You can save a lot of time searching for new prospects for your efficiency offerings by targeting businesses that have a “green agenda.” In order to do this successfully, however, you need to take a closer look at what their green agenda entails.
Many companies will put up the façade of being “green” without really investing time and money into genuinely green measures. Some of these companies will run sexy press releases about what they’re going to do rather than what they’ve actually done. Others will take the liberty of calling themselves “green” by investing in low-cost measures like compost bins or recycled paper and eco-friendly kitchenware.
The companies you should be targeting need to have the capital to invest in real efficiency measures as well as a demonstrated desire to act on their “green” intentions. Ideally, these prospects will have actually followed through on at least one efficiency-related project of some significance.
The moral of the story? A “green agenda” may be a sign of a promising prospect. However, you must dig deeper. Make sure that agenda is more than just a façade and that the prospect is actually worth pursuing.
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