Introduction

Big contracts are no longer the exclusive domain of big businesses. But here’s the game-changer: sustainability has become a non-negotiable part of doing business with large corporations. If you’re a small business aiming to land those lucrative contracts, offering great products or services isn’t enough anymore. You need to prove that you’re part of the solution for a better planet.

Here’s the exciting part: you don’t need a massive budget or a dedicated sustainability team to get started. This guide is your roadmap to:

• Understanding exactly what corporations want from their suppliers.

• Identifying where your business stands and how to make impactful improvements.

• Communicating your sustainability efforts with confidence and clarity.

• Using affordable tools and strategies to meet corporate expectations.

• Building long-term credibility that wins repeat contracts.

Whether you’re just starting your sustainability journey or refining your approach, this guide provides actionable steps to help you build a more sustainable business—and a stronger sales pitch.

I . Understand What Corporations Want

Winning contracts with big brands begins with understanding their sustainability priorities and why they matter. Most large corporations publicly share their goals through Environmental, Social, and Governance (ESG) frameworks or Supplier Codes of Conduct. These aren’t just corporate jargon—they’re your roadmap to becoming a trusted supplier.

🌍 Why This Matters

Corporate buyers are looking for suppliers who help them achieve their goals, not hinder their progress. By aligning your business with their ESG priorities, you demonstrate that you are:

• Forward-thinking

• Responsible

• A low-risk, high-value partner

This alignment can be the deciding factor that sets your bid apart from the competition.

✅ What Are Corporations Looking For?

Here’s a breakdown of the three ESG pillars and what they mean for small business suppliers:

♻️ Environmental Impact: Reducing Your Footprint

Corporations prioritize suppliers who actively reduce their environmental impact. Key areas include:

• Lowering Energy Use: Implement energy-efficient solutions or transition to renewable energy sources.

• Reducing Waste: Use minimal, recyclable, or compostable packaging and integrate circular economy principles.

• Cutting Carbon Emissions: Measure and reduce emissions in shipping, production, and logistics.

Example: A company aiming for net-zero emissions by 2030 will prioritize suppliers who offer carbon-neutral shipping or actively reduce their carbon footprint.

👥 Social Responsibility: Putting People First

This pillar focuses on how you treat people—inside and outside your business. Corporations value:

• Fair Wages and Safe Working Conditions: Ensure your employees are treated ethically and work in safe environments.

• Diversity and Inclusion: Build an inclusive team culture and hire from underrepresented communities.

• Community Engagement: Actively participate in local wellbeing initiatives, such as education, health programs, or charity events.

Example: A business that supports mental health for employees and participates in local wellness events demonstrates strong social responsibility.

🧭 Governance Practices: Building Trust Through Transparency

Governance focuses on the integrity and transparency of how you run your business. Corporations look for:

• Ethical Decision-Making: Clear policies on anti-corruption, fair competition, and ethical sourcing.

• Compliance: Adherence to laws and industry regulations.

• Transparency: Open communication about sourcing, pricing, and labor practices.

Example: Keeping updated policies on ethical sourcing and anti-corruption can boost trust with corporate buyers.

🔍 How to Find Out What a Company Prioritizes

Don’t guess—research! Most corporations make their priorities publicly available. Here’s where to look:

1. Visit Their Website: Check sections titled “Sustainability,” “Our Impact,” “Responsibility,” or “Supplier Code of Conduct.”

2. Download ESG Reports: These often outline specific goals like “reduce emissions by 40%” or “increase supplier diversity.”

3. Take Notes: Identify their top 3 goals and look for ways your business already supports—or could support—those areas.

Pro Tip: Tailor your messaging to reflect how your business aligns with their priorities. For example, if they prioritize emissions reduction, highlight your carbon-neutral practices or energy-efficient solutions.

II. Establish Your Sustainability Baseline

You can’t improve what you don’t measure. Start by assessing your current impact to identify where you can make meaningful changes.

Why it matters: A baseline helps you pinpoint areas for improvement, reduce waste, and demonstrate measurable progress to potential clients.

Steps to take:

• Map your energy, material, and transport use across operations.

• Analyze utility bills for insights on electricity, water, and gas consumption.

• Track waste generation and recycling efforts.

• Highlight existing positive practices, like sourcing locally or using recycled materials.

Helpful tools:

• Carbon Trust Footprint Calculator

• GHG Protocol tools

• B Impact Assessment (free version)

Example: A print shop cut electricity costs by 20% after tracking energy use and switching to energy-efficient equipment.

III. Focus on 2-3 Key Areas for Improvement

You don’t need to overhaul your entire business overnight. By targeting 2-3 key areas for improvement, you can make small yet impactful changes that:

• Reduce your environmental footprint.

• Build credibility with corporate buyers who prioritize sustainability.

• Show that you’re committed to long-term, positive impact.

