The document discusses strategic energy management (SEM) programs and factors that encourage long-term participation. It analyzes data from the Northwest Energy Efficiency Alliance's SEM program for food processors, which began in 2005. The study found that while most initial participants did not fully adopt SEM practices, nine facilities actively participated for several years. Case studies showed two facilities fully embraced goals, employee engagement, projects, and monitoring. A third facility had lower priority and engagement after management changes. Maintaining executive support and empowering staff may help SEM practices persist.
Energy management awareness program for decision makersZAINI ABDUL WAHAB
Presentation materials to introduce to decision makers of organizations to trigger the awareness among them with less technical contents and more on commitment required from them
This document provides definitions and descriptions of energy services from various sources. It discusses how energy services are commonly defined as the benefits provided by energy through conversion and use of technology, and what is demanded by and delivered to consumers. It also defines energy service companies (ESCOs) which contract to supply energy services through performance-based contracting linked to energy cost savings. Examples of ESCO definitions from the US, Thailand, and common ESCO activities like auditing, retrofitting and performance contracting are also presented, as well as charts showing jobs created in commercial/institutional and industrial energy efficiency services sectors.
Practical approach of ENERGY MANAGEMENT to sustain profitabilityZAINI ABDUL WAHAB
This document summarizes a seminar on energy efficiency for sustainable business. The seminar covered corporate trends and potentials for energy savings to increase profitability, barriers to implementing energy efficiency measures and how to overcome them, key success factors and steps to reduce energy costs, and support needed from the government. Surveys showed that sustainability is increasingly important to businesses and investors. Implementing energy efficiency measures can help businesses reduce costs and boost their image while helping the environment. Barriers to energy efficiency include lack of funding and technical expertise. Adopting an energy management system and clear energy policy can help businesses implement effective energy efficiency projects and achieve sustainable energy savings.
Investment and business potentials in energy efficiency industry ZAINI ABDUL WAHAB
This document discusses energy efficiency (EE) outlooks, policies, and investment potentials in Malaysia. It notes that EE measures could halve energy demand growth by 2035 according to the IEA, but that 2/3 of economic EE potential remains untapped globally. The document outlines various EE investment options and models in Malaysia, including for energy service companies (ESCOs) and energy performance contracting. It also discusses barriers to EE investments and measures to encourage private sector participation in the EE industry.
Effective green technology policies implementation: An Industry Player's pers...ZAINI ABDUL WAHAB
This document summarizes a presentation on green technology given at the 4th Annual Greentech Asia conference. It defines green technology and its key sectors such as transportation, industrial equipment, buildings, waste management, and water management. It outlines global green outlooks and energy demands through 2030, highlighting the need for improved efficiency. The document then discusses green policies and incentives in Malaysia, including various national energy policies. It identifies green business potentials and green technology's role in Malaysia's Economic Transformation Program. Finally, it analyzes common barriers to green technology development and recommends strategic actions and a sustainable way forward.
This document discusses four stages of energy leadership that organizations can fall into. Stage 1 organizations see energy only as a business cost, while Stage 2 organizations are starting to consider energy more broadly. Stage 3 organizations likely have a formal energy strategy and continuously measure energy use. The most advanced, Stage 4 organizations have a long-term energy strategy and dedicated energy team. Only 8% of surveyed organizations achieved Stage 4. The document provides recommendations for how organizations at each stage can improve their energy strategies and leadership.
This document discusses four stages of energy leadership that organizations can progress through: 1) Least advanced see energy as just a cost, 2) Fairly advanced consider energy more broadly, 3) Very advanced likely have a formal energy strategy and measure use, and 4) Most advanced have a long-term energy strategy and dedicated energy team. Being an energy leader provides competitive advantages like stronger financial performance and brand leadership. The document encourages organizations to assess their level of energy leadership and take steps to improve through strategies like prioritizing energy efficiency and gaining executive support.
Energy management awareness program for decision makersZAINI ABDUL WAHAB
Presentation materials to introduce to decision makers of organizations to trigger the awareness among them with less technical contents and more on commitment required from them
This document provides definitions and descriptions of energy services from various sources. It discusses how energy services are commonly defined as the benefits provided by energy through conversion and use of technology, and what is demanded by and delivered to consumers. It also defines energy service companies (ESCOs) which contract to supply energy services through performance-based contracting linked to energy cost savings. Examples of ESCO definitions from the US, Thailand, and common ESCO activities like auditing, retrofitting and performance contracting are also presented, as well as charts showing jobs created in commercial/institutional and industrial energy efficiency services sectors.
