortable such as a car
Author: Arthur Miller because of the nature of modern society. and refrigerator, educating his sons and
Publisher: Penguin Books With capitalism having almost taken dreaming of success, although mainly by
over the whole world as the standard holding onto the hope that his sons will
Year of Publication: 1949
form of running economies, the worth better him in life.
Reviewer: Tom Odhiambo of human labour is determined by the
BOOK CLASSICS
The Challenge of Nationhood: economies reliant on agricultural exports The Life and Death of Democracy
A Collection of Speeches and rather than industrial production, the (2009) by John Kean
Writings (1970) by Tom Mboya question of pan-African unity and such This book will unsettle many who
If you want to know about the problems other issues interested and bothered believe in democracy. John Kean writes
of Kenyan nationhood, start with Tom Mboya very much. Given his role in the a fairly extensive and intensive history
Mboya’s book, which is a collection of struggle for independence and the desire of democracy, taking readers through
his speeches. In the collection, Mboya to see a cosmopolitan and integrated the different views and definitions of
points out the difficulties that new Kenya in the postcolonial moment, democracy. For instance Kean argues that
African states were faced with as the this book is a testimony to the vision democracy is not necessarily an invention
colonialists divested from the country. of a man who sought to transcend the of the Greeks as it has always been argued.
Tribalism, lack of skilled manpower, the ethnic affiliations and loyalties that have This book’s strength lies in its breadth of
difficulties of integrating the different always aborted the project of a unitary reference to empirical evidence and the
ethnic groups within the new nation- and inclusive Kenya. This book is quite author’s capacity to relate democracy to
state, the influence that Communist in our present circumstances as we seek everyday experiences of modern life. Most
Eastern Europe and Capitalist Western ideas and practical solutions on how to significantly though is Kean’s interrogation
Europe/America sought to have on ‘become’ Kenyans in the aftermath of the of the relevance of the idea of democracy
the newly independent states, weak December 2007 General Elections crisis. across societies. Emerging scholarship
54 NOVEMBER 09 MANAGEMENT

BOOK REVIEW
But what does life give Willy? What Death of a Salesman unequivocally financial meltdown (like the one that has
does fate send him? First, his sons are reminds us of how demeaning and just passed) may eat up your savings - in
failures. Biff, the son Willy so wished mean modern life can be. For instance, other words misfortunes may visit you in
to succeed fails a Maths examination think of how hard you work in order to multiples.
and therefore misses a chance to go buy a car, pay a mortgage, educate your How does one react to such
to university on scholarship. He does children, invest, save for your future, a situation? How does one confront
odd jobs as a shipping clerk, salesman plan the retirement and finally quit at malevolent forces that may strike just
and such others but his real desire is to whatever age your organisation deems when one has stopped receiving a
“be outdoors, with [his] shirt off.” But
regular income and is therefore socio-
even when he tries life on the farm or
in the countryside, he does not get "Death of economically insecure? Arthur Miller
reminds us in Death of a Salesman not
satisfaction. His brother Happy works
in a merchandise store, “waiting for
a Salesman to take for granted the illusions that
modernity and the market economy
the merchandise manager to die” and unequivocally offer you. It may be good to serve the
hopefully take over. Willy’s travels lead
to what he calls ‘loneliness’ and an affair reminds us of company and celebrate when you see
with a woman. When we meet him he its annual financial statement, imagining
seems to have lost his will to travel on the
how demeaning that it reflects your contribution to its
road and is weighed down by a sense of and mean good returns. But does the company
‘worthlessness.’ really care about you? Or put it
Essentially Willy’s life is a tragic drama modern life can differently, do you care enough about
of what the modern consumerist society
does to the body and spirit of individuals.
be." yourself to guard against the vagaries of
market forces?
