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Global Sustainability Consultant
Survey, 2012Most organizations are not self sufficient when it comes to sustainability
expertise. This has created a dynamic, global market for sustainability
and CSR consulting services. There are a handful of well-known large
consulting firms with global footprints such as Accenture, KPMG,
McKinsey and PwC. But there are thousands of lesser-known, smaller
consultancies and sole practitioners that will help drive sustainability
among large and mid-size companies over the coming years.
Key Questions
What is a typical sustainability consultant’s educational andprofessional background?
Which industries and business and technical areas are most
active for sustainability consultants?
What do sustainability consultants earn?
What is the business outlook for sustainability consulting?
Key Findings
Sustainability consultants are upbeat about their business prospects.
Forty-nine percent say business conditions are somewhat or very strong
today and 62 percent expect a strong business environment six months
from now.
This optimism has drawn many newcomers to the field: 40 percent of
consultants have been at it for less than three years. The rising number
of consultants may be putting downward pressure on fees. In the US,
consultants’ median annual income in 2011 was $70,000; except at the
high end of the range, sustainability consultants’ incomes are generally
near or below the incomes of management and operations researchanalysts nationally.
To remain relevant in a competitive and evolving market, consultants
will need to couple skills in strategy and planning, where 56 percent of
consultants did project work last year, with industry and functional
Research Topics
Sustainability Consulting
March 2012
Lead Analyst David Schatsky
Sustainability Services
Global Sustainability Consultant Survey, 2012
For more information on Green Research'
services, including syndicated research an
custom research tailored to the specific ne
your business, visit greenresearch.com, e-
info@greenresearch.com or call
+1 646-783-8337.
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expertise. Green Research expects supply chain sustainability and employee engagement to be
especially active areas for companies in 2012.
Introduction
This study is intended to support the market for sustainability consulting and help drive progress in
sustainability globally. By highlighting supply and demand dynamics in the market for sustainabilityconsulting we hope to help consultants and the companies that hire them to make informed decisions
that will bring positive, sustainable business benefits.
Discussions of sustainability sometimes get sidetracked by definitional questions: What is meant by
“sustainability”? Does corporate social responsibility (CSR) include sustainability, or vice versa, or are
they separate areas? We see little value in attempting to address those questions in this research.
Rather, we allowed survey respondents to self-select based on the terms “sustainability” and “corporate
social responsibility” and will let the survey results speak for themselves. For simplicity, we use the term
“sustainability” throughout the rest of this report to refer to what these consultants do.
The survey was fielded online to a global audience in February and March 2012. It drew over 1500
responses and some 520 screened and completed questionnaires. For a detailed description of the
survey methodology, please see the Methodology section.
We would like to hear your reactions to this study and invite you to participate in a conversation about it
on our blog at http://grnrs.ch/xRuRly.
Few Are Consulting Full Time
Figure 1 Percentage of Working Time Spent on Consulting
Of the 1548 survey respondents, some 1063 indicated they are involved in consulting on sustainability
(57 percent of the total), CSR (three percent), or both (40 percent). A majority of the respondents who
Under 25%
18%
25% to under 50%
20%
50% to under 75%18%
75% to under
100%
18%
100% of my time
26%
What percentage of your working time do you spend on sustainabilityand/or CSR consulting?
Source: Green Research Sustainability Consultant Survey (3/12), n =
1063 (global)
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identified themselves as consultants work only part time in that capacity. Indeed, just one quarter of
them spend 100 percent of their working time consulting. Respondents were screened so that only
those who spent at least 25 percent of their time consulting were asked to complete the survey. The
analysis below focuses on those consultants who reported spending at least 25 percent of their time on
consulting.
Background of Consultants
Most Consultants Received Education in the Professions or Applied Sciences
Figure 2 Consultants’ Educational Background
Most consultants have educational backgrounds in the professions and applied sciences (e.g.
agriculture, business, education, engineering, law, public administration). The second most common
educational background is the natural and physical sciences (e.g. earth sciences, biology, chemistry,
physics). As the field of sustainability matures, a broadening set of skills are being applied to address its
challenges. A growing focus on engaging and motivating consumers to adopt more sustainable
behaviors, for instance, has created some demand for researchers with knowledge of anthropology,
psychology and sociology. These behavioral and social sciences represent the third-most common
background for sustainability consultants. In the survey, each choice was defined by example as above.
The other fields were defined as follows: formal sciences (e.g. computer sciences, mathematics,
statistics) and humanities (e.g. history, languages, arts, philosophy, religion).