Practical approach of ENERGY MANAGEMENT to sustain profitabilityZAINI ABDUL WAHAB
This document summarizes a seminar on energy efficiency for sustainable business. The seminar covered corporate trends and potentials for energy savings to increase profitability, barriers to implementing energy efficiency measures and how to overcome them, key success factors and steps to reduce energy costs, and support needed from the government. Surveys showed that sustainability is increasingly important to businesses and investors. Implementing energy efficiency measures can help businesses reduce costs and boost their image while helping the environment. Barriers to energy efficiency include lack of funding and technical expertise. Adopting an energy management system and clear energy policy can help businesses implement effective energy efficiency projects and achieve sustainable energy savings.
Investment and business potentials in energy efficiency industry ZAINI ABDUL WAHAB
This document discusses energy efficiency (EE) outlooks, policies, and investment potentials in Malaysia. It notes that EE measures could halve energy demand growth by 2035 according to the IEA, but that 2/3 of economic EE potential remains untapped globally. The document outlines various EE investment options and models in Malaysia, including for energy service companies (ESCOs) and energy performance contracting. It also discusses barriers to EE investments and measures to encourage private sector participation in the EE industry.
Effective green technology policies implementation: An Industry Player's pers...ZAINI ABDUL WAHAB
This document summarizes a presentation on green technology given at the 4th Annual Greentech Asia conference. It defines green technology and its key sectors such as transportation, industrial equipment, buildings, waste management, and water management. It outlines global green outlooks and energy demands through 2030, highlighting the need for improved efficiency. The document then discusses green policies and incentives in Malaysia, including various national energy policies. It identifies green business potentials and green technology's role in Malaysia's Economic Transformation Program. Finally, it analyzes common barriers to green technology development and recommends strategic actions and a sustainable way forward.
This document discusses four stages of energy leadership that organizations can fall into. Stage 1 organizations see energy only as a business cost, while Stage 2 organizations are starting to consider energy more broadly. Stage 3 organizations likely have a formal energy strategy and continuously measure energy use. The most advanced, Stage 4 organizations have a long-term energy strategy and dedicated energy team. Only 8% of surveyed organizations achieved Stage 4. The document provides recommendations for how organizations at each stage can improve their energy strategies and leadership.
This document discusses four stages of energy leadership that organizations can progress through: 1) Least advanced see energy as just a cost, 2) Fairly advanced consider energy more broadly, 3) Very advanced likely have a formal energy strategy and measure use, and 4) Most advanced have a long-term energy strategy and dedicated energy team. Being an energy leader provides competitive advantages like stronger financial performance and brand leadership. The document encourages organizations to assess their level of energy leadership and take steps to improve through strategies like prioritizing energy efficiency and gaining executive support.
Outline:
Existing EE Related Funds & Incentives In Malaysia
Financing Options To Implement EE Projects
EE Project Evaluation
Examples Of EE Solutions & Technologies
Conclusions
What’s Next?
IMPLEMENTATION OF ENERGY MANAGEMENT SYSTEM TO IMPROVE ENERGY EFFICIENCY ZAINI ABDUL WAHAB
As presented at Green Buildings and Parks 2015.
An overview of the strategic approach to propose, to start and implement effective energy management system for companies
SETTING THE STANDARD: ENERGY MANAGEMENT for SUSTAINABLE ACTION PLANSicleibrx
The document discusses integrating Sustainable Energy Action Plans (SEAPs) with energy management systems according to ISO 50001. It describes a project involving 13 partners across 8 EU countries to support 43 municipalities. The project aims to define benchmarks and best practices for local governments to implement SEAPs and certify their energy management systems to ISO 50001. Integrating SEAPs and energy management systems can provide benefits like cost savings, easier access to funding, and improved energy efficiency.
Target Audience-Biggest electricity users in government buildings
major reference for EPC process flow-North Carolina
Guide to Energy Performance Contracting
Adopting Energy Management System Standards to Achieve Business and Sustainab...ZAINI ABDUL WAHAB
This document discusses energy management systems (EnMS) and the ISO 50001 standard. It provides an overview of EnMS, outlines key elements of ISO 50001, and shares success stories and statistics about organizations that have adopted the standard. The document finds that implementing an EnMS based on ISO 50001's framework can lead to ongoing energy reductions and cost savings of 5-20% annually through improved energy management practices. While certification is not required, it may provide benefits for demonstrating credibility and communicating energy management credentials to external parties.
Key Steps and Success Factors in EPC ImplementationZAINI ABDUL WAHAB
The document outlines the key steps and criteria for successful energy performance contracting (EPC) projects. It discusses establishing the need for EPC, selecting an energy service company (ESCO), conducting an energy audit, developing an EPC contract, implementing savings measures, and measuring/verifying savings. Successful EPC requires proper evaluation of proposals, agreed upon baselines for energy use, and monitoring/verification of actual savings achieved against the baselines. Case studies show EPC can reduce energy bills by 10-35% through optimizing equipment and systems.
