By: Alexandra Kueller Take a step back and examine your company’s sustainability. Is your company moving forward with its sustainability goals and initiatives? Or do you feel like your company could be doing more? If you identify with the latter, there might be some simple mistakes being made that is causing this problem. Introduced in the Fast Company article “4 Business Decision-Makings Mistakes Are Holding You Back”, Romi Stein discusses common mistakes companies have made and how it has hurt them. Wanting to put a sustainability twist on the points discussed in that article, we have highlighted ways that these mistakes could be causing your sustainability initiatives some harm:
By: Alexandra Kueller Unless you’ve been living under a rock, you probably have noticed that “sustainability” is one of the biggest buzzwords today, especially within companies. Everyone is trying to be the most sustainable or have the best sustainability initiatives or be the most innovative. But what are you to do if you notice your company is lagging behind? Just ask. Thomas Smale, whose article “7 Reasons Why 'Just Ask' Is the Best Negotiation Tactic” was published on the Entrepreneur website, discusses how asking a direct question can lead you to effective negotiation. Keeping Smale’s points in mind, we added a little sustainability twist to help your company move towards sustainability.
1. Get a firm “yes” or “no”Start by asking a direct question. “Has our company ever been involved in sustainability?” “Is sustainability something important to the company?” Get a feel for the climate and begin to lay your groundwork.
2. Provide informationWhen talking with your boss about sustainability, come prepared. Maybe you want to start small and implement office recycling. Research the cost, benefits, implementation time, etc. so when you talk to your boss, you can paint a better picture to allow them to understand every aspect of your request.
3. Get the negotiation back on trackEvery conversation and negotiation can get off track. If you notice that happening, ask a more personal question related to sustainability, such as, “Do you have any concerns about having a sustainability strategy in the office?”
4. Gather missing informationYou’ve done research on your end, and you’re ready to talk to your boss about sustainability. But even the most prepared people don’t have all of the information. By asking direct questions, you can start to fill in gaps on why sustainability isn’t a big priority in the office.
5. Get other people involved in the discussionBy asking a question, you’ve now cornered your boss into having a conversation about sustainability. From there, they might know other people who are interested in the topic as well. If you don’t ignite the conversation, you might now know where it could lead!
6. Come to a firm agreementThe right questions can lead you to a firm agreement. Find out if there are any resources that will allow you begin small sustainability-related projects around the office or see if you can present this topic to more people in a few weeks. Looking for ways to become a better sustainability consultant? Check out our blog post that talks about 8 steps to improving as a sustainability consultant!
Enjoy this blog from the SSC archives: “Put yourself in your client’s shoes.” It’s not just another cliché. Ok, yes it is. In this case, however, it is going to make you money. According to Martin Lines, the marketing director for Nestle Professional, the most important element a consultant can have in their CSR- or sustainability-focused consultancy pitch is customization to the client’s existing business and sustainability strategy. "Agencies need to demonstrate that their solution is aligned to the client's corporate strategy,” Lines said in a presentation last year. Sounds so basic, but often consultants get it wrong – pitching ethical reasons for sustainability when a company is operating on thin margins and would be better served by efficiency and cost-saving initiatives, or pitching cost-saving initiatives when a client is more interested in building brand value and brand awareness. There is no one-size-fits-all sustainability strategy, so why would there be a one-size-fits-all sustainability pitch? Of course this means you’ll need to do your homework before meeting with prospective clients, but the extra work can pay off if the client is impressed by how much you already know about their business. Here are three steps for helping turn your presentation into profit:
1. Go online and readRead the press releases (Is the prospect always giving money to local charity groups? They might respond to reputation-building pitches.). Google the company looking for news stories or legal troubles (Fined for improper handling of chemicals in 2009? They might benefit from an EMS plan.). Poke around in industry news, scour the website, and look at the employment opportunities. You never know where you might find a hook.
2. Know who their stakeholders are and what they wantIs the company selling primarily to one large organization (like Wal-Mart) that has sustainability at its core? If so, you’re going to need to know where the client’s client is headed. Is the company working in controversial areas, such as mining, where stakeholder engagement is going to take precedence over things like waste auditing or employee engagement? Knowing who is pushing and pulling on a client can help you find key indicators in developing a sustainability pitch.
