how to gain sem buy-in: making your utility customers aware of the value proposition

11
How to Gain SEM Buy-In? July 10, 2013 Presenters: Sharon Peterson, Senior Initiative Manager, NEEA Virginia Ulrich, Senior Manager, Ecova Ian Guerry, Regional Director, Client Management, Ecova

Upload: ecova

Post on 14-Jan-2015

519 views

Category:

Business


1 download

DESCRIPTION

View our educational webinar where we share real-world successes that will help you communicate the value of SEM to your customers in a way that makes sense and results in their desire to implement SEM. NEEA will share their findings of SEM implementation by answering the following questions: • How did you start working with end-users? • How would you engage a variety of people, such as engineers, mid-level managers? • How did you engage Executive-level team members • What advice would you give other utilities? This webinar is a must-view if you’ve decided that offering a Strategic Energy Management (SEM) program is right for your customers or if you are offering such a program and you’re already out there talking with your customers about SEM. Engaging your customers in fruitful discussions about SEM and making them aware of its value proposition can be challenging, but it's worth your effort. Hosts: Virginia Ulrich, Senior Manager and Ian Guerry, Regional Director, Utility Solutions with Ecova Guest: Northwest Energy Efficiency Alliance

TRANSCRIPT

Page 1: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

How to Gain SEM Buy-In?

July 10, 2013

Presenters: Sharon Peterson, Senior Initiative Manager, NEEAVirginia Ulrich, Senior Manager, EcovaIan Guerry, Regional Director, Client Management, Ecova

Page 2: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

Overview

Quick reminder: What is SEM*

How to engage your customers in a discussion about SEM and make them aware of the SEM value proposition

*Strategic Energy Management

Page 3: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

What is Strategic Energy Management

Branding and Certification

Strategic Energy ManagementReporting on Progress to

Goal

Executive Commitment

Energy Intensity

Reduction Goal

Plan and Resources

Energy Management

Energy Audits

Capital Projects

Utility Incentives

Employee Engagement

O&M Projects

TrainingLean / Six

SigmaAction Plan

PoliciesGoals

Page 4: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

What is Strategic Energy Management

Continuous Improvement + Change Management

Project Management

Change Management

Current Transition Future

Page 5: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

What is Strategic Energy Management

Over 100 million kWh from SEM

Over 60 industrial and commercial customers

Annual savings of 2-10% consistently for 7 years running

Customers implement more projects taking the SEM approach

Results

Page 6: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

How to Engage your Customers

Determine best entry point into your customer’s organization

Tailor your message for the specific audience

Engineer, mid-level management vs. top management

Page 7: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

How to Engage your Customers The story of NEEA and NWFPA

*Northwest Energy Efficiency Alliance*Northwest Food Processors Association

25%energy intensity

reduction in 10 years

Page 8: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

You are your own reference partner!

Page 9: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

Upcoming Webinars

5 Tips to Alleviate the Pains of Budget Planning & Management– July 18th

Big Data: Energy Trends & Highlights – July 25th

INSIDE ENERGY & SUSTAINABILITY

Questions, comments, suggestions? [email protected]

SMART ENERGY EFFICIENCY

SEM Part 3: How to Implement SEM into your Organization – August 14th

SEM Part 4: SEM Savings & Measurement – September 18th

Page 10: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

Q & AIan GuerryRegional Director, Client [email protected]

Sharon PetersonSenior Initiative ManagerNorthwest Energy Efficiency [email protected]

Page 11: HOW TO GAIN SEM BUY-IN: MAKING YOUR UTILITY CUSTOMERS AWARE OF THE VALUE PROPOSITION

Thank you for attending