IIEC ELECTRICAL CONFERENCE 2013:EE implementation-player's perspectiveZAINI ABDUL WAHAB
Key highlights:
Business Potentials In Energy Efficiency Implementation
Success Stories in energy efficiency programs and projects implementation
Barriers & Counter Measures For Sustainable Energy Efficiency Programs Implementation in Malaysia
Energy Efficiency Industry Development & The Way Forward for Malaysia
Career Talk for Undergraduates:Energy efficiency industry and career potenti...ZAINI ABDUL WAHAB
This document provides an overview of the energy efficiency industry and career opportunities from the perspective of industry players. It discusses the growing potential for energy efficiency businesses and jobs in Malaysia and globally due to increasing energy demand. Specific career opportunities mentioned include energy auditing, energy management consulting, and working as a Registered Electrical Energy Manager, which is a legally required role in Malaysia for large energy-consuming facilities to improve energy efficiency. The document also outlines future challenges for graduates entering this field such as globalized career markets and brain drain trends. It emphasizes that Malaysia must prepare graduates to participate and compete at a global level to achieve high-income economy status.
This report on “Energy Efficiency in India: PAT Scheme - Success and Failures”, prepared by Tata Strategic Management Group, has a holistic view on the current state of energy efficiency and energy management in India. The focus of this report is on identifying key challenges faced by designated consumers in implementation of PAT Cycle I and how a collaborative effort in the right direction could ensure fast adoption of EE and robust energy management in India. It would gear India towards reducing energy intensity of the future growth, one of the prime objectives under NAPCC
Energy efficiency implementation program for state level in MalaysiaZAINI ABDUL WAHAB
Proposed program by MAESCO at a state level in Malaysia for faster results to reduce energy costs through strategic partnership between government and private sectors and facilities owners and ESCOs.
Practical approach with the state government with some interventions and supports from agencies from the federal government.
EE INDUSTRY-HOW GLOBAL BUSINESS SERVICES VENDORS CAN PLAY A PART TO ENHANCE I...ZAINI ABDUL WAHAB
This document discusses energy efficiency in the industry and how global business services vendors can contribute. It outlines that energy service companies (ESCOs) can implement high-impact energy efficiency projects through energy performance contracting models. Case studies and key success factors are presented, such as having strong policy and regulatory frameworks, sustainable financing mechanisms, and building competency in energy management. Barriers to developing the energy services industry like lack of awareness and skills are discussed alongside recommendations to provide the necessary supports and infrastructure to help the industry grow in order to create jobs and economic opportunities while enhancing sustainability.
Energy costs reduction through Energy Performance Contracting projects implem...ZAINI ABDUL WAHAB
Global and local EPC potentials
Overview of EPC
Key steps in a workable EPC implementation mechanism for Malaysia
Support measures required for EPC to grow as an industry
What's next
MAESCO 14th AGFM 2015-Key Updates and Visions in Energy EfficiencyZAINI ABDUL WAHAB
The document outlines the key programs and visions of MAESCO (Malaysia Energy Services Company) for the energy efficiency industry in Malaysia. It discusses MAESCO's implemented and upcoming programs including an EPC program launched in December 2014 to facilitate energy efficiency projects using the EPC model. It also summarizes MAESCO's training programs, collaborations, presentations and capacity building efforts. The document concludes by outlining MAESCO's visions for a strong energy efficiency industry in Malaysia through supportive government policies, implementation measures, monitoring and improvements to achieve economic and environmental benefits.
The document summarizes ASEAN Energy Management Scheme (AEMAS), a program established to promote sustainable energy management in ASEAN countries. AEMAS provides training and certification for energy managers and companies. It establishes an Energy Management Gold Standard for companies that demonstrate best practices in energy management through certified energy managers and measurable energy improvements. The AEMAS National Council was formed to support the program in Malaysia. Several companies and organizations have already achieved certification under the Energy Management Gold Standard.
This document summarizes a report on barriers to whole home energy efficiency retrofits in the UK. It identified over 400 financial and non-financial barriers grouped into 8 categories: economic, education/skills, political, consumer, coordination/supply chain, installation issues, performance, and pilots. The report aims to break down these barriers by creating an industry action plan focused on developing a vision for retrofits, implementing whole home retrofit delivery plans, and improving consumer information through working groups. The goal is to increase demand for whole home retrofits to help industry growth and for the UK to achieve energy efficiency targets.
The dream of a sustainable energy future is closer
to reality than ever before. Declines in renewable
energy costs, new efficiency strategies, and advanced
technologies such as distributed energy resources
and storage, are giving companies around the globe
an opportunity to embrace a sustainable future
based on a low-carbon, hyper-efficient economy.
Introduction to Energy Efficiency Industry for MalaysiansZAINI ABDUL WAHAB
sharing of ...
