In Microfinance, Clients Must Come First

In the debate over whether microfinance works, few microfinance institutions articulate what, exactly, their ultimate goals are and how, exactly, they will achieve them. The authors cut through the confusion by mapping a clear theory of change for microfinance. If the goal of microfinance is to alleviate poverty, they say, then MFIs should focus on helping their clients build successful enterprises, rather than on making more and bigger loans.

Microfinance may be one of the world’s most powerful new solutions to poverty, as well as to the wars, diseases, and suffering that poverty ignites.

If it works.

Supporters of microfinance contend that small loans fuel economic self-sufficiency. They point to the billions of dollars that microfinance institutions (MFIs) such as Grameen Bank, Acción International, and Opportunity International (OI) have given to millions of small-time, impoverished entrepreneurs. They cite research showing that microloans increase household consumption, 1 give women more clout in their communities, encourage the use of contraceptives, and improve the nutrition of young children.2

Critics, in contrast, contend that the world’s most vulnerable people are often in no position to take on the risks of entrepreneurship. They point to evidence showing that stable jobs in large industries, not volatile small businesses, lift people out of indigence (see “Microfinance Misses Its Mark” in the spring 2007 issue of the Stanford Social Innovation Review). They cite research showing that microfinance clients have been known to scrimp on food, sell their furniture, borrow from loan sharks, and take second jobs to pay off their loans;3 that husbands, sons, and fathers-in-law often take control of women’s loans;4 and that, overall, microfinance fails to find its way to the world’s poorest people.5

These two camps disagree partly because studies of microfinance are, indeed, inconclusive. MFIs vary so much in their missions, strategies, and tactics that assessing their overall impact – or comparing them to each other – is not yet possible. At a more prosaic level, MFIs usually operate in places where it is difficult to conduct research – places that are geographically isolated, politically unstable, technologically backward, and educationally disadvantaged.

But the largest barrier to understanding whether microfinance works is that few MFIs have clearly articulated what it would mean for microfinance to work – let alone how it could work, for whom it could work, where it could work, or when it could work. In other words, few MFIs have explicitly formulated their theory of change – that is, an explanation of how their activities could lead to their desired outcomes. Without a clear theory of change, these MFIs invest resources, launch programs, and track outcomes that have little to do with their ultimate goals.

For most MFIs, that ultimate goal is to alleviate poverty. Many MFIs do not explicitly state this. Instead, they say that their goal is to give poor people access to credit. But their donors, staff, and beneficiaries draw the last two links in the chain of logic: Access to credit will help beneficiaries establish profitable businesses that will, in turn, make them economically self-sufficient. We call these organizations institution-centered MFIs, because their theory of change – often implicit – is that building financial institutions for poor clients will eventually help lift these clients out of poverty. In keeping with this theory of change, institutioncentered MFIs aim to serve as many clients as possible by offering a few basic, high-quality, low-cost services. They assume that their clients will be able to use these services to improve their businesses and, in turn, their socioeconomic standing. And like banks, they track financial outcomes such as loan repayment rates, loan sizes, and number of clients.

Yet few MFIs elaborate exactly how their beneficiaries will create those successful businesses. This is an egregious oversight, as the vast majority of microfinance clients have no prior business or banking experience and little formal education. We have even heard about female clients who were not sure whether they were allowed inside banks.

Through our fieldwork and research in Ghana, Malawi, Zambia, and Nicaragua, we have started to formulate a different theory of change for microfinance – a theory that addresses the unique needs of poor clients. We call this approach clientcentered microfinance. (See figures on p. 42 and p. 43 for the logic models of institution-centered and client-centered MFIs.) Rather than nurturing only the success of the MFI, client-centered microfinance also nurtures the profitability of borrowers’ businesses – and, in turn, clients’ economic and social well-being. To do this, MFIs must provide far greater services than traditional financial institutions do. They must offer not only financial products and services, but also financial education, management training, value chain support, and social services. They should track how their clients use their loans and how they allocate their profits. They should monitor poverty alleviation using measures of not just income, but also health, nutrition, housing, and education.

