A Tale of Two Value Propositions

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Last week, I talked about value from both the benefit and the cost sides. Let’s dive into the benefit side a bit more deeply…and not the way many of us ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, ...

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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 ...

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Even in the Efficiency World, Quality is NOT Unidimensional

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Quality = Energy Savings. Or, more refined, Quality = Energy Savings v. Savings Prediction. So proclaim the efficiency elite.

Now you won’t find me arguing against either energy savings, or ...

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Energy Savings Guarantees 101 (Part 3): It’s About the Data

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This is the third of a three-part guest blog series by Andy Frank of Sealed on energy savings guarantees. The first post focused on ...

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Energy Savings Guarantees 101 (Part 2)

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This is the second of a three-part guest blog series by Andy Frank of Sealed on energy savings guarantees. The first post focused on why guarantees matter for selling home performance work. This post ...

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Energy Savings Guarantees 101 (Part 1b)

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As an addendum to the last post on why energy savings guarantees are important, I want to highlight an important new report published by the ...

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Energy Savings Guarantees 101

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This is the first in a three-part series of posts about energy savings guarantees. Mike has written on this topic in the past, and these posts will dive deep on why guarantees matter, ...

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Why should a home performance contractor care about windows?

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OLYMPUS DIGITAL CAMERAA lot of energy-efficiency mavens love to hate windows. I ...

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Guaranteeing Energy Savings

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Guaranteed SavingsYou can guarantee energy savings. And you can start now.

First, a caution. You’ve heard me mention Amory Lovins and his assertion that people want cold ...

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