How do you get the owner of an older building and their tenants, who frequently have a triple-net lease, to come to an agreement when deciding how to pay for cost-saving facility upgrades? I had an opportunity to address that question while completing energy efficiency upgrade proposal. The ... Read More »
Added Financial Benefits of Energy Efficient Building Upgrades
There are often overlooked financial benefits resulting from energy efficient building upgrades. Considering these upgrades are capital-intensive, recognizing, and accounting for these benefits play a key role in justifying the investment as well as securing favorable funding. “The average ... Read More »
The Productivity Advantage of Green Buildings
The potential to reduce energy consumption in existing and new commercial buildings is enormous. On average, 30% of the energy used in commercial buildings is wasted.” U.S. Environmental Protection Agency. It is becoming well-known to owners and managers of commercial real estate that there’s a ... Read More »
Understanding the Unique Challenges Facing Energy Efficiency Contractors
I recently had an opportunity to interview David Gard, the Executive Director of the Michigan Energy Efficiency Contractors Association (MEECA). MEECA is a nonprofit trade association having the stated goal of “working to strengthen Michigan’s energy efficiency industry for the benefit of our ... Read More »
How Satisfied are You with the Margin Performance of Your Energy Efficiency Proposals?
If you're not satisfied with your margins you'll be interested in a finding from a McKinsey study of 2,400 companies: “1% more price meant an average 11% increase in operating profit.” What impact would this easily achieved increase have on your business? The wherewithal to add new products or ... Read More »
Tired of Getting Too Few Yeses to Your Proposals? Stress Your Value-Added Differentiators
In last week’s blog it was suggested an effective approach to increasing the conversion rate and profitability of your energy efficiency proposals is to identify the total value of your products and services. Your competitors, assuming they even mention their added value, will probably focus on ... Read More »
