When planning to scale, one of the best things you can do is explore who might deliver your solution—and who might fund it sustainably.
Kevin Starr from Mulago Foundation sums it up in two essential questions:
👉 Who’s the doer?
👉 Who’s the payer?
He reminds us:
“A model will only scale if it is designed with the doer in mind.”
Let’s make it practical…
Step 1: Imagine the future
Fast forward 30 years:
- Has your problem been eradicated? (like smallpox 💉)
- Or will it still need ongoing action? (like contraception 💊)
If the need remains, someone has to deliver—and someone has to pay.
Step 2: Explore possible doers
Who could deliver your solution at scale?
- You (growing your organisation)
- Government
- Businesses
- Other NGOs
👉 Be specific: Which ministry? What type of business or NGO?
💡 Think about: What would it take for them to adopt and run with your solution?
Step 3: Explore possible payers
Who might fund the delivery over the long term?
- Customers
- Government (taxes)
- Big Aid
- Philanthropy
💡 Reflect:
- Do your current funders fit into a long-term vision?
- What shifts would be needed to land a sustainable payer?
Step 4: Map the wider system
Who else needs to be involved—regulators, partners, supply chains? What needs to happen around your solution for it to really take off?
Step 5: Understand the implications
Each possible doer and payer brings different challenges and trade-offs. It’s not just about who could do it, it’s about what that means for your strategy.
For example:
➡️ If you’re aiming for government adoption, you’ll need to focus on simplicity and cost-effectiveness, because governments usually won’t implement complex or expensive models.
➡️ If you’re eyeing commercial adoption, profitability and market fit become key.
➡️ If you want other NGOs to replicate, you’ll need a solution that’s easy to adopt and fund.
💡 The choices you explore today will shape how you design, test, and evolve your model going forward.
Your quick task
Sketch out your Doer & Payer Map today. You’ll uncover big questions—and critical next steps.
👉 Want more guidance? Access the full Doer and Payer tool here.
