Kitten or beer? What vendors need to know when pitching efficiency technologies
Often, vendors encounter roadblocks when pitching energy efficiency technologies to commercial building owners. Building owners, on the other hand, face similar barriers that make even the most attractive technologies impossible to accept. Daniele Horton, founder and principal at Verandi Partners, and Sara Neff, vice president, sustainability at Kilroy Realty Group, discussed these common pitfalls at the 2013 Greenbuild conference. They agreed that the key to a successful project is to pitch a package that will appeal to all parties involved and that communicates benefits beyond cost savings, such as sustainability metrics, social impacts, energy savings, and maintenance costs. Neff noted the pitfalls of vendors offering free pilot projects. She used the analogy of “free kitten” versus “free beer” – suggesting that some pilots are more like free kittens because they come with many hidden costs.
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