The sustainability questions being asked of clients are asking law firms have changed significantly in recent years. What was once a secondary consideration has now become a central part of procurement, tender applications, and client relationships. Businesses have to meet their sustainability targets, which are often specific goals and public commitments, and they are no longer satisfied with general statements about sustainability. They expect clear, measurable, and evidence based responses.

For organisations operating in the legal sector, this shift means sustainability must be embedded into how services are delivered and communicated. At Brace For Impact, we support organisations in structuring sustainability responses that align with client expectations and improve tender performance.

Introduction to Sustainability in the Legal Sector

Sustainability has become a key priority across industries, including the legal sector. Clients are increasingly focused on environmental, social, and governance factors, and they expect their suppliers to reflect these values.

The rising importance of sustainability in business is driven by regulatory changes, stakeholder pressure, and long term environmental goals. Client ESG requirements for law firmsClients are now include asking more detailed questions about carbon emissions, net zero strategies, and sustainability reporting.

Sustainability is also becoming a competitive differentiator. Firms that can demonstrate real impact and clear progress are more likely to win work and build long term relationships.

Why Sustainability Matters in Client Relationships

Sustainability now plays a direct role in tenders and procurement processes. Many clients include ESG questions as part of their evaluation criteria, and responses can influence scoring and contract decisions.

There is also a growing demand for transparency. Clients want to understand how suppliers measure their carbon footprint, what actions they are taking to reduce emissions, and how progress is tracked over time.

This shift means sustainability is no longer just about reputation. It is directly linked to winning and retaining clients. Firms that cannot provide clear answers risk losing opportunities to competitors who can demonstrate stronger sustainability credentials.

Key Sustainability Questions Clients Are Asking

Have You Set Net Zero Targets

One of the most common sustainability questions clients are asking law firms is whether they have set net zero targets. Clients expect a clear commitment to reducing carbon emissions and achieving net zero withinby a specific timeframedeadline2050. The UK Climate Change Act aims for net zero by 2050, but many large corporate buyers now require suppliers to align with Science Based Targets (SBTi), which has more specific near-term milestones and often means companies need to hit the target by 2030.

It is not enough to state an intention. Firms must demonstrate measurable carbon reduction plans and explain how they will achieve their targets. This includes outlining timelines, actions, and progress tracking.

What Are Your Services Emissions

Understanding emissions sources is essential. Firms need to identify where emissions occur and provide transparency around how they are measured and reduced. This level of detail is becoming a standard expectation in procurement. Clients are nowalso asking about services emissions, which need to be recorded as part of their particularly Scope 3 emissions. Scope 3 measuresThese emissions come from the client’s wider value chain and can represent a significant portion of a business’s carbon footprint.

Services emissions (or serviced emissions) are greenhouse gases generated by the activities of professional services providers such as law firms, accountants and consultants. They typically fall under a client’s category 1 of Scope 3: Purchased goods and services.

In the legal sector, services emissions can include the climate impact of advice given to clients. This is difficult to measure, with no standard framework yet in place. But law firms must begin the work of acknowledging and understanding the environmental impact of their advice. 

Understanding emissions sources is essential. Firms need to identify where emissions occur and provide transparency around how they are measured and reduced. This level of detail is becoming a standard expectation in procurement.

What Frameworks Have You Aligned With

Aligning with recognised frameworks is another key requirement. Clients often ask whether firms follow standards such as SBTi, science based targets Streamlined Energy and Carbon Reporting (SECR), or other ESG frameworks. These might include the recently-updated ISO 14001, GHG Protocol, or the UK government’s PPN 06/21.

Third party validation adds credibility and demonstrates that sustainability commitments are structured and reliable. It shows that your approach is not just internal but aligned with recognised best practices.

Can You Meet Emissions Reduction Targets

Sustainability commitments are now being written into contracts. Clients may require suppliers to meet specific emissions reduction targets on an annual basis.

This introduces a level of accountability that was not present before. Failing to meet these targets can result in contract risks, including termination. Firms must ensure their commitments are realistic, evidence-backed in alignment with external frameworks such as SBTi, and supported by clear delivery plans.

What Role Does Offsetting Play

Offsetting is often discussed in sustainability responses, but clients are increasingly aware of its limitations. There is a clear expectation that businesses focus on reducing emissions rather than relying heavily on offsetting.

Offsetting can play a role, but it should not replace direct action. A strong sustainability strategy prioritises reduction and uses offsetting as a supporting measure.

Sustainability in Tender Applications

Sustainability is now a key part of tender applications, including legal procurement. Buyers include ESG questions to assess how suppliers will contribute to wider environmental and social goals.

This means your sustainability responses must be clear, relevant, and aligned with the specific requirements of the tender. Generic answers are unlikely to score well.

Demonstrating compliance and impact is essential. This includes providing measurable outcomes, explaining your approach, and supporting your response with evidence.

Key Takeaways from Client Expectations

Clients Expect Detailed Answers

Clients are looking for detailed and specific responses. General statements about sustainability are no longer sufficient.

They want data driven transparency, including emissions figures, reduction targets, and progress updates. Providing this level of detail strengthens your response.

Sustainability Is Now a Core Requirement

Sustainability is now treated as a core requirement in many tenders. It is often given equal importance to other areas such as diversity and inclusion.

This means it must be fully integrated into your business strategy rather than treated as a separate initiative.

Transparency Over Box Ticking

Clients can quickly identify responses that are generic or lack substance. They are looking for real impact rather than statements designed to meet minimum requirements.

Evidence based responses that demonstrate measurable outcomes are far more effective.

Client Pressure Driving Change

Client expectations are driving internal change within organisations. The need to meet sustainability requirements is influencing decision making at all levels.

This pressure is encouraging businesses to develop stronger sustainability strategies and commit to long term goals.

Communicating Sustainability Effectively

Clear communication is essential when responding to sustainability questions. This includes avoiding greenwashing and ensuring that all claims are accurate and supported by evidence.

Reporting should be transparent and easy to understand. Clients want to see progress, not just plans. This means providing regular updates and measurable results.

Honest communication builds trust and strengthens relationships. It also helps position your organisation as a reliable and credible supplier.

Conclusion

The sustainability questions clients are asking law firms reflect a wider shift in how businesses approach procurement and partnerships. Sustainability is no longer optional. It is a key factor in winning tenders and maintaining client relationships.

To succeed, organisations must provide structured, measurable, and evidence based responses. This requires a clear strategy, reliable data, and a strong understanding of client expectations.

At Brace For Impact, we help organisations develop sustainability responses that are practical, transparent, and aligned with procurement requirements. By taking a structured approach, sustainability can become a real competitive advantage.

FAQs

What sustainability questions are clients asking law firms?
Clients are asking about net zero targets, carbon emissions, sustainability frameworks, and how firms measure and report their impact.

Why is sustainability important in tenders?
Sustainability is often part of tender evaluation criteria and can influence scoring and contract decisions.

What are Scope 3 emissions?
Scope 3 emissions are indirect emissions that occur across the value chain, including supplier and client activities.

How can law firms improve sustainability tender responses?
They can improve responses by providing measurable outcomes, aligning with recognised frameworks, and supporting claims with evidence.

What is the role of net zero targets in procurement?
Net zero targets show a commitment to reducing carbon emissions and are often required by clients as part of sustainability criteria.