Choosing effective private sector partners

Lessons from MDF’s horticulture partner selection in Pakistan’s borderlands

This case study examines a number of MDF’s partnerships in the horticulture sector in Pakistan’s borderlands. It analyses the factors which may influence the success or failure of a partnership: the broader context; the firm’s size, existing distribution capability, experience, incentives and resilience; and whether they’ve received prior donor investment. Examining MDF’s horticulture partnerships against these criteria shows that while some had the right mix of experience and incentives, others either did not truly have sufficient size or experience, or had had their incentives distorted by prior donor support or other factors. These criteria complement and deepen the traditional will-skill assessment used by market systems development programs, which remains an essential tool in evaluating if a partnership is worth pursuing. Understanding these criteria not only helps in improving partner selection, but also in tailoring interventions to account for partner strengths and weaknesses.