Willy’s industry and hope for a better life
I am sure that all salesmen
for his family crumbles spectacularly both the age when you are unproductive
to it. You may even retire voluntarily. somehow know about the possibility
in front of him and us, the readers. An
Then the whole deck of cards that has of ending up like Willy Loman: dead
old man who can only now reminisce on
been your ‘structured and organised’ because of working too hard for
what might have been, talks to himself
life is swept away, either in one deadly someone else, the unknown entity we
and is contemplating suicide is a very
gush or gradually. Your car may crash, nowadays call the company shareholder.
disturbing spectacle. Willy’s life seems to
be set on an unstoppable slide downhill the house for which you so dearly paid But what is the solution? Does one try to
towards the grave. Ultimately the drama a mortgage may halve in value or you be a shareholder in the company itself, if
ends with a requiem for Willy at which may suddenly find your neighbourhood one were to avoid Loman’s fate? Or does
the wife asks a telling question about her has changed fortunes downwards, your one leave it to fate or the market forces?
husband’s life: “…where are all the people children may have the qualifications but Read Death of a Salesman and decide for
he knew?” are unemployed and depend on you, a yourself.
suggests that although democracy, as The Big Chiefs (2007) itself in order to serve all its citizens;
a system of organising the polity may by Meja Mwangi how can the differences and tensions
be a preferred one in most parts of the Meja Mwangi’s latest book deals with the between the young and old in Africa
world today, it is not necessarily the most subject of political order in postcolonial be addressed; in what ways can African
suitable or appropriate for all societies. Africa. It is set in a country that has just nation-states avoid the conflicts that
This is a groundbreaking text that will come out of political apocalypse. An old cost them so much human and natural
make many scholars of politics and man engages with a young man in a resources as witnessed in Liberia, Cote
history uncomfortable, as well as turn discussion of what ‘happened’ in a time de Voire, Uganda, Rwanda, Sierra Leone
upside down the world of civic activists when brother turned against sister, and and recently Kenya after the December
who proclaim democracy’s benefits for neighbour slaughtered neighbour. This 2007 General Elections? The biggest of all
Africa and other non-Western societies. is an allegory of the state of affairs in the questions raised in the text is: what
many African nation-states where the can Africa’s ‘Big Chiefs’ do to redeem their
state has been captured by individuals people’s place in the history of mankind?
who see it as their own, and by extension
belonging to their socio-economic All these texts are available in local
class or ethnic group. Meja Mwangi bookshops.
raises a range of questions: how can the Dr. Odhiambo teaches at the University of
postcolonial African nation-state reinvent Nairobi. Email:tom.odhiambo@uonbi.ac.ke
NOVEMBER 09 MANAGEMENT 55

HEALTH
The benefits of colon hydrotherapy
By Kate Kibaara
COLON HYDROTHERAPY OR colon we’ve worked out and we “deserve” it. smoke don’t help either. The misuse of
Irrigation or Colonics is a safe, non- Unfortunately, it is the colon that takes antibiotics also destroys the natural flora
chemical, and very effective method the brunt of this kind of behaviour in your intestines and leave room for bad
of cleansing the colon of accumulated and when toxins build up in the colon, bacteria to take up residence.
faecal matter and waste. Filtered and it makes the whole human body feel The faster that waste is eliminated
temperature regulated water is gently lethargic and ill. from the body, the less time it sits in
introduced into the colon through our intestines spreading toxins to our
the rectum; the waste is softened Sewer system bloodstream. Ideally, a person should
and loosened, resulting in evacuation The main role of the colon is the have at least two bowel movements a
through natural peristalsis (wave absorption of water and the removal of day. If you’re having less than this, your
motion that propels faecal matter). This waste products and toxins. The two-way body is absorbing toxins that should
detoxification process helps you cleanse, membrane of the colon allows for the be eliminated. Another danger posed
heal and rejuvenate your whole body absorption of nutrients into the blood. by slow moving waste is that it can get
system. You not only take your health to The majority of all vitamins and minerals stuck to the colon walls and make it more
the next level, but also ward off many from the foods you eat are absorbed difficult for other waste products to move
diseases. through the walls of the colon. The waste through. Over the years, the walls can
As silly as it may sound, a healthy products are propelled out during a become encrusted with un-eliminated
colon is the basis of a healthy body. I bowel moment. But most of the time this waste, making its function inefficient. This
was sceptical about the colon irrigation does not happen. Because of poor diet build-up manifests itself in the way you
process until I found out about the choices and lifestyles, we don’t eliminate look, feel, and act. The average person
dangerous effects that processed foods waste efficiently. It ends up accumulating may have kilos of old un-eliminated
and unhealthy lifestyles can have on your in the colon for many years, leading to waste sitting dormant in the large
colon. And did you know that problems the formation of mucous plaque. This intestine, contributing to unnecessary
in the colon can lead to more serious then leads to a toxin build up in our weight which can be eliminated through
health issues like weight problems, joint system. a colonic irrigation.