Although client-centered microfinance practices are not widespread, and no single MFI, to our knowledge, currently implements all of the practices we recommend, early evidence suggests that client-centered microfinance would more readily alleviate poverty than institution-centered microfinance.6 At the same time, economic pressures and the growing importance of financial sustainability are pushing many MFIs to become even more institution-centered. Yet if the goal of microfinance is to alleviate poverty, MFIs should adjust their theories of change to a more client-centered approach.

Institution-Centered Microfinance

Microfinance refers to financial services – most commonly loans, savings, and insurance – delivered in small denominations to poor clients who lack the collateral, credit history, or other assets to enter the formal financial system. The MFI industry has long viewed its primary role as delivering loans to poor clients (see sidebar on p. 41 on the growth of microsavings). If clients are able to pay back their loans and take out new ones, the story goes, they must be getting economic and social benefits from them. Indeed, MFIs routinely report repayment rates of over 95 percent. And today, there are 100 million people receiving microcredit loans from more than 3,000 institutions.7

Yet these metrics can hide how poorly an MFI’s clients are faring. MFIs often lend to groups, and so they do not report when individual clients within the group default. From the institution’s perspective, this makes sense: There is no default if the rest of the group repays the loan. But from the clients’ perspective, one person’s default means more suffering for everyone. Other group members are forced to make up the difference – often with great hardship. And the debtor, in turn, faces the wrath and sometimes violence of the other members. Some debtors have even resorted to suicide, as several highly publicized cases in Bangladesh reveal.8 And so high loan repayment rates don’t necessarily indicate wealthier, happier clients.

Pressure to post high repayment rates also leads many MFIs to neglect the truly poor. For instance, the Mexican government designed the Solidaridad program to make loans to the poorest farmers in the country. Yet a recent study found that less than half of the loans went to the poorest 40 percent of the population. And more than 10 percent of the loans went to the wealthiest 20 percent of the population.9 A recent study of MFIs in 49 developing countries shows why: The banks serving the poorest borrowers had the highest average costs.10

Another common indicator of an MFI’s health is the average size of its loans. Yet a study in Bangladesh found that the larger the line of credit, the more families borrowed, rather than saving some of their credit for future use. These families also continued to borrow from informal sources, thereby plunging them into excessive indebtedness.11

Adopting the practices of commercial banks can allow MFIs to serve more clients and therefore can increase their social impact. But the pressure to instill more financial discipline often shifts organizations’ focus away from their original mission. As a result, many firms can recite their portfolio at risk (PAR) percentages to two decimal places, but few have even rough estimates of the percentages of their clients who eventually move out of poverty.

Services for Microentrepreneurs

Leaving poverty does not depend on repaying one’s loans. Leaving poverty depends on creating a successful business. Yet too few MFIs focus on helping their clients use their loans to create successful businesses. Some that have shifted to a client-centered approach appear to have had more success.

Beyond financial services, most MFIs offer basic loan repayment training. Generally the training is limited to emphasizing the importance of repaying the loan and of applying the loan to the business, rather than spending it on personal needs. Yet clients often face health emergencies and family crises, and also want to spend some of the loan proceeds on education. And so MFIs need to give clients more training in financial literacy and money management so that they can better meet both their business and personal needs. At present, MFIs do very little of this.

Moreover, mastering loan management does not lead to generating profits. Just because clients use a loan to stock more inventory, for example, does not mean that they will be able to sell the goods at a profit. And just because they sell goods at a profit does not mean that they can generate enough profits to support household needs, business reinvestments, and loan repayments – sometimes at interest rates as high as 60 percent per year. Yet that is exactly what most MFIs and clients presume.

