
Fairfood International is a non-profit campaign and lobby organisation. We are often asked how we organise our lobby trajectories towards food and beverage brand owners. The answer to this question is simple; Fairfood has standardized its advocacy trajectories in four steps. The end result of all trajectories should be the same: the company we target will increase the level of sustainability of its brand products. Read on for more details on what those four steps entail.
Keep it simple in four steps
Fairfood lobbies towards brand owners. Brand owners are companies that market food products under their own brand regardless of geography (i.e. where they market their products). Fairfood talks to retailers which own a line of home brand products, like Euroshopper (Ahold) or Fairglobe (Lidl), and similarly companies like Nestlé (say, about the Kit Kat bar) and Chiquita (concerning bananas). With a relatively small team of lobbyists, Fairfood is able to approach many companies worldwide. The trick of being successful on such a large scale is ‘to keep it simple,’ making sure the lobby is clear for everyone involved.
Here are the four steps into which Fairfood has standardized its lobby trajectories:
Step 1 – Introduction and explanation of Fairfood’s approach
Fairfood International recognizes transparency and accountability within its lobby work as core values. Therefore, a lobby trajectory with a brand owner always starts with a thorough introduction of who we are and how we work. This way, the brand owner will know what to expect from Fairfood. We also explain Fairfood’s expectations of the brand owner which is to increase the level of sustainability of his products. If the brand owner is willing to do so but has no idea how, Fairfood will guide and consult the company to get in touch with the right people, organizations or companies that can help with implementing changes for greater sustainability.
Currently, Fairfood has approached over 1,350 international headquarters of brand owners in this first step. The focus is on the international headquarters, as that is where decisions are made. It is of no use convincing Nestlé Belgium to make their products more sustainable, when decisions concerning this issue are made in Switzerland, Nestlé’s headquarters.
The range of the brand owners is extensive. We are active in 66 countries, from the United States to Japan to Swaziland to Iceland.
Step 2 – Sustainability dialogue through an account manager
During the second step, an account manager from Fairfood will be in touch with the brand owner. The account manager is the personal link between Fairfood International and the company. During the dialogue with the account manager, the brand owner is given the opportunity to explain the steps which have already been taken to improve the level of sustainability of its brand products. Fairfood is also very interested in the (near) future plans concerning sustainability and possible dilemmas the brand owner is facing. Together with the account manager, the brand owner can define a timeline regarding how and when to resolve such issues. If needed, Fairfood will try to assist the company by offering access to its associated partners and experts. This is an extensive network of NGOs, universities and individual experts. It is the brand owner’s responsibility to find the right solution for a problem and make the necessary changes to increase the level of sustainability of its brand products.
The second step of this lobby trajectory should enable the brand owner to make a sustainability claim on its products. If for some reason the dialogue between Fairfood and the company stagnates here, the account manager informs the company that Fairfood will proceed with its lobby and initiate the third step.
Step 3 – Dialogue at management level
When the negotiations with the account manager do not result in a sustainability claim, the account manager will inform Fairfood management about the results of the first two steps. At that moment, our management will decide what the following steps will be. Fairfood may decide to plan and use campaigning and communication tools to encourage the brand owner to increase the level of sustainability of its products. Since we subscribe to transparency and reliability as a matter of course, our account manager will always inform the brand owner about this decision.
Step 4 – (Possible) usage of campaigning and communication tools
When all prior steps do not result in the brand owner making sufficient and/or credible specifications concerning the level of sustainability of its products, or it fails to come up with an ambitious and realistic plan on how to increase the level of said sustainability, Fairfood might decide to start using campaigning and communication tools to further persuade the brand owner. Depending on the situation, Fairfood could also decide to share these experiences with our partner network and ask them to join forces.
End result: sustainable
The only way for the brand owner to stop the lobby trajectory at this phase is by publicly making a sustainability claim to us about its brand product(s). Alternatively, the brand owner may come up with a plan acceptable to our account manager regarding how to establish a valid sustainability claim in the near future. In some cases, the increased level of sustainability of the brand products is achieved very rapidly, in others, it takes more time. However, the end result of all lobby trajectories should be the same: the brand owner has increased the level of sustainability of all its brand products to such an extent that they can be considered sufficiently sustainable.
More sustainable food production benefits people, planet and profits. To resolve poverty and hunger, the production and trade of food and beverage products will need to become more sustainable. Companies should take responsibility for their products. The impact of brand owners on sustainability is crucial; any increase in the sustainability of their products starts with their decision to implement this goal. That is why brand owners are the focus of Fairfood’s lobbying activities.
Han Valk
As the manager of the Lobby Department of Fairfood International, Han is responsible for developing new plans to realize campaign and lobby goals. Contact Han or follow him on Twitter, where he keeps you up-to-date on his activities.






