Slides from Anatasia O'Rourke, Special Consultant, Industrial Economics, Inc. presented at the Sustainable Purchasing Leadership Council's 2018 Summit in Minneapolis, MN.
Megan Simmons and Cynthia Jimes of ISKME describe the format of the Use Case Design Lab, a prototyping workshop which spans three sessions of the The William and Flora Hewlett Foundation’s OER Grantees Meeting 2014.
What are the current trends in the overall Selling Environment Today? Why do sales reps need to transform the way they sell and what do customers expect today and in the future vs. the past.
Week1 May, 12 - May, 18Defining Marketing and Consumer Behavior.docxalanfhall8953
Week1 May, 12 - May, 18
Defining Marketing and Consumer Behavior
1.1 Explain the marketing mix and the marketing concept.
1.2 Identify the key trends that are driving change in marketing practices.
1.3 Explain factors that influence consumer purchasing decisions.
1.4 Analyze how organizations build strong customer relationships and customer value through marketing.
1.5 Evaluate the importance of personal branding.
Objectives/Competencies
Required Learning Activities
• Basic Marketing, Ch. 1
• Basic Marketing, Ch. 5
• Basic Marketing, Ch. 6
• Student Resource Websites
Watch the video on the Student Resources Guide website.
Click on each of the resources located on the left-side bar of the Student Resources Guide website to learn more
Instructions
about each.
Review the research materials located on the Your Businessweek Access to Current Events website.
Student Resources Guide website
Your Businessweek Access to Current Events website
Support Material
• Phoenix Career Services Website: Personal Branding Resources
Read the introductory text on the Phoenix Career Services website, including the My Career Plan Student Guide.
Set a target completion date for the following two Personal Branding tasks:
• Manage Your Career
• Market Yourself
Phoenix Career Services website
My Career Plan Student Guide
Support Material
Instructions
• Product and Organization Brainstorm
Each Learning Team will write a marketing plan for a new product or service launched either by an existing
organization, or one that you create.
Each week, you work on a portion of the marketing plan. This will culminate in a final marketing plan and presentation
in Week 5.
Brainstorm ideas for your product or service, and the respective organization.
Create a list of your ideas to present to your Learning Team members in Week 2.
Instructions
• Building a Relationship with Your Customers
Watch "Buidling a Relationship with Your Customers" video.
Building a Relationship with Your Customers
Support Material
Instructions
• The Four P's
This is a critical element to the entire course.
Watch "The Four P's: Marketing Strategies" video.
"The Four P's: Marketing Strategies"
Support Material
Instructions
• Understanding the Job
Watch "Clayton Christensen: Milkshakes - Understanding the Job" video.
"Clayton Christensen: Milkshakes - Understanding the Job"
Support Material
Instructions
• Develop Your Personal Brand Identity
Watch "Develop Your Personal Brand Identity" video.
"Develop Your Personal Brand Identity"
Support Material
Instructions
• Week 1 Electronic Reserve Readings
Assignments
See the student website for additional recommended learning activities that may help you learn this week's concepts.
Title Type Due Points
Week 1 Participation
Instructions:
Participate in class discussion.
Individual May 18, 2015 11:59 PM 3
Favorite Brand Paper
Instructions:
Write a 700- to 1,050-word paper in which you identify your favorite
brand and explain why it is your favorite. In the paper you should d.
IPDC has been facilitating a considerably numbers of public trainings and in-house training programs in Performance Management and Appraisal Skills for the last 15 years
Megan Simmons and Cynthia Jimes of ISKME describe the format of the Use Case Design Lab, a prototyping workshop which spans three sessions of the The William and Flora Hewlett Foundation’s OER Grantees Meeting 2014.
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Week1 May, 12 - May, 18Defining Marketing and Consumer Behavior.docxalanfhall8953
Week1 May, 12 - May, 18
Defining Marketing and Consumer Behavior
1.1 Explain the marketing mix and the marketing concept.
1.2 Identify the key trends that are driving change in marketing practices.
1.3 Explain factors that influence consumer purchasing decisions.
1.4 Analyze how organizations build strong customer relationships and customer value through marketing.
1.5 Evaluate the importance of personal branding.
Objectives/Competencies
Required Learning Activities
• Basic Marketing, Ch. 1
• Basic Marketing, Ch. 5
• Basic Marketing, Ch. 6
• Student Resource Websites
Watch the video on the Student Resources Guide website.
Click on each of the resources located on the left-side bar of the Student Resources Guide website to learn more
Instructions
about each.
Review the research materials located on the Your Businessweek Access to Current Events website.
Student Resources Guide website
Your Businessweek Access to Current Events website
Support Material
• Phoenix Career Services Website: Personal Branding Resources
Read the introductory text on the Phoenix Career Services website, including the My Career Plan Student Guide.