3. Drop in to say helloSo, you’ve done a bit of homework and made a few calls, and the client seems interested. If you think this could be a big fish, take your time. Phone up your contact person and tell him or her that you’re interested in visiting the manufacturing facility, taking a tour of the HQ, or meeting virtually with a few key people to get a better idea of how to make more relevant and customized suggestions. Ask questions. Lots of questions. But don’t get in the way and don’t try to sell them anything. “Learning how to make the case for sustainability needs to be situational. I customize my ‘making a case for sustainability’ style by asking a lot of questions,” said Pauline S. Chandler, director of the MBA in sustainability at the Antioch University of New Hampshire, Keene, in a recent article on Triple Pundit. Chandler recently took 16 MBA students on facility tours at three New England businesses to illustrate how different organizations will spark different lines of questioning, which then lead to different approaches to sustainability planning. So, take a lesson from academia, and go pay your client a visit. Your pitch might benefit from the day trip. Once you’ve gathered all the information you think you need, it’s time to develop your presentation. A central tenet in getting an organization to adopt sustainability planning is making the business case for sustainability. Looking for ways to become a better sustainability consultant? Check out our blog post that talks about 8 steps to improving as a sustainability consultant!
This is Part 2 of a two-part interview with Nate Sullivan of Efficiency Exchange, provider of sustainability software and services to manufacturers. He highlights some of the challenges faced by Chinese factories in implementing their sustainable supply chain programs. On Tuesday, we posted a Part 1 of this interview from the SSC archives - enjoy: SSC: How much time and effort should a supplier factory reasonably expect to spend on tracking and reporting sustainability information to their customers? Nate Sullivan: Given how hard customers are going to push them on price, we think the focus really needs to be on driving that time and effort down to zero. One of the things that really drove us to build Charge the way we did was seeing how all this compliance data was not being used to provide any value to factories -- all the time they theoretically spent gathering and vetting that information was essentially spent checking a box that didn't create any value for them. That's not the way it has to be, or should be. When factories meet sustainability requirements through Charge, they're doing it without spending any time solely on compliance -- they are spending that time figuring out how to run their factory more cost-effectively, and then as a secondary benefit that data is helping them show that they meet compliance standards. Everybody still gets what they want, but nobody is sitting there trying to figure out whether the time is well spent, because the benefits of spending it are much more direct. SSC: When done correctly, what are the bottom-line benefits that a supplier factory should see when implementing sustainability initiatives? (feel free to use EEX-specific examples!) NS: From the factory perspective, sustainability initiatives can have several possible benefits, if done right. First of all, there's reduced cost in the form of energy, water use, steam, natural gas, or whatever resource is being used less. There are some big benefits there, but obviously the "doing it right" part here is important, because factories need to be targeting the sustainability projects that make economic sense first and foremost. That's why Charge starts with energy -- we found energy costs and consumption to be something that factories could attack aggressively, reducing cost without slowing business growth. But there are opportunities in other fields, and Charge is going to add all of those to it's core capabilities. Other than cost reduction, the biggest benefit to any sustainability project is becoming more appealing to customers, and that's a big part of where we see Charge going in terms of it's relationship to buyers and brands. It's a top line benefit instead of bottom line, but the idea behind Charge's connection to retailers is ultimately to match the best suppliers to the best retailers. Charge looks at your operational data, and tells you "hey, you are currently meeting the requirements for the following potential customers", and vice versa. That introduces you to new customers who are excited to work with you, and it ties successful sustainability projects to new business and more revenue, which really changes the motivational calculus for factories. Instead of seeing sustainability as this horrible paperwork/audit driven obstacle, it becomes something factories actively seek out, because the better they operate, the more customers they can find, and the better those customers will be for the business. I think that's already the somewhat cartoonishly-optimistic perception of sustainability, especially in the west, but until EEx came around, I don't think anyone was out there building the tools and relationships necessary for that to become reality at the factory level. That's something that we are really, really excited to do for them. How is sustainability saving Chinese textile mills money? Read about it here!