There are exceptions. Opportunity International, an Oak Brook, Ill.-based MFI with operations in 30 countries, gives business training to its clients. In Peru, the Foundation for International Community Assistance (FINCA), a Washington, D.C.- based MFI, teaches its clients how to identify their customers, market their products, and perform basic accounting. A recent study found that FINCA clients who received business training increased their profits, reinvested more profits into their businesses, and maintained better records than did clients who did not receive the training.12

Other MFIs offer enterprise-specific training. The Tanaoba Lais Manekat (TLM) not only helps poor cattle farmers in East Nusa Tenggara, Indonesia, buy cows, it also teaches them best practices in cattle husbandry and offers them support services, such as vaccinations. In another program in East Nusa Tenggara, TLM teaches seaweed farmers both business development techniques and better seaweed cultivation methods. Some 87 percent of TLM clients in the seaweed cultivation program state that their profits and savings have increased since they joined the program.

To make businesses even more productive, some MFIs have targeted the health and happiness of the clients themselves, offering training in areas such as nutrition, health care, and domestic problem solving. These social services not only help clients profit from their loans, but also aid in the development of human capital – an important contributor to the alleviation of poverty.

The Bangladesh Rural Advancement Committee (BRAC) makes the business case for improving the health of microentrepreneurs. The nongovernmental organization (NGO) noticed that borrowers had a much harder time repaying their loans when they or their families fell ill. And so BRAC introduced its essential health care program – monthly community meetings about disease prevention, nutrition during pregnancy, local sources of essential vitamins, and other health topics. A health program organizer facilitates the meetings with the help of community health volunteers whom BRAC trains. BRAC volunteers also go door to door to deliver information about sexually transmitted diseases, reproductive health, and domestic violence. Since the program’s inception, childhood malnutrition and mortality have declined more among BRAC member households than among nonmember households. The BRAC field staff strongly support the educational programs and believe that there is a strong correlation between clients’ participation in the programs and their successful use of credit.13

A final client-centered service that MFIs can provide is value chain support – which includes linking clients to customers and suppliers, conducting regional economic analyses, and standardizing production to enable bulk sales and export. TLM, for example, links seaweed producers in East Nusa Tenggara to domestic and international markets. Likewise, OI is organizing an agricultural cooperative in Granada, Nicaragua, that will deliver cassava to local as well as to U.S. and Canadian markets. Although cassava is one of Nicaragua’s leading exportable crops, low local market prices have discouraged farmers in Nicaragua from growing it. OI will help the cooperatives develop techniques that greatly extend the shelf life of the cassava, as well as establish business agreements with U.S. and Canadian distributors.

Client-Friendly Products and Practices

Client-centered microfinanciers need not only provide services after the fact of lending, they should also consider clients’ needs on the front end. Meeting clients’ needs begins with an analysis of client economics. Too few academics or practitioners have studied how clients use their loans. For example, MFIs award many of their smallest loans to traders and service providers who use the loans to purchase inventory. But no one seems to know how these clients use their inventory to generate profits. Do they sell it gradually over the sixmonth loan cycle, or do they replenish their inventory every two days? How do they decide how much to mark up their inventory? Will their markups be enough to cover the loan payments and meet household needs? In some cases, MFIs make inventory loans to clients who are unlikely to use them for inventory. What does a produce vendor with sales of $20 per day do with a $200 loan?

When standardized loans are mismatched with client needs, clients may borrow more than they need, pay higher than necessary costs, or make poor choices, like skimping on quality or selling out inventory stocks to meet an unforgiving payment cycle. And so understanding how clients use financial products can help MFIs tailor their financial products.

Prizma, an NGO in Bosnia and Herzegovina, is one organization that has adjusted its practices to accommodate its clients. Like poor people everywhere, Prizma’s rural clients often face family crises and intermittent income, which make it difficult for clients to pay back their loans consistently. To accommodate this reality, Prizma adjusted its incentive system so that loan officers were no longer under pressure to maintain zero arrears. Loan officers now take into consideration a client’s circumstances and renegotiate repayment terms when clients experience financial setbacks.14

In this and many other cases, the loan officer makes or breaks borrowers’ experience (for a related article, see “Luck of the Draw” in the spring 2007 issue of the Stanford Social Innovation Review). In addition to being the face of the MFI, the loan officer can give clients the information and support they need to thrive in business and at home. During early discussions of the loan process, the loan officer can help determine the appropriate loan amount and how the client will earn enough to repay. In other words, loan officers should spend less time chasing defaulting clients and more time avoiding defaults in the first place. To do this, loan officers need not only financial expertise, but also the knowledge and skills that will help them identify target clients, encourage them to learn about the MFI’s financial services, evaluate their needs, assess their character and capacity for repayment, and interact with them with the appropriate language and cultural nuance.

