2SCALE Thematic Papers Not By Technology and Money Alone

14. Even when 2SCALE ends, milk will continue to flow in Nigeria By Sola Fagorusi and Gbenga Idowu, both trainer-mentors, Nigeria Key themes: Cluster development, PO-Firm relationship, Sustainability of coaching services Dairy-Nigeria PPP Summary FrieslandCampina Wamco is a leading milk processing company. The partnership intends at reducing the import of raw material and increasing local sourcing from Fulani herders. FrieslandCampina Wamco (FCW), a milk processing company, and Fulani pastoralist farmers come together in this dairy partnership story. This is a new business model for the Fulani women, who get support from internal (embedded) and external coaches to achieve the milk quality and supply goals of FCW. The story takes the perspective of an external business coach called Stephen who manages to become embedded in the cluster through taking on new and paid services. In this way, he can be sure to continue his coaching work even if the 2SCALE funding should end. Errant bits of dust trailed Stephen’s vehicle as he makes the last turn into Gaa Yakubu, one of the Fulani camps located on Iseyin-Awaye road. He has just made the 5 km journey from his house in Iseyin to Gaa Yakubu. His locally made slippers gather a few stains as he steps out of his car to see Alhaja Agba, the oldest woman in Gaa Yakubu. She is a milk vendor for the dairy partnership. They are already expecting him and they briefly exchange pleasantries. Yakubu is the milk producer, the camp is named after him and he owns the local Bunaji breed of cattle. Alhaja Agba 35 is his first wife, and according to Fulani custom, she and Yakubu’s other wives have the role of selling the milk for family upkeep. While it is not Stephen’s first trip to Gaa Yakubu as a coach on the 2SCALE project, it is his first time there for milk collection. Collecting milk: a new business for Fulani pastoralists FrieslandCampina Wamco (FCW) operates milk collec- tion centres (MCCs) targeting Fulani milk producers in the

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