Despite significant efforts in agriculture market development, millions of smallholder farmers remain isolated from markets, due to remoteness and low farm productivity. Push/pull approaches to market development suggest a dual strategy for bringing smallholders into agricultural markets: 1) reduce producer vulnerability and build capacities, based on market requirements; and 2) facilitate relationships for producers to deal in consistent, growing markets. While simple in concept and effective as an approach, the execution of push/pull is complex. In particular, it is difficult to connect push (producer capacity) and pull (market) elements, resulting in unsustainable market linkages. When applying a push/pull approach in areas where the Aga Khan Foundation (AKF) works, AKF has noted that local entrepreneurs can link push and pull effectively and for the long term. This case study reviews how entrepreneurs link push and pull in AKF's market development programme in southern Tanzania. It outlines learning on how local entrepreneurs bridge gaps between producers and firms, taking the case of remote farmers accessing inputs (seed, fertilizer, implements, and pesticide) from larger suppliers. The paper describes the challenge of linking push and pull, outlines AKF's experience in southern Tanzania, and follows with points for discussion on incorporating local entrepreneurs into push/pull programmes.

Altieri, M.A. and Koohafkan, P. (2008) Enduring Farms: Climate Change, Smallholders and Traditional Farming Communities [pdf], Third World Network, Environment & Development Series 6 <www.fao.org/nr/water/docs/Enduring_Farms.pdf≯ [accessed 6 January 2015]. www.fao.org/nr/water/docs/Enduring_Farms.pdf

Bravo-Ortega, C. and Lederman, D. (2005) Agriculture and National Welfare Around the World: Causality and International Heterogeneity Since 1960 [pdf], World Bank Policy Research Working Paper 3499, February 2005 <http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499≯ [accessed 6 January 2015]. http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499

Ferris, S., Robbins, P., Best, R., Seville, D., Buxton, A., Shriver, J., and Wei, E. (2014) Linking Smallholder Farmers to Markets and the Implications for Extension and Advisory Services, MEAS Discussion Paper 4 <www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf≯ [accessed 6 January 2015]. www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf

Food and Agriculture Organization (2014) State of Food Insecurity in the World 2014 [online], FAO <www.fao.org/publications/sofi/2014/en/≯ [accessed 6 January 2015]. www.fao.org/publications/sofi/2014/en/

International Fund for Agricultural Development (2011) View Point: Smallholders Can Feed the World [pdf], IFAD <www.ifad.org/pub/viewpoint/smallholder.pdf≯ [accessed 6 January 2015]. www.ifad.org/pub/viewpoint/smallholder.pdf

Lipton, M. (2012) Income from Work: The Food–Population–Resource Crisis in the ‘Short Africa’ [pdf], Leontief Prize Lecture, Tufts University, Medford, MA, 3 April 2012 <www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf≯ [accessed 6 January 2015]. www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf

Loveridge, S. and Schaeffer, P.V. (2000) Small Town and Rural Economic Development: A Case Studies Approach, Westport, CT: Praeger.

SEEP Network (2014) ‘USAID calls for practitioner learning from push/pull and inclusive market development’ [blog], SEEP Network, February 2014 <www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2≯ [accessed 15 January 2015]. www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2

World Bank (2005) ‘Zimbabwe: AGENT Program’, in World Bank, Agriculture Investment Sourcebook [pdf], Washington, DC: World Bank <https://openknowledge.worldbank.org/handle/10986/7308≯ [accessed 11 January 2015]. https://openknowledge.worldbank.org/handle/10986/7308

Altieri, M.A. and Koohafkan, P. (2008) Enduring Farms: Climate Change, Smallholders and Traditional Farming Communities [pdf], Third World Network, Environment & Development Series 6 <www.fao.org/nr/water/docs/Enduring_Farms.pdf≯ [accessed 6 January 2015]. www.fao.org/nr/water/docs/Enduring_Farms.pdf

Bravo-Ortega, C. and Lederman, D. (2005) Agriculture and National Welfare Around the World: Causality and International Heterogeneity Since 1960 [pdf], World Bank Policy Research Working Paper 3499, February 2005 <http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499≯ [accessed 6 January 2015]. http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499

Ferris, S., Robbins, P., Best, R., Seville, D., Buxton, A., Shriver, J., and Wei, E. (2014) Linking Smallholder Farmers to Markets and the Implications for Extension and Advisory Services, MEAS Discussion Paper 4 <www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf≯ [accessed 6 January 2015]. www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf

Food and Agriculture Organization (2014) State of Food Insecurity in the World 2014 [online], FAO <www.fao.org/publications/sofi/2014/en/≯ [accessed 6 January 2015]. www.fao.org/publications/sofi/2014/en/

International Fund for Agricultural Development (2011) View Point: Smallholders Can Feed the World [pdf], IFAD <www.ifad.org/pub/viewpoint/smallholder.pdf≯ [accessed 6 January 2015]. www.ifad.org/pub/viewpoint/smallholder.pdf

Lipton, M. (2012) Income from Work: The Food–Population–Resource Crisis in the ‘Short Africa’ [pdf], Leontief Prize Lecture, Tufts University, Medford, MA, 3 April 2012 <www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf≯ [accessed 6 January 2015]. www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf

Loveridge, S. and Schaeffer, P.V. (2000) Small Town and Rural Economic Development: A Case Studies Approach, Westport, CT: Praeger.

