Getting More Projects Approved with Concise and Compelling Financials
About Getting More Projects Approved with Concise and Compelling Financials
Most decisions are made emotionally and then justified financially. Hence it is vital to present concise and compelling cost/benefit analyses when seeking funding for energy projects. This course explores three closely related keys to giving your prospect the confidence to move forward now:
- Understanding, calculating, and explaining net present value, modified internal rate of return, and savings-to-investment ratio, which do a much better job of evaluating the merits of a proposed expense-reducing capital project than the inherently flawed metrics many prospects typically use (simple payback period, return on investment, and internal rate of return).
- Coaching prospects to think more clearly about the relative benefits of paying with all cash, phasing implementation over multiple years, financing, and using an “…as-a-service” option (and emphasizing other important opportunities, such as rebates/incentives, tax deductions/credits, PACE, etc.), all with a goal of enabling a more confident and prompt decision on the best way to fund a given project.
- Using six creative ways to express the “cost of waiting” more powerfully, which will help capture and retain executive attention and motivate faster project approval.
This program is appropriate for all energy professionals, whether they have any background in financial analysis or not.
Financial analysis templates are also provided to model cash inflows and outflows over time and calculate the most important financial metrics. Several projects provided by the instructor are analyzed to demonstrate these concepts at work.
This program also includes a single-user, full-year license to Selling Energy’s Segment Guides™ online resource ($588 value). This tool provides insights into 24 market segments, each of which has been updated to include the impacts of COVID-19 and the recession. Segment Guides™ features plenty of segment-specific, non-utility-cost financial benefits to energy projects that should be included in your cost/benefit analysis to make an even stronger case for project approval.
After completing this course,
you will be able to:
- Compose and present concise and compelling cost/benefit analysis when seeking funding approval for an energy project
- Recognize how common metrics many prospects typically use to evaluate expense-reducing capital projects, such as simple payback period, return on investment, and internal rate of return, are flawed and which more effective metrics to use instead
- Cite, calculate, and confidently explain net present value, modified internal rate of return, and savings-to-investment ratio
- Communicate the benefits of paying with all cash today, phasing implementation over multiple years, financing, and using an “…as-a-service” option (and emphasizing other important funding opportunities, such as rebates/incentives, tax deductions/credits, PACE, etc.) to help address your prospect’s affordability concerns
- Employ six creative ways to express the “cost of waiting” more powerfully, any of which could help you capture a decision-maker’s attention and motivate faster project approval
- Utilize financial analysis templates to model cash inflows and outflows over time and calculate the most important financial metrics
What people saying
“Mark provided new ways to look at the sales process that should lead to more opportunities.”
“Great, concise, usable information. I believe this course will impact me and my sales staff by providing us the tools to get more appointments with C-level managers and closing the deal with a better succinct proposal.”