pains, memory problems, irritable bowel Toxins are the direct result of poor It is important to note that bowel
syndrome and even cancer? lifestyle choices. A bad diet that includes problems can cause nutritional deficiency
Unfortunately, the colon is one of lots of fast food, processed foods, fatty regardless of how good your diet is or
the most ignored organs in the human foods, low fibre, high gluten foods, how many vitamins you take. When there
body. We brush and floss our teeth, excess meat, misuse of laxatives, and is improper elimination, deposits of faecal
exercise to improve our cardiovascular insufficient water is to blame for the toxin matter build up along the wall of the
health, and then we go out and eat build up. Environmental toxins such as colon or in the pockets of the colon and
fast food and processed food because air pollution and being around cigarette may lead to a spastic or inflamed colon.
56 NOVEMBER 09 MANAGEMENT

HEALTH
These conditions then interfere with • Bad breath and foul smelling stools due to bacteria, the condition is called
nutrient absorption. You may think you’re and gas Diverticulitis.
eating well but are actually starving • Frequent colds Inflammatory Bowel Disease is
your body of the essential vitamins and • Metallic taste in the mouth ulcerated colitis or Crohn’s Disease.
minerals vital to maintaining good health • Hemorrhoids Ulcerated colitis is ulcers or abscesses
and high energy levels. • Candida infection that occur from inflammation of the
mucous lining. Crohn’s Disease usually
Death begins in the colon occurs in the smaller intestine (ileum)
The cycle of death begins when the While the cause or in the large intestine from spreading
function of the colon is impaired. When inflammation. Scar tissue develops as
not functioning properly it will affect the of colon cancer they heal which narrows the passageway.
digestive system and every living cell
and organ. When the foods are not fully
isn’t known, it Transit time is reduced which results in
weight loss and malnourishment. Irritable
digested, the degenerative cycle begins. obviously isn’t Bowel Syndrome is the disorder of the
The undigested foods begin putrefying muscular walls that affect transit time
and create an over acidic condition. The healthy for of waste to the rectum. This condition
friendly bacteria begin to die off, creating is also known as Apparent Colon
an anaerobic environment for disease waste, which Syndrome, Mucous Colitis, Spastic, or
producing bacteria, virus, fungi, mold,
parasites or yeast. The accumulation of
is meant to be Non-inflammatory Bowel Disease. These
are just but a few of the conditions
toxins or poisons from this environment eliminated from associated with a clogged colon.
