ESG is no longer a “nice to have” for channel partners wishing to compete for larger deals, two of this year’s Oxygen Influencers have asserted.
Janice Phayre and Shola Sullivan both featured in Oxygen Influencers 2024, in partnership with Nebula Global Services, which highlighted 25 women and men driving positive industry change from outside the boardroom.
They head up the ESG strategy for Telefónica Tech and NTT Data Business UK&I, respectively.
During a special podcast, the duo argued that the need for channel partners to have a robust ESG strategy is more pressing than ever (see highlights above, and full video below).
A recent change to the Procurement Act means suppliers must now back up their claims around social value, which now counts for at least 10% of scoring on large public sector deals, Phayre stressed.
“The Procurement Act changed this year, so you have to be able to prove to the client [you’ve done] what you said you were able to do,” she explained.
“They’re going to check up on that.”
“I feel it’s only going to increase”
Sullivan agreed, saying that channel partners who lack a robust ESG presence may be opening themselves up to “fines, lawsuits and other regulatory issues”.
“I’ve seen a huge increase of ESG questionnaires coming my way – not just from tenders but also from existing customers and partners. I’ve seen an increase in government mandatory reporting, and I feel it’s only going to increase over time,” she added.
In the podcast, the duo open up on:
- How a change in the Procurement Act, alongside a raft of incoming legislation, means ESG is no longer a ‘nice to have’
- The business case for ESG
- Whether social value can be measured
- Why progress on ESG is “pendulous”
- Their top tips for channel partners just getting started on ESG, including getting senior leadership buy in
- Who has the best walk-on song: All Night Long vs Big Spender
View episode 1 – which featured a former carpenter and teacher who are now bagging £1m-plus deals in the channel – here.