MFIs should also consider the burdens their clients bear when accessing financial services. Tangible costs include those of obtaining information about the services, applying for the loan, getting transportation to make loan payments, and tracking the debt. Intangible costs include the stress of getting temporary loans from other sources, the familial discord that arises from shifts in balances of power, and the time spent learning about lending – and away from business, family, and other activities. OI in Malawi recognizes these difficulties, and allows groups to shift from a weekly payment and meeting schedule to a biweekly or monthly schedule once they have proven their ability to repay the loans. The organization also holds its training sessions on a monthly basis, which reduces clients’ traveling time.

A final way that MFIs can better serve their clients is to measure whether their loans are actually moving people out of poverty. Grameen Bank does this with its poverty index. The index includes socioeconomic indicators such as whether schoolage children are attending school and whether family members are free from treatable health problems. Such metrics can show whether loan officers, branches, and MFIs are achieving their social goals. They can also be used as a basis for rewards and resource allocation decisions.

Expanding the Niche

MFIs have all but ignored how clients use loans and other resources to build profitable businesses. Many of them hold the view that giving poor people access to financial services alone will relieve poverty. Others know that increasing access to financial services is not enough to alleviate indigence, but think that providing other services and products is too far from their mission or too challenging and costly. The background of their senior staff members is often banking, and so they rightly believe that their core competence is banking services, not health and human services. And so most MFIs leave education, training, value chain support, and so forth to other organizations, and instead stick to their institution-centered niches.

If MFIs are serious about alleviating poverty, though, they must provide more training, support, and products tailored to poor clients. The success of microenterprises is critical both to alleviate poverty and to drive financial returns to the MFI. When microenterprises fail to make profits, clients must reduce their consumption, sell valuable assets, take on more debt from other sources, or default on their loans. MFIs also suffer, losing revenue and posting unfavorable returns.

Although the ranks of microentrepreneurs are swelling, MFIs must remember that their clients are often in business by necessity, rather than by choice. Most microfinance clients have no training, education, or role models in business, and therefore are unlikely to cultivate successful microenterprises on their own. They are not entrepreneurs in the traditional sense. If their communities had jobs and if their family situations permitted it, they would be employed. Yet the large-scale, laborintensive enterprises that generate stable employment will not arrive in most developing countries any time soon.

To make microfinance work for more people, more often, in more places, MFIs need to think clearly about how their practices will bring about the changes they seek. This may mean making fewer microfinance loans and incurring more costs to support the loans they’ve already made. The benefit, of course, is the building of sustainable businesses. The challenge is finding ways to provide these additional services efficiently. In our current research, we are designing and testing these client-centered practices. We hope that our results will ultimately lead to the broader application of effective and cost-efficient client-centered microfinance programs.

1 Shahidur R. Khandker. “Microfinance and Poverty: Evidence Using Panel Data From Bangladesh.” World Bank Economic Review (2005).

2 Nathanael Goldberg. “Measuring the Impact of Microfinance: Taking Stock of What We Know.” Grameen Foundation USA Publication Series (2004).

3 John A. Brett. “‘We Sacrifice and Eat Less’: The Structural Complexities of Microfinance Participation.” Human Organization (Spring 2006).

4 Julie Stanton. “Wealth and Rural Credit Among Farmers in Mexico: Is Market Participation Consistent With Targeting?” The Triangle of Microfinance: Financial Sustainability, Outreach, and Impact, Manfred Zeller and Richard L. Meyer, eds. (Baltimore: The Johns Hopkins University Press, 2002).

5 Susy Cheston and Lisa Kuhn. “Empowering Women Through Microfinance.” Pathways Out of Poverty: Innovations in Microfinance for the Poorest Families, Sam Daley-Harris, ed. (Bloomfield, CT: Kumarian Press, 2002).