No college or
graduate school
2%
Formal sciences
3%
Humanities
7%
Behavioral and
social sciences11%
Natural and
physical
sciences
19%
Professions and
applied sciences
58%
Source: Green Research Sustainability Consultant Survey (3/12),
n = 762 (global)
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Diverse Work Experience Weighted toward a Background in Environmental Issues
Figure 3 Consultants' Prior Work Experience
Sustainability consultants have diverse professional backgrounds. The most common background—in
environmental work of some sort—is shared by just 31 percent of respondents. Management
consulting and engineering are also relatively common. Beyond those fields, a wide variety of
professional backgrounds are found, none shared by more than a small percentage of respondents.
These include, besides those listed on the chart above, legal, government, auditing, journalism, city
planning, real estate and construction.
An Influx of Newcomers Join the Seasoned Sustainability Consultants
Figure 4 Years of Consulting Experience
24%
2%
2%
3%
3%
4%
4%
5%
11%
13%
31%
0% 20% 40% 60% 80% 100%
Other
Quality management
Accounting
Student
Architecture/Design
Change management
Marketing/Communications
Organizational development
Engineering
Management consulting
Environmental
Percentage of Respondents
Which of these best represents the area in which
you worked prior to working in sustainability/CSR
consulting?
Source: Green Research Sustainability Consultant
Survey (3/12), n = 762 (global)
Less than a year
10%
1 year to less than 2
years
14%
2 years to less
than 3 years16%
3 years to less
than 5 years
20%
5 to less than 10
years
22%
10 or more years
18%
How long have you personally been delivering consulting
services in the sustainability/corporate social responsibility
field?
Source: Green Research Sustainability Consultant Survey
(3/12), n = 762 (global)
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One of the reasons we undertook this study was because we believed that the sustainability consulting
field was growing rapidly as a large number of professionals were entering the field. This is confirmed by
the data, which reveal that 40 percent of the consultants entered the field less than three years ago. A
combination of factors has contributed to the influx of professionals to the field. These include the
dislocations caused by the 2008 financial crisis and ensuing recessions, which prompted some
professionals to become independent consultants, and growing awareness of sustainability challenges
and interest in helping to solve them. Of course, the field has well established firms and highly
experienced consultants as well. Forty percent of sustainability consultants have been working in the
field for at least 5 years.
Many Consultants Work at Small Firms or Alone
Figure 5 Number of Employees at Consultants' Firms
Like other service industries, the sustainability consulting landscape features a large number of small
firms. One consultant we spoke with recently told us that hers was “one of seemingly gajillions of small
firms” doing sustainability strategy for corporations. The data, which indicates that over 60 percent of
respondents work independently or for a firm of 10 or fewer people, validates her assessment. Larger
firms also employ a significant number of professionals who work, at least in a part-time capacity, as
“sustainability consultants.” These include general consulting firms like Accenture, Deloitte, KPMG and
PwC; engineering firms that provide environmental consulting such as ARUP, CH2M Hill and Fluor; and
environmental consultants such as ATC Associates, ERM, Ecology and Environment, Environ and WSP
Environmental. Collectively, those firms employ thousands of professionals. But we believe most do not
identify themselves as sustainability consultants.
Sole Proprietorship
24%
2 –10
37%
11 –20
11%
21 –50
6%
Over 50
22%
If you work at a for-profit company, which best describes the
company's structure? (Sole proprietorship was one choice);
How many employees work at your organization?
Source: Green Research Sustainability Consultant Survey
(3/12), n = 520 (global)
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Major Focus of Consulting Activities
Business Focus is on Strategy, Measurement and Project Management
Figure 6 Most Common Business Areas that Projects Focused on in 2011
Business-oriented sustainability consulting tends to focus on strategy development; developing,measuring and reporting metrics; and project planning and management more than other areas. While
some companies have well defined sustainability strategies, many more are still in the processing of
establishing or refining their strategies, or have yet to begin the process of strategy development. The
data reveals the extent to which sustainability strategy support is in high demand among businesses.
A third of respondents worked on employee engagement projects in 2011 and a quarter did supply
chain work. According to a recent Green Research survey,1 88 percent of sustainability executives said
their companies would dedicate significant staff time or financial resources to improving employee
engagement in 2012; 73 percent said the same about supply chain sustainability. The planned focus on
these two business areas suggests additional opportunity in 2012 for consultants in those areas.
1Annual Sustainability Executive Survey, 2012. Green Research (December 2011).
