Purpose
The goal of qualification is to confirm that a lead has the authority, financial capacity, and genuine intent to move forward with a clean energy solution. By qualifying effectively, members improve close rates, accelerate project timelines, and maintain the integrity of Surge’s deal pipeline.
Core Qualification Criteria
1. Property Ownership or Decision-Making Authority
Confirm that the contact is the property owner or a key decision-maker authorized to approve upgrades or installations.
Third-party brokers or low-level staff without decision power are not considered qualified contacts.
Questions to verify:
“Are you the owner or authorized to make facility decisions?”
“Do you manage energy contracts or facility upgrades for this property?”
2. Business Type and Facility Usage
Determine what kind of business operates at the site and how energy is used.
Ideal commercial opportunities typically include:
Manufacturing facilities
Warehouses and logistics centers
Office buildings
Schools and universities
Multi-site retail, franchise, or hospitality locations
Leads with high energy consumption or long-term occupancy offer the best fit for Surge solutions.
3. Energy Profile and Utility Data
Collect basic information about the site’s current energy use.
Minimum data points include:
Monthly utility bill amount (or annual total)
Utility provider name
Average peak demand (if available)
Service type (single-phase or three-phase power)
If the client can provide copies of recent electric bills, that significantly speeds up EPC evaluation.
4. Roof, Land, or Site Viability
Assess whether the property has usable space for solar, storage, or energy efficiency upgrades.
Key indicators:
Roof age and condition (ideally under 10 years)
Available parking or open land for solar arrays or EV chargers
No major shading or structural issues
If unsure, note potential concerns so the EPC can validate during the site assessment.
5. Financial Readiness
Confirm that the business has the financial ability or interest to invest in energy improvements. Ask whether they prefer cash, loan, lease, or power purchase agreement (PPA) structures.
Red flags include:
Unwillingness to share basic financial or utility details
Poor credit or past project defaults
Lack of authority or decision-making clarity
Surge partners can assist with financing options once the lead reaches qualification.
6. Interest and Timing
Determine the client’s level of motivation and project timeline. Qualified leads usually express clear intent to move forward within 90-180 days.
Sample questions:
“What’s prompting your interest in solar or energy savings now?”
“Do you have a target date for reviewing proposals?”
Leads with urgency and clear next steps are much more likely to convert into signed projects.
Disqualifying Factors
A lead may not qualify if:
The contact is not an authorized decision-maker
The property is leased without owner consent
The site is under 10,000 sq. ft. or has minimal energy usage
The client cannot or will not provide utility data
The business lacks credit capacity or verifiable financial standing
Document any disqualifying factors in your lead notes for tracking and training purposes.
Best Practices for Lead Intake
Research the business and property before outreach
Confirm ownership using public records or Google Maps when possible
Keep all lead notes organized within the Surge dashboard
Avoid speculative or “fishing” submissions that waste EPC review time
Be transparent with prospects about Surge’s process and timeline
Support
If you’re unsure whether a lead qualifies, contact your Mentor or reach out to [email protected] for review before submitting. Surge’s operations team can help confirm eligibility or recommend next steps.
Summary
Qualification Area | What to Verify | Why It Matters |
Decision-Maker | Confirm authority to approve upgrades | Ensures valid contact |
Facility Type | Identify energy usage and building type | Prioritizes high-value projects |
Utility Data | Gather bills and energy info | Enables accurate proposals |
Site Viability | Check space, shading, roof age | Determines technical feasibility |
Financial Readiness | Confirm funding interest or ability | Prevents stalled deals |
Timing | Gauge intent and urgency | Prioritizes active opportunities |