About the Client
A mid-sized industrial manufacturer supplying commercial kitchen equipment to large multinational food service and hospitality brands across Australasia with global supply-chain exposure.
The Challenge
Key customers were beginning to request structured ESG and sustainability data, set emissions reduction targets across their supply chains, and embed ESG performance into supplier assessments and tender processes. Without a clear and credible ESG strategy, the business risked being disadvantaged in future customer engagements and tenders. The challenge was not a lack of intent, it was a lack of a clearly articulated ESG strategy aligned to commercial priorities, visibility of how the business compared to peers and key customers, a consistent narrative the leadership team could use in customer discussions, and confidence in responding to increasingly detailed ESG data requests.
Our Approach
ESG Strategy was engaged to provide senior sustainability leadership, operating in a Fractional CSO capacity. Using ESGenius, we benchmarked the business against relevant industrial manufacturing peers and against the sustainability expectations of key customers, identifying clear performance gaps, areas of relative strength, and potential ESG differentiators. We conducted one-on-one executive interviews to understand strategic priorities, customer dynamics, and where ESG could realistically support growth and risk management. A facilitated leadership workshop brought the executive team together to align on ESG priorities and test assumptions against customer expectations. We then developed a clear, practical ESG strategy that focused on issues most important to customers, prioritised achievable actions aligned to operations, clearly positioned the business relative to peers, and provided a credible and consistent response to ESG data requests.
Results
- Clear ESG positioning developed within 8 weeks, aligned to customer expectations
- 3 key ESG differentiators identified versus competitors for tender responses
- Confidence increased in responding to customer ESG questionnaires, response time reduced by 60%
- Stronger support for major tenders with multinational food service clients
- Executive alignment achieved across 4 departments on ESG priorities and boundaries
- ESG repositioned as commercial enabler, supporting customer retention and growth