Identify and generate new waste management business opportunities

Overview

This Standard is about identifying and generating new business opportunities for a waste management organisation. This can apply to the management of any type of waste management facility.
This includes market research, identifying potential tender opportunities, drawing up and managing the roll out of plans to promote service awareness, responding to enquiries from potential clients, drafting contracts and agreements and passing information about newly acquired business to appropriate people .
This standard could apply to waste managers in any part of the waste management industry.

Performance criteria

You must be able to:

  1. carry out market research and industry networking to highlight opportunities for development of new waste management business
  2. use experience from previous promotional activities to assist in the formulation of future promotional plans
  3. analyse research to highlight potential clients that require tailored promotion
  4. plan activity to promote service awareness that is supported by market research findings
  5. communicate information on the organisation’s services that is consistent with the organisation’s policy
  6. maintain adequate current information sources, materials, equipment and resources to implement promotional activity
  7. keep people informed about their expected and actual contributions to promotional activity
  8. monitor the progress of promotional activity and take appropriate action to correct any deviations from plan
  9. follow up enquiries for services in line with organisational processes
  10. check you have a clear understanding of client requirements before carrying out any detailed work 
  11. draft contracts or agreements that represent the service and terms being offered
  12. consult with relevant people about the terms of contracts or agreement before they are finalised
  13. agree final terms of contracts with clients that meet organisational needs 
  14. make sure procedures are in place to monitor service progress and client satisfaction 
  15. maintain records of contracts, agreements and other relevant information in organisational systems
  16. notify appropriate people about new orders and contract and supply details 


Knowledge and understanding

You need to know and understand:

  1. the relevant legislation, regulations and codes of practice applicable to safety, health and the environment for waste and resource management activities
  2. waste management legislation and guidance that is applicable to waste and resource management sites
  3. the organisation’s objectives, policies and procedures relating to environmental protection, health and safety, profitability, operational outcomes and quality standards
  4. the organisation’s objectives and priorities for the provision of a waste and resource management service
  5. the procedures for the proper management control of work activities on customers’ and own site
  6. the requirements for risk analysis to minimise hazards to personnel and the environment for the services provided
  7. sources of information about the organisation’s services 
  8. how to gather, use, check validity and store qualitative and quantitative information and the types of problems which may occur when gathering information and how to overcome these
  9. the importance of providing information and advice to others and your role and responsibility in relation to this
  10. the importance of identifying customer needs and how to identify needs in sufficient detail to develop proposals
  11. how to develop reasoned cases and negotiate with potential and actual customers
  12. the importance of customer feedback, how to evaluate feedback in terms of impact on operations and how to respond
  13. the principles of confidentiality when handling customer feedback and organisational information
  14. recent developments in technology and operating procedures within the waste management industry
  15. how to use cost benefit analysis methods and techniques
  16. the current operating costs within the organisation for the services provided
  17. the different types of waste and materials that could be handled, their storage and handling implications and the types, functions and limitations of waste handling equipment available 
  18. the records and paperwork required by legislation and by organisational procedures in relation to the services provided and how to complete them
  19. the technical skills needed for the services provided
  20. how to use risk assessment and the identification of potential work-related hazards and difficulties arising from the activities carried out to provide the service
  21. how to interpret process documentation and verify that the information is accurate and relates to the waste and resources handled when providing the service
  22. when it is appropriate to contact potential clients and establish their needs for waste and resource management services