3%
9%
12%
18%
18%
19%22%
26%
27%
28%
30%
33%
36%
37%
42%
43%
45%
56%
0% 20% 40% 60% 80% 100%
None of the above
Packaging
Transportation and logistics
Procurement
Public policy
Implementing management systemsProduct design and development
Supply chain
Assurance/Auditing
Marketing/communication
External stakeholder engagement
Employee engagement
Facilities/building
Training
Reporting (and data collection)
Project planning and management
Defining metrics and/or benchmarking
Strategy development and planning
Percentage of Respondents
Which the following business areas were
the focus of client projects on which you
worked in 2011? Select al that apply.
Source: Green Research Sustainability
Consultant Survey (3/12), n = 611 (global)
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Technical Projects Focus on Energy, Greenhouse Gases, Waste and Water
Figure 7 Most Common Technical and Social Areas that Projects Focused on in 2011
Among technical projects, the energy, carbon and waste dominated consultants’ dockets in 2011. With
rising awareness of water scarcity as a key sustainability issue, forty-two percent of consultants said
they worked on water issues last year, a number we suspect is significantly higher than just two or three
years ago. In some ways, biodiversity and ecosystem services are still low-profile issues in sustainability;
according to our research, companies tend not to publicize specific, quantitative goals for them.
Attention to these issues is on the rise, however, and this is reflected by solid representation here. Over
20 percent of consultants said they worked on biodiversity projects in 2011, and 17 percent worked on
ecosystem services.
9%
11%15%
16%
17%
21%
32%
32%
32%
38%
42%
47%
50%
55%
62%
0% 50% 100%
Green chemistry, toxicity footprinting
Human rights
Hazardous materials
Labor practices/fair operating practices
Ecosystem services
Biodiversity
Renewable energy project development
Green certifications
Life cycle assessment
Community involvement, development
Water
Carbon accounting/footprinting
Recycling/reuse/waste management
Greenhouse gas and/or other air emissions
Energy efficiency/energy management
Percentage of Respondents
Which the following environmental
or social responsibility areas areas
were the focus of client projects on
which you worked in 2011? Select
all that apply.
Source: Green Research
Sustainability Consultant Survey
(3/12), n = 611 (global)
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More Consultants Helping Manufacturers than Any Other Sector
Figure 8 Industries That the Consultants Served in the Last Year
The manufacturing sector provided ample opportunities for sustainability consultants in 2011; forty-five
percent of consultants worked at least one project for a manufacturer last year. A variety of factors
influence the demand for sustainability consulting services at the industry level; an industry’s
environmental footprint is only one. If an industry’s environmental footprint were the dominant factor then high-footprint industries such as utilities and oil and gas would top the list. Instead the public
sector, education and not-for-profits rank relatively high. The public sector ranks high because of a
combination of supportive policy, a long-term perspective, and a more flexible financial calculus to
justify sustainability activities. The education sector benefits from serving a younger, environmentally-
and socially- interested constituency combined with a long-term perspective that favors sustainability
oriented investments.
4%
8%
10%
13%13%
16%
16%
18%
21%
21%
21%
21%
22%
23%
27%
33%33%
39%
45%
0% 50% 100%
Wholesale Trade
Arts, Entertainment, and Recreation
Information & Media
Health Care and Social AssistanceTransportation and Warehousing
Real Estate and Rental and Leasing
Retail
Mining, Quarrying, Oil and Gas Extraction
Accommodation/Food Services
Agriculture, Forestry, Fishing and Hunting
Finance and Insurance
Waste Management/Remediation Services
Professional, Scientific, Technical Services
Utilities
Not for profit
ConstructionEducational Services
Public Sector/Government
Manufacturing
Percentage of Respondents
For clients in which industries did you
work on one or more projects in the
last year? Select all that apply.
Source: Green Research Sustainability
Consultant Survey (3/12), n = 594
(global), all manufacturing responses
aggregated.
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Scale and Reputational Factors Position Consumer Goods as Most Active Manufacturing
Segment
Figure 9 Manufacturing Segments Consultants Served in the Last Year
As noted above, 45 percent of consultants worked on a sustainability project in the manufacturing
sector in 2011. Within manufacturing, consumer goods was the most active area for sustainability
consultants. The very large scale of many consumer goods makers, coupled with the reputational
imperatives of investing in sustainability, are important drivers of sustainability activities in this
segment. Chemicals and electronics also saw double-digit levels of consultant activity last year.
