Green energy and large commercial users

The difficulties faced in selling green energy to large commercial users are reviewed in this article. Four steps are identified in helping energy service suppliers (ESP) focus on opportunities for maximising revenue, namely, targeting the best prospects, identifying the right contact person, appealing to the primary contact, and helping contacts to make the sale internally. Companies with environmentally conscious customers and well defined environmental policies and led by those that promote environmental stewardship are recognised as commercial customers most likely to sign a deal for green energy