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SALES TRAINING

• Dealing with price vs profit

3

• Build your story

• Leadership

• Upsell

• Margin (value add)

• Remove “£Price” as the only talking point

NET ZERO & SBTI - VERIFICATION

• The final and end goal vision – all leads to decarbonisation and net zero

8

• Manage - internal pressure and resources

• What’s coming – example of emails for Advantia day

• Trickle effect – you are in a supply chain; it’s coming your way

• How and from what channels, tenders, clients, suppliers

• Technological advance – how can this help

• Consultant – takes business through and can transform

SKILLS & KNOWLEDGE

Green champion

  • Appoint a green champion for your business
  • Someone how is aligned with the strategy and enthusiastic about it
  • Need not be a manager, but must be supported by the management team

2

Resources

  • Accessing resources from Advantia
  • Direction on where to access further resources to plan, measure and communicate

New time allocation

  • Make space for the strategy, commit to and prioritise time for planning, education, training and communication

Training / Education

  • For everyone in the company – collective buy-in and collaboration is the key to success
  • Communicate your strategy and how you aim to achieve it

SCOPE 3 & REPORTING

• Future proofing

7

• Suppliers – supplier forms

• Products – products data and carbon foot printing (down the line)

• Reports – to clients

• Pressure – this will come, but it’s a while off yet – Already seeing it in forms

• Offsets – credible / 10% net zero

• Supply chain – all will be under the microscope

It’s great for your business

  • Commercial gains
  • Increases profitability
  • Increases order values
  • Drives cost savings
  • Builds and bonds customer relationships
  • Decarbonising contribution
  • Future proofs your business

INNOVATION

• Drives and inspires further change

6

• Schemes – how can you progress further after the basics

• Projects – supporting external and global reaching

• USP - Value add

• Change focus – excite clients

• USP’s – leadership

• New products to market

MARKETING

• Your story

4

• Use evidence / findings as stories

• No greenwashing – No greenhushing

• Share your journey with your customers and staff

• Free content – use every stage for blogs etc

MAKING A START

First step – intention

  • Stating your intention to create a sustainability strategy sends a strong signal of leadership and accountability to all stakeholders

Commitment statement – CEO / MD

  • Leading from the top
  • Outlining the company’s WHY in committing to a sustainability strategy

Engage staff, engage suppliers, engage customers

  • Be inclusive
  • Two way communication – ask all staff for their ideas and opinions
  • Ask how your company can help your customers – ask about their sustainability aims and policy. Do they have one? How can you help / be aligned to their aims? If they don't, why not? Can you help get them started by discussing your direction?
  • Have a sustainability communication plan; regular updates, reinforce your story and journey with facts and content

Terminology awareness – tick/info sheet

  • Provide a crib sheet of terminology and meaning so that everyone is aware of the language of sustainability – demystify and engage

1

YOUR CARBON FOOTPRINT

• What can you do internally?

5

• Resources – Free

• External help / Consultant

• Understand your own footprint – will help clients

• Build knowledge – and confidence

• Reductions – make commercial sense, saves money, and gives even more content