How would you handle a situation where key clients are pushing for unsustainable business practices?

El diálogo con el cliente es crucial porque permite conocerlo mejor, comunicarse de forma efectiva, generar cercanía, mejorar la atención, obtener insights valiosos y aumentar la satisfacción y confianza. Esto se traduce en mejores experiencias para el cliente y mayores oportunidades de negocio para la empresa. El diálogo transparente es un elemento clave para gestionar con éxito un proceso de comunicación con el cliente. Ayuda a generar confianza, reducir la incertidumbre, facilitar la colaboración, permitir el feedback, mejorar la moral y cumplir con los requisitos legales.

Simply talking isn't enough; it's about reshaping the conversation. While opening a dialogue is crucial, the focus should be on framing sustainability as a business advantage. Elon Musk didn't build Tesla by sticking to the status quo; he challenged it. Explain how sustainable practices can boost their bottom line and brand value. Transform the dialogue from a debate to a strategy session for mutual growth.

Handling a situation where key clients push for unsustainable business practices requires open client dialogue. Start by listening to their concerns and understanding their objectives. Clearly explain the long-term risks and potential negative impacts of unsustainable practices. Present alternative solutions that align with both their goals and sustainability. Emphasize the benefits of sustainable practices, such as improved brand reputation and long-term cost savings. Maintain a respectful and collaborative tone, showing your commitment to finding mutually beneficial solutions. Prioritize ethical standards while working towards a compromise.

Communicate with your client and ensure they know if they engage in unsustainable practices. If they do so deliberately for money or status, reconsider if you want to work with them. It reflects on your personal brand—do you want to be seen as someone who stands for nothing?

You need to think ahead of time. There will always be demands that won't match with a portion of your current strategy. You should be able to assess the possible demands, and building alternative strategies to navigate through them. You don't have to reject all the time. Maybe there is a way to make it sustainable. Maybe there is a way to at least make it less impactful for them, by providing value on other parts of the business. Business decisions and processes are mostly fluid. You can almost always find better alternatives, if you know where to look.

Policies are not just rules but shields for your values. Use your sustainability policies as a firm stand rather than negotiable guidelines. Howard Schultz of Starbucks has consistently leveraged company values to push back against unsustainable practices, reinforcing brand loyalty. Documented policies provide a solid foundation to uphold your commitments. Defend your ethical stance with unwavering policies.

El modelo de negocio debe estar alineado con la visión a largo plazo de la empresa y sus objetivos estratégicos. Debe ser coherente con la propuesta de valor y el mercado objetivo. Además, debe estar en línea con la cultura y los valores de la organización. Debe ser compatible con la forma de trabajar y las creencias de la empresa.

Short-term gains often lead to long-term pains. Align your clients with a vision that values sustainable growth over quick profits. Jeff Bezos built Amazon with a long-term perspective, often sacrificing immediate gains for future dominance. Encourage clients to see the bigger picture where sustainability ensures lasting success and mitigates future risks. Inspire clients to invest in a future where everyone wins.