SEEP Network (2014) ‘USAID calls for practitioner learning from push/pull and inclusive market development’ [blog], SEEP Network, February 2014 <www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2≯ [accessed 15 January 2015]. www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2

World Bank (2005) ‘Zimbabwe: AGENT Program’, in World Bank, Agriculture Investment Sourcebook [pdf], Washington, DC: World Bank <https://openknowledge.worldbank.org/handle/10986/7308≯ [accessed 11 January 2015]. https://openknowledge.worldbank.org/handle/10986/7308

Altieri, M.A. and Koohafkan, P. (2008) Enduring Farms: Climate Change, Smallholders and Traditional Farming Communities [pdf], Third World Network, Environment & Development Series 6 <www.fao.org/nr/water/docs/Enduring_Farms.pdf≯ [accessed 6 January 2015]. www.fao.org/nr/water/docs/Enduring_Farms.pdf

Bravo-Ortega, C. and Lederman, D. (2005) Agriculture and National Welfare Around the World: Causality and International Heterogeneity Since 1960 [pdf], World Bank Policy Research Working Paper 3499, February 2005 <http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499≯ [accessed 6 January 2015]. http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499

Ferris, S., Robbins, P., Best, R., Seville, D., Buxton, A., Shriver, J., and Wei, E. (2014) Linking Smallholder Farmers to Markets and the Implications for Extension and Advisory Services, MEAS Discussion Paper 4 <www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf≯ [accessed 6 January 2015]. www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf

Food and Agriculture Organization (2014) State of Food Insecurity in the World 2014 [online], FAO <www.fao.org/publications/sofi/2014/en/≯ [accessed 6 January 2015]. www.fao.org/publications/sofi/2014/en/

International Fund for Agricultural Development (2011) View Point: Smallholders Can Feed the World [pdf], IFAD <www.ifad.org/pub/viewpoint/smallholder.pdf≯ [accessed 6 January 2015]. www.ifad.org/pub/viewpoint/smallholder.pdf

Lipton, M. (2012) Income from Work: The Food–Population–Resource Crisis in the ‘Short Africa’ [pdf], Leontief Prize Lecture, Tufts University, Medford, MA, 3 April 2012 <www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf≯ [accessed 6 January 2015]. www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf

Loveridge, S. and Schaeffer, P.V. (2000) Small Town and Rural Economic Development: A Case Studies Approach, Westport, CT: Praeger.

SEEP Network (2014) ‘USAID calls for practitioner learning from push/pull and inclusive market development’ [blog], SEEP Network, February 2014 <www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2≯ [accessed 15 January 2015]. www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2

World Bank (2005) ‘Zimbabwe: AGENT Program’, in World Bank, Agriculture Investment Sourcebook [pdf], Washington, DC: World Bank <https://openknowledge.worldbank.org/handle/10986/7308≯ [accessed 11 January 2015]. https://openknowledge.worldbank.org/handle/10986/7308

Altieri, M.A. and Koohafkan, P. (2008) Enduring Farms: Climate Change, Smallholders and Traditional Farming Communities [pdf], Third World Network, Environment & Development Series 6 <www.fao.org/nr/water/docs/Enduring_Farms.pdf≯ [accessed 6 January 2015]. www.fao.org/nr/water/docs/Enduring_Farms.pdf

Bravo-Ortega, C. and Lederman, D. (2005) Agriculture and National Welfare Around the World: Causality and International Heterogeneity Since 1960 [pdf], World Bank Policy Research Working Paper 3499, February 2005 <http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499≯ [accessed 6 January 2015]. http://elibrary.worldbank.org/doi/book/10.1596/1813-9450-3499

Ferris, S., Robbins, P., Best, R., Seville, D., Buxton, A., Shriver, J., and Wei, E. (2014) Linking Smallholder Farmers to Markets and the Implications for Extension and Advisory Services, MEAS Discussion Paper 4 <www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf≯ [accessed 6 January 2015]. www.value-chains.org/dyn/bds/docs/871/MEAS%20Discussion%20 Paper%204%20-%20Linking%20Farmers%20To%20Mar.pdf

Food and Agriculture Organization (2014) State of Food Insecurity in the World 2014 [online], FAO <www.fao.org/publications/sofi/2014/en/≯ [accessed 6 January 2015]. www.fao.org/publications/sofi/2014/en/

International Fund for Agricultural Development (2011) View Point: Smallholders Can Feed the World [pdf], IFAD <www.ifad.org/pub/viewpoint/smallholder.pdf≯ [accessed 6 January 2015]. www.ifad.org/pub/viewpoint/smallholder.pdf

Lipton, M. (2012) Income from Work: The Food–Population–Resource Crisis in the ‘Short Africa’ [pdf], Leontief Prize Lecture, Tufts University, Medford, MA, 3 April 2012 <www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf≯ [accessed 6 January 2015]. www.ase.tufts.edu/gdae/about_us/leontief/LiptonLeontiefPrizeComments.pdf

Loveridge, S. and Schaeffer, P.V. (2000) Small Town and Rural Economic Development: A Case Studies Approach, Westport, CT: Praeger.

SEEP Network (2014) ‘USAID calls for practitioner learning from push/pull and inclusive market development’ [blog], SEEP Network, February 2014 <www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2≯ [accessed 15 January 2015]. www.seepnetwork.org/blog/leo-call-project-examples-inclusive-market-development-2

World Bank (2005) ‘Zimbabwe: AGENT Program’, in World Bank, Agriculture Investment Sourcebook [pdf], Washington, DC: World Bank <https://openknowledge.worldbank.org/handle/10986/7308≯ [accessed 11 January 2015]. https://openknowledge.worldbank.org/handle/10986/7308