1. Buy-in: Getting It and Keeping It Suzanne W. Sessoms, PE Sr. Consultant Excel Partnership

3. Making the Business Case

4. 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.

5. Market Pressures World Market Stakeholders –Shareholders –Customers –Supply chain –Competitors –Public

6. Customer Expectations Long-term relationships No surprises –no supply interruptions –no hidden costs Synergy with supply chain Win-win approach Focus on end customer

7. Customer Expectations Product attributes –energy use –packaging –reuse/recycle/ disposal options –long-term availability –cost

8. Competitor Capabilities Long-term viability –regulatory performance –risk management –financial stability Product attributes –energy use –reuse/recycleability –packaging waste

9. 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

10. 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

11. Engage Middle Management in EMS Process Middle management support is critical to long-term success Identify a champion Ensure on-going communication

12. 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