Overview of Energy in Malaysia and Outlooks on EE industry potentials
ESCOs in EE industry
Sustainable implementation of EE initiatives at organizations through management and engineering solutions
Barriers and counter measures for holistic EE implementation at the national level to grow EE industry
The way forward
based on my experiences, knowledge, readings and beliefs as an industry players
Introduction to energy efficiency industry to Malaysian universities students ZAINI ABDUL WAHAB
This document discusses an awareness program for Malaysian universities that covers 5 topics:
1) An overview of energy and energy efficiency
2) An introduction to the energy service industry
3) Business potentials in energy efficiency
4) Potential careers in the energy efficiency industry
5) Challenges in the energy efficiency industry in Malaysia and the way forward
5 Sales Prospecting Techniques You Probably Never Tried (but Should).Ago Cluytens
When I recently reached out to my network and asked "What is the #1 challenge you are facing when it comes to growing sales for your business ?" 75% of those I asked mentioned sales prospecting or lead generation.
The problem isn't that people don't know what do to; it's that what they've always done no longer works.
The simple truth is: if you're doing what everybody else is doing, you'll get the same results they do. Which - in a world where prospects are increasingly turning off their phone and turning *on* their spam filters - isn't much.
So if you want to stand out (and get more meetings), here are five sales prospecting techniques you probably never tried (but should).
This document provides information on identifying qualified prospects for life insurance sales. It defines what makes a qualified prospect, including that they have a need for life insurance, can afford it, and can qualify medically and financially. It also discusses factors that indicate increased need for life insurance, such as financial improvements, increased responsibilities, or life changes. The overall message is that successful prospecting requires identifying individuals who have both the need for and ability to purchase life insurance products.
Outline:
Existing EE Related Funds & Incentives In Malaysia
Financing Options To Implement EE Projects
EE Project Evaluation
Examples Of EE Solutions & Technologies
Conclusions
What’s Next?
IMPLEMENTATION OF ENERGY MANAGEMENT SYSTEM TO IMPROVE ENERGY EFFICIENCY ZAINI ABDUL WAHAB
As presented at Green Buildings and Parks 2015.
An overview of the strategic approach to propose, to start and implement effective energy management system for companies
SETTING THE STANDARD: ENERGY MANAGEMENT for SUSTAINABLE ACTION PLANSicleibrx
The document discusses integrating Sustainable Energy Action Plans (SEAPs) with energy management systems according to ISO 50001. It describes a project involving 13 partners across 8 EU countries to support 43 municipalities. The project aims to define benchmarks and best practices for local governments to implement SEAPs and certify their energy management systems to ISO 50001. Integrating SEAPs and energy management systems can provide benefits like cost savings, easier access to funding, and improved energy efficiency.
Target Audience-Biggest electricity users in government buildings
major reference for EPC process flow-North Carolina
Guide to Energy Performance Contracting
Adopting Energy Management System Standards to Achieve Business and Sustainab...ZAINI ABDUL WAHAB
This document discusses energy management systems (EnMS) and the ISO 50001 standard. It provides an overview of EnMS, outlines key elements of ISO 50001, and shares success stories and statistics about organizations that have adopted the standard. The document finds that implementing an EnMS based on ISO 50001's framework can lead to ongoing energy reductions and cost savings of 5-20% annually through improved energy management practices. While certification is not required, it may provide benefits for demonstrating credibility and communicating energy management credentials to external parties.
Key Steps and Success Factors in EPC ImplementationZAINI ABDUL WAHAB
The document outlines the key steps and criteria for successful energy performance contracting (EPC) projects. It discusses establishing the need for EPC, selecting an energy service company (ESCO), conducting an energy audit, developing an EPC contract, implementing savings measures, and measuring/verifying savings. Successful EPC requires proper evaluation of proposals, agreed upon baselines for energy use, and monitoring/verification of actual savings achieved against the baselines. Case studies show EPC can reduce energy bills by 10-35% through optimizing equipment and systems.
IIEC ELECTRICAL CONFERENCE 2013:EE implementation-player's perspectiveZAINI ABDUL WAHAB
Key highlights:
Business Potentials In Energy Efficiency Implementation
Success Stories in energy efficiency programs and projects implementation
Barriers & Counter Measures For Sustainable Energy Efficiency Programs Implementation in Malaysia
Energy Efficiency Industry Development & The Way Forward for Malaysia
Career Talk for Undergraduates:Energy efficiency industry and career potenti...ZAINI ABDUL WAHAB
This document provides an overview of the energy efficiency industry and career opportunities from the perspective of industry players. It discusses the growing potential for energy efficiency businesses and jobs in Malaysia and globally due to increasing energy demand. Specific career opportunities mentioned include energy auditing, energy management consulting, and working as a Registered Electrical Energy Manager, which is a legally required role in Malaysia for large energy-consuming facilities to improve energy efficiency. The document also outlines future challenges for graduates entering this field such as globalized career markets and brain drain trends. It emphasizes that Malaysia must prepare graduates to participate and compete at a global level to achieve high-income economy status.
