Ruth
Mourik
The Guarantee
EPC
Facilitators
Seminar
RAI
April12th 2017
Commissioned by Task 16 of the IEA DSM programme
The problem is our
client…
They don’t know,
understand, trust,
care or engage…
Perhaps it is you that does not understand your client….
So instead of pushing a solution to a non felt problem
Try something new?
If only they knew…..
Inertia despite knowing better
Pre-scope,
Find the client’s first priorities/problems
EE as solution and secondary outcome
EPC is the means not the goal
Process as important as tech & $
Build up a trustful and strategic partnership
If only they cared and engaged..
 Connect and experience
 Trip, hands on, from loss aversion to chance
 Step-by-step approach: what’s the catch?
 Pre-scope, free scans, economy of scale
 Workshops
 Independent, non commercial, demand driven
 Storytelling and multiplying
 5 stories at once: society, customer, company,
team, me
If only they trusted…
Societal level: Knowledge broker and bridge builder
Institutionalise trust
Role modelling and reference projects
Peer to peer approach
Unified dissemination, lobby for accreditation,
standardised MV, education
Client level: strategic partner
Listen, find the why behind issues,
Demonstrate loyalty to quality not product or brand
If successful you will become something else…
Project facilitator
Tech/business expert
Installer
Salesman
Entrepreneur
Transition specialist
Behavioural expert
Coach
Strategic partner
Storyteller
Past and future
Commissioned by Task 16 of the IEA DSM programme
Literature review and interviews ESCos, clients, experts
 Used in practice:
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DENA training
online on German ESCo information platform
Educational material
EPC ++ Municipality of Eindhoven!
My client does not know what an ESCo is…
My client is hesitant about outsourcing….
My client does not think he needs an ESCo…
My client does not feel the savings are worth the time and effort
Some of the staff is afraid of losing their job
Reports and guidelines can be found:
www.Duneworks.nl
www.ieadsm.org
You can contact us:
Ruth Mourik: [email protected]
@Ruthmourik