PHASE 0 RECON (Sales Intel)
R1. Primary operational sector?
Food & Bev / Ag
Retail / E-Com
Manufacturing
Logistics
Services
R2. Employee headcount?
1-10
11-50
51-200
200+
R3. Primary customers/markets?
Local B2C
Local B2B
Multinational B2B
Export
🔵 Sales Intel: If Multinational B2B or Export, pitch shifts from "save money" to "save your contracts / compliance."
PHASE 1 CAT 1: WASTE
Q1. Estimated monthly volume of waste sent to landfill?
0-50 kg (3pts)
51-200 kg (2pts)
201-500 kg (1pt)
500+ kg (0pts)
💰 Financial Layer: Every kg in that truck is material paid for with zero return.
Q2. Monthly spend on private waste hauling & disposal?
< $100 (3pts)
$100-$500 (2pts)
$500-$1.5K (1pt)
> $1.5K (0pts)
💰 Financial Layer: The Cost of Inaction line item. Circular packaging cuts this directly.
PHASE 1 CAT 2: PACKAGING
Q3. % of packaging that is single-use, non-recoverable plastic?
0-24% (3pts)
25-49% (2pts)
50-74% (1pt)
75-100% (0pts)
Q4. Total monthly packaging spend?
< $500 (3pts)
$500-$2K (2pts)
$2K-$5K (1pt)
> $5K (0pts)
PHASE 1 CAT 3: OPERATIONS & MARKET RISK
Q5. Have you conducted a formal energy/water audit?
3rd Party (3pts)
Internal (2pts)
No (0pts)
Q6. Estimated USD value of contracts at risk due to lack of ESG data?
$0 (3pts)
< $10K (2pts)
$10K-$50K (1pt)
> $50K (0pts)
💰 Financial Layer: The number that closes deals. Multinational buyers demand this.
NEW CAT 5: WORKFORCE & GOVERNANCE
Q9. What is your annual employee turnover rate?
< 10% (3pts)
10-20% (2pts)
21-40% (1pt)
> 40% (0pts)
💰 Financial Layer: Replacing an employee costs 30-150% of their salary. High turnover is a bleeding balance sheet.
Q10. What % of Tier 1 suppliers are audited for labor/environmental compliance?
100% (3pts)
> 50% (2pts)
< 50% (1pt)
0% (0pts)
💰 Financial Layer: Supply chain blind spots equal catastrophic brand and legal risk when selling to multinationals.
Q11. What % of your management team represents diverse demographics, backed by HR policy?
> 40% + Policy (3pts)
> 20% (2pts)
< 20% (1pt)
0% / Unmeasured (0pts)
💰 Financial Layer: B-Corp and multinational RFP prerequisites. Without this, you get locked out of modern procurement.