🌟 Why It Matters

Corporate buyers are increasingly looking for suppliers who are actively improving their sustainability practices. Small, achievable changes:

• Demonstrate your commitment to continuous improvement.

• Align your business with their ESG priorities.

• Set you apart as a responsible, forward-thinking partner.

🚀 Where to Start

Here are four practical areas to consider:

1. Energy Efficiency:

   • Switch to LED lighting to cut energy consumption.

   • Explore renewable energy providers for more sustainable power options.

   • Example: A small office reduced energy costs by 15% simply by upgrading to energy-efficient lighting.

2. Sustainable Packaging:

   • Transition to recycled, reusable, or compostable packaging materials to minimize waste.

   • Example: A retailer swapped plastic bags for compostable alternatives, reducing single-use plastics by 40%.

3. Transportation:

   • Optimize delivery routes to reduce fuel consumption and emissions.

   • Consider fuel-efficient or hybrid vehicles for your fleet.

   • Example: A food supplier streamlined delivery schedules, cutting emissions and saving on fuel costs.

4. Sustainable Suppliers:

   • Partner with vendors who prioritize sustainable practices.

   • Align your supply chain with your values and those of your target clients.

   • Example: A business switched to a local supplier using eco-friendly materials, reducing shipping emissions and aligning with buyer expectations.

🧭 How to Choose the Right Areas to Focus On

1. Assess Your Current Operations:

   • Identify areas with the highest environmental impact (e.g., energy usage, waste, transportation).

2. Align with Client Priorities:

   • Research the sustainability goals of your target clients to ensure your efforts resonate with their values.

3. Start with Quick Wins:

   • Focus on changes that are achievable and measurable within a short timeframe to build momentum.

🛠️ Example in Action

A food supplier optimized delivery routes by reducing the frequency of trips and consolidating orders. This resulted in:

• Cost savings from reduced fuel usage.

• A measurable decrease in emissions, aligning with the buyer’s sustainability goals.

🌟 Pro Tip:

Document these improvements and share them in your proposals, on your website, or through social media. Highlight the measurable outcomes (e.g., “Reduced energy costs by 15%” or “Cut plastic waste by 40%”) to build credibility and attract corporate buyers.

IV. Document Your Efforts

You might already be making great strides in sustainability—using eco-friendly materials, supporting employee wellness, or cutting energy use—but if you can’t prove it, corporate buyers may overlook you. Documentation is your evidence. It shows that you’re not just talking about sustainability—you’re actively living it.

📁 Why It Matters

Corporate buyers, especially during procurement reviews, often:

• Ask for Proof: They need tangible evidence of your sustainability practices.

• Compare Suppliers: Verified actions can set you apart from competitors.

• Prioritize Transparency: Accountability and clear documentation build trust.

Having your documentation ready positions you as organized, credible, and contract-ready.

🧾 How to Document Your Sustainability Efforts

You don’t need fancy tools or expensive software—start with these simple yet effective methods:

1. Create a One-Page Sustainability Policy

   • Summarize your goals and the actions you’re taking to achieve them.

   • Example: “Our goals include reducing waste by 25% and promoting employee wellness through flexible work policies and wellness programs.”

   • Keep it concise and professional—perfect for proposals and client meetings.

2. Take Photos of Your Efforts

   • Visual proof is compelling.

   • Example: Document your switch to compostable packaging, team wellness activities, or a new recycling setup in your workspace.

   • Use these visuals in proposals, social media, or on your website.

3. Keep Basic Records

   • Save utility bills showing reduced water or electricity use, receipts from sustainable suppliers, or details of certifications and recognitions.

   • These small efforts add up to a credible story of your impact.

4. Use a Simple Spreadsheet to Track Progress

   • Track metrics like energy savings, waste reduction, or employee wellness initiatives.

   • Example: Update monthly or quarterly to show trends over time.

   • This builds a data-backed narrative of your sustainability journey.

👕 Real-World Example

A small apparel brand created a one-page “Sustainability Fact Sheet” that highlighted:

• A 25% reduction in water usage and 30% energy savings through process changes.

• Before-and-after data and images of their production upgrades.

This simple yet professional document helped them win over a corporate buyer focused on ethical sourcing.

💡 Pro Tip

• Include your documentation as an appendix or link in proposals.

• Host it on your website under a “Sustainability” page to reinforce your credibility and professionalism.

V. Communicate Like a Pro

You don’t need a big marketing budget to make a lasting impression. The most impactful communication comes from being clear, specific, and consistent about your sustainability efforts—and why they matter. Your sustainability story isn’t just a side note; it’s a key selling point that can set you apart and win contracts.

📣 Why It Matters

Clear and confident messaging helps corporate buyers:

• Understand Your Values and Practices: They see the real impact behind your efforts.