Economics
It is a challenge to make broad statements about the economics of the sustainability industry globally.
Diverse macroeconomic conditions, company types and types of services alone make direct comparisons
complex. With the data we gathered we decided to focus our analysis initially consultants’ incomes. Our
survey asked consultants to specify their annual income and the currency in which it was earned. To
establish a solid basis of comparison we selected just those respondents who spend 100 percent of their
time consulting. After removing obviously spurious responses, we had sufficient responses to report on
in two geographic areas: the US and the Euro Zone.
21%
7%
8%
9%
11%
12%
19%
0% 50% 100%
Other
Pharmaceuticals
Apparel
Automotive
Electronics
Chemicals
Consumer goods
Percentage of Respondents
For clients in which industries did you work on one
or more projects in the last year? Select all that
apply.
Source: Green Research Sustainability Consultant
Survey (3/12), n = 594 (global), only manufacturing
responses shown
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Consultant Earnings in Line with Management Analysts Nationally
Figure 10 Consultant Annual Income Compared to Management and Operations Research Analysts (US)
Among US-based consultants, the median annual income is $70,000. Three-quarters of consultants earn
$97,500 or less annually but incomes as high as $310,000 were reported. In the US the incomes of
sustainability consultants are comparable to the salaries of management or operations research analysts
as reported by the Bureau of Labor Statistics.2 Among consultants based in the Euro Zone, the median
annual income is € 60,000. Three-quarters of consultants earn € 75,000 or less. The maximum income
reported was € 230,000.
2"Occupational Employment Statistics Home Page." U.S. Bureau of Labor Statistics. U.S. Bureau of Labor Statistics.
Web. 07 Mar. 2012. <http://www.bls.gov/oes/>.May 2010 data.
$13,800
$37,750
$70,000
$97,500
$143,500
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
$160,000
10% 25% 50% 75% 90%
A n n u a l I n c o m e / S a l a r y
Percentile
Management Analyst Operations Research Analyst Sustainability Consultant
What was your income from
sustainability or CSR consulting in
2011?
Source: Green Research Sustainability
Consultant Survey (3/12), n = 51 (USonly), full-time consultants,
Bureau of Labor Statistics, (5/10)
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Business Outlook
Many Consultants Reporting Stability and Growth Over Prior Year
Figure 11 Change in Demand for Consulting Services vs. Last Year
About half of those who have consulted for at least a year report a strengthening in demand for their
services compared to last year. Forty-three percent say demand is somewhat stronger; 9 percent report
much stronger demand. Just twenty percent report a decline in demand compared to the prior year.
Overall, consultants are upbeat about the business conditions they are facing.
Consultants See Strong Business Conditions Ahead
Figure 12 Perception of Business Conditions Today and in Six Months
Much weaker4%
Somewhat
weaker
16%
Neither stronger
nor weaker
28%
Somewhat stronger
43%
Much
stronger
9%
How has the demand for your company's
sustainability/CSR services changed from this time
last year?
Source: Green Research Sustainability Consultant
Survey (3/12), n = 508 (global), consultants working
at least a year
5% 4%
18%12%
27%
22%
39%
44%
10%18%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Today Six Months from Now
P e r c e
n t a g e o f R e s p o n d e n t s
Very strong
Somewhat strong
Neither weak nor strong
Somewhat weak
Very weak
What is your perception of business conditions at
this time for your business today and six months
from now?
Source: Green Research Sustainability Consultant
Survey (3/12), n = 551 (global)
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Figure 13 Regional Perception of Strong Business Conditions Today and in Six Months
Sustainability consultants are optimistic about business conditions in the near term. Over 60 percent
globally predict strong conditions six months from now, compared to 49 percent who describe current
business conditions that way. Respondents from Asia-Pacific countries tend to have a more positive
picture of business conditions both today and in the next six months.
Major Challenges
Figure 14 Top Business Challenges for Sustainability Consultants
Despite the upbeat outlook, consultants cite a number of business challenges, chief among them that
prospects lack budget. About half of respondents say corporate sustainability departments pay for their
45% 46%49%
53%59% 61% 62% 68%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Euro Zone US World Asia Pacific
P e r c e n t a g e o f R e s p o n d e n t s C h o o s i n g
S o m e w h a t S t r o n g o r V e r y
S t r o n g
Today Six Months from Now
What is your perception of business conditions at
this time for your business today and six months
from now?