6 Marc J. Epstein and Christopher A. Crane. “Alleviating Global Poverty Through Microfinance: Factors and Measures of Financial, Economic, and Social Performance.” Business Solutions for the Global Poor, V. Kasturi Rangan, John A. Quelch, Gustavo Herrero, and Brooke Barton, eds. (San Francisco: Jossey-Bass, 2007).

7 Microcredit Summit Campaign, 2006.

8 David Hulme. “Is Microdebt Good for Poor People? A Note on the Dark Side of Microfinance.” Microfinance: Evolution, Achievements, and Challenges, Malcolm Harper, ed. (London: ITDG Publishing, 2003).

9 Julie Stanton. “Wealth and Rural Credit Among Farmers in Mexico.”

10 Robert Cull, Asli Demirgüç-Kunt, and Jonathan Morduch. “Financial Performance and Outreach: A Global Analysis of Leading Microbanks.” The Economic Journal 117 (2007).

11 Manfred Zeller and Manohar Sharma. “Credit Constraints and Loan Demand in Rural Bangladesh.” The Triangle of Microfinance: Financial Sustainability, Outreach, and Impact, Manfred Zeller and Richard L. Meyer, eds. (Baltimore: The Johns Hopkins University Press, 2002).

12 Dean S. Karlan and Martin Valdivia. “Teaching Entrepreneurship: Impact of Business Training on Microfinance Clients and Institutions.” Yale University Economic Growth Center Discussion Paper No. 941 (July 2006).

13 Christopher Dunford. “Building Better Lives: Sustainable Integration of Microfinance With Education in Child Survival Reproductive Health, and HIV/AIDS Prevention for the Poorest Entrepreneurs.” Pathways Out of Poverty: Innovations in Microfinance for the Poorest Families, Sam Daley-Harris, ed. (Bloomfield, CT: Kumarian Press, 2002).

14 Sean Kline. “Measuring and Managing Change in Bosnia-Herzegovina: Prizma’s Steps to Deepen Outreach and Improve Impact.” Money With a Mission: Managing the Social Performance of Microfinance, Alyson Brody, Martin Greely, and Katie Wright-Revolledo, eds. (London: ITDG Publishing, 2005).

SRIKANT M. DATAR is the Arthur Lowes Dickinson Professor of Accounting, director of research, and senior associate dean at Harvard Business School, and the author of numerous articles and books on strategy implementation and management control systems.

MARC J. EPSTEIN is Distinguished Research Professor of Management at the Jones Graduate School of Management at Rice University. He has authored numerous books and articles that link business and society, including Making Sustainability Work (Berrett-Koehler, 2008).

KRISTI YUTHAS is the Swigert Professor in Information Systems at the School of Business Administration at Portland State University, and the author of many articles on corporate social and ethical performance.

Tracker Pixel for Entry


  • BY Margo Purcell

    ON December 20, 2007 10:30 PM

    This is a great article and reinforces a lot of the same information in the recently released RESULTS Education Fund USA Microcredit Summit Campaign report for 2007.

    I wish to point out where it said in the article “ single MFI, to our knowledge, currently implements all of the practices we recommend…” that the authors and readers may wish to learn of the work of Jamii Bora in Kenya.

    Jamii Bora was initiated when 50 street beggars families were given loans in 1999. It has now grown to over 170,000 savers and 60,000 borrowers. When borrowers were struggling to make their payments, investigation revealed that most clients had a family member in hospital and were using their loans to make medical payments, so they started their own health insurance that costs a family of four $12/year. They also introduced life insurance for members which provides payments that are double the amount borrowed to the family of the deceased member.

    Jamii Bora also has a business academy, a counselling program, a program to help alcoholics and their families, is in the process of building their own housing community with their own utilities company. They work with their clients to ensure that there is not a concentration of any one type of business, helping everyone to recognize that a diverse business community is a successful business community.

    All staff at Jamii Bora are graduates of Jamii Bora, therefore those who have pulled themselves out of poverty are the ones out there encouraging others just like them with their own examples of success.