This report on “Energy Efficiency in India: PAT Scheme - Success and Failures”, prepared by Tata Strategic Management Group, has a holistic view on the current state of energy efficiency and energy management in India. The focus of this report is on identifying key challenges faced by designated consumers in implementation of PAT Cycle I and how a collaborative effort in the right direction could ensure fast adoption of EE and robust energy management in India. It would gear India towards reducing energy intensity of the future growth, one of the prime objectives under NAPCC
Energy efficiency implementation program for state level in MalaysiaZAINI ABDUL WAHAB
Proposed program by MAESCO at a state level in Malaysia for faster results to reduce energy costs through strategic partnership between government and private sectors and facilities owners and ESCOs.
Practical approach with the state government with some interventions and supports from agencies from the federal government.
EE INDUSTRY-HOW GLOBAL BUSINESS SERVICES VENDORS CAN PLAY A PART TO ENHANCE I...ZAINI ABDUL WAHAB
This document discusses energy efficiency in the industry and how global business services vendors can contribute. It outlines that energy service companies (ESCOs) can implement high-impact energy efficiency projects through energy performance contracting models. Case studies and key success factors are presented, such as having strong policy and regulatory frameworks, sustainable financing mechanisms, and building competency in energy management. Barriers to developing the energy services industry like lack of awareness and skills are discussed alongside recommendations to provide the necessary supports and infrastructure to help the industry grow in order to create jobs and economic opportunities while enhancing sustainability.
Energy costs reduction through Energy Performance Contracting projects implem...ZAINI ABDUL WAHAB
Global and local EPC potentials
Overview of EPC
Key steps in a workable EPC implementation mechanism for Malaysia
Support measures required for EPC to grow as an industry
What's next
MAESCO 14th AGFM 2015-Key Updates and Visions in Energy EfficiencyZAINI ABDUL WAHAB
The document outlines the key programs and visions of MAESCO (Malaysia Energy Services Company) for the energy efficiency industry in Malaysia. It discusses MAESCO's implemented and upcoming programs including an EPC program launched in December 2014 to facilitate energy efficiency projects using the EPC model. It also summarizes MAESCO's training programs, collaborations, presentations and capacity building efforts. The document concludes by outlining MAESCO's visions for a strong energy efficiency industry in Malaysia through supportive government policies, implementation measures, monitoring and improvements to achieve economic and environmental benefits.
The document summarizes ASEAN Energy Management Scheme (AEMAS), a program established to promote sustainable energy management in ASEAN countries. AEMAS provides training and certification for energy managers and companies. It establishes an Energy Management Gold Standard for companies that demonstrate best practices in energy management through certified energy managers and measurable energy improvements. The AEMAS National Council was formed to support the program in Malaysia. Several companies and organizations have already achieved certification under the Energy Management Gold Standard.
This document summarizes a report on barriers to whole home energy efficiency retrofits in the UK. It identified over 400 financial and non-financial barriers grouped into 8 categories: economic, education/skills, political, consumer, coordination/supply chain, installation issues, performance, and pilots. The report aims to break down these barriers by creating an industry action plan focused on developing a vision for retrofits, implementing whole home retrofit delivery plans, and improving consumer information through working groups. The goal is to increase demand for whole home retrofits to help industry growth and for the UK to achieve energy efficiency targets.
The dream of a sustainable energy future is closer
to reality than ever before. Declines in renewable
energy costs, new efficiency strategies, and advanced
technologies such as distributed energy resources
and storage, are giving companies around the globe
an opportunity to embrace a sustainable future
based on a low-carbon, hyper-efficient economy.
Introduction to Energy Efficiency Industry for MalaysiansZAINI ABDUL WAHAB
sharing of ...
Overview of Energy in Malaysia and Outlooks on EE industry potentials
ESCOs in EE industry
Sustainable implementation of EE initiatives at organizations through management and engineering solutions
Barriers and counter measures for holistic EE implementation at the national level to grow EE industry
The way forward
based on my experiences, knowledge, readings and beliefs as an industry players
Introduction to energy efficiency industry to Malaysian universities students ZAINI ABDUL WAHAB
This document discusses an awareness program for Malaysian universities that covers 5 topics:
1) An overview of energy and energy efficiency
2) An introduction to the energy service industry
3) Business potentials in energy efficiency
4) Potential careers in the energy efficiency industry
5) Challenges in the energy efficiency industry in Malaysia and the way forward
5 Sales Prospecting Techniques You Probably Never Tried (but Should).Ago Cluytens
When I recently reached out to my network and asked "What is the #1 challenge you are facing when it comes to growing sales for your business ?" 75% of those I asked mentioned sales prospecting or lead generation.
The problem isn't that people don't know what do to; it's that what they've always done no longer works.
The simple truth is: if you're doing what everybody else is doing, you'll get the same results they do. Which - in a world where prospects are increasingly turning off their phone and turning *on* their spam filters - isn't much.
So if you want to stand out (and get more meetings), here are five sales prospecting techniques you probably never tried (but should).
