green Business and the Growing Role of Government Conclusions II

The more complex value proposition and business case of many green business opportunities will demand a more consultative sales approach.

Distributors looking to turn the trends to their advantage will need to consider the following:

1. Building a deep understanding of the the underlying issues and drivers in both green business and government opportunity areas, positioning themselves as knowledgeable, trusted business advisers to customers and suppliers.
2. Integrating green business into their broader business strategy investment plans and human capital strategy.  The more complex value proposition and business case of many green business opportunities will demand a more consultative sales approach.
3. Work with trusted advisers, trade associations, government representatives, accountants, and peers to deepen knowledge of relevant existing legislation and regulations. 

ACTION POINT: Invest the time and effort into understanding the effects of trends on your business and market.