CONVINCING THE TOP TO GET THE MONEY

Internal or external engineers or technical experts  may have the best solutions to improve energy performance to reduce  energy costs in facilities but when the solution require monetary decision by the organization, that great solution may not be materialized due to many reasons.

The next and the most important step after energy saving measures have been identified and analyzed  is to convince the decision makers to implement recommended measures to save energy costs for the organization.

While most engineers and technical personnel are sometime giving too much emphasis on technical details of the energy saving measures to be proposed, the top management is normally looking at all proposals that require financial resources for the overall business point of view. 

For example if  total energy costs is relatively small to other costs in the organization with less impact to the profitability, big investments to save energy costs may not be seen on the top in term of priority for the company’s budget allocation. 

Therefore, presenting findings from energy audit to get recommendations with significant energy cost saving potentials  to be approved for implementation, engineers  or technical managers must develop a strong good and attractive proposal from the eyes of the management or decision makers.

A proper and right  strategy must be developed and executed by the technical team in the organization to get the buy-in from the management to proceed with their proposed action plan to implement projects on energy saving measures.

This process would normally require the preparation of a strong business case with detailed costs analysis to highlight key other selling points to attract the top management group to give their approval to implement energy saving projects with suitable financing options and mechanisms. 

They need to adopt some sales strategy on how to get their prospects finally convinced and willing to spend their money in the project.

The process to convince the top management starts with the preliminary efforts to convince other key players in the organization to support the idea to implement energy saving projects that require significant investments. 

For example, the endorsement or supports from the finance and manufacturing departments would be crucial for the head of facilities or engineering department to propose any project in the management meeting with the top management group.

Sometime, small matters like the best time the particular person having a good mood may determine the result too. When I was a  young consultant, I did ask to the secretary of the factory manager when would be the best time for me to set up an appointment to meet and to discuss about my proposal because I did not want to talk to him at the time he may be occupied to focus on  something else or  about his normal operation in the facilities. For example,  Monday morning or anytime a day before the board meeting may not be suitable.

Then, the effective presentation materials or write ups about the proposed projects need to specifically structured and prepared in the presentation to the top management. 

All possible key and important points that will most probably to attract their attention must be carefully studied and identified. All that need to be tailored in the proposal to be evaluated by the top management and in the presentation materials will all possible doubts, concerns or points to argue have been addressed accordingly.

The presentation materials or slide must be precisely addressing...

• what they like to hear, see and talk about

• what is the return from the investment and how soon they can get back the return...and how much the investment required

• what is the risks and measures to mitigate them

• how to get the savings...(may be the only technical element)

• decisions/MONEY required to kick-off the project

Finally is the way the presentation is made in front of the top management for them to decide. The presenter must be able to present it confidently and convincingly by highlighting key points such as economic benefits and contribution to profitability of the organization from improvement of energy performance, faster and high returns for investments, high success factors, technical feasibility, proven technologies and case studies for the proposed project and etc.

Normally, we do not have the luxury of time to make our case in front of the CEO or board members in board meetings. The 5-10 minutes that we were given must be used effectively to nail down our proposal to ensure all of our hard works since the feasibility study would not be a waste of time and efforts.

"THINK LIKE AN ENGINEER AND ACT LIKE A BUSINESSMAN BUT PRESENT LIKE A TOP SALES PERSON"