8. Developing Native Capability

Since C.K. Prahalad and I first introduced the idea of the “fortune at the bottom of the pyramid” in 1998, it has gathered considerable momentum. Over the past few years, the number of articles and books, as well as conferences, programs, and corporate initiatives on the BoP has mushroomed.1 Indeed, some have even claimed that “BoP” has now joined the ranks of business buzzwords! Many large corporations have transformed their business models to achieve the price points and cost positions required to reach the poor: Single serve (sachet) packages, low-cost production, extended “mom and pop” distribution, micro-finance, and NGO partnerships have become de rigeur. Yet in the rush to capture the “fortune” at the bottom ...

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