IT’S ALL ABOUT THE PEOPLE
My recent visits to the two farmers we feature in this issue, Thabo Dithakgwe and Gene Likhanya, reminded me of something a good friend always tells me – behind every business there are people, and people function in society through relationships. A successful business must therefore be built on good relationships.
A question I frequently ask farmers during interviews is what kind of relationship they have with their neighbours and suppliers, and how those relationships affect their business. While there are a few bad stories doing the rounds, most farmers have heartwarming stories to tell about their relationships with neighbours, fellow farmers and suppliers.
Someone once said to me meaningful relationships do not necessarily follow payment for services. This means that farmers may not be getting the most out of interactions with suppliers and may be missing out on an opportunity to get more value.
Many successful farmers say this is very true, and that while it is essential to find good suppliers, establishing a decent working relationship with them is equally important. Input suppliers are the people who understand their products and how best to use them. A good relationship with these guys helps farmers save money and gives them useful, even essential, information about inputs like chemicals, fertilisers and medicines.
Some of these relationships go beyond a professional interaction. Thabo started farming very young at 13. Now, at 22, he says the importance of building relationships can’t be over-emphasised. Thabo says the relationships he’s had with his fellow farmers over the years have helped him grow as a farmer and were pivotal in shaping what he is today. The relationships he has with farmers like top Bonsmara breeders Christopher Melamu and Duncan Serapelwane, and Dr SJ Senatle have really pushed and motivated him. He attributes his love for the Bonsmara breed to the influence of these farmers. Thabo says back when he started out, he received a heifer as a gift from Dr Senatle. “He told me that after a few years when the heifer had given me some calves, I should pay it forward to another up-and-coming farmer. This is what I intend to do.”
These relationships often transcend racial boundaries, something that may be missed because of how race politics continue to drive a wedge between black and white farmers.
Thabo says he has the best relationships with most of the white commercial farmers from his community in Tosca, between Mahikeng and Vryburg. Frans Engelbrecht, a mega-farmer in his area, recently helped Thabo by loaning him heifers.
When I asked Gene about his relationship with his neighbours, he said he couldn’t say enough about the importance of maintaining good relationships with neighbours.
“We solve problems together,” he told me. Gene said black farmers in the macadamia industry who do not have relationships, especially with the experienced, white commercial farmers who know the industry, will not make it. According to Gene, his relationship with Livestock Wealth, a finance company he works with today, started years ago when he attended a course in Gauteng. During the course he made friends with some of his fellow attendees. One of the friends he met later became a business partner.
When we talk about relationships, we shouldn’t focus only on relationships with suppliers, fellow farmers and businesses, or connections where a farmer stands to benefit financially or otherwise. One should also take a closer look at the people who work for you because, in my opinion, you are as good as your team. It is so important to provide a nurturing work environment for employees.
A while ago, Amos Njoro, a farmer in the Vaal area, spent some time talking to me about his employees and how valuable they are to his business. He said that he has no fear about his farm when he is away because he knows his guys will look after it as if it is their own. He advised weekly check-ins, making learning opportunities possible, involving staff in decision-making and making sure that staff know they are appreciated when they do a good job. Amos has about four permanent employees with him on the farm and says he has taken his relationship with them beyond the farm. “I make time to visit their homes and check in with their parents every now and then,” Amos said.
These stories make one thing very clear – in business, no man is an island. Relationships and networking skills are the name of the game if you want to make progress and go somewhere. Producing the best quality agricultural product is never going to be as important as the people you interact with – your employees, your suppliers, your network contacts, and your customers. People are the real secret to a prosperous farming enterprise.
“People are the real secret to a prosperous farming enterprise.“