This document provides information on identifying qualified prospects for life insurance sales. It defines what makes a qualified prospect, including that they have a need for life insurance, can afford it, and can qualify medically and financially. It also discusses factors that indicate increased need for life insurance, such as financial improvements, increased responsibilities, or life changes. The overall message is that successful prospecting requires identifying individuals who have both the need for and ability to purchase life insurance products.
The document discusses 7 secrets to effective prospecting: 1) It gets easier with practice, 2) Establish a routine and schedule for prospecting, 3) Increase both audience size and engagement for exponential growth, 4) Prospect when you have energy or will actually do it, 5) Set specific goals and targets for each prospecting interaction, 6) Know your scripts and how to deliver them, 7) Prospecting is a numbers game, so the more you do it, the less rejection will affect you.
The chapter discusses the importance of prospecting for salespeople. It states that people are more likely to buy from those they know and trust, so relationship building is key. Prospecting involves finding and qualifying potential customers. Referrals from existing customers are very valuable as they reduce the burden of prospecting. The document provides an overview of different prospecting methods like cold calling, networking, and utilizing centers of influence. It also discusses obtaining sales interviews and the importance of overcoming call reluctance to continue prospecting.
This document discusses various methods for identifying qualified sales prospects, including utilizing satisfied customers for referrals, networking, identifying centers of influence, internet prospecting, trade shows, seminars, and researching public directories. It emphasizes that not all leads will qualify as prospects and outlines factors to consider like need, ability to pay, authority to buy, accessibility, and eligibility. Effective prospecting is important for sales success.
Prospecting is the process of locating potential customers and is critical for effective selling. A good prospect has a need that the seller's product can fulfill, the ability to pay, authority to buy, and is approachable. Sources of prospects include satisfied customers, referrals, networking, directories, advertising, trade shows, and cold calls. Companies provide leads through various promotional activities. Effective prospecting requires qualifying leads, developing a lead management system, and overcoming reluctance to prospect.
We've gathered the most surprising, horrifying, and enlightening sales statistics on cold calling, social selling, sales training, and much more.
Whether you are a sales rookie or an experienced veteran, these 21 sales stats will knock your socks off and perhaps inspire you to improve the way you sell. Enjoy and share!
The document discusses various aspects of prospecting, which is the first step in the sales process. It involves locating and qualifying potential customers. A prospect is a lead that may purchase a product. Successful prospecting requires developing strategies to find prospects that are motivated, have authority, and desire to buy. Maintaining existing customers is important as it is easier than acquiring new ones. The document outlines various prospecting methods and guidelines for developing an effective strategy. It also discusses obtaining sales interviews through phone appointments or in-person meetings.
Each month, join us as we highlight and discuss hot topics ranging from the future of higher education to wearable technology, best productivity hacks and secrets to hiring top talent. Upload your SlideShares, and share your expertise with the world!
Not sure what to share on SlideShare?
SlideShares that inform, inspire and educate attract the most views. Beyond that, ideas for what you can upload are limitless. We’ve selected a few popular examples to get your creative juices flowing.
SlideShare is a global platform for sharing presentations, infographics, videos and documents. It has over 18 million pieces of professional content uploaded by experts like Eric Schmidt and Guy Kawasaki. The document provides tips for setting up an account on SlideShare, uploading content, optimizing it for searchability, and sharing it on social media to build an audience and reputation as a subject matter expert.
Accelerating the Benefits of Food and Bev Sustainability ProgramsSchneider Electric
Food and Beverage manufacturers can strengthen their brand and mitigate business risks by providing more transparency to their customers and stakeholders. Customers want to know more about the brands they buy, and regulatory agencies want to ensure food and beverage manufacturers are environmentally and socially responsible. This white paper demonstrates how using a plan / do / check / act methodology to drive energy management and sustainability programs can lower costs, improve profitability, and control risk.
The document summarizes the E3 NCMEP eCar project, which partnered multiple agencies to provide sustainability assessments and assistance to North Carolina manufacturers. Over four years, 44 manufacturers received assessments identifying over $43 million in savings opportunities across areas like energy, environment, and safety. Manufacturers then implemented projects from assessment recommendations, realizing over $15 million in savings to date and creating jobs. The community-based model engaged local partners in each region to help deploy and support the program.
Severn Trent Water is a UK water company that services over 4 million customers. To improve performance, they organized workshops with staff to identify gaps in reporting and define new performance metrics. They realized they needed to include more leading indicators to proactively drive performance, rather than just lagging indicators that measure past performance. New metrics were targeted to specific teams so they could focus on areas they could directly influence. Performance metrics and how different teams contribute were visually represented to improve relationships between teams and give a clear line of sight of how performance can be impacted.
