Workshop Sustainable Business Development (english)

The purpose of the workshop is to raise awareness of the topic of sustainability among all participants in the business development process, from design, portfolio management, marketing, and sales-oriented functions (channel, alliances, direct sales), in order for them to create sustainable business development structures within their organizations and successfully plan and carry out joint sustainable business development initiatives. The development of sustainability goals, metrics, and their integration into business development processes can lead to an increase in sustainability in the relevant sales channels.

This workshop will continue to put participants in a position to recognize and expand upon the already sustainable components of the product and service portfolio. Another option is to incorporate these sustainability aspects into the existing value propositions or create new ones, and then create customized incentive and advertising campaigns for the various sales channels.

Another focus of this workshop is the development of solutions to overcome obstacles that can arise when implementing sustainability in Business Development.


Foundations of sustainability

  • Legal requirements and guidelines
  • Sustainability reporting


Sustainability topics in Business Development

  • IT sustainability strategy
  • Double materiality
  • KPIs and metrics
  • Costs and benefits
  • Best practices
  • Projects and Partnerships


Advantages and requirements for sustainable business development

  • For your own company
  • For the customers
  • For the distribution channels 


Sustainability organizational structure in Business Development

  • Sustainability in the Business Development Organizational Units
  • Roles and Responsibilities


Sustainability in the cross departmental business development processes

  • Business Development processes und interfaces
  • Existing and new KPIs
  • Metrics and methods


Sustainability in the product and service portfolio

  • Design & Development
  • Continuous Improvement Process
  • Sustainable portfolio management 


Sustainability in messaging

  • Target Audiences
  • Value Propositions
  • Branding
  • Promotion


Sustainability in the distribution channels

  • Routes-to-Market
  • Go-to-Market
  • Incentives
  • Integration in the sales process
  • Enablement
  • KPI and metrics


Implementation challenges and resolution approaches

  • Strategic obstacles
    • Competing or imprecisely defined sustainability goals
    • Unrealistic expectations
  • Organisational obstacles
    • Departmental thinking (Silos)
    • Insufficient resources and budget
    • Lack of skills and knowledge
  • Obstacles to execution
    • Lack of stakeholder commitment and support
    • Resistance of Change
    • Poor availability of data and measurement systems
    • Use of inappropriate execution methods
    • Communication



  • System Thinking
  • Design Thinking
  • Business Model Canvas

Target Audience:

Managers and employees from:

  • Product Development
  • Portfolio
  • Marketing
  • Business Development
  • Sales


  • Basic knowledge in Business Development

Delivery Methods:

  • Lecture
  • Work in groups
  • Discussion

Delivery Format:

  • Online


  • 2 days, 9:00-17:00

Price per Person:

  • 1.490 Euro

Open Workshops in 2023:

  • Mo/Di 25./26. Juni 2023

* The maximum number of participants is limited to 12 people.

If you would like to book the workshop in in-house format – online or face-to-face – please contact me.