Dreams and Visions

When I meet with entrepreneurs, they are often surprised by the conversation. First of all, culturally, they expect successful business or other people to be aloof and brusque. In the local vernacular they are called ‘big potatoes’. After viewing my card, one young man highly doubted that I could be the Executive Director of Cheetah, because I was talking openly to him.

Secondly, they are surprised by the amount of time I am willing to spend. As both a big potato and a mzungu (white man) they expect me to be quick and take little interest. But my meetings usually last more than two hours and have sometimes gone for five. Although most people are very open, it takes this long to get past formalities and to allow for real conversation. At the end of the day, working with the right person is the most important ingredient to a successful business.

Thirdly, they are surprised by the line of questions. I don’t just visit their factories and review their financials. I ask detailed questions about their history, their families and their dreams. These questions are surprising and the candor that they have is very heartening. This is my approach to getting to know someone.

You can learn much about people’s values by asking about their family. The challenge of lifting up the next generation is much more acute here than in the west. Family values tend to be less appreciated by men, keeping children healthy – surviving to age 1 – is very challenging, and education is expensive.

I love to hear the history of their businesses! Not only do you learn about the way that they confront challenges, the story is often quite moving. (See the stories of Anna Temu or Edgar Nkunda, for examples.)

(Above picture by Lonnie Menard, © 2008, taken in Tanzania)

Finally, I want to hear what are their visions and their dreams. First of all, this is Business 101. If you don’t have a direction, you can be sure of arriving nowhere. Too many businesses operate on the principle of ready, fire, aim.

Secondly and more importantly, knowing a person’s dreams and visions is a matter of their heart. As an experienced business person I can often see quickly many of the things that are required to help their business succeed. For some people, what they want is to be a big potato that bosses people around; this is their definition of success. For others, it is to create future opportunities for their children, or a steady income to raise a family, or a desire to make an impact in their world. Their definition of ‘success’ may be completely different than mine.

Whether Christian or not, most people recognize that Jesus had remarkable wisdom. Just as I can quickly evaluate a business, the stories of Jesus show that he did this with the people around him. His insight was very deep and went far beyond the surface. For example, he chose a fisherman to lead the founding of his new movement – not a choice that would appear to wise but look how far it has come. When people came before him, often seeking advice, he did not tell them what to do. Instead, he dealt with their hearts.

Most people here automatically respect me because I am mzungu and a big potato. Their culture has deeply ingrained them to show much respect and seek my advice (especially when I am mzee – their elder). A prior history of socialism has taught them to expect central planning. A history of colonialism has shown them that this is what mzungu will do – insist on their own way. Therefore, they most often want or expect me to tell them what to do.

For me this is the challenge. It’s tempting to play the big potato and show one’s knowledge. It’s better to find their heart. This is where life (and so business) begins.



…I promised to tell the dreams of Edgar Nkunda – and many are writing and wanting to hear them – coming soon!