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PROJ E CT MAN AGEMENT

7 - Project Management

This section addresses the area of project One of the hopes of ETP was that through
management – the approach and design of the these pilot projects models of successful rural
ETP, the role of the key institutions, and process- tourism projects would emerge which could
es put in place for monitoring, learning, UHÁHF- then be applied in future. By the term “model”
tion, and redressal of problems. we basically refer to a set of guiding principles
and /or an approach to implementing a project.
The ETP has worked with an overall framework As Joint Secretary, Ministry of Tourism, Leena
which is ambitious, setting a benchmark for Nandan explained “the broad framework and
future rural tourism initiatives in the country. In the components are all the same and we feel
the Project Document between GoI-UNDP, which that the approach also has to be the same but
is the base document for this project, it has since we did start with the 36 sites in the Àrst
emphasised processes rather than products and instance we do believe the learning from this
has placed at the centre the notion of people and the further activities we need to integrate
centred development. However in its design it should be more effectively in place for the future
has got into a project based mode and tended prRMHFWVµ
to collapse timelines with the focus being on
products. The increase in sites from 15-20 origi- The ETP involved various institutions, each of
nally planned to 36 may have contributed to this whom was responsible for certain functions.
shift in focus. According to Prema Gera, Head, It was a project management challenge to get
Poverty Unit, UNDP “during implementation it them to work in synergy towards the desired
was realized that 36 sites selected were too objectives.
many as it involved 20 states which meant 20
state tourism departments and further travel to
all locations, became ver\GLIÀFXOWµ

79
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