“Selling Sustainability should be like Selling Sunsets.”

The art of selling sustainability in the built environment comes down to connecting with client values. Whether the driver is regulatory compliance, financial savings, ESG alignment, or a commitment to healthier living spaces, consultants must tailor their approach to address each client’s specific goals--

By presenting sustainability as an integral part of the project rather than an add-on, and by clearly demonstrating its multi-faceted benefits, those in the built environment can shift perceptions and drive more meaningful commitments to sustainable development. Sustainability in real estate is not only about meeting today’s standards but also about building for the future, creating spaces that serve communities, protect the environment, and provide lasting economic value.

Ultimately, what we’ve written is true, but does not touch the surface of the true barriers in why developers seek to avoid sustainability. Unfortunately, sustainability remains to be the ‘luxury item’ for next month’s grocery list; simply because perception places it in expensive territory. 

It’s important to note that legislation will only allow developers to ignore it for a short while longer. Once that tide turns, the rush in demand will increase consultancy billable rates to an all-time high in favor of the sustainability firms. 

*To developers, we strongly suggest early adoption. 

*To consultants, we recommend working together to enhance the image of sustainability, and develop packages as a solution that is enviro-economic; catering to both financial and environmental interests.

--

Riju. C

Senior Consultant

EMS | Middle East