Source: Green Research Sustainability Consultant
Survey (3/12), n = 551 (global), n = 58 (Euro Zone), n
= 217 (US), n = 41 (Asia Pac)
10%
11%
21%
28%
28%
28%
46%
49%
54%
0% 50% 100%
Other
Too much competition
Staying current with my field
Obtaining qualified leads
Unsupportive regulatory environment
Demand for services but not at my price
Long sales cycle
Clients need a lot of education
Prospects don't have budget
Percentage of Resondents
Which of the following are your greatest businesschallenges? Please select up to 3 business
challenges.
Source: Green Research Sustainability Consultant
Survey (3/12), n = 548 (global)
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services. We know from previous research that consulting is one of the top three line items in
sustainability department budgets. But we also know those budgets are tight. According to a recent
Green Research sustainability executive survey, a quarter of firms were planning to expand the budgets
of their sustainability departments in 2012, while fifty percent of firms planned to increase spending on
sustainability initiatives across their companies. This suggests that consultants should also target
departments outside the sustainability group and should be prepared to help sustainability leaders
make the business case for their services to other departments that may control greater budgetary
resources.
The Future of Sustainability Consulting
As the sustainability field matures, Green Research expects the mix of services companies require from
consultants to evolve. Today, a majority of consultants are working on strategy and planning projects.
We believe this reflects in part the relatively early stage many companies find themselves in their
sustainability journey. Over time, as strategies are set, sustainability consulting is likely to tend toward
more tactical, technical or project-oriented work. Furthermore, as knowledge of sustainability concepts
and practices become more widespread, consultants with special expertise in particular industries andbusiness functions may have an edge over general strategy consultants.
Methodology
The survey was conducted from February 15 through March 2, 2012. Respondents for this survey were
selected from among those who volunteered to participate. Participants were recruited via several
means, including
Email invitations from Green Research
Email invitations from the International Society of Sustainability Professionals
Posting on social media such as LinkedIn and Twitter
A press release carried by various online media outlets globally
Respondents were offered the incentive of receiving a summary of the results if they provided their
email address. Respondents could take the survey in any of four languages: English, Spanish,
Portuguese and French.
The survey drew 1548 responses overall. Respondents were screened to ensure that they spent at least
25 percent of their working time providing consulting services related to sustainability or corporate
social responsibility. Three hundred five responses were screened out on this basis. Overall 520
respondents (or 34 percent) completed questionnaires though some questions received more than 520
responses. We opted to include those responses in the aggregate results.
The data have not been weighted to reflect the demographic composition or geographic distribution of
sustainability consultants. Because the sample is based on those who initially self-selected for
participation in the survey rather than a probability sample, no estimates of sampling error can be
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calculated. All sample surveys and polls may be subject to multiple sources of error, including, but not
limited to sampling error, coverage error, and measurement error.
Responses Distributed Globally, Weighted toward North America and Europe
Figure 15 Geographic Distribution of Respondents
The survey drew responses from six continents and 69 countries. No attempt has been made to weight
the responses based on geographical factors.
Further Information about the Survey
The full survey questionnaire included over forty questions. Beside the questions presented in this
report, our data set includes information on:
Consultant utilization rates
Consulting firm revenues
Number of projects completed in 2011
Degree of collaboration with
consultants from other organizations
Pro bono work
Size of client companies
Which client department pays for
consulting services Consulting pricing models
Project costs
Hourly billing rates
Recent and planned changes in staffing
Recruiting of consultants
Software tools in use at consulting firms
Tactics for building professional
reputation
Most valuable conferences and events
Most important websites
Most valuable education and training
providers Most valuable professional
certifications
Africa
3%
South
America
5%Australia/
Oceania
8%
Asia
14%
Europe
25%
North America
45%
Source: Green Research Sustainability Consultant Survey (3/12), n = 764 (global)
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Green Research intends to publish other analyses of this data in the future. For further information, a
copy of the complete survey questionnaire, or to discuss a custom analysis, please contact us.
Related Research
Annual Sustainability Executive Survey, 2012 (December 2011)
Corporate Sustainability: Organization Structures, Budgets and Mastering the Art of Influence (March
2011)
About Green Research
Green Research is a research, advisory and consulting firm focusing on clean tech, alternative energy and
corporate sustainability. We provide best practices and benchmarking research to sustainability executives
and market analysis to vendors of clean tech and sustainability products and services. To deliver successful
projects, we draw on our network of industry experts, a proven research methodology and decades of
experience in market research and technology strategy consulting. For more information about Green
Research please visit greenresearch.com, e-mail info@greenresearch.com or call +1 646-783-8337.
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