can build up in the lymph and
bloodstream. This condition is called the body, to sit Benefits of colon irrigation
auto-intoxication or self-poisoning. These Effective colon irrigation may help you:
toxins will eventually burden every vital in your colon • Lose weight
organ and cell. This condition is known
as Alimentary Intestinal Toxemia (toxic
for weeks. • Have a flatter tummy
• Gain more energy
colon). When the colon environment gets • Address prolonged constipation,
out-of-balance, colon cancer and other Acne and other skin problems are haemorrhoids, gas and bloating
diseases are the end result. a good sign that you need a colon • Have clearer skin
cleanse. Skin problems often are the • Remove heavy metals, including lead
Colon irrigation result of malnutrition. When the colon and mercury, as well as other toxins
Most of us are not concerned about the is overworked, it does not work as • Detoxify the liver, kidneys and other
health of our colon. We say it’s not for efficiently as it should, leaving the small organs
us… “I exercise, eat right, I am as healthy intestines and the pancreas to take on • Recharge the immune system
as a horse!” Well, Colon irrigation is still the extra strain. Subsequently, vitamins through powerful antioxidant
for you! and nutrients aren’t properly absorbed support
In this modern, toxic world it’s into the body and the toxins show up as • Keep off many diseases
becoming a simple fact of life that our acne and other skin conditions. • Have regular bowel movements
colon (the ‘sewer system’ of the body), Colon cancer is another • Keep younger, healthy and
liver and other organs also require concern. While the cause of colon cancer rejuvenated
regular cleaning. Just like a car requires isn’t known, it obviously isn’t healthy for
an oil change periodically. waste, which is meant to be eliminated While colon irrigation is important
How do you know when it’s time to from the body, to sit in your colon for for your health, there are other lifestyle
free your body of accumulated toxins, weeks. Colon cancer is the number one changes that should be made in
parasites and other waste materials? cancer found among men and women conjunction with it; drink six to eight
If you experience one or more of the together, and the rates have risen over glasses of water a day to help flush
following, then it’s time to detoxify: the past century. Cleansing the colon toxins out of your body and keeps waste
• Frequent fatigue and low energy twice or thrice a year can help ensure moving through your colon, and include
• Protruding belly (“pouch”) that there is no waste stuck in your colon fibre, vegetables and fruits in your diet.
• Flatulence, gas and bloating that may lead to colon cancer. Colon irrigation and lifestyle changes
• Excess weight Diverticula disease is caused when will set you up for a lifetime of good
• Chronic constipation the muscular walls in the colon become health. Remember to always consult
• Strain while having a bowel weak due to lack of fibre or bulk. The your physician before getting into any
movement hernia can occur in the weak spots to cleansing programme.
• Skin problems - acne, rashes make pouches that protrude outward,
• Recurring headaches called diverticula. When the pouches Kate Kibarah is a Nutritionist & Colon
• Powerful food cravings collect food and waste, the condition is Hydrotherapist
• Food allergies called Diverticulosis. When an infection kate@ryh.co.ke
• Impaired digestion occurs on the inner lining of the pouches
NOVEMBER 09 MANAGEMENT 57

TRAVEL
East Africa’s holiday
destinations
Holiday month is around the corner. MWINGIRWA KITHURE goes around
East Africa and shares destinations worth paying a visit.
EAST AFRICA IS crammed with world- city! The expansive wild has every kind and recreational outfits there, though
class economical holiday destinations. of East African plain-dwelling animal the main centres of attraction are the
You do not necessarily have to go to (except elephants) and if you want a one- Hell’s Gate and Mount Longonot National
Mombasa or the Maasai Mara to feel like on-one with the world’s tallest animal, Parks.
you have gone on holiday, but for a good the Lang’ata Giraffe Centre offers the Kenya’s third-largest city, Nakuru is
experience, you need to be clear on the memorable opportunity to hand-feed home to Lake Nakuru National Park, once
kind of holiday you are looking for: Is it a giraffes. said to harbour half of the world’s total
bush holiday, beach holiday or city free- Right in the city, the Kenya National population of pink flamingos. Around 450
styling? Museum is an enriching experience with other species of bird are available here,
If you have a tight budget, avoid its good ethnographic (descriptions of plus dozens of other game animals like
hotels with a grading of three or more different cultures) and archaeological the White Rhino. To the North of Nakuru,
stars. These are mostly attractive to exhibits. Many of the earliest human about 70km away, is Lake Bogoria
international tourists and charge more remains, discovered by the Leakeys at National Park dramatically set at the foot
compared to one and two star hotels, Olduvai, Koobi Fora and other well- of the 600m-high Laikipia Escarpment.
normally known as standard hotels. known prehistoric sites are preserved It boasts of breathtaking game and
here. bird-viewing opportunities. However,
Kenya Away from the busy city of Nairobi, the main attractions are the boiling hot
Around this time the city is normally the great African Rift Valley beckons. springs that gush from the ground.
empty — literally — as everyone has The valley houses glaciers, dormant and Then there is Lake Baringo, a large,
travelled out of town. With your family mildly active volcanoes, underground beautiful freshwater lake with excellent
in tow you can visit many places and lakes, plus other breathtaking sights. birdlife. There is a permanent tented
have a good time. Just eight kilometres Naivasha is one of the most famous camp on an island in the centre of the
from Nairobi’s city centre is the Nairobi Rift Valley towns and has a rich colonial lake and you can hire boats to tour the
National Park, Kenya’s first National history. The town is only two hours drive lake and see the hippos, crocs and birds.