This document summarizes the application of the Capability Maturity Model Integrated (CMMI) framework to continuous improvement projects outside of software development. It discusses how the CMMI concepts can be adapted to other industries and business areas, such as energy efficiency. The author applied a tailored CMMI approach to lead continuous improvement projects at Little Rock Air Force Base, developing metrics and reporting tools to track projects and measure outcomes. Key accomplishments included implementing $35 million in resource conservation projects with estimated savings of $50 million. The document provides examples of the metrics reports and planning approach used to successfully manage the continuous improvement initiative.
INSTRUCTIONS Please read the case first and then answer specificall.docxmaoanderton
INSTRUCTIONS: Please read the case first and then answer specifically the proper questions asked
below. PLEASE ANSWER ALL THE QUESTIONS. PLEASE USE A SEPARATE SHEET OF PAPER TO ANSWER
YOUR QUESTIONS.
Backstory: General Electric Co. decided sustainability was a business opportunity rather than a cost and
pushed into the field in 2005 with its new initiative. But the products and services weren’t only for its
customers — they first transformed GE.
Key moves: GE began looking at sustainability as part of a demographic trend, realizing that scarcity would
increase with population growth. Energy and water use, waste, carbon emissions — all would decline
among the most efficient and sustainable companies. GE saw a profitable business opportunity in helping
companies along this sustainable path to offer environmental solutions.
GE also gambled that carbon would eventually be a cost, following the implementation of previous
regulatory regimes such as limiting acid rain. Although the precise way carbon would be regulated was
unknown, as it still is, the company had little doubt that regulation would happen. Rather than wait, GE
joined a climate coalition with nongovernmental organizations to press for a cap-and-trade system to
build certainty into the future.
Within the company, GE began engaging employees to see where energy savings could be found. That
might include turning off the lights when a factory was idle or even installing a switch so that lights could
be turned off. Ecomagination sold solutions within GE, whether the project involved installing LED lights
on a factory floor, recycling water at a nuclear facility or offering combined heat and power generation
units at a plant in Australia. Within GE, managers began to be measured on how much energy savings they
had achieved.
Impact: The company so far has saved $100 million from these measures and cut its greenhouse gas
intensity — a measure of emissions against output — by 41%, according to the company’s sustainability
report. The work inside GE became a proof of concept to external customers grappling with similar issues.
Ecomagination targeted C-level executives to build this business, since most problems cut across divisions
(improving energy efficiency, for example).
So far GE has invested $4 billion in this effort, much of it in research and development. But it reaped sales
of $17 billion in 2008, up 21% from a year earlier, and is striving for $25 billion in sales in 2010.
1. Describe the 3 Strategic Management Process GE used (please use terms that we had discussed
in class).
2. Explain the need for integrating and the use of strategic management for GE (Give 3 examples).
3. Please list 5 examples of strategic management that GE either can use or already is using.
4. What is the strategy formulation, implementation, and evaluation activities that GE can
potentially use to make its innovation better than what it is now (Give 3 recommendations).
5. If .
- Strategic Energy Management (SEM) programs involve continuous energy efficiency improvements at commercial facilities through employee engagement and operational changes. They are facilitated by utilities to distribute resources and knowledge.
- Navigant conducted research on existing SEM programs to identify best practices for a new utility client. They interviewed representatives from 9 leading programs to understand program models, stages, and common successful elements.
- There are 3 main program models: the cohort model involves groups of similar companies implementing SEM together; the flagship model targets large companies to pilot SEM and expand to other locations; the top-down model relies on mandates from corporate leadership. Successful programs incorporate stages of planning, engagement, commitment, and measurement.
This was the first training manual instrumental and developed by Colin Koh in 2001 to provide basic energy audit knowledge for manufacturing customers in Singapore.
1 070-14 models for driving energy efficiency presentation at eceee 20140605Zondits
The document discusses different national models for driving energy efficiency through energy management programs. It describes mandatory programs in Japan that require large energy users to meet efficiency targets and engage in energy management. It outlines a voluntary program in Sweden that provides tax incentives for companies to certify to the ISO 50001 standard and implement efficiency measures. It also details a market-based certification program in the United States called Superior Energy Performance that verifies savings for facilities implementing energy management systems. The presentation compares the pros and cons of these different approaches and concludes international cooperation can help countries learn from each other's policies.
Developing Effective Energy Performance IndicatorsPECB
The primary goal of businesses is to balance profit-making objectives with the interests of parties affected by it. The amount of profit that businesses can generate depends on how well they control their costs. There are many costs with which businesses deal with, but energy costs remain among the most significant for many of them. The industrial sector is one of the largest energy consumers. Companies are constantly seeking innovative ways on how to spend the energy more efficiently. The standard that is widely being used to reduce energy costs is ISO 50001 or the Energy Management System (EnMS). ISO 50001 was developed by the International Organization for Standardization (ISO) with the aims at improving organization’s energy performance.
