Boosting Cleantech Business Sales
Strategic content to influence and educate prospective customers and policy-makers.
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Executive Briefs: Generate Sales Leads and Position your Firm as a Thought-Leader
Marketing communications to executives requires addressing critical business problems facing their companies. The writing must capture their attention in a few seconds, be easily scanable by the reader, and contain a “call-to-action” that can be delegated to the executive’s staff.
Capturing decision-makers’ attention requires compelling, concise, and crisp content. The writing must be engaging and clearly show that industry changes require the executive’s attention and action. They must also link the problem to your company’s product or solution.
The content must be domain-specific and knowledgeable without bland, general statements that AI or any recent MBA graduate could write.
The briefs must provide guidance, insight, and knowledge to help buyers make decisions.
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Strategy Webinars: Elevate Your Employees' Communications to Reach Decision-Makers
Your employees must be kept current on industry trends to effectively communicate with customers, local communities, and policy-makers.
For sales, strategic content creates meetings for your salespeople with executives, not just purchasing agents. Purchasing agents are trained to ask, “What’s your price?” Executives, however, worry about meeting business goals given industry uncertainties. To sell to higher levels, your employees must address strategic concerns.
For meetings with policy-makers and the local community, employees must demonstrate expertise and domain knowledge to gain credibility; otherwise, they will not be taken seriously and will be dismissed.
Strategy webinars, customized to a company’s products or projects, help employees speak confidently in these sales and policy meetings.
Sample Client Projects
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Investment Bank
For an investment fund, I provided ongoing due diligence, analysis, and research of utility-scale solar PV investments. The project portfolio investment sizes were up to 1,000 MW. Connected the in-house team to attorneys and other service professionals.
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Corporate Real Estate
I provided market and regulatory risk assessments for siting solar PV projects, some with battery systems, at various corporate sites across the US. The project sizes ranged from 5 MW to 200 MW. Reviewed project contracts and financials.
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Early-Stage Company
I advised the CEO and Board of Directors of a start-up solar water heating technology company to sell their products in the U.S. The client was located in Belfast, Northern Ireland.
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EV Chargers
I helped obtain funding and arrange the installation of six EV chargers at Flagship Wharf Condominiums in Boston. Eversource (the electric utility) and the MA DEP provided funds.
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Netherlands Firms
I met with the CEOs of two cleantech companies, Physee and IBIS Power, to review their market entrance plans for the US. I connected them to potential US customers and funders.
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White Papers
For Tendo Communications, I wrote Executive Boardroom newsletters to help prospective utility customers learn how Sun’s Internet technology can solve critical business problems.
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Insights are written and published for Substack: “Jim Walker | Cleantech Adoption”. Review my latest research, analysis, and industry opinions to stay abreast of industry issues and advice on growing the cleantech market.
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