Park. It is also the world’s only park in a from Nairobi and there are many hotels If you are spellbound by water falls,
58 NOVEMBER 09 MANAGEMENT

TRAVEL
why not sojourn at Nyahururu, home Close to Watamu, the Gedi National Park Tanzania
of the famous Thomson’s Falls? You will protects the well-preserved ruins of a Tanzania is beautifully described by
not be disappointed if you visit during Swahili city founded in the 13th century its Tourism Board as: “The Land of
the rainy season when the falls are full, and destroyed by Somali raiders in the Kilimanjaro, Zanzibar and Serengeti.” It
thunderous and ferocious 17th century. The Arabuko-Sokoke Forest, is true. Attractions in this country vary
Another famous attraction is the south of Watamu, and the little village of from high mountains, languid beaches,
Samburu Game Reserve to the north of Mambrui, North of Malindi, are also worth deep forests, national parks and bird
Nairobi. It is home to many endangered a visit. sanctuaries, islands and archaeological
species of wildlife including the rare and historical sites.
Reticulated Giraffe, Grevy’s Zebra, Uganda “The Serengeti National Park in
Gerenuk and Beisa Oryx. It is also home With Kenya airways and Uganda airlines Tanzania offers the absolute classic
to over 300 bird species. making daily flights to Uganda, and African safari setting. The grasslands
Mount Kenya, Kenya’s largest Akamba bus having established a make the Serengeti fantastic for spotting
mountain and Africa’s second after foothold on this lucrative route, why lion kills because you can see the whole
Kilimanjaro is a sight to behold. An not holiday in Uganda? If you want a spectacle clearly. The migration of
expedition there can be full of adventure memorable outing with some of man’s millions of wildebeest and zebra starts
as you attempt to scale its height. This is closest relatives, Uganda is the place to here and because it’s much larger than
the one place you will find snow on the the Mara it is an absolute thriller to
equator and the landscape around it is
green and fertile. It is adventurous and
“To get a good watch,” says Ms Debra Ngina, a seasoned
local tourist.
one can find an array of snow-capped experience, be While in Tanzania, visit The
peaks, cliffs, waterfalls, glaciers, valleys, Ngorongoro Crater, often called ‘Africa’s
slopes, alpine meadows and thick green clear on the Eden’ and ‘the 8th Natural Wonder of the
forests that cover the landscape. Actually, World.’ The crater is a main attraction
Kenya is named after this mountain. kind of holiday for tourists and a definite world-class
Tsavo National Park, the largest park
in Kenya at 21,000 sq km, is divided into
you are looking attraction. Within the crater rim are large
herds of zebra, wildebeest, lions and
Tsavo East and Tsavo West. Between for: Is it a bush black rhinos.
the two lie the Taita Hills, which are The Serengeti National Park is the
the setting for most of the local game holiday, beach primary attraction of Tanzania. Other
lodges. Much of the land in Tsavo is open national parks include Ngorongoro Crater,
savannah and bush woodland inhabited holiday or city Tarangire Park, Lake Manyara, Ruaha and
by buffaloes, some rhino, lions, antelopes,
gazelles, giraffes and zebras. Crocodiles
free-styling?” Selous National Park. Mount Kilimanjaro
provides some exotic eye-pleasure with
and hippos can be seen at Mzima Springs its snow-capped peaks.
