buy-in: getting it and keeping it suzanne w. sessoms, pe sr. consultant excel partnership
TRANSCRIPT
Buy-in: Getting It and Keeping It
Suzanne W. Sessoms, PE
Sr. Consultant
Excel Partnership
Making the Business Case
Engaging Upper Management
• Understand the business climate– Current market pressures
– Customer expectations
– Competitor performance
• Focus on deliverables– Performance
– Risk/Liability Management
– Cost reduction
• Strengthen the Corporate Culture• Communicate, communicate, communicate!!
Top Mgmt.
Market Pressures
• World Market
• Stakeholders– Shareholders– Customers– Supply chain– Competitors– Public
Customer Expectations
• Long-term relationships • No surprises
– no supply interruptions
– no hidden costs
• Synergy with supply chain• Win-win approach• Focus on end customer
Customer Expectations
• Product attributes– energy use
– packaging
– reuse/recycle/ disposal options
– long-term availability
– cost
Competitor Capabilities
• Long-term viability– regulatory performance
– risk management
– financial stability
• Product attributes– energy use
– reuse/recycleability
– packaging waste
0
20
40
60
80
100
Reg
. Lim
it
Ene
rgy
Use
Benchmarking
YouThemAverage
Measure Results
• Track performance– against compliance limits– against goals– compare with competitors
• Use financial indicators– cost of compliance– cost savings of reusing
materials– packaging cost– end user disposal cost
Corporate Culture Change
Today
• Environmental management is an unpredicatable cost center
• Fear of enforcement is primary motivator
• Employees are pessimistic and apathetic
Tomorrow
• Environmental management is a profit center
• Environmental decisions align with corporate values
• Employees are enthusiastic and innovative
Engage Middle Management in EMS Process
• Middle management support is critical to long-term success
• Identify a champion• Ensure on-going
communication
Keeping The Spark Alive
• Communicate results– visibly track performance results
• Celebrate innovation– employee ideas– supply chain activities
• Reward environmental stewardship – feedback during employee evaluations– part of bonus/incentive formula