So what do I want to get out of today’s presentation
• Share knowledge and learn from you
• Get some informed discussion
• Provide some reference resources and case studies
• Be a point of contact to you for

Just take 15 seconds –
Make sure you ask about what I don’t cover that is of interest to you

Stories from my work history

• Focus on the problem you solve – what is your market offering
• Charge and collect on sales
• Keep customers happy and the business generation model working
• Prepare cash flow and budgets
• Monitor performance weekly and manage cash daily

• Industry undergoing significant change
• Held our pricing model
• Missed a lot of tenders – stayed at 30 people and $2m for longer than we wanted
• Recovered when competitors failed – grew to 200+ people and
$8m quicker than we wanted
• Identified further opportunities to entrench market position
• Successful exit – taken over by public company – still operating

• Market change created niche opportunity
• Large competitors targeted top 50 companies
– we targeted next level down
• Built a great team and had fun
• Managed cash carefully and had good relationship with bankers and suppliers

12000
10000
8000
6000
4000
2000
0
2000 2002 2004 2006
Revenue
(ooo's)
Profit
(ooo's)

Clean Technology Innovation Centre (CTIC)
Committed to assisting clean energy SMEs accelerate their business performance
Part of Enterprise Connect $50m per year Australian
Government program designed to
boost productivity, improve innovation and increase the competitiveness of Australia's SMEs
strengthen links between industry and sources of knowledge, including the research sector

How the CTIC helps… the Business Review
Self-assess
Eligibility
Application
Approved
Business Review
Report Presented
Company implemented recommendations
Tailored Advisory
Service
Researchers in
Business
Business Review
Our investment in you and your investment in yourself
Tailored Advisory Service
Contribution of matched funding up to $20,000
Researchers in Business
Contribution of matched funding up to $50,000 on eligible salaries
Firms can also enter the
Researchers in Business Program without a Business Review

Business Review Eligibility
Australian Company Number (ACN)
> $1.5 m expenditure or revenue in current/previous financial year
Annual turnover < $100 million in the previous financial year
Solvent and have filed BAS for 3 consecutive years
Firm operates in clean technology sector (see following slide)

Clean Technology Firms
Firms involved in -
• generation of energy from renewable and low carbon sources such as solar, wind, wave, tidal, low emission coal, biofuels and cogeneration
• commercial and industrial water, solar hot water, desalination and water efficiency
• the development and supply of methods, equipment and technology used to reduce energy demand or increase energy efficiency
• environmental technologies and services in waste management, recycling, environmental assessment, monitoring and remediation

• Financial meaning – the ability to continue in business
• Environmental meaning – doing no damage – leaving an opportunity for future generations
• Confusion in the narrative
• OH & S, staff development has also crept into
Sustainability reports

Sustainability - an environmental perspective
• Carbon emissions
• Water usage and management
• Waste management
• Health issues
• Biodiversity
• Population

• Business model dynamic/change
• Engagement at all levels of organisation
• Genuine commitment required from Chair, board and executive
• Process to measure and monitor
• Support strategic direction with systems throughout the organisation
• Report and monitor constantly

Sustainability Victoria Framework
Stage of life
cycle
Raw materials
Production/Manufacture
Sales and distribution
Use
End of life
Impacts
Land and ocean degradation/habitat
Potentially hazardous
Energy use destruction material
Water use Greenhouse gas emissions
(GHG)
Other emissions
Copied from Sustainability Victoria http://www.sustainability.vic.gov.au/www/html/1938-energy-and-greenhouse-management-toolkit.asp
Solid wastes

• Business risks – what are the implications of not being ahead of the curve?
• Supply chain risks – How will you affect your suppliers, and what will their impact be on you – e.g. Toyota model, Sony, Wal-Mart,
• Product life cycle issues – Service - Advisory
• Consumer activism

• Production process – inputs and outputs
• Resources usage – wastage
• Transport
• IT – technology systems – power usage
• Supply chain
• Recycling – garbage
• Lighting

• Management & leadership practices
• Resource efficiency
- energy, material & waste, water
• Climate change & Greenhouse gases
• Sustainable supply chain
• Community & wellbeing
• Biodiversity
• Innovation & integration
5 Star for SMEs

Peter Senge The Necessary Revolution – Sustainability Value
Framework
Driver
Tomorrow
Strategy
Sustainability vision Drivers
Disruption
Cleantech
Footprint
Strategy
Clean technology
Develop the sustainable competencies of the future
Payoff
Innovation and repositioning
Create a shared roadmap for meeting unmet needs
Climate change
Resource depletion
Poverty
Payoff
Sustainable growth trajectory
External Internal Sustainable value
Driver
Pollution
Strategy
Pollution prevention
Minimise waste and emissions from operations Material consumption
Waste
Payoff
Cost and risk reduction
Today
Strategy
Product stewardship
Integrate stakeholder
Driver
Civil views into business process society
Transparency
Connectivity
Payoff
Reputation and legitimacy

http://www.closetheloop.com.au/ http://www.interfaceflor.com.au/Home.aspx?element=1
&category=1 http://www.riversimple.com/

• Strategic intent
• Environmental value proposition cf business case
• Commercial imperative
• Who will pay – where do you deliver value and who will pay for it
• Focus
• Overcoming barriers – market resistance – financial cost -
• What will you take back with you?
• What can you tell me to help improve sustainability in SME’s?

• What is different to you now?
• What is the same?
• What have you learned?
• What will you take back with you?
• What can you tell me to help improve sustainability in SME’s?

Sensis SME success stories at http://about.sensis.com.au/small-business/free-sustainablegrowth-book
Carbon Compass at: http://www.carboncompass.com.au/
ClimateWorks http://www.climateworksaustralia.com/low_carbon_growth_ plan.html

http://dicksmithpopulation.com/2010/08/03/pr osperity-without-growth-by-tim-jackson/
Tim Jackson Prosperity without Growth
Peter Senge The Necessary Revolution
The Deakin Lectures: http://wheelercentre.com/videos