Set a target completion date for the following two Personal Branding tasks:
• Manage Your Career
• Market Yourself
Phoenix Career Services website
My Career Plan Student Guide
Support Material
Instructions
• Product and Organization Brainstorm
Each Learning Team will write a marketing plan for a new product or service launched either by an existing
organization, or one that you create.
Each week, you work on a portion of the marketing plan. This will culminate in a final marketing plan and presentation
in Week 5.
Brainstorm ideas for your product or service, and the respective organization.
Create a list of your ideas to present to your Learning Team members in Week 2.
Instructions
• Building a Relationship with Your Customers
Watch "Buidling a Relationship with Your Customers" video.
Building a Relationship with Your Customers
Support Material
Instructions
• The Four P's
This is a critical element to the entire course.
Watch "The Four P's: Marketing Strategies" video.
"The Four P's: Marketing Strategies"
Support Material
Instructions
• Understanding the Job
Watch "Clayton Christensen: Milkshakes - Understanding the Job" video.
"Clayton Christensen: Milkshakes - Understanding the Job"
Support Material
Instructions
• Develop Your Personal Brand Identity
Watch "Develop Your Personal Brand Identity" video.
"Develop Your Personal Brand Identity"
Support Material
Instructions
• Week 1 Electronic Reserve Readings
Assignments
See the student website for additional recommended learning activities that may help you learn this week's concepts.
Title Type Due Points
Week 1 Participation
Instructions:
Participate in class discussion.
Individual May 18, 2015 11:59 PM 3
Favorite Brand Paper
Instructions:
Write a 700- to 1,050-word paper in which you identify your favorite
brand and explain why it is your favorite. In the paper you should d.
IPDC has been facilitating a considerably numbers of public trainings and in-house training programs in Performance Management and Appraisal Skills for the last 15 years
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You’ve heard of Amazon and Vanguard, two of the most successful customer-focused businesses in the world, but have you heard Jim Collins’ Flywheel Effect? You might be surprised to learn that neither of these businesses would be where they are today without it.
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2. 2
• To support sustainable purchasing professionals---
especially those at large companies or in the public
sector---- to run training workshops to develop the
sustainability capabilities of their SME suppliers
• To give sustainable purchasing professionals the start
of everything they need to host a successful training
workshop.
Why did SPLC develop a Toolkit for supplier
sustainability trainings?
Supplier Development
Toolkit User Guide
3. This was a team effort!
• Sam Hummel from SPLC, Angela Vitulli and Anastasia
O’Rourke from IEc developed and tested the toolkit.
• Tiffany Rodriguez and Joan Kerr provided PG&E’s Diverse
Suppliers Go Green program material, which we used as a
foundation to develop the toolkit.
• Betsy Hayes and Johanna Kertesz from the State of
Minnesota held a SME supplier development training
workshop in February 2018 with SPLC, testing key
concepts.
• Nancy Cleveland and Kim Quick from Sustrana developed
the new SME self-assessment checklist.
• The Supplier Development Working Group of the SPLC
gave guidance and feedback.
3
4. Toolkit Contents
Toolkit User Guide
Supplier Development
Toolkit User Guide
Slides & Speaker Notes WorksheetsTemplate Documents
Agenda
Supplier Invite Buyer Invite
Justification
4
5. • Contents of the Toolkit
• Step-by-step instructions to develop and implement
a training
• Intended training outcomes
• The importance of SME capacity development
• Keys to success
• How providing this training relates to the SPLC’s
BENCHMARKSM Program
• Additional resources
1. Toolkit User Guide
5
Toolkit User Guide
Supplier Development
Toolkit User Guide
6. 6
2. Workshop Slides and Speaker Notes
Slides & Speaker Notes
• Overview of sustainability
• Connecting sustainability to purchasing
• How sustainability can benefit SMEs
• Short case studies of SME success stories
• How to respond to customer requests:
– Product level
– Organizational level
• Additional resources
• + Placeholders to insert the purchaser’s goals
and priorities throughout
7. 7
3. Template Documents
Template Documents
Agenda
Invitations Survey
Justification
• Workshop agenda template
• Justification letter to secure resources
• Draft email invitation to suppliers
• Draft email invitation to buyers at your organization
• Post-workshop survey
• + Placeholders to insert information specific to the
purchaser
8. 8
Sustainability Policy Development Workshop
Breakout Session Modules
Overcoming Barriers for SMEs Panel or Breakout Session
Sustainability Self-Assessment Workshop
Buyer-Supplier Dialogue Small Group Discussion
A
B
C
D
10. How does SPLC expect the Toolkit to be used?
Determine training objectives
Review user guide and training kit materials
Design training structure and choose module(s)
Adapt materials to your organizational needs, and suppliers’ needs
Run a successful training
Share your experience with SPLC
Share your experience with other SPLC members - write up a case study!