• Trust Your Authenticity: Specifics prove you’re not just “greenwashing.”

• View You as a Professional Partner: Your messaging reflects your commitment to shared values.

When you communicate your sustainability journey effectively, you stand out—and clients remember you.

📍 Where to Showcase Your Sustainability Efforts

You already have platforms to engage your audience. Use these touchpoints strategically:

1. Proposals:

   • Include a dedicated section titled “Our Sustainability Commitment” or “Health & Wellbeing in Our Operations.”

   • Share key stats, examples, and specific actions your business has taken.

   • Example: “In 2024, we transitioned to 100% recycled packaging and reduced plastic waste by 40%.”

2. Website:

   • Add a simple “Sustainability” page to highlight your actions, goals, and measurable results.

   • Example: Share how your SDG Assessment App aids in reducing carbon footprints or how your Sustainable Health & Wellbeing Model saved £21,000.

3. Social Media:

   • Post behind-the-scenes content showing your team switching to eco-friendly supplies, engaging in wellness activities, or participating in community projects.

   • Example: Share a short video of your team implementing circular economy practices, with testimonials about its impact.

4. Email Signatures:

   • Use a one-liner to reinforce your commitment.

   • Example: “We’ve cut plastic use by 40%—and we’re just getting started.”

💬 What to Say (And What to Avoid)

Avoid vague claims:

❌ “We care about the environment.”

✅ Instead, say:

• “In 2024, we switched to 100% recycled packaging and reduced plastic waste by 40%.”

• Use concrete numbers, timelines, and stories:

  • Specifics build trust and authenticity.

  • Example: “After implementing the Sustainable Health & Wellbeing Model, we saved £21,000 and improved employee satisfaction by 25%.”

🎥 Real-World Example

A small cleaning service provider secured a corporate contract by posting a simple, authentic video on social media. The video:

• Showed their transition to eco-friendly cleaning products.

• Highlighted the health benefits for clients and staff.

• Included team member testimonials.

This video demonstrated professionalism, authenticity, and passion, leaving a memorable impression on their audience.

💡 Pro Tip: Start Communicating Early

Don’t wait until the proposal stage to showcase your values. Consistently share your sustainability efforts online and offline to build trust long before the deal is on the table.

6. Leverage Certifications (When Ready)

Certifications can feel overwhelming, but they’re a powerful way to boost credibility, increase visibility, and meet corporate expectations. You don’t need to start with major certifications—even small steps can make a big impression and set you apart from competitors.

✅ Why It Matters

Corporate buyers often rely on certifications to:

• Reduce Risk: Certifications provide assurance that you meet recognized sustainability standards.

• Align with ESG Goals: They demonstrate you’re committed to environmental and social responsibility.

• Build Trust: Certifications position you as a reliable, forward-thinking partner.

Even one certification—or recognition from a local program—can give you a competitive edge when bidding for contracts.

🌟 Examples of Powerful Certifications

1. B Corp Certification:

   • Recognizes businesses that meet high standards of social and environmental performance, transparency, and accountability.

   • Ideal for showcasing your holistic commitment to sustainability.

2. ISO 14001:

   • Focuses on creating and maintaining an effective environmental management system.

   • Highly respected in industries like manufacturing, logistics, and supply chain management.

3. EcoVadis & Sedex:

   • Widely used by procurement teams to assess the sustainability and ethical impact of supply chain partners.

   • Great for businesses looking to expand into corporate supply chains.

🌱 Not Ready for Formal Certification? No Problem.

If you’re not ready to pursue formal certifications, there are smaller, achievable steps to build recognition and credibility:

1. Join Local Green Business Programs:

   • Many cities or regions offer green business certifications or directories.

   • These programs often involve simple actions like energy audits, waste reduction, or sustainability pledges.

2. Seek Local Recognition:

   • Reach out to your city council, chamber of commerce, or trade groups for awards, mentions, or “green business” labels.

   • Example: Winning a local sustainability prize or being featured in a green business directory can increase your visibility.

3. Highlight Your Progress:

   • Use your website, proposals, and social media to showcase smaller wins, like completing a carbon footprint assessment or implementing waste reduction strategies.

7.  Build Relationships and Ask Questions

Sustainability isn’t a journey you have to navigate alone—it’s a shared mission. The most successful small businesses don’t just tick boxes on proposals; they connect, collaborate, and co-create solutions with their clients. By engaging openly and aligning your efforts with their goals, you position yourself as more than a supplier—you become a strategic partner.

🤝 Why It Matters

Open and honest communication fosters trust, and trust is the foundation for long-term partnerships. When you actively engage with clients, they see you as:

• Easy to Work With: You’re proactive and responsive to their needs.

• Aligned with Their Goals: You genuinely share their vision for sustainability.

• A Strategic Partner: You’re invested in their success, not just fulfilling a transaction.

