Energy efficiency outsourcing negotiations, as mathematical coupled system problems, are concerned by multiple dimensions -business administration tools, state-of-the-art technologies knowledge, legal frameworks, specific national energy policies, organization structures and operative mechanisms experience- that must be managed as dependent variables related to each other in a unique process.
Energy Services Companies (ESCOs) business model is commonly introduced as a one-dimensional matter, simple and universal. This simplicity is the cause of negotiation misunderstandings; it also is a real barrier for a wide implementation of this interesting solution for energy efficiency outsourcing requirements.
The aim of this brief book is to stress and give solution to the complexity of unexplored fields in ESCO matters to make win-win arrangements easier from a non-unilateral point of view. Although elemental concepts are described for a better understanding, this approach is neither about energy efficiency nor about ESCO basics; actually, it has to do with a transversal and global vision of the different dependent variables involved in the dealing sequence between customers -facilities ownership or institutional holders- and ESCOs -energy services companies-.
Either you act on behalf of an ESCO or of an organization looking for energy efficiency, this new book will uncover to you a set of powerful clear-cut concepts. You will accomplish long term agreements without issues out of the blue during the long lasting relationship with your business partner. A convenient step-by-step approach to new technologies for energy efficiency, ensures you to save your resources. No more ESCO business model's secrets for you after reading it.
Contents
1APPROACH TO ENERGY EFFICIENCY AND THE ESCO MODEL.
1.1Efficiency concept.
1.2Energy efficiency idea.
1.3Energy efficiency management.
1.4ESCO business model basics.
2ESCOs CONTRACTING MODELS. A REASONABLE COMPENSATION BETWEEN RISKS AND GUARANTEES.
2.1ESCO contracting drivers.
2.2Contracting models description.
2.2.1Energy Performance Contract (EPC).
2.2.2Energy Supply Contract (ESC).
2.2.3Build Own Operate Transfer (BOOT).
2.2.4Chauffage.
2.2.5First Out.
2.2.6ESPCs.
2.2.74-5Ps.
2.2.8Leasing.
3TRADITIONAL FINANCIAL ANALYSIS.
3.1Customer analysis.
3.2ESCO analysis.
4BEYOND THE COMMONLY KNOWN TERRITORIES.
4.1More answers are required.
4.2Two things to know before dealing: Obsolescence and LCCA.
4.3Four issues to focus on negotiation.
5GLOCALIZATING ACTIVITIES, COMPLEXING THE MULTIVARIABLE EQUATION.
5.1About glocalization.
5.2Local Framework Conditions.
6ESCO BUSINESS NEGOTIATION: FROM THE DEFENSE OF SELF-INTEREST TO WIN-WIN AIMS.
6.1EE-ESCO business essence.
6.2Negotiation sequence.
7BUSINESS PROPOSALS, PRESENTING AN ESCO PROJECT.
7.1From customer to ESCOs.
7.2From ESCO to customer.
8RECOMMENDATIONS.
POSTFACE. Controversies of the future.
1- The future of ESCO industry environment and the WEC energy Trilemma.
2-American pragmatism vs European contradictions. Who moved my cheese?
3-Energy efficiency: anyway, the best fuel to compete in a global market.
Bibliographical references
Index
Online Contents