Hitachi Consulting – Dana Cappelloni – 2016

Goals 

Having already hosted two EDF Climate Corps fellows, Hitachi Consulting, a global strategic business technology consulting division of Hitachi, Ltd., decided to enlist a third fellow to assist the sales team with the Sales Enablement Process. Dana Cappelloni was brought on board to create an assessment tool for estimating the projected energy savings across a potential client’s portfolio as well as a sustainability metrics scorecard to benchmark and identify challenges in client sustainability programs.

Solutions

Dana structured an excel-based portfolio assessment tool to evaluate a potential client’s existing energy spend and load breakdown in the absence of known client data. Drawing from EIA and Energy Star, she prepopulated it with industry data on average energy consumption, end use percentages, establishment counts, utility rates, establishment sq. ft., energy intensity values and emissions rates. The tool enables the sales team to assess projected energy savings given current and pipeline energy conservation measures and evaluate the energy conservation measures with the highest potential savings for a client.

Dana also create a sustainability metrics scorecard that evaluates a potential client with regards to GHG emissions, Environmental Health & Safety, Water, Waste, and General analysis, and assesses them against its competitors. A weight is assigned to each question in accordance with importance, and a rating scale is included to score a potential client’s progress with regards to each category.

Potential Impact

The portfolio assessment tool can be implemented in tandem with the sustainability metrics scorecard to improve new client development efforts. By using the tool, a quantitative assessment of the client, a score and a baseline for benchmarking strategies, can be obtained. As the client relationship evolves, industry data can be replaced with known client data, generating a greater level of accuracy and confidence in the output of the tool.