Can You Prove It?
Buyers now want the evidence behind every answer: the certificate, the case study, and the energy figures from eighteen months ago and today.
Transcript (edited for readability)
Jon Wragg
But what they're now asking under pretty much every question is, can you prove it?
Can you attach the certification? Can you attach the evidence that shows not only do you do this, but a case study of where you've done this before? Can you attach somebody that we can contact where you've done this successfully in the past?
Can you show us what you were paying previously? Not even money, but what was your kilowatts per hour for your manufacturing site 18 months ago? What is it now?
If you're saying you're reducing energy, can you prove it?
What that will actually do is pretty much guarantee them that they're going to get a high score in that 30%.
I'll never guarantee full marks because there's always something, but actually it'll score them quite highly. But if that's written by a specialist and scored very highly, even if it's 5% to 10%, guys, think about what that does to the other areas. You might not need to be the cheapest.
You might not need to offer a ridiculous extended warranty that you know you can't do. You may not need to meet some of the other criteria. You can actually be a few percentage marks more expensive than your competitor if you beat them in that area.
From the full session
Sustainability as a Growth Strategy: Winning Work, Reducing Risk and Creating Impact
Why accreditations have become the benchmark rather than the differentiator, what buyers score instead, and where the work actually sits for a supplier being asked to prove things for the first time.
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