    Perhaps the greatest reason that the Jamii Bora model is so incredibly effective relates back to the main premise of your article. It is Client-Centered. The request for help came from the poorest of Nairobi and has been built by people who can now say there were formerly the poorest of Nairobi.

    It is a model that many can learn from and that may have already benefitted from.

  • BY Microfinance

    ON December 21, 2007 02:31 PM

    This is a great article!  I like the fact that the authors emphasized on measuring the social impact of Microfinance instead of just focusing on repayment rates as indicators of “success”.  I certainly agree with the authors’ main point which states that, “if the goal of microfinance is to alleviate poverty, then all MFIs should focus on helping their clients build successful enterprises.”  The success of Microfinance should not be based on the size of the loan portfolio or the number of clients that an MFI has; instead the emphasis should be on creating sustainable life change by helping clients build strong and resilient businesses.  So, I commend the authors for the great work!

  • purushothaman pillai's avatar

    BY purushothaman pillai

    ON December 23, 2007 06:56 AM

    forgive me, many places, I lost myself, missed to register, but the comment from Margo Purcell was assuring on Jamii Bora model; as an NGO and a honorary principal of a community college, my responsibilities are many fold now, micro finance, credit and enterprise are always attractive; attended few months back on a bankers meet on micro finance, the theme was that the SSHGs shall graduate from good saving to small investments, which is not happening; are we not born entrepreneurs or are we defeated and beaten up to an end of seeking employment; Margo’s “diverse business community is successful business community” gives us much more than the old story of not putting all our eggs in one basket… the situation in India in our parts, looks bit tricky, the SSHGs have good savings record, but no money for investment

  • Suji Upasena's avatar

    BY Suji Upasena

    ON January 6, 2008 03:40 PM

    I’m just wondering if the authors studied the Grameen Bank model extensively? From what I’ve read it seems to me that the Grammeen approach is very much client centered, while at the same time being economically viable. In order for a micro credit program to attain sustainability and stand the test of time I think it’s critical to also be viable. Hence, the challenge would be to balance a client centred approach with sensible economic practices.

  • Ken Eldred's avatar

    BY Ken Eldred

    ON January 15, 2008 12:02 PM

    The article covers many of the aspects important to MED’s (micro enterprise development). There are three legs to any economic stool. Not in order, capital to make a business work. This is well understood in the industry. The second is the social capital which is clearly dealt with in the article. At this point the authors say they see very little to conclude about the value of MED and thus focus more on the social aspects: skill, knowledge, etc. This is also part of the answer. They correctly conclude many of the poorest of the poor are not ready to do business as the social captial is not in place. This must be dealt with. I discuss this in my book: God is at Work: Transforming People and Nations through Business.

    They completely ignore the most important part of economic development. It is Spiritual Capital which I discuss extensively in the book. Simply put, spiritual capital is a critical third component of success. What is Spiritual Capital? I cannot do the subject justice here but it is the fundamental fabric which makes the relations and business environment work for the good of the whole. There is not spiritual capital in the efforts of the Grameen Bank on in any of the efforts in Bangladesh. As a result, while more microloans have been given per capita in Bangladesh than in any other nation in the world, their economy and therefore well being has not move one iota in 30 years.

    Sadly enough, most MED programs do not spend much time in this third are as a part of their teaching. They don’t even know it exists, Nobel (Prize awarded to the contrary.) and fail to embrace it. When they do, the confusion alluded to in the article is cleared up and results begin to happen.
    Ken Eldred

  • BY Bill Sunderland

    ON January 15, 2008 02:54 PM

    It would appear that many of the comments lean towards developing a more practical methodology of measuring success in this field.  And obviously, if one were to do that, it does help to have definitive objectives in mind.  Ken Eldred’s comment hits the mark as every human and all human endeavors have a spiritual component.  This is especially true in most 2/3rds world cultures as the spiritual side of man is better understood.  I would especially be interested in hearing from others who can point to solid examples and stories of community transformation through the use of these types of loans.  Are there many out there?  What would be the best resource to tap in order to gather this information?

