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