One of the easiest things in the world is to mistake an outcome for a story. A beautiful home. A thriving business. A failed marriage. A child in an expensive school. A forty-year-old with no savings. Someone who seems to have it all. Someone who appears to have fallen behind. We see the destination and instinctively begin filling in the journey. Hardworking. Lazy. Disciplined. Irresponsible. Lucky. Entitled. Deserving. Wasteful. Perhaps the most dangerous thing about human beings is not that we judge one another. It is how quickly we become certain that our judgment is correct. Because every life has invisible expenses. Not just financial ones. The kind that never appear on a bank statement or a résumé. Some are chosen. Some are imposed. Some are wise. Some are costly mistakes. Most are a complicated mixture of both. One person reaches middle age with very little savings because they spent years paying school fees for younger siblings. Another because they repeatedly made poor financi...
When starting a business, most entrepreneurs paint a clear picture in their minds of who their ideal customer is. But what if that image is wrong? In Kenya, a mismatch between product and market is one of the most common, yet least understood, reasons why small businesses struggle to gain traction. We often assume our audience is “the middle class” or “urban youth” without understanding who those people really are, what they can afford, or what they value. This article explores the blind spots many Kenyan entrepreneurs face when identifying their target market — and how to fix them. The Myth of the Middle Class Many Kenyan entrepreneurs believe their product or service will appeal to the middle class. But what does 'middle class ' even mean in Kenya? Most use the term loosely — assuming it means anyone who lives in Nairobi, owns a car, or shops in supermarkets. In reality, the economic lines are blurrier. Recent data from the Kenya National Bureau of Statistics (KNBS) shows tha...