TIP No. 5: PREQUALIFYING A PROSPECTIVE CLIENT

A Facility site-visit & walk-through can lose you half a DAY….+ plus. Don’t do it YET!! Young engineers in the Team must be trained in the discipline of “Prospect Prequalification” before all else.

Prior to expending Consultancy Time for a Building Survey & Review of Site Energy Data, a careful prequalifying Client Check-List is necessary for a speed “filter-out” of non-starter prospects.

This is an effective time-saving Strategy of prioritised criteria to “target & secure” those residual Clients that are in 99% correct alignment for project decision-making.

Here are the TOP FIVE pre-qualification criteria (from a list of >60) on which a minimum of 50 positive ticks are needed to proceed before any further time commitment to a  “Lead-generated” Client……. Prior to any preparatory Fee Based Survey or Reviews are considered:

1.    The Client Profile undertaking a Retrofit negotiation must be the majority Owner of the Commercial Property (or an Owner’s officially appointed Representative e.g. Architect or equivalent) AND be fully authorised as Decision Maker to engage in any Consultancy “Retrofit” Contract;

2.    A Validation of the financial viability of the Asset & Stakeholders who must be committed to remain as both the Owner(s) & Operator(s) for at least a Tenor of 7+ years from Project completion;

3.    A Validation of the MEP Plant Room Equipment  Age; Amortized Book Value (NAV) & previous 36 months of actual Occupational demand load versus OPEX;

4.     Confirmation that the Motivation, Vision & Expectations of the Owner(s) are aligned with the focus for zero emissions & Boiler shutdown by Hybrid Renewable Energy Retrofit;

5.    Assessment of the Owners’ “notional” anticipated total Budget for the comprehensive Scope of Works to meet the Owners’ Vision & Expectations……. prior to the review of Energy data or Survey of Plant & Building Condition.
*Further “Check-List” criteria to be advised soon !

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