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A lot of lighting projects go like this. The plant engineer has a “dream” lighting system in mind. It includes features such as automatic daylight dimming, occupancy sensing, and automatic operation based on the schedule programmed into it. This system costs X, but the project budget goes up to only 70% of that. He’s got to downgrade to a basic system or not do the project at all.
So instead of the bigger project you could have done, you’ve got this smaller one. Now here’s the thing about these budgets. They are usually based on expected cash flows for a given quarter and for a given year. That plant engineer doesn’t have to give up that dream lighting system, he just needs to break it into two parts; one for the current year and one for the following year.
But he may not know this is possible. And he may not have even told you this. When a customer asks you to provide a quote on a lighting project, have a discussion. Begin it by asking, “If the budget were not a consideration, what features would you want this system to have for this location?” The system features not in the request for quote are probably features that got trimmed to meet budgetary constraints.
Make the two-project proposal, allowing for “upgradable” equipment and stub-ins in the first project.
Source: Mark Lamendola | Mindconnection