While HB&C’s primary focus is moving capital to clean energy projects, we frequently encounter a related and more fundamental challenge, lack of projects. In the non-residential sector OEMs (original equipment manufacturers), ESCos, contractors and utilities have been very successful serving the MUSH (municipal, universities, schools and hospitals) market with performance contracting but less so with non-MUSH property owners such as retail, commercial office and industrial. Consequently HB&C is asked to help develop business models to serve these vertical market sectors.
While each sector has uniques qualities (commercial office properties are bought and sold frequently, much retail space is leased, etc.) the key to creating project volume starts with communicating with a property representative. This requires having an understanding of the individual’s goals and objectives: are they only interested in a commodity sale (replacing existing equipment at the lowest cost), do they want to acquire projects that meet return on investment hurdles, or do they think in terms of least cost property asset management (taking actions that will minimize life cycle costs for the greatest uptime, comfort and safety)?
To maximize the likelihood of closing the sale and to optimize the value added for both provider and consumer (typically measured by the project size), the sales representative must be able to evaluate the needs expressed by the customer and respond with an appropriate value proposition, while also recognizing when a more comprehensive value proposition can be sold to upper management with the support of the customer. The organization must have the core capabilities of installing equipment and the ability to engineer and project manage broad scope projects, facilitate rebates and invectives, and guarantee performance.
When these competencies and capabilities come together, the provider organization can offer true solutions sales to its customers, optimize value for both parties and drive the uptake of clean energy technologies. Harcourt Brown & Carey started HBC Energy Capital to bring these skills and competencies to our customers and help close deals with financing. Take a look and request financing for your project today!