  • Shaula M.'s avatar

    BY Shaula M.

    ON January 22, 2008 09:52 PM

    At Washington CASH we’ve agreed as a board that we do not measure our success by loans outstanding, because we don’t want to pressure clients to take inappropriate loans. We have a training-centered program. For us, a client who realizes that starting a business is quite difficult and they’d rather work harder at their job and get promoted (one client told just such a story in our December graduations) is a success. We’ve also begun to incorporate aspects of “life skills training” into our program because we truly aim to reach out to the poor, and our recent MicroTest results affirm that we are doing that.

  • Common sense is not common practice.  If the emphasis is on building a program or a model - then you’re building a program or a model.  If the emphasis is on building people - then you’re building people.  And building people will always be more valuable than building programs.  But, I must say that even if a microfinance model was stripped of all it’s people building and client centered services it would beat any other social program stripped of its people building qualities.  Why?  Because of it’s inherent principles: it creates ownership of a loan, responsibility to pay it back, it often requires that borrowers become entrepreneurial and to create a vision for how the money will be spent, etc.  I guess you could say that it is impossible to totally strip microfinance of its people building qualities.  Compare worst case scenarios and best case scenarios - microfinance will likely come out on top every time.

    This leads me to my other thought - one thing that always makes me cringe as I read commentaries that question whether or not microfinance is alleviating poverty is the fact that there is no recognition that these things take time.  Microfianance has been around for centuries, and it only became a “popular” development tool in the 90s, and really didn’t come of age until Muhammad Yunus & Grameen won the Nobel Peace Prize not even 2 years ago.  Microfinance is only in the beginning of the first quarter of a four quarter game.  Ask yourselves - if Microfinance is given a full 4 quarters (4 generations: each generation = 20 years)  what do you predict the result will be?  I truly believe that 80 years from now you will find countries where governments allowed markets to work, that microfinance has alleviated poverty.  Mothers invest in education and health of children.  Then those children invest in their children’s education and health, and those children’s children invest in their children’s education and health with the education and health care being progressively better each generation.  By the 3rd generation there will be a marked improvement in the number of successful Small and Medium enterprises, etc.  If countries can achieve America rates of poverty in 80 years I would consider that a great success.  Is it doable?  Never mind statistics and academic talk; look at the excitement and the growing interest and number of educated and innovative entrepreneurs getting into this space and look what it is based on - an idea that makes use of a model that has inherent people building qualities.  Will it be hard and messy - of course.  Building people can be extremely difficult and hard.  But that’s a good thing not a bad thing.

  • BY Debbie Hall

    ON February 7, 2008 11:05 PM

    I invite readers to consider another approach to microenterprise that is entirely client-centered and that DOES measure the change in standard of living of its business leaders.  This is the program offered by Village Enterprise Fund (VEF -  This organization (where I serve on the board) decided at its inception 20 years ago that it would target the rural poor, and would do so NOT with loans but with a program of training, mentoring, and grants.  As the authors correctly identify, rural poor—often subsistence farmers—do not have the education, background or experience to run a small business.  The VEF program targets the extremely poor (below $1 a day) and links them with a trained business mentor in or near their village community.  That mentor helps the group choose a business to start based on their skills and the markets they can access, and provides training on basic record keeping, sales, profits, and group decision making (as the businesses all have 5 or more people involved).  VEF collects baseline data on each business started on socioeconomic measures like children’s school enrollment, the number of meals eaten per day, type and quality of housing, livestock owned, etc.  The organization just released the results of a longitudinal study, assessing the same measures 2 to 5 years later, and found significant improvements in nutrition, school enrollment, savings (in the form of livestock), and various household assets (beds, mattresses, tin roofs rather than thatch, etc.).  This study will be posted on their website shortly.  Check it out!

