CLIENT

ENGAGEMENT

SPOTLIGHT

How we helped a regional utility company scale their Energy Conservation programs​

CLIENT CHALLENGE

Client wanted to gain synergies and position for growth by combining two separate sales and operations groups into one organization

  • None of the Energy Services sales or operational processes were documented or well understood, which made the merger more complex​
  • The sales and operations processes varied depending on the type of Energy Conservation customer​

 

OUR APPROACH

 Applied a disciplined methodology to develop and document the processes within a larger Business Process Architecture framework than had been previously developed ​

  • Conducted multiple interviews with various sales and operation SMEs to understand the various processes and how the processes varied by customer segment ​
  • Captured key processes and sub-processes for all sales, delivery, and maintenance practices​
  • Incorporated processes into sales training for the Energy Services team, the adjacent sales team, and the technical support team 

OUTCOMES & DELIVERABLES

Client’s consolidated sales and operations organization was better informed on the market and sales execution processes as all procedures and steps were documented to facilitate business integration and improve the ability to scale. ​