Sustainability criteria now account for up to 20% of tender scores, often the difference between winning and losing contracts.

In this episode, FuturePlus CEO, Alex Smith speaks with Celestine Ekpenyong, Head of Bids and Business Development at LMAC Group, about how procurement is driving business sustainability forward.

With nearly 20 years of experience, Celestine explains why evidence matters more than intentions when responding to tenders.

The conversation covers practical steps for building a sustainability library, competing against larger companies with limited resources, and why authenticity outperforms copying competitors.

Celestine shares how LMAC transitioned 50% of their fleet to electric vehicles, engages their supply chain through quarterly innovation competitions, and approaches tender responses with structured evidence.

Key topics include the gap between tender requirements and business capabilities, why smaller companies can win against corporates, and how to translate sustainability actions into winning bid responses. Celestine also explains why starting small beats waiting for perfection, and how to sell sustainability investment to leadership.

Whether you’re preparing your first tender or strengthening existing sustainability credentials, this episode provides clear guidance on turning ESG action into commercial advantage.