You expend much valuable time and company resources developing energy efficiency proposals that don’t get your fair share of yeses. Why Should I do Business with You? This may be an important piece of the puzzle. If a prospective client told a member of your sales team “There are many others ... Read More »
Energy Efficiency
Tired of Getting Too Few Yesses to Your Proposals? Identify the Total Added Value of Your Products and Services
In a recent article I asked how you think a member of your sales team would respond if a prospective client said, “There are many others who do the same thing as you but at a lower price.” There's a good chance they'll respond by touting your product's features and benefits, quality levels and ... Read More »
Unique Financing Option Aligns Tenant and Building Owner Energy Efficiency Goals
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 »
5 Reasons Energy Efficiency Projects Fail to Launch
There are significant lost financial benefits associated with energy efficiency upgrade projects that fail to launch. A stalled upgrade of a building’s outdated HVAC system, lighting, envelope and energy infrastructure inevitably leads to reduced profitability. This includes high energy costs, ... Read More »
How Energy Efficiency Upgrades Can Benefit Building Owners and Tenants
If an energy efficiency building upgrade doesn’t benefit both the property owner and the tenant - especially with a triple net lease - it’s often easier to simply leave things the way they are even if that means losing money on wasted energy! I toured a business operation with a high monthly ... Read More »
Look Beyond the Interest Rate When Evaluating Funding Options for Energy Efficiency Upgrades
When evaluating funding options for energy efficiency upgrades, all too often building owners only focus on the interest rate, believing the one with the lowest is ideal. This typically limits the options to short-term commercial loans. With the advent of Property Assessed Clean Energy (PACE) ... Read More »
