| You know things are changing when there are | | | | Purchasing (EPP), Comprehensive Procurement |
| seminars offered which explain the intense pressure | | | | Guidelines (CPG), ENERGY STAR®, the Green |
| placed on federal officials to incorporate "green | | | | Procurement Program (GPP), and the Federal Energy |
| policy" into their procurement processes. Buying | | | | Management Program (FEMP). See EPA procurement |
| "green" touches virtually all product procurements in | | | | guidelines. (Article publication rules prohibit linking to |
| the federal government these days. If you are a | | | | the above programs but look them up on Google and |
| product manufacturer, manufacturer's representative, | | | | you will find all the information you need.) Conforming |
| dealer, distributor, or reseller, you need to know | | | | to these guidelines and pointing this out to your |
| what it takes to be "green" and how to win | | | | customers can be a major differentiator that doesn't |
| profitable government business as a result. But it is | | | | cost a lot and helps you close the sale. |
| not just the federal government but also state and | | | | * If there is an industry green certification use it. For |
| local government as well as big businesses who must | | | | example if you are in the building industry: What is a |
| respond to their shareholders that are interested. | | | | "LEED" certification and rating system. In the United |
| Even small businesses are getting into the act. | | | | States and in a number of other countries around the |
| We have green meetings, green hotels, green | | | | world, LEED certification is the recognized standard |
| government; you name it everything has gone green. | | | | for measuring building sustainability. Achieving LEED |
| Owners, business managers, engineers, designers, | | | | certification is the best way for you to demonstrate |
| project managers who work for and with product | | | | that your building project is truly "green." The LEED |
| manufacturers, dealers, resellers, distributors and | | | | green building rating system -- developed and |
| sales representatives who sell need to understand | | | | administered by the U.S. Green Building Council, a |
| that the greener they are as an organization the | | | | Washington D.C.-based, nonprofit coalition of building |
| easier it will be to get more green for their | | | | industry leaders -- is designed to promote design and |
| organization. | | | | construction practices that increase profitability while |
| When selling green to the government or otherwise | | | | reducing the negative environmental impacts of |
| here are three critical things to consider: | | | | buildings and improving occupant health and well-being. |
| * The basics of going green -A greener workplace | | | | If you have an industry specific "green" label and you |
| can mean a lighter ecological footprint, a healthier and | | | | don't have it you are doing yourself a disservice. |
| more productive place to work, and good news for | | | | Complying usually isn't that hard and can not only help |
| the bottom line. Whether you're the boss or the | | | | you close the deal but actually bring you new leads |
| employee, whether your office is green already or | | | | that are already looking for a green solution. Building a |
| still waiting to see the light, some practical steps can | | | | strong sales funnel is the first step to having a strong |
| lay the groundwork for a healthy, low-impact | | | | sales organization. |
| workspace. Being green yourself - walking the talk as | | | | Remember that in down markets buyers are looking |
| they say is the first step to being successfully green. | | | | for new creative solutions to solving their problems. |
| * Adhering and demonstrating adherence to program | | | | They will be more open to new messages and |
| guidelines is a critical step. At the federal level there | | | | especially messages that offer real value. Selling, |
| are comprehensive procurement guidelines at | | | | advertising, and promoting green as a "best value" |
| -Included in this program area are links to, and | | | | means educating the customer or end user, |
| highlights from programs which enable agencies to | | | | differentiating yourself from other sellers and closing |
| meet these goals include: Environmentally Preferable | | | | the deal! |