The SEG EMA Management System is an energy management diagnostic tool that assists leadership in evaluating energy management practices and identifying areas for improvement. It evaluates practices at the strategic, enabling, and functional levels. Each level contains elements that are rated on a scale from entry level to sustaining level. The assessment identifies critical steps to increase momentum and sustainability in an organization's energy improvement efforts.
This document analyzes the financial statements of ENGIE S.A. from 2008-2015. It begins with an executive summary that outlines the context, aims, methodology, and data sources. It then analyzes ENGIE's industry and competitive environment, noting factors like changing global energy supply/demand, price volatility, regulations, and renewable energy growth. The document examines ENGIE's business strategy, organization, and strategic focus. It also evaluates ENGIE's accounting practices and how estimates impact financial reporting. Finally, it conducts an in-depth financial analysis of ENGIE using ratios, benchmarks, and cash flow analysis to assess the company's performance and ability to adapt to challenges in the energy industry.
1. The document summarizes key findings from a survey of highly efficient companies conducted by Pew Charitable Trusts, identifying seven common habits of these companies.
2. These habits include making energy efficiency a core corporate strategy, strong leadership support for efficiency goals, setting specific and measurable efficiency targets, effective tracking systems, dedicating resources to efficiency, achieving demonstrated results, and communicating efficiency successes.
3. The survey found that on average companies targeted annual efficiency improvements of around 3.4% and were motivated by both cost savings and risk management. Case studies of best practices at companies like Dow, IBM and Toyota were also presented.
The survey received responses from 80 participants representing shipping companies from 24 countries. Over half of respondents were from ship/fleet management, over 40 from ownership, and nearly 20 from operations. The largest represented segments were container, tanker, and dry bulk carriers. Most respondents came from companies with 11-100 vessels.
The survey aimed to understand what differentiates companies that achieve high energy efficiency savings from those achieving little. It examined topics like target setting, measures implemented, organizational structure, performance management, and challenges. Additional questions addressed fuel price expectations and strategies for emission control areas.
The retail industry is making progress in developing robust energy management strategies and goals. Most retailers now have energy reduction goals, though public goals are less common. While the industry average maturity is currently at the "standard" level, retailers expect to reach the "excelling" level within two years for developing reduction strategies and goals. Leaders are already operating at the "leading" level and pushing the boundaries of what's possible. Engaging both employees and vendors around a company's energy strategy can help achieve greater savings.
IRJET- Evaluating the Performance of Plant by Overall Equipment Effectiveness...IRJET Journal
This document discusses evaluating plant performance using Overall Equipment Effectiveness (OEE) and proposes a new metric called Overall Resource Effectiveness (ORE). ORE expands on OEE by accounting for additional factors like readiness, changeover efficiency, and availability of materials and manpower. The document presents a case study evaluating ORE at a manufacturing plant. It finds that implementing total productive maintenance approaches like ORE can help improve machine life and reduce failures by identifying areas for improvement.
Policy Pathways to Meter-Based Pay-for-PerformanceLakis Polycarpou
In this article, originally presented at IEPEC 2019, Carmen Best of Recurve, Megan Fisher of NYSERDA, and Mark Wyman of Energy Trust of Oregon present an overview of different policy pathways for creating pay-for-performance efficiency markets. The article explains the different approaches and discusses the pros and cons of each for different regulatory environments.
This document discusses improving performance measurement in business planning. It recommends using a logic model approach to identify relevant performance measures covering inputs, outputs, and outcomes. This helps structure how a program or policy is intended to achieve its goals. Quality performance measures should address the needs of citizens and stakeholders. Measures need to be selected that are appropriate for both management and accountability purposes. Ensuring measures capture intended outcomes, in addition to outputs, can help focus efforts on achieving desired results.
1) Developing performance measures for business plans requires understanding the key issues through a "logic model" approach. This identifies inputs, outputs, and outcomes in a results chain from short to long-term.
2) Quality assurance of measures is important. Measures should meet the needs of managers, staff, and citizens. They require balancing financial and non-financial metrics.
3) Measures serve both management and accountability, but some outcomes are beyond staff control and should not be used for accountability alone. Reporting website performance is also important.
This document discusses improving performance measurement in business planning. It recommends using a logic model approach to identify relevant performance measures covering inputs, outputs, and outcomes. This helps structure how a program or policy is intended to achieve its goals. Quality performance measures are important for business plans and accountability. Measures should address what citizens and customers want measured. Time lags and attribution challenges must also be considered when developing outcome-oriented measures.
SPARK15: Energy Management Passes the Point of No ReturnUrjanet
Energy management has become an essential part of corporate strategy for most businesses according to a Deloitte study. More companies now see reducing electricity costs as important to their competitive advantage, and have formal energy reduction goals. Most businesses have invested in energy management programs in the last three years, allocating a larger portion of their capital budgets to these efforts compared to previous years. Consumers continue taking steps to reduce energy usage but many feel they could do more, and more are receiving tips primarily from electric utilities but increasingly through social media.