MEEA’s Technical Webinar Series:

Energy Efficiency Program Implementation Best Practices featuring EGIA

Oct. 25th, 2011

MEEA is a collaborative network advancing energy efficiency in the Midwest

to support sustainable economic development

and environmental preservation.

MEEA’s Mission

MEEA’s Role in the Midwest

• Membership & Events• Energy Efficiency Policy Advocacy• Program Design & Implementation

www.mwalliance.org

Upcoming Events & Important Dates

Early Bird Registration Deadline:November 30th

www.meeaconference.org

12-Step Roadmap toContractor Network Development and Management

Midwest Energy Efficiency Alliance

Technical Webinar

October 25, 2011

Ed Thomas, EGIA

Tiger Adolf, BPI

12-Step Roadmap ChronologyMonths 7-9

Step 10 – Conduct Home Energy Makeover Contest

Step 11 – Produce Homeowner Workshops

Step 12 – Conduct Community Energy Exchange  

Months 1-3

Step 1 – Identify prospective contractors/stakeholders to invite into your contractor network

Step 2 – Deliver webinars on business development topics

Step 3 – Produce Contractor Exchange workshop(s)

Months 4-6

Step 4 – Conduct Program Participation Webinars/Workshop(s)

Step 5 – Enroll and Screen Interested Contractors for Program Participation

Step 6 – Establish Contractor Web Portal

Step 7 – Establish Homeowner Web Portal

Step 8 – Administer Contractor and Homeowner Incentives

Step 9 – Conduct Quality Assurance

First Phase - Months 1-3

Identify Educate Prepare Develop prospects to recruit

Step 1 - Identify Prospective Contractors to Invite Into Your Contractor Network Firms/programs that already exist in marketplace Those who have demonstrated capability/capacity to deliver/scale Prominent contractors BPI certified and accredited contractors (and EGIA, NATE, LEED, etc.) Past contractor participants in utility/government initiatives Avoid tendency to start with just new market entrants

Outcome: Radical Inclusion

Step 2 - Deliver Webinars On Business Development Topics Topics to improve their business

profitability low-risk/low-cost way to reach

compared to in-person meetings Attracts owners and key staff Record so they can view on-demand Offer CEUs

Outcome: Align program with contractors’ goals to grow business

Step 3 – Produce Contractor Exchange Workshop(s) Focused 1-2 day workshop Target owners and managers of residential

and small commercial remodeling and replacement companies

Panels with local experts and successful contractors

“Advance preview” of your program Pre-/post events for utilities, agencies,

non-profits, distributors

Outcome: Contractor Community Engagement

Second Phase - Months 4-6

Enroll Engage Begin implementation Work out the kinks

Step 4 – Conduct Program Participation Webinars/Workshops Locations convenient to the target audiences Record as webinars for on-demand viewing Spotlight successful contractors Guest speakers from overlapping programs Program updates from utility sponsor Target enrolled contractors and let prospects

“listen in” Be candid about what you are doing to fix

what is not working Hang ‘em high

Outcome: Initiate Dialogue

Step 5 – Enroll & Screen Contractors

License, Insurance, Bonding Tax Compliance Reference/Background Check Certifications Contractor Participation

Verified annually/quarterly

Goal: Set the Bar High

All contractors should be required to pass screening process:

Step 6 – Establish Contractor Web Portal

Password access to: Marketing tools Co-branding logo requirements FAQs Forms handbook/training manuals work specifications, standards,

guidance

Goal: One Stop Shop for Contractors

Step 6 – Contractor Web Portal (cont.) Training archive (webinars, workshop

handouts/presentations) Reasons to come back:

Referrals to peer programs regionally Business development allies Available incentives/trainings Economic/workforce development grant

opportunities Key-account management with

concierge-style service

Goal: Ongoing Engagement

Step 7 –Homeowner Web Portal

List participating contractors (ranked if possible)

Incentive Availability Customized program summaries and

key contact Information Related programs (links to tax

credits, etc.) Contractor Referral

Note specializations and certifications

Step 7 – Homeowner Web Portal (cont.)

Personal Concierge/Coach Prompt responses with “warm” transfer/referral

to contractor Homeowner guide to interviewing contractors

Rebate Assistance Facilitate payment processing of ALL incentives

Financing Referral Reference ALL reputable resources for related

projects

 

Goal: Homeowner one-stop shop and resource center

Step 8 – Administer Incentives Offer incentives choices:

Homeowner incentives (performance/prescriptive rebates, loan interest rate buy downs)

Contractor-direct payments (training/equipment grants, cooperative marketing assistance)

Streamline forms for easy processing Encourage online over snail mail Status updates online and via email On-demand reports to avoid surprises

when program funding ends

Goal: Reduce Admin Burden/Delays

Step 9 – Conduct Quality Assurance

Two Main Parts: Contractor Mentoring Homeowner Surveys

Contractor Mentoring Feedback and open communication are essential Clear standards – share forms in advance Qualified inspectors – people who are certified and experienced Try to schedule QA inspections with job completion/test-out – use as

mentoring

Goal: Document Contractor Success Stories

Step 9 – Conduct Quality AssuranceHomeowner Surveys

Telephone and email surveys for program satisfaction and interest in other programs

Document energy efficiency achieved (direct or indirect)

Mine surveys as case study resources Capture program savings benefits that

might otherwise go “unclaimed” by EM&V

Homeowner assessments of contractor performance should be integrated into contractor mentoring – plan for continuous improvement

Goal: Document Homeowner Success Stories

Third Phase - Months 7-9

Promote Accelerate Create continuous improvement Position for “raising the bar”

Step 10 – Conduct Home Energy Makeover Contest Innovative way to shine a light that mimics

program Modeled after reality television shows Take B.S. approach to select home that best

demonstrates potential for energy savings Products and services donated by

participating contractors Media & VIPs invited to tour winning homes Winning home owners make compelling case

to traditional/social media All about “losers” learning how to conduct their

own energy makeover

Goal: Engage Community To Demo Program Success

Step 11 – Produce Homeowner Workshops Offer insight on energy savings and

other benefits Put together homeowners with

contractors and get the heck outta the way

Agenda sessions should feature winning homeowners with contractors who worked on their homes.

Teach contractors how to sell and homeowners how to buy

Goal: Champion Early Adopter Contractors and Homeowners

Step 12 – Conduct Community Mentoring

Create partnerships with experts and new market entrants

Improve energy efficiency and safety of community buildings

Learn and apply building science in-the-field and on-the-job mentoring

New market entrants gain experience in real-world buildings

Goal: Mentor New Market Entrants

12-Step Roadmap ChronologyMonths 7-9

Step 10 – Conduct Home Energy Makeover Contest

Step 11 – Produce Homeowner Workshops

Step 12 – Conduct Community Energy Exchange  

Months 1-3

Step 1 – Identify prospective contractors/stakeholders to invite into your contractor network

Step 2 – Deliver webinars on business development topics

Step 3 – Produce Contractor Exchange workshop(s)

Months 4-6

Step 4 – Conduct Program Participation Webinars/Workshop(s)

Step 5 – Enroll and Screen Interested Contractors for Program Participation

Step 6 – Establish Contractor Web Portal

Step 7 – Establish Homeowner Web Portal

Step 8 – Administer Contractor and Homeowner Incentives

Step 9 – Conduct Quality Assurance

Contact to Learn MoreTiger Adolf

Western Regional Director

Building Performance Institute, Inc.

518.951.0666

tadolf@bpi.org

www.bpi.org

Ed Thomas

VP, Government and Utility Affairs

Electric & Gas Industries Association

970.209.8347

ethomas@egia.org

www.egia.org