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What are effective ways to negotiate with clients concerned about sustainability?

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Sustainability is a growing concern for many clients who want to reduce their environmental impact and save on energy costs. However, as a commercial interior designer, you may face some challenges when negotiating with clients who have different expectations, budgets, or preferences for sustainable solutions. How can you overcome these obstacles and reach a mutually beneficial agreement? Here are some effective ways to negotiate with clients concerned about sustainability.

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Nicola Barden

? Award-winning luxury Solid Surface expert ? Official partner of Corian, HIMACS, Staron, Hanex & more ? Custom…
Renée de Waal

Big picture visionary & intentional detailer helping spaces transform brands. Connecting the disconnect so we all…

1 Understand their goals

The first step to negotiate with clients concerned about sustainability is to understand their specific goals and motivations. Do they want to achieve a certain certification, such as LEED or WELL? Do they want to reduce their carbon footprint, water consumption, or waste generation? Do they want to improve their indoor air quality, employee wellness, or brand image? By asking open-ended questions and listening actively, you can identify their main objectives and priorities, as well as their constraints and challenges. This will help you tailor your proposals and arguments to their needs and values.

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2 Educate them on benefits

The second step to negotiate with clients concerned about sustainability is to educate them on the benefits of implementing sustainable solutions in their commercial spaces. You can use case studies, testimonials, or data to show them how sustainability can improve their performance, profitability, or reputation. For example, you can demonstrate how natural lighting, biophilic design, or energy-efficient appliances can enhance productivity, creativity, or customer satisfaction. You can also explain how sustainability can lower their operational costs, increase their property value, or attract more investors or partners.

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Renée de Waal

Big picture visionary & intentional detailer helping spaces transform brands. Connecting the disconnect so we all succeed together.
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As designers, we must educate clients on sustainable choices that stand the test of time. In a recent hospitality project, we avoided fleeting trends and "fast fashion," selecting durable, recycled materials & reducing waste and ecological footprints. For example, we chose solid Teak floors, suiting the aesthetic, as well as offering exceptional wear resistance and sustainability. Sustainability is not just about using the right materials - it's about applying creativity that endures. Businesses need to think long-term about material selection. Though initial costs may run higher, durability pays off down the road. Thoughtful conversations with clients are required, as even small choices can make a meaningful difference.

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3 Offer alternatives and options

The third step to negotiate with clients concerned about sustainability is to offer alternatives and options that suit their budget and preferences. You can use a cost-benefit analysis, a return on investment calculation, or a life cycle assessment to compare different scenarios and outcomes. You can also suggest ways to phase out or retrofit existing elements, to source locally or ethically, or to reuse or recycle materials. By giving them choices and flexibility, you can help them find the best solution for their situation and goals.

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4 Address their concerns and objections

The fourth step to negotiate with clients concerned about sustainability is to address their concerns and objections in a respectful and professional manner. You can use facts, evidence, or examples to counter their doubts or misconceptions. You can also use empathy, rapport, or humor to ease their fears or frustrations. For instance, you can acknowledge their budget limitations, timeline pressures, or stakeholder expectations, and show them how you can work together to overcome them. You can also highlight your expertise, experience, or credentials, and assure them of your quality and reliability.

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Nicola Barden

? Award-winning luxury Solid Surface expert ? Official partner of Corian, HIMACS, Staron, Hanex & more ? Custom worktops, desks & vanities ? CPD provider ? BITA member ? Commercial & residential ?
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We encounter many questions regarding the issue of sustainability and the products we work with and approach the topic by looking at the bigger picture; we talk about the products that we work with in terms of their recycled content, potential shelf life (which will likely be more than 10 years due to the chemical composition of the material) and ability to be refurbished and reused. When working on projects it is important to be aware of all the facts, what design are you trying to achieve? Is the material being proposed capable of achieving the desired result? Does the material have an EPD, Greenguard, SCS Cert etc? We actively work with our customers to alleviate their concerns and work towards their desired outcome.

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5 Collaborate and compromise

The fifth step to negotiate with clients concerned about sustainability is to collaborate and compromise with them to reach a win-win solution. You can use active listening, positive feedback, or brainstorming to foster a collaborative and constructive atmosphere. You can also use concessions, incentives, or trade-offs to balance your interests and theirs. For example, you can offer them a discount, a bonus, or a referral fee if they agree to implement a certain feature, use a certain material, or sign a certain contract. You can also ask them what they are willing to give up, modify, or delay in exchange for something else.

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6 Follow up and follow through

The sixth and final step to negotiate with clients concerned about sustainability is to follow up and follow through with them to ensure a smooth and successful project completion. You can use emails, calls, or meetings to communicate regularly, update them on the progress, or solicit their feedback. You can also use contracts, invoices, or reports to document the terms, costs, or results of the project. By following up and following through, you can build trust, loyalty, and satisfaction with your clients, and pave the way for future collaborations or referrals.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are effective ways to negotiate with clients concerned about sustainability?

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3

4

5

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1 Understand their goals

2 Educate them on benefits

3 Offer alternatives and options

4 Address their concerns and objections

5 Collaborate and compromise

6 Follow up and follow through

7 Here’s what else to consider

Commercial Interiors

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What are effective ways to negotiate with clients concerned about sustainability?

1

2

3

4

5

6

7

1 Understand their goals

2 Educate them on benefits

3 Offer alternatives and options

4 Address their concerns and objections

5 Collaborate and compromise

6 Follow up and follow through

7 Here’s what else to consider

Commercial Interiors

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