10
11. Where do I find it?
• SPLC Booth in the Expo Area at this Summit!
• Online at:
11
https://www.sustainablepurchasing.org/request-toolkit/
Editor's Notes
So happy to share with you a new SPLC work-product, hot off the press! Its being released at the Summit today.
My name is AOR, work for IEc with my colleague AV. We have been working for SPLC in producing this model policy and handbook, in collaboration with Sam Hummel and the TAC.
In this presentation I will cover
Why did SPLC create this?
What is special about this template?
How did SPLC create this?
What are the key components of the policy?
What does it cover?
What doesn’t it cover, and why?
What’s in the handbook and why do we need it?
How does SPLC expect this handbook to be used?
SPLC developed this toolkit to support sustainable purchasing professionals--- especially those at large companies or in the public sector---- to run training workshops to intended to develop the sustainability capabilities of their SME suppliers
The idea of this toolkit is to give you, the sustainable purchasing coordinator , the start of everything they need in this box to host a training.
We have developed most of the content so you don’t have to.
However, you can customize it and change it as much as you would like to meet your needs.
Why did SPLC create this?
What is special about this template?
How did SPLC create this?
What are the key components of the policy?
What does it cover?
What doesn’t it cover, and why?
What’s in the handbook and why do we need it?
How does SPLC expect this handbook to be used?
What are the next steps?
Workshop main training deck with speaker notes:
First few slides are an overview of sustainability and discussion of the link between sustainability and purchasing
Then, slide 7 is where you tell suppliers that it’s not just your organization that has adopted sustainability requirements, that increasingly, selling to large organizations entails sustainability explanations
Slide 8 provides space for you to describe your sustainable purchasing mandate
Then, we have a number of slides that explain how the sustainability trend can benefit SMEs, including case studies
Then we go into some nuts and bolts sustainability concepts, first we talk about operational sustainablity and then about sustainability of products/service. We frame all of this as how to respond to customer requests regarding sustainability.
For organizational level, we cover the following topics:
Communicating what you’re already doing
Skill development
Assessing impact, where one of the options is the new SPLC checklist that can also be used as a breakout, but we also refer to B Impact and Sustrana’s services
Baselining and goal setting
Communicating progress, and public reporting
For operational, we cover the following concepts:
Product lifecyle impacts/hotspots
Certs, standards, and labels
Greenwashing
Reaching out for help from their supplier
Obviously these are all big areas and SMEs may need additional help or training on many of them; the purpose here is to frame them as common customer requests and connect
SMEs to resources where they can learn more
Agenda Template
workshop agenda template
Throughout the toolkit, the pink italic font indicates areas you to fill in or customize
Of course, you can feel free to edit and change this as much as you would like
The idea is that the first page provides an overview, and you can fill out a detailed agenda on the subsequent pages
We think around a half day event makes sense, maybe longer if you are doing multiple breakouts that are not concurrent
Important to have purchasers as the event as well as suppliers; it’s a lot more valuable to suppliers if purchasers are present and available for networking/discussion
There are four modules for the breakout part of the workshop.
Could do more than one of these.
The four are:
Policy Development Workshop. The idea is that they have a draft sustainability policy when they leave the training. This is a slide deck and it has a worksheet for walking the SME through the process of developing a policy.
Breakout Discussion or Panel on Overcoming Barrers for SMEs. to in responding to sustainability requirements, including interpreting specs, and understanding labels and standards and how to pursue them, and how to track and report against customer sustainability requirements
Self-Assessment Checklist. One overview slide and the detailed checklist, which deliberately breaks down key sustainability topics into bite size chunks, that are easier to understand.
Hopefully suppliers will have already been doing some of these things, like keeping up with their HVAC maintenance, and had just not thought of them as sustainability.
The two columns denote current practice vs. practice that they want to adopt. Again, that list of practices to adopt are another tangible takeaway that suppliers can take from this workshop
D. Buyer – Supplier Small Group Discussion. This is what we tested MN. The idea is to use the SPLC exec summaries to frame a conversation about your goals and strategy specific to a product or service area or areas, then discuss how they can respond and what barriers they face.
The Sustainability self-assessment checklist has one overview slide but the real value added here is this checklist, which deliberately breaks down key sustainability topics into bite size chunks, that are easier to understand.
Hopefully suppliers will have already been doing some of these things, like keeping up with their HVAC maintenance, and had just not thought of them as sustainability.
The two columns denote current practice vs. practice that they want to adopt. Again, that list of practices to adopt are another tangible takeaway that suppliers can take from this workshop
