...and Drives Proposal Conversion Rates and Profitability If a potential client told a member of your sales team “There are many others who do the same thing as your company, but at lower prices” how do you think they would respond? Most often they would cite all the features and benefits of your ... Read More »
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How Satisfied are You with the Margin Performance of Your Energy Efficiency Proposals?
If you're not satisfied with your margins you'll be interested in a finding from a McKinsey study of 2,400 companies: “1% more price meant an average 11% increase in operating profit.” What impact would this easily achieved increase have on your business? The wherewithal to add new products or ... Read More »
Tired of Getting Too Few Yeses to Your Proposals? Stress Your Value-Added Differentiators
In last week’s blog it was suggested an effective approach to increasing the conversion rate and profitability of your energy efficiency proposals is to identify the total value of your products and services. Your competitors, assuming they even mention their added value, will probably focus on ... Read More »
Tired of Getting Too Few Yesses to Your Proposals? Identify the Total Added Value of Your Products and Services
In last week’s blog we asked how you think a member of your sales team would respond if a prospective client said, “There are many others who do the same thing as you but at a lower price.” They’ll probably cite your product’s features and benefits, quality levels, and customer support. The odds ... Read More »
5 Reasons Energy Efficiency Projects Fail to Launch
There are significant lost financial benefits associated with energy efficiency upgrade projects that fail to launch. A stalled upgrade of a building’s outdated HVAC system, lighting, envelope and energy infrastructure inevitably leads to reduced profitability. This includes high energy costs, ... Read More »
How to Improve Commercial Real Estate Profitability
Tenant satisfaction is an important factor in the commercial real estate profitability equation. Properties with high tenant satisfaction have lower vacancy rates, retain tenants longer, command premium lease rates, and are ultimately more profitable. They’re also more marketable and with higher ... Read More »