You're facing resistance from clients on sustainability projects. How do you convince them of the urgency?

To convince resistant clients, highlight the financial, regulatory, and reputational risks of inaction, showing how sustainability drives long-term growth and resilience. Data is key - show investors what you have done and how your methodology is correctly applied into ROIC.

Depending on the client it may be an effective approach to focus on the risk management dimension. Addressing sustainability can prevent: - Supply chain disruptions (climate-related risks / resource scarcity / …) - Regulatory and compliance risks - Reputational and brand risks - Long-term financial risks - Stakeholder pressure Looking at sustainability as a key element of risk management will make obvious that the costs of inaction can far outweigh the costs of the transformation.

Engaging stakeholders is crucial for uniting and energizing efforts toward sustainability. Effective stakeholder engagement involves: Identifying Key Stakeholders: Recognize both internal and external stakeholders who influence sustainability initiatives. Collaborative Dialogue: Conduct materiality assessments to prioritize sustainability topics that matter most to stakeholders. Continuous Communication: Maintain regular interactions to foster relationships and gather feedback, ensuring stakeholders feel valued and involved. Shared Goals: Align sustainability objectives with stakeholder expectations to build commitment and drive innovation.

The first step is understanding why the client is engaging in a sustainability conversation, indicating a personal or business interest. Listening carefully helps identify their concerns and motivations. I tailor my presentation to match their personality—data-driven arguments for analytical clients, clear actions for decisive types, and collaboration for social individuals. I focus on transparency and emphasize the positive outcomes they can achieve, rather than relying on negative impacts. My goal is to build trust by demonstrating expertise and showing how sustainability can drive success, empowering the client to confidently make the right decision.

Regulatoriken wie CSRD, CSDDD, EUDR und EU-Taxonomie müssen umgesetzt werden, sonst drohen Strafen bis zum 5% des Jahresumsatzes und schlechtere Kreditzinsen für Investitionen. Zudem können durch nachhaltige Geschäftspraktiken junge Talente angeworben werden.