  • BY Katherine Boas and Scott Raymond

    ON February 11, 2008 03:53 PM

    We couldn’t agree more with “In Microfinance, Clients Must Come First,” by Datar, Epstein and Yuthas. Microfinance aims to alleviate poverty by providing access to credit to the world’s poorest entrepreneurs. But, as the authors allude, if merely giving money to entrepreneurs will propel them out of poverty, microlenders must be smarter than every investor in the world. That logic clearly is flawed. The assumption is that lending alone will achieve successful results. We know that’s incomplete. But lending, combined with business education, may be the key to propelling the world’s poorest entrepreneurs out of poverty.

    Just as venture capitalists provide to their entrepreneurs to improve their chances of success, MFIs should provide additional, non-monetary resources for their borrowers. We recognize that the scope and scale of microfinance don’t make that a resource-efficient practice.

    That challenge, presented to us by the chairman of a Thai MFI in January 2007, energized us to search for, and ultimately to create, a tool that could help entrepreneurs and MFIs begin conversations that would result in better business decisions – and better outcomes.

    We created a tool, the Barefoot MBA, to meet that challenge. The Barefoot MBA seeks to give the world’s smallest business owners knowledge and concepts to empower them to make better business decisions and provide better lives for themselves, their families and their communities. The Barefoot MBA is intended to be used by existing organizations that have resources, relationships and infrastructure. It is a free, open-source tool, supported by us, available to all at

    The Barefoot MBA’s lessons are taught through storytelling, the simplest, most time-tested method of teaching.  Because they require no literacy, props or technology, they are accessible to anyone, anywhere. The stories are modular, their examples context-specific but adaptable; we include in our materials a guide to adapting the Barefoot MBA to other cultures and norms.

    Microfinance debt is more useful with services that help entrepreneurs make effective, successful decisions with their new money. We hope to work with others in the field to help those trying to make ends meet bring those ends a little closer together.

    Katherine Boas, MBA ’07
    Scott Raymond, MBA ’07
    Co-Creators, Barefoot MBA (

  • Anjali Raina's avatar

    BY Anjali Raina

    ON April 2, 2008 08:19 PM

    The article has succintly captured the difference between banking in the historical sense and microcredit.
    Customer centred lending is the only way to really ensure that the poor and marginalised have “real “, as opposed to “nominal “access to resources . The hard part of Microcredit is creating that customer centred culture. The article creates a model which can shape the future of microcredit, and hence influence the economic prosperity of many.

    One organisation that has done that very successfully in India is Sewa,in Ahemdabad. The distinction between a consumption and production loan is analysed- surprisingly , the loans that we would usually consider consumtion loans - for piped water in a home or a cement floor for the house, are treated as production, because analysis has shown that these improve health and productivity- the benefit of piped clean water is self explanatory, but the cement floor leads to a more stable platform for the sewing machine, and hence improves productivity and earning capacity.
    This type of close identification with the customer is waht has made Sewa so successful.
    I missed seeing references to this and other work being done in this area in India.

  • Goodleth Malungana's avatar

    BY Goodleth Malungana

    ON February 22, 2010 01:10 PM

    This is the strong message.most of mfi are mostely interested in making profit than them helping in redusing poverty.I am working for Small Entreprise Foundation and through dedication we managed to target poor people in different communities where we aproach village leaders,civics,churches,women forums and schools to assist us in doing poverty wealth ranking.And this had possitive results as we now have more than 65 000 clients.

  • BY Eric Johnston

    ON February 18, 2011 01:38 AM

    I think that this is a well written article and very informative. Microfinance is explained very well along with the ramifications of it’s use. I wonder if the repayment of small loans will out weigh the debt service of the lending institutions?

  • i think most projects that are aiming at poverty eradication are failing.lets look at small enterprise foundation where mr. malungana is working.they are giving loans to woman but they dont teach them business skills.all their business are failing.another factor is their criteria to qualify.a group of five,pay for one another.they even give a loan to 90 year old.what is this mama going to do with loan.the truth is the company is not fighting poverty but increasing it.their main aim is to generate money.they are just using the name enterprise foundation but nothing is happening.

  • The system timely integrated to web and the complete
    process made accessible online.

Leave a Comment


Please enter the word you see in the image below:


SSIR reserves the right to remove comments it deems offensive or inappropriate.