in the northwest of the park. Nearby, the Among one of the most fascinating
Shetani Lava Flow is a 50 sq km lava bed be! With more than 400 of the world’s islands in Tanzania, is the ‘Spice Island’ of
formed by an eruption in the Chyulu Hills. nearly 700 mountain gorillas (the rest are Zanzibar. Located on the eastern coast
As well as being rich in wildlife, Tsavo has in Rwanda and the Democratic Republic of Tanzania, this island also has several
a wealth of birds, with over 440 species of Congo) a visit with these gentle giants, historical ruins and palaces and is a vital
recorded. who share 95 per cent of their genes with heritage site.
humans, is as humbling as it is thrilling. Apart from the natural attractions of
The Aberdare National Park is also very Kibale National Park alone has the highest Tanzania, there are several archaeological
rich in game. There are elephants, rhinos, concentration of primates on earth. It is and historical places of interest. Some
dik-dik, leopards, lions and monkeys, as also the best place to see chimps in the of the vital archaeological sites include
well as rare forest antelopes such as the world. The park is in Western Uganda. Laetoli, Palace of Husuni Kubwa,
bongo, giant forest pigs, baboons and It was created to protect an evergreen Engaruka and Kalambo Falls. Olduvai
buffaloes. You can watch these animals rainforest. Gorge Museum is also a major tourist
from the comfort of either ‘Treetops’ or Another exciting activity while in attraction in Tanzania. The Stone Town
‘The Ark’, both of them hotels built on Uganda, especially for those inclined in Tanzania with its narrow meandering
platforms overlooking clearings which are towards discoveries, is a visit to the roads and vibrant markets has also
floodlit at night. famous River Nile, Africa’s longest and fascinated tourists from across the globe.
If you want to sample the Coast, biggest river. Bird watching is another of The Arusha Cultural Heritage Centre is
Malindi is a good place to explore. Uganda’s strongest points. The country also a must visit while in Tanzania.
Malindi is a small, somewhat tatty resort has 10.2 per cent of bird species in the
town home to Malindi and Watamu world. Experts say there are 10,000 Mwingirwa Kithure is a travel writer and a
Marine National Parks. Here the coral species of the birds worldwide and Marketing Executive at the Sarova Group
reef is close enough to the white sand Uganda has 1,056 bird species while of hotels.
beach to walk out at low tide and you Africa as a whole has 2,000 species. mwingirwa.kithure@sarovahotels.com
can snorkel, dive or watch the Technicolor
fish through a glass-bottomed boat.
NOVEMBER 09 MANAGEMENT 59

HUMOUR
New employment rules
SICKDAYS and subsequently leave one hour early, LUNCH BREAK
We will no longer accept a doctor ‘ s provided your share of the work is done. Skinny people get an hour for lunch
certificate as proof of sickness. If you are as they need to eat more so they can
ABSENT FOR YOUR OWN
able to get to the doctor, you are able to look healthy, normal size people get
DEATH
come into work. 30 minutes for lunch to maintain their
This will be accepted as an excuse.
average figure. Fat people get 5 minutes
However, we require at least two weeks
SURGERY notice to allow time for you to train your
for lunch because that ‘ s all the time
Operations are now banned. As long as needed to drink a Slimfast and take a diet
own replacement.
you are an employee here, you need all pill.
your organs. You should not consider TOILET USE
having anything removed. We hired Entirely too much time is being spent in DRESS CODE
you intact. To have something removed the toilets. In the future, we will follow It is advised that you must come to
constitutes a breach of employment. the practice of going in alphabetical work dressed according to your salary.
order. For instance: All employees whose If we see you wearing designer clothing
names begin with ‘ A ‘ will go from 8.00
HOLIDAYS we will assume that you are doing well
to 8.20, employees whose names begin
Each employee will receive 104 holidays financially and therefore do not need a
with ‘ B ‘ will go from 8.20 to 8.40 and
per year. They are called Saturday and payrise.
so on. If you are unable to go at your
Sunday. allotted time, it will be necessary to Thank you for your loyalty to our
wait until the next day when your turn company. We are here to provide a
BEREAVEMENT LEAVE comes again. In extreme emergencies positive employment experience.
