This deck was presented to a group of CSR experts, NGOs and International Donors at the GIZ RIBH MENA's Sustainable Business Circle.

1. Market-­‐Linkage
Entrepreneurship
Case
studies,
reflections,
and
tricks
of
the
trade
By
Ahmed
Huzayyin
-­‐ Cleantech
Arabia
Sustainable
Business
Circles

2. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Cleantech
Arabia
Approach

3. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Sustainable
Production
and
Entrepreneurs
• While
there
is
NEED
it
is
not
translated
into
demand
• Shortage
of
raw
material,
energy,
and
water
is
not
translated
into
more
sustainable
efficient
utilization
of
resources
• In
Egypt
the
market
is
pivoted
on
client
initiated
projects
• In
existing
dynamics
the
new
is
at
a
disadvantage
Client

4. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Roots
of
the
Problem
• Sustainability
services
and
products
are
still
largely
seen
as
complimentary
to
industrial
activities
and
motivated
by
ü Policies
(regulations
or
incentives)
ü Environmental
and
CSR
• It
is
the
responsibility
of
innovators
in
this
field
to
demonstrate
that
there
is
money
to
make
in
being
more
sustainable
ü Resource
efficiency
ü Renewable
energy
ü Waste
management

5. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Why
to
Support
Startups,
A
market
perspective
• Startups
have
higher
capacity
to
bring
innovation
and
much
needed
solutions
• The
more
the
merrier
• Startups
forces
existing
entities
to
innovate
and
provide
better
service
to
clients
• Developing
the
supply
is
as
critical
as
developing
demand
for
a
developing
market

6. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
What
Needs
to
be
Changed
• Startups
face
extra
challenges
in
efforts
related
to
changing
need
into
demand
• Client
faces
challenges
in
attempting
new
products
and
services
with
a
new
player
• Regular
bidding
and
procurements
rules
does
not
favor
startups
• On
the
small
scale
of
startup
operations
the
consultant
is
likely
absent
• In
sustainability
services/products
clients
capacity
to
distinguish
good
startups
from
not
so
good
ones
is
limited

7. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Client
aware
of
Needs
and
demands
Client
capable
of
scanning
the
market
including
startups
Client
relies
has
restricted
choices
to
major
players
Client
not
aware
of
needs
nor
demand
Everybody
losses
Everybody
wins

8. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Whatever
it
is
What
We
Do
• Non-­‐profit
activities
of
Cleantech
Arabia
are
powered
by
volunteers
from
consultancy
background
in
sustainability
service
• Connections
with
clients
already
exist
or
not
• A
Volunteer
package
of
free
consultancy
is
offered
to
client
to
develop
a
project
improving
sustainability
and
generating
profits
• In
exchange
the
client
is
asked
to
contract
a
startup
• Startups
are
identified
and
provided
with
capacity
building
• The
project
is
implemented
under
supervision
of
volunteer
consultant/expert

9. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
City
Center
Mall
–Ein Elbiaa – Organic
Waste
to
Compost
• Mall
operations
scanned
• Saving
opportunity
was
identified
on
changing
organic
waste
into
compost
• Business
case
developed
• Startup
received
support
in
technical
aspects
and
managerial
aspects
(developing
contracts/financial
and
technical
proposal)
• Support
in
contract
negotiations
and
supervision
of
kick
start
of
operations

10. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Dream
Park
– Tadweer – PET
Recycling
• Bahgat Group
already
a
client
for
energy
efficiency
and
renewable
energy
solutions
• Opportunity
for
dream
park
to
earn
money
on
selling
PET
(Plastic
bottles)
waste
• Tadweer works
in
PET
recycling
• Tadweer is
to
provide
PET
collection
services
and
purchase
PET
from
dream
park
securing
raw
material
at
reduced
price
• Pricing
negotiated
based
on
consultant
experience

11. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
IRSC
– Dayra – Waste
to
Energy
• IRSC
is
a
client
for
waste
recycling
contracts
a
major
multinational
chemical
industry
to
transport
and
safely
disposes
its
waste
• Cleantech
Arabia
identifies
the
possibility
of
transforming
waste
into
energy
source
to
energy
intensive
industries
• Proper
documentation
of
safe
waste
disposal
is
of
value
multinational
client
KPIs
• Dayra startup
partners
with
IRSC
to
ensure
waste
ends
as
energy
source
to
energy
intensive
industries
that
has
been
an
existing
client
of
Dayra
• Support
in
contract
terms

12. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
IRSC
– Dayra – Waste
to
Energy

13. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Partnership
with
PWC
– Towards
a
methodology
• Can
we
approach
someone
outside
our
network?
• Can
we
go
deeper
into
the
operations
of
Industries?
• Can
we
involve
students?
• Can
we
help
people
change
through
technology?

14. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
PWC
– Gaia
PV
System
• Opportunities
scanned,
green
rough
and
PV
short
listed
• PV
System
recommended
for
inner
court
• Facility
management
involved
and
convinced
• System
specs
are
indicated
by
Cleantech
Arabia
• Gaia
receives
capacity
building
in
developing
proposal
• System
implemented

15. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Savola – In
progress
• Savola CSR
approached
to
develop
and
identify
opportunities
in
Sokhna plant
and
Amrya Plant
• PWC-­‐Cleantech
Arabia
team
did
site
surveying
for
plants
to
assess
material,
water,
and
energy
performance
• Resource
efficiency
auditing,
good
type
of
auditing
J
• Energy,
water,
and
material
indicators
and
potential
saving
on
energy
efficiency
and
resource
efficiency
are
identified

16. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Savola – In
progress
Percentage

17. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Savola – In
progress
• Typical
output
ü Percentage
EGP
saving
per
ton
of
product
on
energy,
water,
and
material
ü Comparison
to
international
average
and
best
practices
ü Highest
saving
potential
identified
in
material
efficiency
• Potential
money
making
sustainability
options
are
offered
to
operation
and
engineering
team
• Sugar
mud
to
organic
fertilizers
opportunity
identified
• Program
to
be
launched
for
students
soon

18. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Winning
Aspects
• Solution
must
be
presented
in
terms
of
technical,
financial,
and
environmental
impact
• Start
with
small
opportunities
that
are
less
deep
in
operation
and
makes
money
even
if
sustainability
impact
is
not
the
highest
• Spotting
opportunities
must
be
done
in
terms
of
what
is
suitable
for
startups
• An
existing
relation
with
the
startup
helps
• Leverage
consultancy
experience
and
previous
projects
• Be
fair
to
the
client

19. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Challenges
• Some
startups
are
not
developed
enough
to
address
client
needs
• Involvement
of
consultant
might
need
to
be
extended
to
assure
the
client
• Startups
in
the
field
are
not
diverse
enough
to
cover
the
wide
spectrum
of
opportunity
• Procurement
and
bidding
rules
put
an
upper
limit
on
the
size
of
the
project
developed

20. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Lessons
Learnt
• Never
go
with
a
pre-­‐set
idea,
you
will
never
know
what
pays
off
• Develop
business
case
to
empower
operational
teams
and
CSR
in
addressing
upper
management
• Startups
must
be
well
screened
and
might
need
capacity
building
• The
role
of
the
honest
broker
is
crucial
to
success
of
such
project
• Protect
the
client,
offer
options,
and
understand
their
way
of
work
Never
give
up
J

21. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Win
-­‐ Win
• Material
use
and
energy
use
improved
for
all
clients
• Jobs
created
(startup)
and
upgraded
(Client)
• About
250,000
EGP
saved
for
clients
and
profit
to
startups
• Clients
become
more
open
to
looking
for
sustainability
measures
and
hire
startups
(1
clients
ended
up
investing
in
the
startup)
• Startups
capacity
raised
• Startups
managed
to
further
promote
their
activities
based
having
a
big
client
in
their
previous
projects
list

22. GIZ
– RIBH
MENA
-­‐ Sustainable
Business
Circles
Oct
27th,
2015
Market
Dynamics
– Leveling
the
Play
Field
– Case
Studies
–
Tricks
of
the
Trade
– Challenges
and
Lessons
Learnt
– Impact
Thank
you
very
much