Sustainability Saving the Green in Small Business

More small businesses than ever before are subscribing to the idea that they can save money and improve brand value by implementing environmental business sustainability practices. Just recently, we worked with a client whose objective was to reduce sales related cost and to integrate sustainable business practices in doing so.

Although a comprehensive sustainability plan was not in place for this business, the owner, motivated by a need to decrease cost yet sparked by the wave of eco awareness, was compelled to identify one area of his business to "try on" sustainability concepts in his business. Fortunately, a member of the sales force expressed an interest in eco awareness and together they sought consultation exclusively for the sales team.

Following are some of the sustainable business practices and cost reduction measures taken:

Sales Calls: Stricter prequalification standards set in place to reduce travel for "cold" prospects. Face to face meetings to remote locations were replaced with online webinar or online meeting technology. Results: significant reduction in travel costs and improved worker productivity.

Mailing of company literature, drafts, and project material replaced with email, .pdf, and other electronic management systems pre-existing within the business. Result: reduced postage cost, mailing supplies and paper purchases.

Implementation of telecommuting / online meeting technology for internal meetings. Result: reduced inefficient travel time to and from the office and to offsite client meetings. It also was a reduction in transportation costs and vehicle reimbursement for the business.

An added gain: company differentiation. In conversation with prospects, the sales team communicated the environmental efforts enabling further conversation for company differentiation. Topics as, "How and why sustainability concepts were introduced to the sales process", "How those effort align with the values of the business", "How sustainability initiatives reduced costs", and "How this creates more value for customers”.

Sustainability in small business is gaining momentum. With improved worker productivity, reduced costs, and an improved brand reputation, it's easy to see why.