Who Really Sells a Multifamily Energy Project?

A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building owners.  In reality, the energy managers and other internal champions connected to those buildings wind up doing most of the “selling.”  They’re the ones who lobby to gain consensus among their peers in property management, facilities and engineering; persuade senior management to prioritize the initiative; and, ultimately convince capital budgeting to approve the needed funds.  And if the tenants’ cooperation is needed to make the proposed initiative a success, those tenants need to be sold on the idea as well.