The renewed model starts by identifying and documenting the forest owner’s individual objectives. An independent forest expert discusses different management and harvesting alternatives and their impacts with the owner. The agreed objectives then become part of the timber sales material provided to potential buyers. This means that buyers know the forest owner’s expectations and conditions already when preparing their offers.

Offers can therefore be evaluated not only on timber prices but also on factors such as harvesting schedules, payment terms and how well the buyer commits to the owner’s objectives.

Biodiversity can also be incorporated into the transaction. Through FMA Nature Choices, forest owners may choose voluntary measures that go beyond the minimum requirements of legislation and forest certification.

The model creates a clear process from objectives to implementation and follow-up. After the timber sale and harvesting operation, the forest owner receives information on how the agreed objectives were achieved.

For European family forest owners, the Finnish example demonstrates how forest owner organisations can strengthen the position of small-scale owners in timber markets. The key lesson is simple: a successful timber sale should not be defined by price alone, but by how well it delivers the forest owner’s overall objectives.