The billion dollar opportunities of a new way
1. The most persuasive word in the English language is "You". Focus on the benefits you deliver to your customers, and not the features you have in your product/service.
Understand sustainability as a systems/ holistic approach and make it your business. Unlock capital, transform your business to be ready for today and what’s coming, attract and retain talent, be the force of positive impact.
Create long-term value for all stakeholders by embracing the opportunities and managing the risks that result from an organization's economic, environmental, and social responsibilities.
Through our customised programs and advisory services, we work with organisations to understand the sustainability trends and the material implications for organisations now and in the future – and work with them to frame an approach to evaluate the risks and opportunities for value creation suitable for their own context.
“we show, tell, analyse and get involved so your business can innovate, transform, grow.” “understand new concepts, appraise your resources and supply chain, and create and communicate fabulous new waves of change - while reducing your impact on natural resources.”
2. Clearly articulating the problem you are solving is incredibly difficult. (I have certainly struggled with this myself.) Once you know what The Problem is, then start your pitch with that or trends that support your problem. Most successful pitches open this way.
Global economic development has enhanced the quality of life and wellbeing of billions of people. However, resources depleted and greenhouse gas levels are climbing, ecosystems are being degraded, inequality is rising, conflict and insecurity are a constant concern. These trends are detrimental to communities, environments, businesses and long-term economic prospects.
If some simple measures are taken to align your business with sustainable development it need not be this way.
“Today, entrepreneurs, start-ups and businesses everywhere are faced with unique challenges: we all want to succeed and put our stamp on the world, yet we have a duty to do it responsibly and offer humankind a net gain.”
3. To describe The Problem, combine data with a story. The data is more persuasive in the moment, but the story is more memorable, so this combination makes your pitch that much more impactful.
Leading companies pursue sustainability because it has a material financial impact. The value at stake from sustainability-related issues—from rising raw-material prices to new regulations—is substantial. Sustainability is a long-distance journey; the evidence is growing that it is one worth taking.
According to research by Deutsche Bank, which evaluated 56 academic studies, companies with high ratings for environmental, social, and governance (ESG) factors have a lower cost of debt and equity; 89 percent of the studies they reviewed show that companies with high ESG ratings outperform the market in the medium (three to five years) and long (five to ten years) term.
Research by three economists (two from Harvard and one from the London Business School) suggested that sustainability initiatives can actually help to improve financial performance; that it is the sustainability policies themselves that were responsible for the better financial performance of the high-sustainability group.
McKinsey research found a significant correlation (95 to 99 percent confidence) between resource efficiency and financial performance in sectors as diverse as food products, specialty chemicals, pharmaceuticals, automotive, and semiconductors. In each sector, there were also a small number of companies that did particularly well, and these were the ones that had taken their sustainability strategies the furthest.
No wonder, then, that investors are increasingly comfortable with the idea of putting their money into socially responsible investment. Globally, more than $13 trillion is invest in assets under management that incorporate ESG metrics.
Sustainability also offers an interesting way to scope out product innovations that use fewer resources or that meet specific social needs. Redesigning products and services around sustainability can drastically increase profits or reduce costs. An emphasis on sustainability can also reveal opportunities for process innovations.
“We're The Inceptery. Our roots are in academia, science and innovation. We know business inside out. We know sustainability and, frankly, we want you to know it too. Not just the box-ticking parts but the limitless possibilities and potential awaiting those prepared to aim beyond convention.”
4. Close with the vision of what the world looks like with your company in it, and invite the audience to join you on that journey.
Our vision is a world where our work supports others in understanding the web of human and business interactions.
A world where practitioners come together in implementing sustainable and restorative strategies and solutions in their organisations for better business and better and a more equitable life for all.
Where the notion of value extends beyond economic goals to also embrace social and environmental responsibilities with shared value creation.
The future belongs to progress - focused, determined populations prepared to build new and low carbon economies (rather than retrofitting old ones) and equitable future for all. Let’s join forces to make this dream a reality!