Setting Expectations Are Critical to Long-Term Success in EMS.
Using an energy management system solution is an efficient, effective way to increase profitability, enhance social responsibility and reduce your overhead costs. But, it is not magic, and you need to know the facts about what the system can and cannot provide. In other words, your provider should set realistic expectations and be a partner and trusted advisor during the onboarding process. This is key to establishing a long-term, successful partnership.
It Establishes Expectations to ROI After Onboarding
As explained by Clint Hudson, part of the key to a successful business-to-business relationship when implementing an energy management system solution lies in setting realistic expectations for the time to return on investment. Depending on the age of the building and number of devices retrofitted for implementation, initial implementation costs may be significant. However, facility managers and stakeholders can use the information presented during a proactive onboarding process to establish clear goals and opportunities, which encourage executive-level support for implementation.
Unfortunately, some energy management companies may have made great promises in the past, but they failed to follow through. This results in poor ROI expectations, if not unrealistic ROI expectations when working with a new company. Therefore, the contact point for the new system provider should work closely to identify the needs of a facility and devise a solution that falls within budget constraints and delivers a realistic, positive ROI.
Setting Expectations Reduces Risk of Discontinuing Service
Another factor in implementing an energy management platform, system or solution is continuing service. For example, ENTOUCH.360 is a platform-based service, so setting realistic expectations is critical to reducing the risk of buyer’s remorse.
In addition, a bad experience with past energy management system providers further increases the risk of buyer’s remorse, so clearly defining what will and will not happen, from initial assessment to dedicated account management, if purchased, is key to maintaining a long-term, satisfied client.
Proactive Onboarding Eliminates Worries and Concerns by Users
Energy management system users have real concerns and worries about how the new system will impact operations. They may be able to see what their equipment and connected systems are doing, but how will they be able to turn collected data into actionable insights?
This part of the journey toward energy efficiency relies on powerful analytics and machine learning systems, but these capabilities are not included with every product. For example, ENTOUCH.ONE does not include analytics and account management services; these services are part of the ENTOUCH.360 service, a type of energy management-as-a-service (EMaaS) system. So, it is important to ask questions during the onboarding process about which system does what and how it will improve energy consumption rates and costs for a given facility.