This is no excuse for missing work. There employees may swap their time with a Therefore, all questions, comments,
is nothing you can do for dead friends co-worker. Both workers ‘ supervisors concerns, complaints, frustrations,
or relatives. Every effort should be made must approve this exchange in writing. irritations, aggravations, insinuations,
to have non-employees to attend to In addition, there is now a strict allegations, accusations, contemplations,
the arrangements. In rare cases where 3-minute time limit in the toilets. At the consternations or input should be
employee involvement is necessary, end of 3 minutes, an alarm will sound, directed elsewhere.
the toilet paper will retract, and the door
the funeral should be scheduled for the
will open. Have a nice day
late afternoon. We will be glad to allow
you to work through your lunch-hour The Management
Subscribe for 1 year today
off cover price MANAGEMENT
3 Issues; KSh. 900 6 Issues; KSh. 1,800 1 Year ; KSh. 3,300 2 Years; KSh. 6,600
UGSh. 22,500 • TSh. 18,000 UGSh: 45,000 • TSh. 36,000 UGSh: 82,500 • TSh. 66,000 UGSh. 165,000 • TSh. 132,000
Euro: 9 • USD. 15 Euro. 18 • USD: 30 Euro. 33 • USD: 55 Euro. 66 • USD. 110
00 •
3 • $5
ISS N
20 74
-78
02
Name
hs.8,1
• US
6,000
• TShs.
300
KShs.
ip
ershCEO Postal Address
eatid it right as a
August
2009
09
oKlipd ’eLch: Gusoldtich: Getadership
st 20
Bet ng Le
Augu KShs. 300
• TShs. 6,000
B s ng
• UShs.8,100
• 3 • $5
ISSN 2074
tiJuli Kip -7802
ng’e
Juliu ting it righ
t as a CEO
Physical Address (Location)
-78 02
20 74
ISS N
ion
$5
• 3•
rmat
hs. 8,100
00 • US
Mobile Phone Email Address
6,0
TShs.
nsfo ns
300 •
KShs.
ra-around champio
But i
ness turn e
Septe
mber
09 2009
r 20
BusiLessons fromsLenon ss tran
be
Septem
Number of copies per issue
KShs.
300 • TSh
s. 6,00
sform
0 • USh
s.8,100
• 3 • $5
ss s fr
ation
ISS N
207 4-7
om turn
802
-a round
champi
ons Cheques payable to:
009
COYA 20 COYA 2gic of win
09:
: ning
157
003
> Payment Method (Tick) Delivery Method (Tick) The Kenya Institute of Management
The magic The ma AN 4 001
6 16
s
of wiINGnie ?
THmpaniesMAK
co
E AR F co :
O
mnna
p ing
:
URE ation: Y
es o
r No
Cash deposits:
EL ART T OF MCE IN ndEAT
NA
THEEPHANT A fiPKt-haL Adiversifi
F c
NT D S rs CIA Barclays Bank, A/c: 94-8215403 - Market Branch
SPECIAL
ELE an
DA e G
Jonath A FEATo’sNC ss ess N
PHan Cian UR nE n
experi ess Ciano’usiBuE:
Busin nb
E: si Cash Post
Commecial Bank of Africa, A/c: 102095006 - Wabera Street
th divers
tuJona ncece obu sification:
rn-aerin on d si first-hanYes
exp round n
-aro
u ness d or No
?
turn 6 164001
157003
> Cheque Personal Delivery Contact Person:
gs y
ou
things thinst do to life
Anthony Githendu (Luther Plaza)
must youmu eed in
do
succee to su
d in lif
cc Start sending immediately Tel: (020) 2445555, 2445600
e
Email: agithendu@kim.ac.ke
6 164
0 01 1
5700
3 >
6 16
4 001
157
003
>
Start sending from
(month)
60 NOVEMBER 09 MANAGEMENT
Return subscription form and cheque/bank deposit slip to the Kenya Institute of Management,
Luther Plaza, 2nd floor; or post to: P. O. Box 43706, 00100 Nairobi, Kenya