Energy: copy and paste?
I encounter two extremely opposing approaches in my consulting practice with corporate and institutional energy user clients:
* Generalist
Upper managers and/or board members want to find out “what is missing” in order to capture opportunities that have not been identified until then.
* Specialist
Lower managers and even engineers on the operations floor, wish a specific solution to be “sized” and specified for possible contracting.
The most frequent, and by far, is the “specialist”, even if the client does not have a strategy for contracting and using energy. The prevalent approach of clients in this specialist “segment” is to request a text that they can copy and paste for market consultation. They prefer not to even “discuss” – before or after – delivering the text. It is as if the consultant were an artificial intelligence!
My recommendation is always starting with a generalist view and then move on to the specialist. The results are much more promising!