This approach moves you from being just a vendor to becoming a valued collaborator.

🗣️ How to Engage Effectively

1. Ask for Their Sustainability Checklist

   • Many corporations have a supplier sustainability checklist or ESG policy.

   • Action Step: Request it early in discussions to gain a clear understanding of their priorities and expectations.

   • Why it works: It shows initiative and helps you tailor your approach to meet their specific goals.

2. Show Shared Values

   • Don’t just claim you care about sustainability—prove it by aligning your efforts with theirs.

   • Example: “We also prioritize reducing emissions and recently upgraded to fuel-efficient delivery vehicles to support this goal.”

   • Why it works: Demonstrating shared values builds trust and makes your efforts relatable to their mission.

3. Propose Improvements

   • Be transparent about your progress and plans for the future.

   • Example: “While we’re still transitioning to non-toxic materials, we’ve already reduced single-use plastics by 40%, and we’re on track to achieve 100% by next year.”

   • Why it works: Sharing your roadmap shows initiative, commitment, and a willingness to grow alongside your client.

🌟 Why This Approach Wins Contracts

Building relationships and asking the right questions transforms your business from a service provider to a strategic partner. Clients value suppliers who:

• Take the time to understand their goals.

• Are transparent about their journey and challenges.

• Offer innovative ideas and solutions that align with shared values.

8. Commit to Continuous Improvement

Sustainability isn’t just a one-time initiative—it’s a long-term commitment. Corporate buyers want suppliers who embrace sustainability as a core value and continuously strive to improve. This mindset not only aligns with their evolving ESG goals but also positions your business as a reliable, forward-thinking partner.

🔁 Why It Matters

Adopting a continuous improvement approach demonstrates that your business is:

• Aligned with Corporate ESG Goals: You’re ready to adapt as their priorities evolve.

• Reliable for Future Partnerships: Consistency and growth make you a trusted long-term partner.

• Committed to Adding Value: Your dedication to improvement ensures you’ll keep contributing to their success.

Consistency builds credibility, and credibility is the foundation for winning repeat contracts.

🔧 How to Stay Consistent

Here are practical ways to ensure your sustainability efforts remain ongoing, intentional, and impactful:

1. Set Annual Goals

   • Choose 1–3 realistic goals each year that align with corporate ESG priorities.

   • Examples:

     • Reduce packaging waste by 20%.

     • Launch a mental wellness program for employees.

     • Transition to 100% renewable energy for your operations.

   • Track and document your progress to showcase measurable results.

2. Review and Reflect

   • Schedule quarterly or annual reviews to evaluate what’s working and identify areas for improvement.

   • Even small adjustments, like optimizing logistics or improving recycling practices, demonstrate growth.

3. Get Feedback

   • Regularly ask clients, employees, and stakeholders what they value most about your sustainability efforts.

   • Use their input to adapt and strengthen your approach, ensuring your initiatives remain relevant and impactful.

4. Celebrate Milestones

   • Share your successes—no matter how small.

   • Examples:

     • Switching to 100% recyclable materials.

     • Hosting your first wellness workshop.

     • Reducing your carbon emissions by 15%.

   • Talk about these achievements in proposals, newsletters, and social media to build credibility and inspire trust.

🌟 Why Continuous Improvement Wins Contracts

Corporate buyers aren’t just looking for suppliers who meet today’s standards—they want partners who are committed to growing with them. By demonstrating ongoing improvement, you show that:

• You’re serious about sustainability as a core value.

• You’re capable of evolving to meet future challenges.

• You’re a consistent, credible partner they can rely on for the long term.

Conclusion: Your Path to Winning Corporate Contracts Starts Here

Sustainability is no longer just a buzzword—it's a business imperative. For small businesses, this guide is your stepping stone to not only meeting corporate supplier requirements but also positioning yourself as a valuable, future-ready partner. By understanding what corporations want, establishing your sustainability baseline, and making meaningful, focused improvements, you're not just ticking boxes—you're building a reputation that sets you apart.

Remember, you don't need a massive budget or a dedicated team to make a difference. Start small, document your efforts, communicate authentically, and leverage certifications when you're ready. Every step you take not only strengthens your pitch but also contributes to a better planet.

The journey to sustainability is ongoing, but with the right strategies, you’ll not only win corporate contracts—you’ll build lasting relationships, credibility, and a business that thrives in a greener, more responsible world.

Disclaimer

The information provided in this guide is for general informational purposes only and is not intended as professional advice. While every effort has been made to ensure the accuracy and reliability of the information, The Center for Sustainable Action (CSA) assumes no responsibility for errors, omissions, or any outcomes resulting from the use of this material. Users are encouraged to seek professional advice tailored to their specific needs before making decisions based on the content of this guide. CSA shall not be held liable for any damages or losses arising from reliance on this guide.

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