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Webinar Series

Improving Your RFP Evaluation Scores!

Webinar #1: July 21, 2010, 2:30pm EST
Webinar #2: July 23, 2010, 11:00am EST
Webinar #3: July 26, 2010, 2:30pm EST

Please join us for NAESCO's upcoming webinar series designed to help your company identify ways to improve the effectiveness and efficiency of your proposal capabilities. Learn strategies on how to improve your RFP evaluation scores from Dave Birr, an experienced professional who has trained hundreds of ESCO evaluators and who has served as an RFP evaluator on scores of projects nationwide.

The webinars will be recorded. If you are unable to attend one of the live sessions, several alternative dates will be scheduled for each of the webinars to accommodate registrants' schedules.

Price Structure

Members
All Three Sessions: $150
Single Session: $ 50

Non-Members
All Three Sessions: $195
Single Session: $75

About Dave Birr

David Birr, President, Synchronous Energy Solutions, Inc. - Mr. Birr has over 25 years of experience designing, managing, and monitoring energy efficiency projects in buildings. He has been an owner's representative on over 75 energy performance contracting projects in a dozen different states. He is a nationally recognized expert on the energy performance contracting industry. He serves as the primary technical consultant for the energy performance contracting programs for state agencies in Illinois, Hawaii and Pennsylvania. In addition to advising building owners, he has provided more than 80 technical trainings for state and federal agencies, trade and professional associations. For nine years he represented the City of Chicago in electric and gas utility energy efficiency program proceedings as their primary technical expert witness on energy efficiency technologies in the commercial, institutional and industrial sector. He has co-authored several market studies of the energy performance contracting market with Lawrence Berkeley National laboratory.

Webinar #1

• Identifying strategies for improving your RFP evaluation scores
• Focusing the RFP response on the "best value approach" used to evaluate ESCO proposals
• Understanding the role of the evaluation training given to people who review and evaluate ESCO proposals
• Focusing on the difference and significance of negotiable and non-negotiable proposal evaluation criteria in preparing a RFP response
• Understanding the crucial role of qualification in RFP evaluations when formulating your team qualification response
• Key subjective factors that can influence the ranking and scoring of proposals

Webinar #2

• Quantifying and effectively presenting the project benefits
• Ensuring that your response addresses the ways in which the ESCO model is a lower risk and higher value way to deliver energy efficiency projects
• Effectively presenting the specific advantages of the ESCO model compared to conventional procurement approaches
• Helping customers understand the long-term value created by ESCO projects by presenting the full range of energy and non-energy benefits
• Communicating more effectively with agency staff evaluating ESCO proposals
• Exploring effective strategies for evaluating customer needs and motivation and integrating that understanding into the proposal response
• Writing an effective proposal which adequately responds to the RFP requirements

Webinar #3

• What customers learn from your client references may not always be what you intended
• Understanding what data to include in client and project references and ensuring its accuracy and adequacy
• Focusing your oral interview preparation on what customers should learn from ESCO oral interviews
• Anticipating the questions you can expect at oral interviews and preparing meaningful responses before you enter the interview itself
• Evaluating strategies for effectively making oral presentations and answering oral interview questions
• Persuading your client to adopt a cost-effective M&V plan
• Explaining the benefits and costs of commissioning to your client
• Discussing effective strategies for helping clients understand the green benefits associated with ESCO projects

Registration

• Purchase Recording for All Webinars
• Purchase Recording for Webinar #1 ONLY
• Purchase Recording for Webinar #2 ONLY
• Purchase Recording for Webinar #3 ONLY

Please contact us at 202-822-0950 or info@naesco.org for more information.