Abstract
Traditionally, the farm gate has been perceived as a substantial barrier behind which farmers could exercise almost unfettered managerial independence and through which the farmers managerial skills did not have to extend. Globalization and the industrialization of some agricultural industries has meant that farms must be much more integrated with the wider economy than in the past. The increased movement to production of tailored rather than generic commodities has meant that others in the supply chain have a greater interest in on-farm managerial practices - meaning that they now pass through the farm gate. Increased information and the expansion of contracts at the expense of spot markets means that farmers must move beyond the farm gate to acquire information on desired product quality, prices and to engage in one-on-one contract negotiations. These trends are explored and the demands they make on the managerial skills of farmers are discussed.