A critical program planning decision
is determining whether to recruit businesses prior to the selection of a service provider. For instance, to assess their ability to participate in the program, business will benefit from detailed information on program costs or revenues, container availability and specifications, acceptable materials and minimum or maximum quantity requirements. However, without this information, it may be difficult for businesses to commit definitively to participate in the program.

Delaying the selection of a recycling service provider until a sufficient number of businesses have agreed to participate in the program has advantages. This enables the program coordinator to provide potential service providers detailed information on the location and material generation type and quantities for each participating business. Potential service providers can also be provided projections of quantities of material available in the future assuming additional business participate in the program over time. However, without this information, it may be difficult for a service provider to respond accurately and fully to the RFP and to definitively commit to the program.

There are several approaches to address this program planning dilemma. The ideal scenario is to work with a service provider able to define up-front the requirements each business will need to meet for pick-up services and to be flexible throughout program development and execution. If this scenario is not possible, another option is to conduct an informational survey of businesses to determine the status of existing recycling efforts and to preliminarily gauge their interest in expanding recycling. This can provide general information on which the design of the program and projection of the number and type of participating businesses can be based.
Step 6: Recruit Businesses
Business recruitment is an ongoing process that occurs throughout the startup and maturation of the program. The more businesses participate in the program the greater the economies of scale. Economies of scale increase the cost effectiveness of the program for both businesses and service providers. Following are a number of steps to assist you with the business recruitment process.

1. Sign up businesses:
  • Develop a brochure or an introductory letter
    to advertise the program.
  • Use your advisory committee to spread
    the word.
  • Advertise the cooperative in local papers
    and newsletters.
  • Work with property managers in your com munity to sign on whole buildings at once.
  • Distribute brochures through the mail and at public buildings (libraries, city hall).
  • Hold a press conference with the mayor or other public officials at a local event.
  • Conduct presentations at local meetings.
  • Submit articles to local newspapers.
  • Develop spots for public access cable and radio shows or volunteer to be a guest on a local program.
  • Offer incentives donated by a local business (reams of recycled paper, discount lunch coupons, etc.).
  • Acknowledge participating businesses in newspapers and through word of mouth.