Program Folks, What’s the Value Proposition for Contractors?

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<Insert the sound of my palm hitting my forward here>

Potential Client X recently launched a pilot efficiency program. Following a long-standing tradition, they designed the program without talking to the contractors that they want to ...

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Designing Effective Home Efficiency Programs

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With several discussions over the past two weeks about the program-contractor interface, I thought it would be worthwhile to go back to the archives. Home performance programs have cited difficulty in attracting contractors and getting certain types of ...

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Does your pricing work?

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what pricingLast week I worked with four different contractors and people in two different programs and discussed pricing.

Oh my.

Contractors, can you make ...

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Efficiency Programs Shouldn’t Ignore the Demand Side of the Equation

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Just because you can deliver something, doesn’t mean anyone wants to buy it. It’s called supply and demand. You could teach me to sing, but I probably wouldn’t sell a single ...

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Sell the Solution…

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Sell The Solution

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A Tale of Two Value Propositions

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Here’s a hypothetical project, and two archetypal contractor stand-ins.

Really Smart Energy Contractor, Bill, is working for a customer who pays $3,000 (exactly, $3,000) in annual utility bills. He has put together a work scope which includes replacing ...

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ACI Austin just might have been the best ever!

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I’ve always enjoyed the ACI National Conference. It always has great sessions, side conversations, and of course the people who attend, participate, and share.

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Building Value…to Drive HP Sales

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value benefit cost

If you can’t build and sell value, you have to compete on price. If you compete (and win) ...

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Who is home performance for?

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24141345526_4d9cabe667_zIs home performance only for people who call asking for “home performance”? Is home performance only for those participating in a ...

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Part II: Outlook and Predictions for 2016

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15910980881_365bc9808d_zYesterday,  I checked in on my assumptions for 2015. Today, I’m offering up my outlook for ...

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