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B Corp and Procurement: Highlights from Our Roundtable

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Late last year, Fourfront Group hosted a roundtable discussion, focusing on the intersection of B Corp certification and procurement. Hosted by Aki Stamatis, our Chairman, the event brought together a panel of procurement specialists and B Corp advocates from Fourfront Group, Costello Medical, Roche, and Projects (part of Ethos Property). The discussion delved into how ESG principles are reshaping procurement practices and how businesses can better communicate their sustainability efforts.

The conversation explored ways to enhance procurement engagement, build lasting client relationships, and increase the visibility of B Corp initiatives. Here are the key takeaways.

Communicating ESG: Challenges and Opportunities

Effectively communicating ESG (Environmental, Social, and Governance) efforts is no easy task. The panel discussed strategies for conveying an organisation’s sustainability mission while navigating the constraints of procurement processes.

Aki posed a critical question during the session: “How can we communicate our ESG capabilities when direct access to procurement teams isn’t always possible?”

The consensus was clear: storytelling is a powerful tool. Crafting impactful case studies, blog posts, and social media content can help convey the values behind ESG efforts. Alexandra Young, Managing Director of Projects, emphasised the importance of providing context: “When procurement teams see the reasons behind sustainable choices – such as sourcing locally or using eco-friendly materials – it builds a stronger connection.”

However, the panel acknowledged the need to balance creativity with clarity. Procurement teams often prioritise structured tender responses for easy comparisons, limiting opportunities for storytelling. The group recommended weaving concise, impactful ESG achievements into tender documents to bridge this gap effectively.

The Value of Relationships

Strong client relationships go beyond project delivery – they rely on consistent engagement and shared values. The panel discussed how regular updates, collaborative initiatives, and joint storytelling can deepen client connections.

Continuous engagement fosters trust and positions B Corps as leaders in sustainability. Lucy Eddowes, Scientific Director at Costello Medical, highlighted the value of showcasing pro bono and charitable work: “These stories resonate with clients and demonstrate our commitment to making a positive impact.”

Short, focused updates complementing client newsletters can be particularly effective, especially when they reflect organisational priorities. By aligning updates with client goals and values, B Corps can strengthen trust and position themselves as leaders in sustainability and social impact.

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Educating Procurement Teams About B Corp Certification

B Corp certification is a rigorous process, but its value is often underappreciated in procurement decisions. The panel explored ways to raise awareness among procurement professionals. Alexandra Young noted: “Unless you’ve experienced the certification process, it’s hard to understand the effort involved.”

The discussion highlighted that small procurement teams, can benefit significantly from tools that streamline their processes. B Corp certification offers a valuable solution by serving as a indicator of supplier performance on ESG standards, enabling teams to focus their efforts where they’re most impactful.

The group suggested several approaches, including:

• Creating bite-sized updates to highlight key ESG achievements.
• Tailoring content to procurement audiences, translating B Corp principles into actionable
insights.
• Participating in industry forums and events to amplify the B Corp message.

Ben Hoare, Head of Marketing at Fourfront Group, stressed the importance of making ESG credentials a visible and natural part of a company’s identity

Balancing Cost, Value, and Sustainability

Finding the right balance between cost and value is a challenge for procurement teams. The roundtable addressed strategies like open-book costing and transparent negotiations to align financial objectives with sustainability goals.

Sophie Hamilton, Procurement Partner at Roche, noted: “Procurement rarely awards contracts based solely on price. However, cost is always a factor. Transparency helps align expectations while demonstrating the added value of ESG initiatives.”

The group also discussed offering clients options, such as comparing the most cost-effective solutions with the most sustainable ones, empowering them to make informed choices. Additionally, the panel highlighted the value of proactively engaging with procurement teams ahead of tender submissions. By exploring alternative approaches to briefs, businesses can showcase innovative ideas that might not align with conventional criteria but offer distinct value. Key to this process is seeking confirmation early on whether clients are open to such discussions and explaining the rationale behind the proposed deviations.

To expand awareness of B Corp principles, the panel recommended engaging with diverse platforms, such as procurement forums, podcasts, and industry events. Aki observed: “It’s about stepping outside the echo chamber and connecting with those who may not yet understand the value of B Corp certification.”

Moving Forward: Building Trust and Inspiring Change

Clear communication, transparency, and relationship-building are essential to aligning procurement practices with ESG goals. The roundtable highlighted the importance of educating procurement teams about the B Corp movement, showcasing the value of certification, and fostering trust through meaningful partnerships.

The B Corp ethos is about more than certification – it’s about leading by example, building trust, and driving positive change within organisations and the broader business community.

Whether you’re exploring B Corp certification, aiming to align procurement practices with ESG goals, or simply curious about what we’ve shared, we’d love to hear from you – feel free to get in touch.

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