Overview

Although the benefits of and justification for energy management (EM) may seem obvious to some, this is often not the case for many of our clients and colleagues. Being able to articulate and present both the energy and non-energy benefits of a project or retrofit – from operational cost savings, to conservation, to reduced equipment maintenance – is key to selling EM projects.

This one-day training program is designed as a hands-on workshop during which participants take part in several innovative exercises. The course introduces participants to concepts in communication and financial analysis. After participants prepare their own short proposals, the day concludes with an analysis of one of the participants’ own proposals.      

The Making the Case program provides participants with techniques, tools, and hands-on experience with building the business case for an EM investment, whether the participant’s role is internal (securing buy-in from support staff or decision-makers) or external (selling an EM project to a customer).​

Key Learning Objectives

Upon completion of this hands-on workshop, participants will be able to:

  • Determine how best to present EM-related information to every kind of stakeholder.
  • Better present the added value of EM projects or services.
  • Discern both the energy and non-energy benefits of a project or program.
  • Understand the various financial analysis terms and ratios, such as:
    • Internal rate of return
    •  Simple payback
    • Net present value and others
  • Prepare a project financial analysis using a simple spreadsheet and/or RETScreen Expert.
  • Develop and present complete, effective short proposals for EM projects using the One-page Proposal methodology

     

Audience

This course is relevant to all those involved in securing buy-in for EM projects, retrofits, or programs across the commercial, industrial, residential, and institutional sectors.

Location

CIET Virtual Real-Time Classroom training

This training will be offered virtually through Microsoft Teams. Upon enrollment, you will receive the information you will need to enjoy a great training experience.

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Schedule

CIET’s Pan-Canadian Virtual Course Schedule

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Event

Course Time
(Central Time, SK MB)
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Eastern
(ON, QC)
Atlantic
(NB, NS, PEI, Lab.)
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(NF)
Course starts! 9:00 AM 7:00 AM 8:00 AM 10:00 AM 11;00 AM 11:30 AM
Training 9:00 AM - 10:30 AM 7:00 AM - 8:30 AM 8:00 AM - 9:30 AM 10:00 AM - 11:30 AM 11:00 AM - 12:30 PM 11:30 AM - 1:00 PM
Morning Break 10:30 AM - 11:00 AM 8:30 AM - 9:00 AM 9:30 AM - 10:00 AM 11:30 AM - 12:00 PM 12:30 PM - 1:00 PM 1:00 PM - 1:30 PM
Training 11:00 AM - 12:30 PM 9:00 AM - 10:30 AM 10:00 AM - 11:30 AM 12:00 PM - 1:30 PM 1:00 PM - 2:30 PM 1:30 PM - 3:00 PM
Lunch Break 12:30 PM - 1:00 PM 10:30 AM - 11:00 AM 11:30 AM - 12:00 PM 1:30 PM - 2:00 PM 2:30 PM - 3:00 PM 3:00 PM - 3:30 PM
Training 1:00 PM - 2:30 PM 11:00 AM - 12:30 PM 12:00 PM - 1:30 PM 2:00 PM - 3:30 PM 3:00 PM - 4:30 PM 3:30 PM - 5:00 PM
Afternoon Break 2:30 PM - 3:00 PM 12:30 PM - 1:00 PM 1:30 PM - 2:00 PM 3:30 PM - 4:00 PM 4:30 PM - 5:00 PM 5:00 PM - 5:30 PM
Training 3:00 PM - 4:30 PM 1:00 PM - 2:30 PM 2:00 PM - 3:30 PM 4:00 PM - 5:30 PM 5:00 PM - 6:30 PM 5:30 PM - 7:00 PM
Course Ends/ Trainer Help Desk Opens! 4:30 PM 2:30 PM 3:30 PM 5:30 PM 6:30 PM 7:00 PM
Optional Help Desk (Q&As) 4:30 PM - 5:15 PM 2:30 PM - 3:15 PM 3:30 PM - 4:15 PM 5:30 PM - 6:15 PM 6:30 PM - 7:15 PM 7:00 PM - 7:45 PM

Agenda

  • Starting With What We Know
    Success Interview
  • Communicating Our Value
    Dinner Table Conversation​
  • Securing Interest
    Elevator Pitch​
  • Financial Analysis
    ​Activity in Excel​
  • Making Your Pitch
    One-Page Proposal​

Trainers

Stephen Dixon CIET Canada, headshot
Stephen Dixon
B.Sc., M.A.Sc.

Stephen Dixon is a freelance energy consultant. As Principal of TdS Dixon Inc., of St. Jacobs, Ontario, he brings a practical, hands-on approach to the challenge of developing the energy management capacities of a broad range of institutional, commercial, and industrial organizations. Stephen has accumulated more than 35 years of energy management experience, including more than 800 energy assessments and the facilitation of over 1,700 energy management workshops. Stephen holds an M.A.Sc. in Systems Design Engineering from the University of Waterloo and a B.Sc. in Physics from UPEI.

Stephen’s extensive experience with RETScreen began with his significant contributions to the design and development of RETScreen’s energy efficiency models in RETScreen v4.  Subsequently, Stephen’s popular Monitoring Targeting & Reporting Tool featuring simple regression and CUUSM functions inspired and informed the development of the  RETScreen Plus Performance Analysis tools.  Finally, Stephen provided technical support to the development of RETScreen’s newest version RETScreen Expert.  Stephen has successfully delivered over 25 RETScreen training sessions and incorporated RETScreen training into more than 100 energy management training workshops.

Olivier Cappon, headshot
Olivier Cappon

Olivier Cappon is Senior Director with the Canadian Institute for Energy Training (CIET) – which trains over 2,000 participants a year across Canada and internationally through a mix of public, private and customized training sessions. Olivier’s experience with Energy Efficiency first came from his years of work with the Canadian Standards Association (CSA Group), where he was responsible for the proliferation of several Energy and GHG-related standards and codes.

Olivier has worked in the Sustainability and Energy Industry for over thirteen years, accruing expertise in key areas of professional and organisational capacity-building, such as designing learning frameworks and outcomes, review course design and content, learning paths, and setting core competencies. He has also accrued important experiences on the pragmatic side of training as an instructor and presenter on several topics related to the overarching themes in Energy Efficiency.

The course includes...

Access to a private SharePoint website with additional training material, references, and links.

Policies and FAQ

Click here, to see our course postponement and cancellation policy.

Do you have questions? Consult our FAQ for answers. 

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